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

Improve your Knowledge and your Network

The Pharmaceutical Sales Awards 2004

PSMG Meeting, Tues 26^thApril 2005,Hanover International Eynsham Hall, Witney

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 7 February 2005

10/02/2005

Welcome to our first edition of 2005.

With many New Years resolutions already in tatters, we are determined to help you with one: To stay well- informed in 2005. This is a challenge we all face in this ever changing world that we live in.

We have a great range of editorial pieces planned for this year to keep you up to date on issues affecting your performance, your environment and your people.

For more in depth discussions on these topics, the PSMG meetings on 26th April, 19th July and 25th October, offer fantastic opportunities to build your knowledge and share a range of perspectives.

Those who attended the January meeting will no doubt agree that the excellent speakers left us brimming with newly- acquired knowledge and armed with a range of action points for the year ahead.

With pressures on our time ever- increasing, we have made it even easier for you to extract knowledge from this edition. The accompanying audio CD includes a transcript of the networking article that appears on pages 4 and 5. So, next time you are in the car rushing off to another engagement, pop in the CD and improve your knowledge effortlessly!

	Effective Networking - How to harness the power of networks
	In this article we are going to spend a short amount of time exploring the opportunities presented by effective networking.

Modernisation and Medicines - A review of non-medic prescribing
Historically, the decision to provide patients with medicines has been the responsibility of medics and dentists.

	Psychological Contracts: Implications for the attraction and retention of top talent?
	A psychological contract is defined as subjective beliefs regarding an exchange agreement between an individual and the employing firm and its agents. (Rousseau,1995) It represents an unwritten and informal process of negotiation and renegotiation between employer and employee about the nature of their employment relationship, central to which ...

Optimising Sales Performance
A powerful way to develop a successful sales force is by transferring key skills and invaluable experience gleaned from years in the field. This is particularly important, as sales representatives ...

	The Quality and Outcomes Framework - Measuring its impact in General Practice
	The introduction of the new GMS contract has impacted on GP workload and will have affected the amount of time they have available to spend with pharmaceutical sales representatives. For most GP practices, the contract and, specifically, the Quality and Outcomes Framework (QOF) element of it has been the major focus of 2004. This work also stre ...

Payment by Results - The changing flow of money in the NHS
For me, the NHS in England is going through some of the biggest change its been through for some time, with wholesale change to the major professional contracts, new provider options, patient choi ...

	Interpreting Sales Data - Maximising use of your sales information
	Understanding and making use of sales data and other data sources - can give managers the competitive edge in developing effective sales campaigns. However, in order to gain maximum benefit from the information available, it is important to review all data and develop a system for analysing it to the best effect.

Employment Law - The evolving face of disability discrimination
On January 25 2005 Peter Woodhouse, a partner in the Employment Team of solicitors' firm, Bond Pearce gave a talk to the PSMG.

	Career Moves - How to get the most out of your Recruitment Advisor
	In this edition of Career Moves, Andrew Forrow of RSA, Europes largest specialist pharmaceutical recruitment company, provides his top tips on how to get the most out of your Recruitment Advisor.