Resources Library by ANA

The pharmaceutical information center... A major resource for decision making

The modern pharmaceutical information center can be a key resource for decision making, but in order for this to occur and for line and staff management to get what they need from this center, several things are necessary, in addition to the obvious...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: George Gerson

June 1, 1994

The sales manager

The sales force is the primary promotional vehicle between the pharmaceutical company and the GP universe. It is a large and labour-intensive function which is expensive to maintain, complex to structure and control and as in all people- based...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Barry Atkinson

June 1, 1994

Commercial assessment of resource allocation

This paper examines the benefits of using multi-disciplinary teams in the development of a new product. Particular emphasis is placed on the risk reduction benefits of a commercial orientation to decisions which have traditionally been made outside...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Simon Fitall

June 1, 1994

The sales force and electronic territory management

In today's rapidly changing climate it is vital that companies maximise the return from their investments. The sales force is one of the largest investments, and companies have added to that investment by introducing computers and electronic...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: David Holmes

June 1, 1994

The role culture has in international pharmaceutical strategy

The aim of this paper is to outline some of the cultural issues which we as researchers need to take into consideration with regard to international pharmaceutical marketing research projects. The wealth of data available in the pharmaceutical arena...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Authors: Janet Henson, Bernadette Rogers

June 1, 1994

Value of a forecast or putting the pieces together

A forecast is the summary of all of the qualitative and quantitative, primary and secondary research on an issue, therapeutic class, or business opportunity. The forecast represents the best judgment of the market research group which combines market...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Bill Lawson

June 1, 1994

Docs and stocks

Changes in the global healthcare environment have significantly depressed the capitalisation of the Pharmaceutical Industry. Sales & Marketing resources are likely to be reduced and consequently what remains will need to operate with much greater...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Nigel R. Parker

June 1, 1994

We're out of the trenches

The downward pressure on pharmaceutical product prices and the level of profitability is already forcing companies to consider how to cut costs and to gain the most out of the money that is spent. An improvement in the way resources are allocated...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Alan J. Bowditch

June 1, 1994

The German health care system

The Gesundheitsstrukturgesetz (GSG) which was introduced in January 1993 has changed the German Health Market dramatically. Prior to the introduction, the health market was structured by more or less equal influential participants. The pharmaceutical...

Catalogue: EphMRA/ESOMAR Conference 1994: Meeting The Pressures By Intelligent Resourcing

Author: Dieter Korczak

Company: GP Forschungsgruppe

June 1, 1994