Healthy Skepticism Library item: 6543

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Vicciardo L.
Interesting times for US sales forces
Scrip Magazine 1994 Nov; (29):52-54
www.pjbpubs.co.uk/scrip/scrhome.html

Abstract:

The fundamental changes in the United States healthcare market are forcing pharmaceutical companies to review the role of the sales force. The main influence has been the growth of health maintenance organizations. Companies are providing value added services to get their products on the formularies of HMOs. Some companies sponsor publications for patients or providers. In the future, smart companies will move sales training from a product orientation toward a customer orientation.

Keywords:
*analysis/United States/HMO/health maintenance organization/sales representatives/information from companies/ marketing strategies/EVALUATION OF PROMOTION: DETAILING/INFLUENCE OF PROMOTION: MARKET SHARE