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Effective Pharma KAM Teams: Challenges and solutions from the front line (2016)
The essentials for getting your KAM strategy right There are many factors currently affecting KAM initiatives - lack of buy-in from internal stakeholders, poorly understood customer needs and an inability to creatively...
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Reshaping the Pharma Sales Force: A blueprint for contemporary sales and service models
The long-standing, universal model of the pharma sales force has been declared dead. Selling products today is much more complicated than simply putting an army of sales reps on the street and directing them to pursue...
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Patient-Centric Mobile Apps: Key Opportunities and Challenges for Pharma
Dozens of new health apps for smartphones and tablets are produced monthly. Hundreds of thousands already exist. What does it take for a patient app to stand out in this crowded space? What are the essential ingredients...
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Trends and Innovations in Key Account Management
KAM is the desired model to deliver the demands of today’s customers. And as the shift of prescribing power from physician to integrated decision-making intensifies it fuels demand for more specialised account...
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Commercial Excellence in Rare Diseases and Orphan Drugs
Developing therapies for orphan diseases is attracting much industry interest with the promise of profits. But what are the specific R&D, regulatory, stakeholder and market access issues you need to understand and...
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Trends and Innovations in Sales Force Effectiveness
What makes an ideal modern pharma sales representative and what skills, knowledge, tools, training and incentives will make them really effective? Trends and Innovations in Sales Force Effectiveness is an important...
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Trends and Innovations in Patient Adherence
Taking the right dose of the right medicine at the right time is key to improving health outcomes, so why do so many patients fail to adhere to their treatment programme? Trends and Innovations in Patient Adherenceis a...
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Trends and Innovations in Drug Pricing
FirstWord’s Trends and Innovations in Drug Pricing report dissects international trends and examines how long-standing dynamics in competitive pricing and access will strengthen the payer position in demanding...
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FirstWord FirstPolls: Tweet dreams – do physicians share enthusiasm for pharma engagement via social media?
Based on a recent survey to physicians, gain access to feedback on a variety of questions regarding pharma social media engagement. New FDA Guidance In early 2014 the FDA provided long awaited...
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Trends in Measuring and Rewarding KAM Team Performance
Key account managers (KAMs) are the new face of pharma sales. Whether meeting with hospital administrators, managed care operators, private payers or supporting regionally-based accounts, KAMs build relationships...
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Pharma-Patient Engagement: insights from patient opinion leaders
Patients and Pharma want the same thing, but for different reasons. Patients want access, support and information about the latest drugs while Pharma needs market access for sales and profits that will to fund more...
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Value-driven Pharma: Integrating health outcomes across the product lifecycle
Two recessions in a decade, financial austerity, and unprecedented pressure to prove product value to all stakeholders. There is no question that the pharma game has changed in the new “Outcomes Era”, in...
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Effective Pharma KAM Teams - the essential factors driving performance
The goal remains the same: pharmaceutical companies wants to influence product adoption, improve sales volume and increase product revenue. Key Account Management (KAM) is now the tool of choice, but too many companies...
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Commercialisation of Biosimilars: strategies for market penetration
Times, they are a-changin’—at least for the American biological product market. With five major biological products worth a collective US$35 billion in annual sales now facing imminent patent expiration, the...
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Strategies for Working With Real World Data
Real world data (RWD)—it’s a never-ending wave of information that is, increasingly, transforming healthcare into ‘reality medicine’ that responds to the real world use of medicines rather than...
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Pharma and Gamification: motivating positive outcomes a primer
Gamification is coming of age and Pharma companies need to understand how it can help all levels of their business. When is a game not a game? When its gamification. Gamification is not about creating games. It is about...
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