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| case study pharmaceutical sales: Case Studies for Sales Gerard Assey, 2024-08-13 Case Studies for Sales is your definitive guide to mastering the art of sales through real-world scenarios. This book offers a rich collection of B2B, B2C and Retail, covering 30 original case studies spanning diverse industries, including technology, healthcare, financial services, manufacturing, retail, and more. Each case study presents complex challenges and provides insightful approaches and strategies that led to successful outcomes. Designed for sales professionals at all levels, this book emphasizes practical knowledge, interactive techniques, and contextual learning. It showcases how to enhance problem-solving skills, build confidence, and apply lessons effectively in the real world. Whether you're a novice eager to learn or an experienced salesperson aiming to refine your techniques, Case Studies for Sales equips you with the tools to navigate and conquer the ever-evolving landscape of sales. Unlock your sales potential, gain invaluable insights, and elevate your career with Case Studies for Sales—a must-have resource for achieving sales excellence and driving success in any industry. |
| case study pharmaceutical sales: Pharmaceutical Marketing Mickey C. Smith, 1991-10-24 Reflecting the fascinating and dramatic changes in pharmacy, pharmaceutical education, and the pharmaceutical industry in recent years, this authoritative volume focuses on the practice of marketing both prescription and nonprescription medications. In a dozen comprehensive chapters, author Mickey Smith highlights the economic social, and |
| case study pharmaceutical sales: Pharmacy Case Studies Soraya Dhillon, Rebekah Raymond, 2009 Knowledge gained within the individual areas of law and ethics, pharmaceutics, pharmacology and pathology are tested by each example, bringing together all areas taught on the degree course. Each chapter contains five case studies, starting with uncomplicated cases and increasing in complexity as they expand. |
| case study pharmaceutical sales: Visual Six Sigma Ian Cox, Marie A. Gaudard, Philip J. Ramsey, Mia L. Stephens, Leo Wright, 2009-12-10 Because of its unique visual emphasis, Visual Six Sigma opens the doors for you to take an active role in data-driven decision making, empowering you to leverage your contextual knowledge to pose relevant questions and make sound decisions. This book shows you how to leverage dynamic visualization and exploratory data analysis techniques to: See the sources of variation in your data Search for clues in your data to construct hypotheses about underlying behavior Identify key drivers and models Shape and build your own real-world Six Sigma experience Whether you work involves a Six Sigma improvement project, a design project, a data-mining inquiry, or a scientific study, this practical breakthrough guide equips you with the strategies, process, and road map to put Visual Six Sigma to work for your company. Broaden and deepen your implementation of Visual Six Sigma with the intuitive and easy-to-use tools found in Visual Six Sigma: Making Data Analysis Lean. |
| case study pharmaceutical sales: Integrated Pharmacy Case Studies Sally-Anne Francis, Felicity Smith, John Malkinson, 2015-06-05 Over 90 case studies based on real life patient-care scenarios. Each case includes learning outcomes and references. |
| case study pharmaceutical sales: Drugs in Use Linda J. Dodds, 2013 Drugs in Use is a popular textbook that addresses one of the key issues for pharmacy students - putting their learning into practice. The text presents a series of clinical case studies to illustrate how pharmacists can optimize drug therapy in response to the needs of individual patients. |
| case study pharmaceutical sales: The Pharmaceutical Studies Reader Sergio Sismondo, Jeremy A. Greene, 2015-05-11 The Pharmaceutical Studies Reader is an engaging survey of the field that brings together provocative, multi-disciplinary scholarship examining the interplay of medical science, clinical practice, consumerism, and the healthcare marketplace. Draws on anthropological, historical, and sociological approaches to explore the social life of pharmaceuticals with special emphasis on their production, circulation, and consumption Covers topics such as the role of drugs in shaping taxonomies of disease, the evolution of prescribing habits, ethical dimensions of pharmaceuticals, clinical trials, and drug research and marketing in the age of globalization Offers a compelling, contextually-rich treatment of the topic that exposes readers to a variety of approaches, ideas, and frameworks Provides an accessible introduction for readers with no previous background in this area |
| case study pharmaceutical sales: Monte Carlo Simulation for the Pharmaceutical Industry Mark Chang, 2010-09-29 Helping you become a creative, logical thinker and skillful simulator, Monte Carlo Simulation for the Pharmaceutical Industry: Concepts, Algorithms, and Case Studies provides broad coverage of the entire drug development process, from drug discovery to preclinical and clinical trial aspects to commercialization. It presents the theories and metho |
| case study pharmaceutical sales: Selling & Sales Management Lisa Spiller, 2021-09-01 Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels. |
| case study pharmaceutical sales: Bad Pharma Ben Goldacre, 2014-04 Originally published in 2012, revised edition published in 2013, by Fourth Estate, Great Britain; Published in the United States in 2012, revised edition also, by Faber and Faber, Inc. |
| case study pharmaceutical sales: Intellectual Property and Public Health in the Developing World Monirul Azam, 2016-05-30 Across the world, developing countries are attempting to balance the international standards of intellectual property concerning pharmaceutical patents against the urgent need for accessible and affordable medicines. In this timely and necessary book, Monirul Azam examines the attempts of several developing countries to walk this fine line. He evaluates the experiences of Brazil, China, India, and South Africa for lessons to guide Bangladesh and developing nations everywhere. Azam's legal expertise, concern for public welfare, and compelling grasp of principal case studies make Intellectual Property and Public Health in the Developing World a definitive work. The developing world is striving to meet the requirements of the World Trade Organization's TRIPS Agreement on intellectual property. This book sets out with lucidity and insight the background of the TRIPS Agreement and its implications for pharmaceutical patents, the consequences for developing countries, and the efforts of certain representative nations to comply with international stipulations while still maintaining local industry and public health. Azam then brings the weight of this research to bear on the particular case of Bangladesh, offering a number of specific policy recommendations for the Bangladeshi government—and for governments the world over. Intellectual Property and Public Health in the Developing World is a must-read for public policy-makers, academics and students, non-governmental organizations, and readers everywhere who are interested in making sure that developing nations meet the health care needs of their people. |
| case study pharmaceutical sales: Case Studies in Organizational Communication Steve May, 2012-01-20 This updated edition integrates ethical theory and practice to help strengthen readers′ awareness, judgment, and action in organizations by exploring ethical dilemmas in a diverse range of well-known business cases. This volume explores a range of complex issues in today′s organizations, addresses ethical concerns, and investigates the fundamentals that enable organizations to be simultaneously productive and ethical. Compiled with a variety of important examples of organizational communication ethics of today, case studies include the discussion of ethical dilemmas faced by Walmart, Toyota, Enron, Mitsubishi, BP, Arthur Andersen, Google, college athletics, and the pharmaceutical industry, among others. Through these case studies, students are able to directly assess ethical and unethical decision making in a rich, diverse, and complex manner that moves beyond simple explanations of ethics. This book is an invaluable resource for students and those interested in organizational communication ethics. |
| case study pharmaceutical sales: Pharmaceutical Reform Marc J. Roberts, 2011-09-21 This book applies an established analytical framework for health sector reform (Getting Health Reform Right, Oxford, 2004) to the performance problems of the pharmaceutical sector. The book is divided into three sections. The first section presents the basic ideas for analysis. It begins by insisting that reform start with a clear understanding of the performance deficiencies of the current system. Like all priority setting in the public sector, this 'definition of the problem' involves both ethical choices and political processes. Early chapters explain the foundations of these ideas and apply them to the pharmaceutical sector. The relationship of ultimate outcomes (like health status or risk protection) to classic health systems concepts like efficiency, access and quality is also explored. The last chapter in the first part is devoted to 'diagnosis'—explaining how to move from the definition of a problem to an understanding of how the functioning of the system produces the undesirable outcomes in question. The second part of the book devotes one chapter to each of five 'control knobs': finance, payment, organization, regulation and persuasion. These are sets of potential interventions that governments can use to improve pharmaceutical sector performance. Each chapter presents basic concepts and discusses examples of reform options. Throughout we provide 'conditional guidance'—avoiding the approach of a 'one size fits all' model of 'best practices' in these five arenas for reform. Instead we stress the need for local knowledge of political systems, administrative capacities, community values and market conditions in order to design pharmaceutical sector policies appropriate to a country’s particular circumstances. The last part of the book is a set of teaching cases. Each is preceded by questions and is followed by a brief note on the lessons to be learned. The goal is to help readers develop the skills they need to deal effectively with pharmaceutical sector reform problems in their own countries. |
| case study pharmaceutical sales: Journey Into Health Sheena Bull, 2016-07-15 If you’re looking for a typical fitness book, this isn’t it — and that’s a good thing! Part memoir, part reference book, and part motivational text, Journey into Health: Inspiring Lessons in Fitness and Business speaks to those who are interested in becoming fit and healthy for life, not just in looking for six-pack abs or competing in a sporting event. With warmth and compassion, this book describes how health affects an entire community and how gyms and fitness centres are the core of a healthy community. It also explains how everyone has a personal responsibility to become fit and stay fit to benefit themselves, their families, their communities, and the planet. Even the most reluctant exerciser will be motivated and inspired! Be prepared to buy a new gym outfit and hit your favourite fitness studio— and don’t worry, you’ll find common sense advice on getting started in this book, too. With the help of Journey into Health: Inspiring Lessons in Fitness and Business, you too can overcome a fear of the gym and become healthier and happier in order to enjoy life fully. |
| case study pharmaceutical sales: Global View on the World Economy Horst Siebert, 2007-06-11 As globalization continues apace, market segmentations are diminishing, distance is shrinking and the boundaries between nation states are becoming increasingly blurred. National economies are closely interlinked through manychannels and we rarely view things from a single country’s view, adopting a global perspective instead. It is therefore imperative to understand how the world economy functions. This book utilizes up to date empirical evidence to illuminate the mechanics of the world as a single entity. The author explores the properties of the world economy, the diverse mechanisms of interdependence, shocks and disturbances, economic processes and structures, and the institutional arrangements that guide these processes. Key topics covered include: world GDP, growth and global product and factor markets China as a new global player the roots and impact of financial and currency crises the performance of the developing countries over time (which have gained, which have lost?) conflicts between the national interest and global concerns (protectionism, locational competition for mobile factors of production, environmental issues) the institutional arrangements for the world economy (IMF, WTO). The World Economy: A Global Analysis will be essential reading for students studying the world economy from the perspective of economics, finance, business and politics. |
| case study pharmaceutical sales: Introduction to Consultative Selling Cybellium, Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cuttign-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| case study pharmaceutical sales: Evidence-Based Practice for Health Professionals Bernadette Howlett, Ellen Rogo, Teresa Gabiola Shelton, 2020-02-11 Evidence Based Practice for Health Professionals, Second Edition is a entry-level textbook for health professional students that explores the basic concepts of evidence-based practice with a clinical emphasis. |
| case study pharmaceutical sales: Field Sales Exam Study Guide Cybellium, Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cuttign-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| case study pharmaceutical sales: Artificial Intelligence Transformations for Healthcare Applications: Medical Diagnosis, Treatment, and Patient Care Murugan, Thangavel, W., Jaisingh, P., Varalakshmi, 2024-07-22 Artificial intelligence (AI) has emerged as a transformative force across various domains, revolutionizing the way we perceive and address challenges in healthcare. The convergence of AI and healthcare holds immense promise, offering unprecedented opportunities to enhance medical diagnosis, treatment, and patient care. In todays world, the intersection of AI and healthcare stands as one of the most promising frontiers for innovation and progress. Artificial Intelligence Transformations for Healthcare Applications: Medical Diagnosis, Treatment, and Patient Care embodies this convergence, offering a comprehensive exploration of how AI is revolutionizing various aspects of healthcare delivery. At its core, this book addresses the urgent need for more effective and efficient healthcare solutions in an increasingly complex and data-rich environment. Covering topics such as chronic disease, image classification, and precision medicine, this book is an essential resource for healthcare professionals, medical researchers, AI and machine learning specialists, healthcare administrators and executives, medical educators and students, biomedical engineers, healthcare IT professionals, policy makers and regulators, academicians, and more. |
| case study pharmaceutical sales: Managing Global Innovation Roman Boutellier, Oliver Gassmann, Maximilian von Zedtwitz, 2013-03-09 Based on empirical research from over 240 interviews, the authors present new concepts and trends in global R&D management. Case studies from 18 best-practice companies give detailed answers to the most pressing challenges for mastering international innovation. |
| case study pharmaceutical sales: Basics of Sales Force Management , Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cutting-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| case study pharmaceutical sales: Innovation in the Pharmaceutical Industry Takuji Hara, 2003-01-01 Addressing a number of practical implications for the promotion of the pharmaceutical industry, this book will be of enormous interest to students, researchers and academics specializing in science and technology studies, and the management of technology and innovation. Practitioners, managers, and policy planners within the pharmaceutical industry will also deem this book invaluable.--BOOK JACKET. |
| case study pharmaceutical sales: Consultative Sales Techniques Exam Prep , Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cuttign-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| case study pharmaceutical sales: International Corporate Governance Chris A. Mallin, 2006-01-01 This compilation serves a particularly useful purpose by presenting a full range of fascinating case studies. The editor thus enables each reader to assimilate the particulars in his own parlance, thus avoiding the almost insoluble problem of international corporate governance namely that each country uses the same words, but with utterly different meanings. Obviously, this problem has inhibited constructive conversation. After digesting these case studies, one is encouraged to derive certain generalized conclusions, among which are no matter what the terminology, the integrity of publicly traded securities depends on transparency and enforceable accountability of manager to owner. Robert Monks, Lens Governance Advisors, US This collection of thoroughly researched and well-written case studies of the governance of companies in nine countries demonstrates how far away we are from convergence in corporate governance systems. Differences in ownership structures, board composition, financial markets, accounting standards, takeover defences, legal systems, societal and corporate cultures, and even political involvement, are highlighted in this splendid collection. The book demonstrates the importance of the few core concepts that are emerging in the field, such as greater transparency, independence in non-executive directors, and the need for more effective governance. The consideration of case studies is presently the best way to understand the reality of corporate governance around the world. This book offers valuable insights to students, teachers and practitioners of the subject. R.I. (Bob) Tricker, Honorary Professor, University of Hong Kong and Founder Editor, Corporate Governance an international review Corporate governance has become a global phenomenon. This book highlights, through various case studies, how corporate governance has evolved in a number of countries around the world. The international cast of contributors, from varying professional backgrounds including academics, lawyers and company directors, focus on different regions around the globe, reflecting various ownership structures, legal systems, and political and cultural aspirations. Some of the case studies used include: Standard Life; Telecom Italia; and Eskom. Academics, directors and practitioners will find this book valuable for its insights into corporate governance developments in different legal environments and different business forms. It will also be immensely useful to postgraduate and undergraduate students for the up-to-date case studies on corporate governance, which will add depth and real world meaning to their studies. |
| case study pharmaceutical sales: Forecasting for the Pharmaceutical Industry Arthur G. Cook, 2016-03-03 Forecasting for the Pharmaceutical Industry is a definitive guide for forecasters as well as the multitude of decision makers and executives who rely on forecasts in their decision making. In virtually every decision, a pharmaceutical executive considers some type of forecast. This process of predicting the future is crucial to many aspects of the company - from next month's production schedule, to market estimates for drugs in the next decade. The pharmaceutical forecaster needs to strike a delicate balance between over-engineering the forecast - including rafts of data and complex ’black box’ equations that few stakeholders understand and even fewer buy into - and an overly simplistic approach that relies too heavily on anecdotal information and opinion. Arthur G. Cook's highly pragmatic guide explains the basis of a successful balanced forecast for products in development as well as currently marketed products. The author explores the pharmaceutical forecasting process; the varied tools and methods for new product and in-market forecasting; how they can be used to communicate market dynamics to the various stakeholders; and the strengths and weaknesses of different forecast approaches. The text is liberally illustrated with tables, diagrams and examples. The final extended case study provides the reader with an opportunity to test out their knowledge. The second edition has been updated throughout and includes a brand new chapter focusing on specialized topics such as forecasting for orphan drugs and biosimilars. |
| case study pharmaceutical sales: The Valuation Handbook Rawley Thomas, Benton E. Gup, 2010 The definitive guide to valuation written by a who's who of today's top practitioners The Valuation Handbook differs significantly from other related books on this topic because the contributors are practitioners, academics, and investment firms that explain how they value companies and other assets. It concentrates on specific and innovative valuation techniques, rather than the theoretical approaches more generally accepted and discussed. Given the extreme volatility of the stock market, valuation is a critical issue for analysts, investors, and businesses. Here, various professional contributors explain how their firms approach the valuation process, while academic contributors share their valuation consulting and research experience. Examines how to value assets in today's dynamic market setting Offers a broad spectrum of ideas from some of the top practitioners and academics in this field Highlights state-of-the-art approaches to company valuation Filled with in-depth insights and expert advice, The Valuation Handbook puts this difficult discipline in perspective. |
| case study pharmaceutical sales: OECD Health Policy Studies Pharmaceutical Pricing Policies in a Global Market OECD, 2008-09-24 This report assesses how pharmaceutical pricing and reimbursement policies have contributed to the achievement of certain health policy objectives, and it examines the national and transnational effects of these policies. |
| case study pharmaceutical sales: Guide to Producing National Health Accounts World Bank, World Health Organization, United States. Agency for International Development, 2003 National health accounts are a key practical tool for policy-makers interested in evaluating and restructuring their nation's health care financing and assessing financial interventions to improve people's health. This publication provides guidance in developing socioeconomic information to help establish a framework for national health accounts, including defining health expenditure, acquiring and evaluating data, non-survey data sources, using surveys, estimation procedures and financing agents. |
| case study pharmaceutical sales: Benefit-and-cost analysis of medical interventions : the case of cimetidine and peptic ulcer disease , 1981 |
| case study pharmaceutical sales: HIV/AIDS Treatment in Resource Poor Countries Yichen Lu, Max Essex, Chris Chanyasulkit, 2012-10-26 The book focuses on HIV/AIDS prevention and treatment strategies in resource-poor settings. Contributors include HIV/AIDS researchers and public health administrators from the US, Africa, China, and Thailand. Several chapters, written by local health officials, take a close look at AIDS prevention and treatment in China at the community level. Other chapters cover issues of treatment scale-up, drug resistance, and mother-to-child transmission in Southern Africa and Thailand, and offer lessons learned for researchers in other developing countries. Overall the aim of this book is to bring some of the latest issues to the fore, and to foster exchange and collaboration between AIDS researchers in developing countries. This book grew out of an annual conference held in China and organized by the Harvard School of Public Health, and could possibly become the first volume of a series. |
| case study pharmaceutical sales: The Valuation Handbook, (Custom Chapter 14) Rawley Thomas, Benton E. Gup, 2009-10-01 The definitive guide to valuation written by a who's who of today's top practitioners The Valuation Handbook differs significantly from other related books on this topic because the contributors are practitioners, academics, and investment firms that explain how they value companies and other assets. It concentrates on specific and innovative valuation techniques, rather than the theoretical approaches more generally accepted and discussed. Given the extreme volatility of the stock market, valuation is a critical issue for analysts, investors, and businesses. Here, various professional contributors explain how their firms approach the valuation process, while academic contributors share their valuation consulting and research experience. Examines how to value assets in today's dynamic market setting Offers a broad spectrum of ideas from some of the top practitioners and academics in this field Highlights state-of-the-art approaches to company valuation Filled with in-depth insights and expert advice, The Valuation Handbook puts this difficult discipline in perspective. |
| case study pharmaceutical sales: Principles and Practice of Pharmaceutical Medicine Lionel D. Edwards, Andrew J. Fletcher, Anthony W. Fox, Peter D. Stonier, 2007-04-30 The long awaited second edition of Principles and Practice of Pharmaceutical Medicine provides an invaluable guide to all areas of drug development and medical aspects of marketing. The title has been extensively revised and expanded to include the latest regulatory and scientific developments. New chapters include: European Regulations Ethics of Pharmaceutical Medicine Licensing and Due Diligence Pharmacogenomics Encompassing the entire spectrum of pharmaceutical medicine, it is the most up-to-date international guide currently available. Review of the first edition: “This book was a joy to read and a joy to review. All pharmaceutical physicians should have a copy on their bookshelves, all pharmaceutical companies should have copies in their libraries.” —BRITISH ASSOCIATION OF PHARMACEUTICAL PHYSICIANS |
| case study pharmaceutical sales: Online Marketing and eDetailing Andrée Bates, 2006 |
| case study pharmaceutical sales: Corporate Crime in the Pharmaceutical Industry (Routledge Revivals) John Braithwaite, 2013-10-08 First published in 1984, this book examines corporate crime in the pharmaceutical industry. Based on extensive research, including interviews with 131 senior executives of pharmaceutical companies in the United States, the United Kingdom, Australia, Mexico and Guatemala, the book is a major study of white-collar crime. Written in the 1980s, it covers topics such as international bribery and corruption, fraud in the testing of drugs and criminal negligence in the unsafe manufacturing of drugs. The author considers the implications of his findings for a range of strategies to control corporate crime, nationally and internationally. |
| case study pharmaceutical sales: Managing Sustainable Stakeholder Relationships Linda O'Riordan, 2017-09-01 This book examines corporate approaches to responsible management by investigating the stakeholder relationships between business and society. Though concepts of responsible management continue to evolve, its key objective is to explore the opportunities and dilemmas which business decision-makers face when attempting to reconcile their organisation’s interests with those of other stakeholder groups. In this intensely debated field, it focuses on the power of entrepreneurial purpose and the opportunities which emerge when corporate choices and actions are driven by connected stakeholder interests. A case study of the pharmaceutical industry in the UK and Germany is presented to reveal how decision-makers in this particular sector are responding to their context-specific management challenges. The research findings are subsequently employed to examine and revise a pre-specified stakeholder management framework which was previously developed by the author. The proposed updated framework is the book’s main conceptual contribution. By depicting a set of inclusive, integrated, and inter-related steps, it is intended to provide an innovative, comprehensive, practical toolkit for stakeholder management. As such, it is designed to help decision-makers to attain the greatest possible outcome from the resources they invest by consciously basing their choices not merely on the impacts for their shareholders, but also and more holistically for a broader range of stakeholders. Ultimately, the book demonstrates how optimally harmonised stakeholder management can serve as a powerful catalyst for unlocking viable business opportunities which serve the interests of business and society. |
| case study pharmaceutical sales: Deadly Medicines and Organised Crime Peter Gotzsche, 2019-08-21 PRESCRIPTION DRUGS ARE THE THIRD LEADING CAUSE OF DEATH AFTER HEART DISEASE AND CANCER. In his latest ground-breaking book, Peter C Gotzsche exposes the pharmaceutical industries and their charade of fraudulent behaviour, both in research and marketing where the morally repugnant disregard for human lives is the norm. He convincingly draws close co |
| case study pharmaceutical sales: Six Degrees of Social Influence Douglas T. Kenrick, Noah J. Goldstein, Sanford L. Braver, 2012-02-10 Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence. |
| case study pharmaceutical sales: Mergers, Acquisitions, and Other Restructuring Activities Donald DePamphilis, 2005-08-23 Dr. Donald DePamphilis explains the real-world of mergers, acquisitions, and restructuring based on his academic knowledge and personal experiences with over 30 such deals himself. The 77 case studies span every industry and countries and regions worldwide show how deals are done rather than just the theory behind them, including cross-border transactions. New additions to the third edition: 17 new cases, with all 77 cases updated, Glossary, real options applications, projecting growth rates. - Practical, real-world approach with 77 case studies from around the globe |
| case study pharmaceutical sales: Sales Force Management Gregory Rich, Rhett Epler, 2024-09-25 Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era. |
| case study pharmaceutical sales: JPHMP's 21 Public Health Case Studies on Policy & Administration Lloyd Novick, 2017-11-15 JPHMP's 21 Public Health Case Studies on Policy & Administration, compiled by the founding editor and current editor-in-chief of the Journal of Public Health Management and Practice, provides you with real-life examples of how to strategize and execute policies and practices when confronted with issues such as disease containment, emergency preparedness, and organizational, management, and administrative problems. |
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CASE STUDY - cdn2.hubspot.net
HOW ABC PHARMACEUTICAL COMPANY DEVELOPED SALES PEOPLE IN TWO-THIRDS LESS TIME. OBJECTIVE: To build the sales readiness to launch a new drug and quickly …
Case Study: Pharmaceutical Company - GP Strategies
A major pharmaceutical company was concerned about the variability in sales results between districts and regions. They objections, and concerns that the rep should hear about and handle …
CASE STUDY - Redpoint Global
Sales cycles had grown increasingly complex. Pharmaceuticals were no longer viewed as “magic bullets,” but as elements of systems of services and education for promoting health.
Case Study: Pharmaceutical Sales - Infragistics
In the fast-paced world of pharmaceutical sales, representatives only have moments to capture their target physician’s attention. When one large pharmaceutical company made the decision …
Increasing Sales Performance and Retention - 70:20:10 …
This practice achieved clear business results: sales increased significantly in four totally different markets, the turnover rate decreased gradually, the hospital listings boomed from random to …
Pharma Sales Force Effectiveness - Valueonshore
organizational setup, sales force hierarchy, territory and market alignment and customer targeting & negotiations. deviations in key effort parameters and designed a phased approach to …
Salesforce Case Study Pharmaceutical Industry - SalesChoice
Practitioners, and Government Pharmaceutical Organizations were critical but each required unique customized sales workflow processes. SalesChoice developed 3 different workflows in …
Case study: univariate time series analysis and forecasting of
• Six years (2014-2019) of sales data from one pharmacy • 600K transactional data • Aggregate sales among 8 classes of 57 pharmaceutical products • Anti-inflammatory and antirheumatic …
CASE STUDY Top 10 Pharmaceutical Company
CASE STUDY Top 10 Pharmaceutical Company Competition in the pharmaceutical sales field is fierce, and gaining access to physicians creates headaches for sales representatives that no …
A CASE STUDY ON- ISSUES IN PHARMACEUTICAL …
Apr 4, 2020 · By 2020 the current role of the pharmaceutical industry’s sales and marketing workforce will be replaced by a new model as the industry shifts from a mass-market to a …
Pharmaceutical Sales Force Strategies - hcmarketplace.com
Japanese sales force numbers 54 Case study: Pfizer 55 Sales force structures 57 Trends in structure 57 US sales force structures 58 European sales force structures 59 Japanese sales …
Case Study: Pharmaceutical Company Sales Enablement
To help this leading pharmaceutical company manage the transition to the new system, RWD developed a series of training and change management workshops, delivered in 13 different …
Innovations in pharmaceutical marketing: Strategies for …
Through a comprehensive review of relevant literature and case studies, this paper will delve into the strategies employed by pharmaceutical companies to navigate regulatory constraints, …
Case Study: Sales Force Enablement at a Large …
Case Study: Sales Force Enablement at a Large Pharmaceutical Company Background A leading pharmaceutical company invested billions each year developing drugs for a broad spectrum of …
CASE STUDY - Axtria
Axtria SalesIQTM - a state-of-the-art and industry-leading sales performance management cloud product suite was implemented to address localization features for this global IC program. …
A Case Study on Marketing Strategies of the Pharma Industry …
Sales data and its comparison with previous financial years. The report from the ICRA about the market potential to assess potential for the companies market. Previous financial year sales as …
2016 Top Markets Report Pharmaceuticals Country Case Study
Country Case Study. Turkey . Overall . 37. for both domestic and multin. Turkey is the 29th largest pharmaceutical market in the world and the second largest in Central/Eastern Europe. 1. Sales …
The Changing Role of Pharma Sales and Marketing in a …
offers little insight into the specifics about the future commercial model design. Published works have emphasized a tactical non-strategic economic model framework myopically focused to …
IV Operational Excellence in the Pharmaceutical Industry: …
In this chapter we want to give some guidance for people responsible for implementing Operational Excellence programs. Based on selected case studies we go deeper into some of …
2016 Top Markets Report Pharmaceuticals Country Case Study
Pharmaceutical sales currently amount to 17 percent of total health expenditures, or $78 per person. In terms of the market breakdown, generics dominate with a hefty 64 percent of total …
