Tag Archives: Sales

Will the iPad Replace the Rep?

By Beth Kennedy. With Big Pharma sales teams awash with iPads and 72% of US doctors now armed with smartphones for professional use, are we finally approaching the day when the rep is replaced by digital technology?  And if so, is it a good idea? The number of pharma sales reps industry has fallen by […]
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Lives of Patients Keep Sales Reps off Life Support

Pharm Exec’s sister conferencing unit explores the future of the US sales rep, including the implications of GSK’s new value-based compensation model Last week brought a small but dedicated group of sales professionals to a CBI conference in San Diego with a clear mandate: to rate the future of the “detail man” — dead or […]
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Big Pharma Reps Still Competing with Local Players in Emerging Markets

Although pharma is an increasingly global marketplace, the relative rankings of companies are becoming more localized — with significant variations — according to a new Cegedim survey of physician attitudes towards reps in the major western markets and Brazil, India, Russia, and China. According to the International Rep Quality survey, physicians tend to favor domestic […]
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On-Demand Webcast: Develop Competitive Advantage Through Business Analytics in the New Pharma Commercial Model

Originally Recorded on September 14, 2009 As we all know, the industry is facing trends that will continue to erode profitability if the sales and marketing model does not change. The image of a new commercial model is now starting to emerge – and although the details are far from clear, the basic components are […]
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GSK to Cut 1,800 Sales Positions (Updated)

GlaxoSmithKline, today, announced that it is restructuring its US pharmaceutical sales organization. The plan will include elimination of 1,800 sales rep positions by year end. The cuts will affect approximately 1,000 employees and an undetermined number of support staff. A spokesperson told Pharm Exec that some reps will be moved to the company’s expanding vaccine […]
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