Popular Appeal Calling on community health centers Jan 1, 2008 By: Gwen McLean

Financial solvency of community health centers is often a challenge

Hospital selling An essential training guide for institutional selling Jun 1, 2007 By: Tony Pinsonault

In a typical U.S. Hospital, pharmaceuticals consume between 25 and 30 percent of the supply budget, and pharmacy costs have increased by an average of eight percent annually over the past several years. One of the nation's largest hospital-management organizations, with nearly 60 facilities in 12 states, spends nearly half a billion dollars each year on pharmaceuticals.

Selling to hospital formularies goes beyond selling to individual doctors.

Through the side door Networks can gain you access to a closed hospital Jul 1, 2006 By: Ananda Laberge

One of the more difficult challenges reps face in this new era of restricted pharmaceutical selling is the closed hospital. But this issue is not as daunting as one might think.

Blood will tell Understanding common lab tests: Complete blood count Jan 1, 2006 By: Neil Berliner, M.D.

Understanding common lab tests: Complete blood count.

Who are hospitalists? Why this emerging specialty can't be overlooked Nov 1, 2005 By: Gwen McLean

Hospitalists, physicians who work exclusively within the hospital setting, are one of the fastest-growing specialties in the country. Here's what reps can do to meet their needs.

Knowing where to sell in a hospital can increase prescriptions.

Clues to hospital selling.

Mike Myers can remember a time when simply being a self-starter might have been enough to make someone a good hospital pharmaceutical sales rep; that time, however, is history.