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PSMG Meeting

Diary Dates 2005

Pharmaceutical Sales Awards 2005

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 5 October 2004

11/10/2004

Welcome to the latest edition of Pharmaceutical Sales Management or PSM as we will call it from here on in! The theme for this edition is change! Part one of the article Implementation of Prescribing Guidance and Formularies marks the start of a series of in-depth pieces designed to give an insight into the transformations that our customers are experiencing. There is also a separate reminder of the key issues of the new GMS contract on page 8.

On the people front, there is a review of the roles that rewards, incentives and reinforcements play in securing behavioural change on page 4. Closer to home, if you are looking for a new career then do not miss the invaluable tips on differentiating yourself in the candidate marketplace on page 22!

Modifications are also afoot at the PSMG! We have decided to move to four one -day meetings in 2005 as opposed to our traditional 2 oneday and 1 two- day meetings. The dates for our 2005 meetings are: 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.

Finally, PSM itself has undergone some alterations with a new look front cover. As outlined in the last edition, this makeover is in response to feedback from our advisory board. As we strive to continue to improve, we are keen to hear your feedback too. To help us ensure that PSM remains relevant and valuable to you, please complete the enclosed questionnaire or send any comments or suggestions to editor@pharmamanager.co.uk.

In the meantime, I hope that this edition will help you to capitalise on a change-driven opportunity for, as Charles Darwin discovered, It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change!

	Rewards, incentives and reinforcements: Driving Change for a More Effective Pharmaceutical Sales ...
	We have heard a lot recently about the struggle to make sales forces more effective, rather than simply increasing their size. The pharmaceutical industry has moved from Territory Management Systems (TMS) to Electronic TMS (ETMS) and is now meeting the challenge of Customer relationship Management (CRM) head on. Many companies have already imp ...

ABPI Update
There have been many developments related to the ABPI examination for Medical Sales representatives over the past two years, since the formation of the ABPI Institute for Education and Training.

	NHS Update - The nGMS Contract
	Before April 2004 there were two kinds of contracts for GPs: a General Medical Services contract (GMS) and a Personal Medical Service contract (PMS). The term General Medical Services covers the normal range of primary care services and, under the scheme, each GP had his or her own contract.

Managing Talent - Getting the best out of exceptional people
If youre fortunate enough to have ever had to manage really talented people then you are in the minority. Now dont get me wrong. Im not talking about people who are good at their jobs; weve all m ...

	The Implementation of Prescribing Guidance and Formularies within the NHS and its Implication to ...
	Implementation of national guidance seems to receive significant attention and coverage from a variety of stakeholders and media agencies outside the direct remit of the NHS. It seems numerous parties have a vested interest in exactly how guidance affects the progress of medical care as well as what it means to each and every one of us who rep ...

Pro-Activity, Vision and Delivery
With credentials like this, it is no wonder that Panmedica boasts more than 25 years at the forefront of human resourcing solutions. As a highly proactive organisation they know, that to maintain ...

	Employment Law - Big changes afoot for employment tribunals
	The Employment Tribunals Rules ("the Rules") have been revised in order to improve the efficiency and consistency of the Employment Tribunal process the aim and key is modernisation.

How to Organise Successful Recruitment Campaigns.
As a manager in the pharmaceutical industry, you are highly likely to have been involved with a recruitment campaign at one point or another. You may have marvelled at the finely tuned process tha ...

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