.::: PSM - Pharmaceutical Sales Management :::.

PSMG Meeting

The Pharmaceutical Sales Awards 2004 - THE MOTIVATOR

Europe's biggest and most influential sales strategy forum is back...bigger and better than ever before!
Plus, PSM readers get an extra 100 discount off the price of any conference pass. Simply quote "PSM07" as your discount code here www.eyeforpharma.com/register

Edition 6 December 2004

10/12/2004

Welcome to the 6th edition of PSM, which marks our first complete year. Thank you for all the positive feedback (and constructive criticism) that you have sent us by means of the questionnaires in the last edition. The overwhelmingly positive response suggests that PSM will continue to go from strength to strength in 2005. All feedback forms were entered into the draw for the iPod, which was held at the recent PSMG meeting. Congratulations to David Moore, Sales Manager for Solvay who won.

With 2005 rapidly approaching, take a look at Alan Jones article NHS Year Ahead to check that you have all your bases covered. Whilst you are planning ahead for next year, make sure you have the PSMG 2005 meeting dates in your diary: 25th January, 26th April, 19th July and 25th October. All our meetings are open to senior pharmaceutical sales managers and we hope to welcome many new faces to the forthcoming events.

I am really looking forward to the January meeting. One of my tasks, in chairing the PSMG committee, is to ensure that we get relevant, interesting and informative speakers and I believe that we have excelled ourselves with this meeting. Chris Town will talk about the new pharmacy contract; Andy Davis MD of Takeda will discuss his new sales force structure and Peter Woodhouse, an employment law specialist, will give us an update on the latest changes in employment law. I look forward to seeing you there.

In the meantime, on behalf of the PSMG and all at PSM, I would like to wish you a Merry Christmas and a very successful New Year.

	The NHS Year Ahead - Key Issues for 2005
	In 2005, the UK NHS will continue to undergo significant change with several environmental drivers dictating how this might unfold. We highlight here some of those you will need to check that you have accounted for in your commercial planning. As sales managers, you should take a strategic overview on how these changes may impact on your busine ...

Training Case Study: How to change your sales representatives from information providers to high ...
Remap have worked in the pharmaceutical sales sector for 3 years. They recently completed an extensive training programme for a Specialist Care Business Unit in a Top 10 Blue Chip Pharmaceutical ...

	Person-Environment Fit
	Implications for the productivity, retention and well being of Pharmaceutical Sales Representatives.

ABPI : PPRS Update
The ABPI has spent the last nine months negotiating a new PPRS Scheme to replace the existing scheme that expires in November 2004. These have been difficult negotiations, set against the backgro ...

	Utilising Benchmarking: Measuring the True Value of Sales
	For many pharmaceutical companies, evaluating sales force performance can be frustrating. Too often, systems for assessment are limited to call rate and subjective measurement of sales skills through accompanied representative visits.

The Implementation of Prescribing Guidance and Formularies within the NHS and its Implication to ...
Part 1 of this article, which appeared in the last edition, provided an insight into the background of National Guidance on prescribing and how well its implementation is progressing. In this conc ...

	Why Change Fails? The Fundamentals of Change Management
	You know the scenario you hear the news of the latest corporate initiative via a carefully constructed email or from a compelling presentation from the conference platform. Its a new IT system, a structural change or some form of business process reengineering, whatever that means. Whatever the case, someones had a good idea and the change is ...

Employment Law - Statutory disciplinary and grievance rights come into force
On 1 October 2004, the Employment Act 2002 (Dispute Resolution) Regulations ("the Regulations") 2004 came into effect introducing new statutory minimum procedures.

	Career Moves - How to differentiate yourself... And get that interview! Part 2
	In this edition of Career Moves, Andrew Forrow of RSA, Europes largest specialist pharmaceutical recruitment company, provides Part 2 of his top tips on how to get the interview you want through maximising your CV.