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Author : Joerg Kruetten
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (112 download)
Download or read book Marketing and Sales Organization Best Practices for Biotech and Specialized Pharma written by Joerg Kruetten and published by . This book was released on 2006 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David Currier
Publisher : iUniverse
ISBN 13 : 1462040748
Total Pages : 172 pages
Book Rating : 4.4/5 (62 download)
Download or read book Be Brief. Be Bright. Be Gone. written by David Currier and published by iUniverse. This book was released on 2005-12-06 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: A great way to jump-start your career in pharmaceutical and biotechnology sales! "Be brief, be bright, be gone" is the philosophy that launched David Currier to a successful career as a pharmaceutical sales representative. Simply stated, this approach encourages aspiring sales professionals to: Be brief-Keep your sales presentations short and to the point. Be bright-Understand your product and its clinical context. Be gone-Respect your customer's time. But that is only one piece of advice an aspiring representative should retain from this book. This book also covers: Pros and cons of a career in pharma/biotech sales How to land a job with a major pharma/biotech company Getting to know your customers (physicians and hospitals) Selling skills, basic etiquette, sales call basics and lots more, including 10 key tips that help ensure long-term career success. This is the book that top pharmaceutical and biotech sales trainers have asked for! "I wish I read this book when I got started. It is easily the best book I have seen on the subject."-Ellen F. Simes, Springfield, MA, Pharma/biotech trainer "Anyone even thinking about a career in the industry should read this book."-Pam Marinko, Wilmington, NC, Pharma/biotech trainer "Wow! Very well done. Some really good information for folks just starting out-and for veterans like me, too."-JoAnne Skypeck, Holyoke, MA, Pharmaceutical sales representative
Author : Martin Austin
Publisher : CRC Press
ISBN 13 : 1317170598
Total Pages : 202 pages
Book Rating : 4.3/5 (171 download)
Download or read book Business Development for the Biotechnology and Pharmaceutical Industry written by Martin Austin and published by CRC Press. This book was released on 2016-04-08 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Development in the biotechnology and pharmaceutical industries accounts for over $5 billion in licensing deal value per year and much more than that in the value of mergers and acquisitions. Transactions range from licences to patented academic research, to product developments as licences, joint ventures and acquisition of intellectual property rights, and on to collaborations in development and marketing, locally or across the globe. Asset sales, mergers and corporate takeovers are also a part of the business development remit. The scope of the job can be immense, spanning the life-cycle of products from the earliest levels of research to the disposal of residual marketing rights, involving legal regulatory manufacturing, clinical development, sales and marketing and financial aspects. The knowledge and skills required of practitioners must be similarly broad, yet the availability of information for developing a career in business development is sparse. Martin Austin's highly practical guide spans the complete process and is based on his 30 years of experience in the industry and the well-established training programme that he has developed and delivers to pharmaceutical executives from across the world.
Author : Francoise Simon
Publisher : John Wiley & Sons
ISBN 13 : 1119216176
Total Pages : 322 pages
Book Rating : 4.1/5 (192 download)
Download or read book Managing Biotechnology written by Francoise Simon and published by John Wiley & Sons. This book was released on 2017-10-16 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive overview of the new business context for biopharma companies, featuring numerous case studies and state-of-the-art marketing models Biotechnology has developed into a key innovation driver especially in the field of human healthcare. But as the biopharma industry continues to grow and expand its reach, development costs are colliding with aging demographics and cost-containment policies of private and public payers. Concurrently, the development and increased affordability of sophisticated digital technologies has fundamentally altered many industries including healthcare. The arrival of new information technology (infotech) companies on the healthcare scene presents both opportunities and challenges for the biopharma business model. To capitalize on new digital technologies from R&D through commercialization requires industry leaders to adopt new business models, develop new digital and data capabilities, and partner with innovators and payers worldwide. Written by two experts, both of whom have had decades of experience in the field, this book provides a comprehensive overview of the new business context and marketing models for biotech companies. Informed by extensive input by senior biotech executives and leading consultancies serving the industry, it analyzes the strategies and key success factors for the financing, development, and commercialization of novel therapeutic products, including strategies for engagement with patients, physicians and healthcare payers. Throughout case studies provide researchers, corporate marketers, senior managers, consultants, financial analysts, and other professionals involved in the biotech sector with insights, ideas, and models. JACQUALYN FOUSE, PhD, RETIRED PRESIDENT AND CHIEF OPERATING OFFICER, CELGENE “Biotech companies have long been innovators, using the latest technologies to enable cutting edge science to help patients with serious diseases. This book is essential to help biotech firms understand how they can–and must–apply the newest technologies including disruptive ones, alongside science, to innovate and bring new value to the healthcare system.” BRUCE DARROW, MD, PhD, CHIEF MEDICAL INFORMATION OFFICER, MOUNT SINAI HEALTH SYSTEM “Simon and Giovannetti have written an essential user’s manual explaining the complicated interplay of the patients who deserve cutting-edge medical care, the biotechnology companies (big and small) creating the breakthroughs, and the healthcare organizations and clinicians who bridge those worlds.” EMMANUEL BLIN, FORMER CHIEF STRATEGY OFFICER AND SENIOR VICE PRESIDENT, BRISTOL-MYERS SQUIBB “If you want to know where biopharma is going, read this book! Our industry is facing unprecedented opportunities driven by major scientific breakthroughs, while transforming itself to address accelerated landscape changes driven by digital revolutions and the emergence of value-based healthcare worldwide. In this ever-changing context, we all need to focus everything we do on the patients. They are why we exist as an industry, and this is ultimately what this insightful essay is really about.” JOHN MARAGANORE, PRESIDENT AND CHIEF EXECUTIVE OFFICER, ALNYLAM PHARMACEUTICALS “Since the mapping of the human genome was completed nearly 15 years ago, the biotechnology industry has led the rapid translation of raw science to today’s innovative medicines. However, the work does not stop in the lab. Delivering these novel medicines to patients is a complex and multifaceted process, which is elegantly described in this new book.”
Author : Min Ding
Publisher : Springer Science & Business Media
ISBN 13 : 1461478014
Total Pages : 763 pages
Book Rating : 4.4/5 (614 download)
Download or read book Innovation and Marketing in the Pharmaceutical Industry written by Min Ding and published by Springer Science & Business Media. This book was released on 2013-10-31 with total page 763 pages. Available in PDF, EPUB and Kindle. Book excerpt: The pharmaceutical industry is one of today’s most dynamic and complex industries, involving commercialization of cutting-edge scientific research, a huge web of stakeholders (from investors to doctors), multi-stage supply chains, fierce competition in the race to market, and a challenging regulatory environment. The stakes are high, with each new product raising the prospect of spectacular success—or failure. Worldwide revenues are approaching $1 trillion; in the U.S. alone, marketing for pharmaceutical products is, itself, a multi-billion dollar industry. In this volume, the editors showcase contributions from experts around the world to capture the state of the art in research, analysis, and practice, and covering the full spectrum of topics relating to innovation and marketing, including R&D, promotion, pricing, branding, competitive strategy, and portfolio management. Chapters include such features as: · An extensive literature review, including coverage of research from fields other than marketing · an overview of how practitioners have addressed the topic · introduction of relevant analytical tools, such as statistics and ethnographic studies · suggestions for further research by scholars and students The result is a comprehensive, state-of-the-art resource that will be of interest to researchers, policymakers, and practitioners, alike.
Author : Eric Longino
Publisher : Universal-Publishers
ISBN 13 : 1599427060
Total Pages : 236 pages
Book Rating : 4.5/5 (994 download)
Download or read book Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry written by Eric Longino and published by Universal-Publishers. This book was released on 2009 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Author : Mike Ratcliffe
Publisher :
ISBN 13 : 9781523647804
Total Pages : 56 pages
Book Rating : 4.6/5 (478 download)
Download or read book Best Practices in Managing Competitive Intelligence Research written by Mike Ratcliffe and published by . This book was released on 2016-02-13 with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt: This publication examines the role of competitive intelligence (CI) in the pharmaceutical industry. It is aimed at helping managers in both pharmaceutical and biotechnology companies better understand the role of CI and how best to manage it.Pharmaceutical and biotechnology companies are under constant competitive pressure from firms with competing drugs, both in-market and in development. Branded drugs only have a limited in-market lifetime; the firms that market them need to develop and execute highly effective sales and marketing strategies, especially since individual drugs can be turned into multi-billion dollar blockbusters. It is prudent that firms understand in detail the constantly shifting external competitive environment. The authors have interviewed leading CI practitioners in eight international companies, providing a mix of both large- and medium-sized pharmaceutical and biotechnology firms in both the U.S. and Europe. Moreover, both authors are CI professionals and have been practicing CI for some 15 to 20 years. They have, therefore, also incorporated some of their hands-on experience on how CI managers organize and manage their groups.
Author : Carole Moussalli
Publisher : Vault Inc.
ISBN 13 : 1581313861
Total Pages : 201 pages
Book Rating : 4.5/5 (813 download)
Download or read book Vault Career Guide to Pharmaceuticals Sales and Marketing written by Carole Moussalli and published by Vault Inc.. This book was released on 2006-04 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get the inside scoop on pharmaceutical sales careers with this new Vault Guide. Overview of the industry; functions in pharmaceutical sales: field sales, sales management, training and development, instructional design/content development, project management; jobs and career paths; getting hired - education, interview preparation, and more.
Author : John Lidstone
Publisher : Taylor & Francis
ISBN 13 : 1351919768
Total Pages : 169 pages
Book Rating : 4.3/5 (519 download)
Download or read book Marketing Planning for the Pharmaceutical Industry written by John Lidstone and published by Taylor & Francis. This book was released on 2017-07-05 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing in the pharmaceutical and healthcare sector requires a particular set of skills; its intricacies mean planning is an essential prerequisite. The marketing planning system described in this book has been designed to enable marketing and product executives to produce a plan which serves as a dynamic management tool which will help them to get from where they are now to where they want to be next year and thereafter. Now in its second edition, this bestselling book has become the standard text for all product managers, marketing managers and directors working in this demanding industry. John Lidstone and Janice MacLennan have updated the book to embrace best current practice. A new orientation to external analysis and a reworking of the application of SWOT analysis, along with fresh material on sales forecasting and strategy implementation, bring the book up to date with current thinking and industry trends. Marketing Planning for the Pharmaceutical Industry is based on real life experience built up over many years. Each chapter takes the reader through the sequential stages of planning so that by the end they will be able to produce a practical plan ready for implementation. It is the only book of this type which tailors marketing to those working in the sector and as such is a unique, invaluable and indispensable resource.
Author : Mickey C. Smith
Publisher : Psychology Press
ISBN 13 : 9780866569354
Total Pages : 548 pages
Book Rating : 4.5/5 (693 download)
Download or read book Principles of Pharmaceutical Marketing written by Mickey C. Smith and published by Psychology Press. This book was released on 1988-12 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Principles of Pharmaceutical Marketing, Third Edition offers the perspectives of both those who teach and those who practice pharmaceutical marketing. This reflects the need for and the effort to provide the most relevant "real world" approach to this complex and fascinating field. This text is designed for undergraduate students in pharmacy whose background in marketing is limited, those actually involved in pharmaceutical marketing, and anyone desiring an introduction to the intricacies involved in the marketing of pharmaceutical products.
Author : L. Lerer
Publisher : Springer
ISBN 13 : 023059879X
Total Pages : 256 pages
Book Rating : 4.2/5 (35 download)
Download or read book Digital Strategies in the Pharmaceutical Industry written by L. Lerer and published by Springer. This book was released on 2003-01-24 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a comprehensive review of the current state of digital innovation, Internet activity and e-business in the life sciences arena and a practical guide for managers planning, developing and implementing e-strategies in the pharmaceutical industry. The authors provide numerous examples of innovative, best practice and lay the strategic foundation for using e-business across the pharmaceutical value chain from drug discovery to physician promotion to direct-to-consumer marketing.
Author : Benjamin F Banahan
Publisher : Routledge
ISBN 13 : 1000156699
Total Pages : 176 pages
Book Rating : 4.0/5 (1 download)
Download or read book Marketing to Pharmacists written by Benjamin F Banahan and published by Routledge. This book was released on 2020-07-24 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing to Pharmacists: Understanding Their Role and Influence will help pharmaceutical marketers better understand pharmaceutical practice in order to develop better relationships with pharmacists and effectively market products. This book examines important trends in pharmaceutical health care, including patient education and compliance, quality of life assessment, disease management, and cost containment strategies that assist pharmacists in providing better care to patients which results in increased sales for your business. From Marketing to Pharmacists, you?ll learn how pharmacists influence product selection, monitor drug therapy, and serve as a primary source of patient education in order for you to create successful marketing strategies for your company. Recognizing that cost control is a key goal for all members of the health care system, Marketing to Pharmacists provides you with advice and strategies that emphasize working together with pharmacists. This will help you determine demand for a specific product so you can devise your own marketing strategies to meet the needs of both the pharmacist and patient. With Marketing to Pharmacists, you?ll improve your marketing skills by using innovative techniques and suggestions, including: understanding pharmacists’influence in prescription product selection to help develop effective marketing strategies asking for pharmacists’assistance in designing care management programs, participating in the development and negotiation of care management contracts, and offering knowledge as pharmacotherapeutic experts to emphasize patient advocacy and accessibility to patients understanding the dimensions of the quality of life and other aspects of pharmaceutical care to design effective sales tactics to pharmacists communicating with pharmacists to learn about the needs of certain patients in order to create effective marketing strategies that will lessen the occurrence of unclaimed prescriptions and decrease the loss of revenue to pharmaceutical companies developing a positive relationship between pharmacists and pharmaceutical companies by displaying genuine customer interest, providing pharmacists with useful and accurate information about products, and establishing ethical guidelines Containing charts, tables, and graphs to give you a comprehensive look at techniques and data, Marketing to Pharmacists will help you create marketing strategies that will successfully meet the needs of your customers and result in economic benefits for your company.
Author : Jean-Paul Gaudilliere
Publisher : Routledge
ISBN 13 : 131731686X
Total Pages : 266 pages
Book Rating : 4.3/5 (173 download)
Download or read book The Development of Scientific Marketing in the Twentieth Century written by Jean-Paul Gaudilliere and published by Routledge. This book was released on 2015-10-06 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: The global pharmaceutical industry is currently estimated to be worth $1 trillion. Contributors chart the rise of scientific marketing within the industry from 1920-1980. This is the first comprehensive study into pharmaceutical marketing, demonstrating that many new techniques were actually developed in Europe before being exported to America.
Author : Günter Umbach
Publisher : Routledge
ISBN 13 : 1351148346
Total Pages : 340 pages
Book Rating : 4.3/5 (511 download)
Download or read book Successfully Marketing Clinical Trial Results written by Günter Umbach and published by Routledge. This book was released on 2017-11-28 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the US alone, pharmaceutical companies spend around $7 billion a year on clinical trials for drugs; all this in a global market where increasing competition and pressure on healthcare financing are both impacting on margins and profitability. One solution for pharmaceutical companies lies within the clinical trials themselves. If only you can communicate the trial findings to the right people, in the right way, you can benefit from this huge investment and add significant value to your product range and your brand. Successfully Marketing Clinical Trials Results is a comprehensive guide for every marketing professional faced with the challenge of using marketing to convert scientific data into sales. The book offers you practical knowledge on how to use medical research data to maximise the revenue from your products. There are sections explaining how to: identify your market and devise your strategy; develop your content and translate data into a message that has impact; use language, layout and illustrations to best effect; communicate internally as well as externally; make best use of the resources available; align your sales force and the external agencies with whom you work; lead the people in the project team; co-operate with the medical researchers, external experts and the press. In this book are answers for everything from how to handle class-effect questions to developing a shared brand vocabulary. There are plenty of vivid examples and real-life applications to reinforce the ideas. Cases studies illustrate solutions to problems; checklists and tips will help to implement the suggestions and recommendations. Günter Umbach has distilled the essence both of 25 years' experience in the healthcare market and of his highly successful seminar series on marketing clinical trials into the professional advice given in this book. The text is accompanied by a CD ROM containing detailed Powerpoint slides supporting e
Author : Mickey C. Smith Ph.D.
Publisher : Routledge
ISBN 13 : 1317940709
Total Pages : 548 pages
Book Rating : 4.3/5 (179 download)
Download or read book Principles of Pharmaceutical Marketing written by Mickey C. Smith Ph.D. and published by Routledge. This book was released on 2014-07-10 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Principles of Pharmaceutical Marketing, Third Edition offers the perspectives of both those who teach and those who practice pharmaceutical marketing. This reflects the need for and the effort to provide the most relevant “real world” approach to this complex and fascinating field. This text is designed for undergraduate students in pharmacy whose background in marketing is limited, those actually involved in pharmaceutical marketing, and anyone desiring an introduction to the intricacies involved in the marketing of pharmaceutical products.
Author : Subba Rao Chaganti
Publisher : PharmaMed Press / BSP Books
ISBN 13 : 9388305264
Total Pages : 720 pages
Book Rating : 4.3/5 (883 download)
Download or read book Pharmaceutical Marketing in India written by Subba Rao Chaganti and published by PharmaMed Press / BSP Books. This book was released on 2018-10-23 with total page 720 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pharmaceutical Marketing in India: For Today and Tomorrow is the go-to guide for anyone interested in the pharmaceutical industry in India. With its comprehensive coverage of the sector, this book is a must-read for students, practitioners, and researchers alike. In this updated 25th Anniversary Edition, readers will find new content that covers the latest trends and initiatives in the industry. The book provides a thorough introduction to the changes taking place in first-world markets and the incremental steps being taken by Indian drug majors and their MNC counterparts in India. This book contains seventy-seven cases that highlight the best practices of successful practitioners of Pharma marketing in India. These cases showcase how they have positioned their products, launched and promoted their brands, and defended their therapeutic segments. The insights provided by these cases are incredibly valuable to both practitioners and students of pharmaceutical marketing. The new edition of the book includes information on changing detailing practices such as e-Detailing, iPad detailing, and tablet detailing, digital marketing strategies, social media strategies for the pharmaceutical industry, multichannel marketing, closed-loop marketing, and more. It also covers the latest ways of engaging and building meaningful relationships with physicians, including medical sales liaisons (MSL), key opinion leader (KOL) management, and key account management (KAM). The primary purpose of this edition is to make it not only relevant for today but also for tomorrow. In other words, to make it as future-proof as possible. This book is a vital resource for anyone interested in the pharmaceutical industry and is a must-read for those looking to stay ahead of the curve in this ever-evolving field. Contents: Part One: The Big Picture 1. The Indian Pharmaceutical Industry: An Overview 2. The Pharmaceutical Market Part Two: Ten ‘P’s 3. The Product 4. The Price 5. The Place 6. The Promotion 7. Personal selling 8. The Prescription 9. The Policy 10. Public Relations 11. The Power 12. The Patient Part Three: Key Success Factors 13. Managing New Products 14. The Winning Game Plans 15. Towards Excellence in Marketing 16. The Winning Edge 17. Corporate Scoreboard 18. GMP
Author : Ksenija Jakovcic
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (83 download)
Download or read book Pharmaceutical Sales Force Effectiveness Strategies written by Ksenija Jakovcic and published by . This book was released on 2009 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and marketing is under real scrutiny as pharma companies seek to become more efficient across their business. The gap between sales force growth and the decline in prescribing has made sales force effectiveness the key focus for sales managers.
