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

PHARMA SALES WORLD 2005
(6th 8th December 2005, Paris)

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 12 December 2005

01/12/2005

January brings with it the implementation of the new ABPI Code of Practice. Joan Barnards article in this edition gives you an overview of some of the key changes that will affect us all. This is also one of the topics that we will be discussing in more detail at the PSMG meetings next year. The dates for the 2006 meetings are:
- 24th January
- 25th April
- 18th July
- 17th October
Membership of the PSMG entitles you to attend all four meetings, each of which includes a number of presentations on the latest topics as well as the opportunity to network with colleagues and discuss key business issues with peers. If you are a senior sales manager, visit www.psmg.info for more details on membership and to book your place at the winter meeting.

I look forward to welcoming lots of new faces to our meeting in January, and in the meantime wish you all a Merry Christmas and a prosperous New Year!

	The ABPI Code of Practice 2006 The implications for medical sales
	The new ABPI Code of Practice, which comes into effect from 1 January 2006, is the first major review of the Code for ten years, and is the result of a lengthy and comprehensive review that has included consultation with companies and a broad range of stakeholders. The new Code takes into account the changes to European and UK legislation ...

NHS-Industry Liaison A strategic approach to partnership
In the last six months, Nottingham City PCT has been strengthening its relationship with the pharmaceutical industry through its recently appointed Pharmaceutical Industry Liaison Manager. The c ...

	Medicines Appraisal in Wales An obstacle or an opportunity?
	Healthcare technology assessments (HTA) use existing evidence to evaluate the clinical effectiveness, cost-effectiveness and broader impact of a health technology on patients and the healthcare system. The use and development of HTA are growing, due to the cost pressures imposed by an ageing population, rising societal expectations and ...

Something Special Maximising your personal brand
We all know that a company needs a powerful brand in order to sell itself and its products or services . . . and you, as an individual, are no different. You are on the path to success and progr ...

	Disease Management in Europe The opportunities for the pharmaceutical industry
	Although they are only a little more than a decade old, disease management (DM) programmes are already starting to show their worth. Designed with two key goals in mind reducing healthcare costs and improving the quality of life through better co-ordination of medication and increased education about healthy living DM programmes are just ...

Seeing Eye to Eye How to influence the doctors perceptions
Now, perhaps more than at any time in the past, sales and marketing professionals are acutely aware of the significance of relationships, our dependence upon them, and the potential they offer w ...

	Shifting the Mindset How to manage through change
	Change is inevitable, and one current change having a major impact on pharmaceutical sales management is the reduction in the number of PCTs from 303 to 180. The SHA has until October 2006 to provide the next generation of PCTs, which must deliver a 15% reduction in managerial and administration costs.

Identifying High Performers Can biometrics provide the answer?
Using biometrics to identify who we really are is back in the news. It seems that 1 in 1000 of us could be misidentified by the new hi-tech scans being planned for national ID cards. If only rec ...