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latest news

 

New Pharmasales Website now live

In October 2010 the new Pharmasales Magazine website has gone live, with a move to a more user friendly layout and style. The website should be completed and fully functional by the beginning of November 2010. Let us know what you think at editor@pharmasales.co.za

 

 

 

 

 
   
 

Entrepreneurial insights - Don't discount, sell smart!

When times are tough, the not-so-tough get discounting. The temptation to "give away" what you can't sell is strong – at least there's money coming in and numbers on the board – but it's a guaranteed hiding to nowhere. Sure, you're getting turnover, but profits are small (or sometimes non-existent), there's no customer loyalty, and when times improve you're going to have a hard time convincing those customers to stick with...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

How To Determine If An Account Really Is "Key."

When pharmaceutical companies designate one of their clients as a key account, what criteria are being used to determine this? If this decision is based simply on financial data, then it is likely that the company's entire account management philosophy is flawed. Look at it from the point of view of a designated key account. This client is clearly able to see if the association is based on rand value and not based on strategic importance or the provision of services over and above the standard. It's not possible to mask the true meaning of the relationship...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

The four personality types.

Personalities differ greatly from person to person however we all share common characteristics with others.
Studies have shown there are four key personality types: Expressive, Amiable, Analytical and Driving. Each of these four personalities has both their strengths and weaknesses. There are distinct tactics and ways to not only co-exist with them in the workplace, but excel alongside them. Whether you are in a management position, or working for someone who is, each and every individual can take steps to compliment personality types and...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

The Successful Candidate

Screening Applicants is key to successful corporate makeup.

White collar crime – including fraud, corporate espionage, theft of intellectual property and other forms of cybercrime – is on the increase. Pre-employment screening can help secure the services of the right person for the right position.

The credentials and character of the person applying for a position may look good on paper and may even sound accurate in an interview. The reality of the modern workplace, however, is that people have access to resources...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 
   
 

Editor's Comment

Now that the Marketing Code of Conduct is in its final stages and nearing rollout country-wide, I expect that most companies will have a plan in place on how it will be adopted internally. It will be a real boost to the industry once the training is underway and we all work to the same ethical guidelines. Once again, this is a full issue of Pharmasales SA Magazine, with features on Sales Management Skills, Car Allowance’s versus Company...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

What is a Customer Centric Business and what's its value?

A customer centric business puts its valuable customers at the core of its strategy and day-to-day operations. Every action is first evaluated by its impact on its customers. “Valuable customers” is an important term. It describes the most profitable customers, rather than the largest number of customers. Many companies make the mistake of trying to grow their customer base regardless of value. This generates costs with little returns and has...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.
   
 

National Health Insurance in a Nutshell

National Health Insurance (NHI) has been on the policy Agenda of the ruling African National Congress (ANC) since 1994. At the time it was envisaged as a way to broaden and make medical scheme (private health insurance) membership compulsory for those who could afford to pay it. It was anticipated that it would exist alongside a substantial public national health service. Subsequent committees of enquiry and task teamsin 1994, 1995, 1997, 2002 and 2004/5 confirmed the need for the reform of healthcare financing. All took a similar line, arguing for mandatory coverage for those who could afford to contribute, with income cross-subsidies...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Prepare for a successful meeting with “The Boss

Maybe you work one-on-one with the head honcho every day or perhaps you only get a face-to-face meeting on the very rare occasion. Whenever you get the chance to sit down and have a meeting with the big guns, it's best to make it as productive as possible. It's also a chance to show your stuff and leave a lasting impression...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Alzheimer's disease

Dementia is a loss of brain function that occurs with certain diseases. Alzheimer's disease (AD) is one form of dementia that gradually gets worse over time. It affects memory, thinking, and behaviour. Memory impairment, as well as problems with language, decision-making ability, judgment, and personalityare necessary...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 
   
 

A Healthy Work / Life Balance – Tips to help you to create a balance.

Focus. If you're at work, focus on work. If you're at home, focus on home and family. Make sure you set aside time to recharge your batteries with exercise or activities that you enjoy, and focus on clearing your mind of nagging obligations.

Be organized. Clean up your office and home. The clutter of your surroundings leads to a cluttered mind, which...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Creating a“Plan B”

Building a commercial brand strategy is a team sport – but sometimes it is played using the wrong formation, with disastrous consequences. In this article we look at how market access and brand sales teams have a major part to play in determining a brand’s commercial development.

It’s a problem that has plagued South African managers and coaches in international rugby tournaments for decades and, arguably, one that confronts the current coaching staff as it considers the looming Rugby World Cup...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

What is MS (Multiple Sclerosis)?

The term "multiple sclerosis" means "many scars." This is because multiple sclerosis is a chronic condition characterized by scars or lesions in the spinal cord and the brain.

  • As many as 2.5 million people worldwide have been diagnosed with multiple sclerosis.
  • Multiple sclerosis affects almost twice as many women as men.
  • MS hits most often in people between the ages of 20 and 50 years.

People with multiple sclerosis are diagnosed in the prime of their lives, which adds to the fear and anxiety often...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Planning your Conference

Conference Planning

Planning, organising and conducting a training conference can be rewarding and challenging. To develop a successful conference, you must employ the talents, cooperation, coordination, and participation of many individuals. For this reason, it is best to establish a Conference Planning Committee very early in the plan...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

BRAIN PROFILING FOR HEALTHCARE REPRESENTATIVES AND THEIR MANAGERS

An understanding of firstly how the sales team thinks and secondly how other people think can help your sales force build better customer relationships and your managers gain a better understanding of how to communicate with and motivate their sales team.Recent analysis of the thinking style profile of Healthcare representatives and their managers shows a strong industry trend to left brain thinking i.e. these people are strongly analytical and logical in their methods of communication, be it with customers or employees. This could...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 
   
 

Are You Ready to Be a Sales Manager?

So you want to be a sales manager? It's a rewarding and tough job that requires the skills of a good parent, the vision of a CEO and insights of a psychologist. This unusual combination of skills may... be the reason that many companies struggle to find the right person to lead their sales organisation. Ask and answer the following questions to see if you have what it takes for success in leading a high performance sales team.

In October 2010 the new Pharmasales Magazine website has gone live, with a move to a more user friendly layout...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Complementary medicine: Is your product safe?

Complementary medicines have come under scrutiny once more, following recent revelations that many of these products are not doing what their labels say. In the most recent case, four ‘herbal’ medicines that are supposed to treat low libidos were reportedly found to contain illegal ingredients. That’s raised the question for South African consumers: do we know what’s in the complementary medicine we’re buying; and who is checking up on these manufacturers?

According to Vital Health Foods Managing Director George Grieve, “Consumers need to be asking questions about their complementary medicines, like what precautions should I be taking when buying complementary medicine...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Sales Lessons Learned from a Recession

The past year was definitely very interesting. Some sales professionals prospered while others suffered. I spoke to one lady who doubled her income and she works in Insurance sales! Yet, another well- established person experienced a decline of more than fifty percent in their sales. There are several key sales lessons that can be learned from selling in a recession. These will help you succeed in 2011.


Companies are Leaner

This has been an ongoing factor for many years with continual downsizing and cut backs. However, the recession forced many companies to scale back even further than they normally would have. This has resulted...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Building Your Brand: Tactics for Successful Career Branding

by Randall S. Hansen, Ph.D.

What is it that all successful companies have mastered, and what job seekers looking to advance in their careers need to master? What is it about Coca-Cola, Microsoft, Starbucks, Disney, and McDonald’s? What makes a consumer buy one product over another, and makes one job seeker much more sought after than others? The answer is marketing, but more specifically it is the power of branding. And branding isn’t just for products...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 
   
 

How To Develop A Strategic Business Plan

The greatest strategic plans are useless unless carried out properly. Strategic planning can be a slow and laborious process. There are no overnight successes, and every company that is a quick success reached it through diligent planning and implementation.

What is a strategic plan?

A step-by-step guide, created by a business or organisation, to map out how it will reach goals, and set a foundation so the entire company knows what will happen and what is expected of them. Essentially, it provides a...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

New Pharma-centric CRM system available in South Africa

What do these companies have in common?

  • Bayer
  • Nycomed
  • Roche
  • GSK
  • Pfizer
  • Schering-plough
  • Solvay
  • Sandoz

They all depend on Sales Vision Pharma-centric CRM internationally to assist their representatives to effectively...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Managing your career and choosing the right recruitment agency

The phrase 'nothing is forever' is more appropriate in today's job market than ever before. People can expect to move jobs far more frequently than in the past and companies are moving towards fewer staff and the use of outside consultants for advice and training.
Consider what you have achieved on a regular basis - note your achievements and make sure the appropriate people...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Addison’s Disease

In Addison's disease, the adrenal glands are underactive, resulting in a deficiency of adrenal hormones.

  • Addison's disease may be caused by an autoimmune reaction, cancer, an infection, or some other disease.
  • A person with Addison's disease feels weak, tired, and dizzy when standing up after sitting or lying down and may develop dark skin patches.
  • Doctors measure sodium and potassium in the blood and measure cortisol and corticotropin levels to make the diagnosis.
  • People are given corticosteroids and fluids.
Addison's disease can start at any age and affects males and females about equally. In 70% of people with Addison's...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.
   
 

Seven steps to boost your confidence

In modern society where everybody is judged, building or maintaining self-confidence levels can be an almost impossible task. Here, we look at valuable ways to boost self-esteem at work.

The word confidence originates from the Latin word confidere, meaning to trust and to have faith in. The original meaning of the word is to have trust or faith in an object or person. Confidence has many meanings for...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.
   
 

Sign of things to come! By Greg Zurnamer (B.Com MBA)

“As technology advances and consumer demands increase, the idea of a salesperson as a “talking brochure” is no longer valid” - Neil Rackham the professor of professional  selling.

Like a dog is to humans so are questions a sales reps best friend.

Questions have been shown to be the number one skill that drives success in any sales environment. They get customers talking and more importantly allow sales-professionals to uncover, develop and qualify any needs that customers might have. Studies have shown that sales professionals who are able to seek more information...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.
   
  feature articles
   
 

Simple Steps in Planning an Effective Presentation

You can find plenty of information on presentation blogs about how to design effective slides and how to deliver a presentation, but one aspect that often gets missed is the work that goes into preparing the substance of a presentation. The first key to success in any presentation is planning the presentation.  Questions to ask yourself include:  why am I doing this presentation, i.e. what is my purpose and who is my audience...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Elephantiasis 

Definition

The word elephantiasis is a vivid and accurate term for the syndrome it describes: the gross (visible) enlargement of the arms, legs, or genitals to elephantoid size.

Description

True elephantiasis is the result of a parasitic infection caused by three specific kinds of round worms. The long, threadlike worms block the body's lymphatic system—a network of channels, lymph nodes, and organs that helps maintain proper fluid levels in the body by draining lymph from tissues into the bloodstream. This blockage causes fluids to collect in the tissues, which can lead to great swelling, called "lymphedema." Limbs can swell so enormously that they resemble an elephant's foreleg in size, texture, and color. This is the severely...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Incentives for your Sales Team

There is an old adage in sales: Ability x Motivation = Performance.
When recruiting and training salespeople, businesses often pay close attention to the ability factor as opposed to the motivation factor. As a top-level manager, you must ensure that your salespeople are properly motivated and sales incentives are a great motivator. Motivation is a tricky concept. Management science and psychology have begun rigorously investigating it only in the past half-century, and our overall picture of motivation is just beginning to take form. While science has not yet nailed down the precise nature of motivation, there are two things we do know for sure: It is a quality that exists in every human being, and it can...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

SA Code of Practice for the Marketing of Medicines

New Code to protect Consumers

Developed to protect consumers from misleading advertising and to ensure the availability of appropriate information on medicines to all who need it, a newly proposed code represents another positive step forward for the South African healthcare industry. Several trade associations representing manufacturers of medicines and related health products, (totalling about 80 companies), recently agreed on a code of practice for the marketing of medicines. The code will eventually be enforced via a Marketing Code Authority (MCA), which is still to be established. The associations and companies thereby agree to subscribe to a code of practice for the marketing...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   
 

Power CV’s: dress your career for success

So many people have requested copies of this article that we have decided to update and re-run it. Just as dressing a certain way creates an impact when meeting people for the first time, so the “Power CV” creates an impact when it is seen for the first time by a prospective employer; after all, you don’t get a second chance to impress.

Most of us only update our CV’s when we are looking for another job. We then sit down for about 15 minutes to add a few lines of text around our latest role, highlighting the position, achievements and responsibilities. Then we send our “updated” CV off to a few agencies, or upload it onto a few agency websites and wait for the...To Read the Full Article get your copy of the Pharmasales SA Magazine through your Company.

   

 

 

Issue 4 2011

When times are tough, the not-so-tough get discounting. The temptation to "give away" what you can't sell is strong – at least there's money coming in and numbers on the board – but it's a guaranteed hiding to nowhere.

Sure, you're getting turnover, but profits are small (or sometimes non-existent), there's no customer loyalty, and when times improve you're going to have a hard time convincing those customers to stick with you and pay more.

But what are your options? The first step is to redefine how you see selling. We're not talking hard-sell, make a pitch, take-the-money-and-run selling here. We're talking about a system of converting leads into sales and, importantly, a long-term relationship

   
 

Issue 3 2011

Now that the Marketing Code of Conduct is in its final stages and nearing rollout country-wide, I expect that most companies will have a plan in place on how it will be adopted internally. It will be a real boost to the industry once the training is underway and we all work to the same ethical guidelines. Once again, this is a full issue of Pharmasales SA Magazine, with features on Sales Management Skills, Car Allowance’s versus Company Cars and How to establish if your company is a Customer Centric Organisation.

We have started a regular feature on how to lead a healthy lifestyle and have a great article on the NHI kindly provided by IMSA. Our medical feature is on Alzheimer’s disease, and check out the service provided by both Mint and RTT Medical.


Over the next few months we will be attempting to align the Pharmasales SA Magazine with the Trade Associations in Healthcare provision in South Africa. Look out for the logos below!
Good selling.

   
 

Issue 2 2011

In this edition of Pharmasales SA Magazine we cover many interesting topics from "creating a Plan B for when Plan A fails" in the sales scenario, planning a conference to ensure success, and cover Multiple Sclerosis in our Medical Feature.

We have initiated the first of our articles in the new Pharmasales Career Centre pages, and hope that these articles go some way to ensuring that your personal development dreams are realised.

   
 

Issue 1 2011

In this issue of Pharmasales Magazine, we have the results of the 2010 Pharmasales Survey and congratulations to AstraZeneca for being chosen as the Company that is perceived as the best company to work for by you the Sales and Marketing professionals in South Africa.

Congratulations are also due to Quintiles who are seen as the best CSO to work for and to Eta Lyons and Associates that was voted as the best Recruitment Company to work with.

We have interesting sales development articles in this issue as well as a Medical Feature on Lupus. As usual any comments and suggestions are welcome and we wish all of our readers a great 2011.

   
 

Issue 5 2010

Most companies will have signed off their business plans for 2011, be arranging conferences for the beginning of next year, and looking at what has worked in 2010 and what has not.

The latest issue of Pharmasales SA is filled with interesting articles on topics ranging from CRM, developing a strategic business plan, managing your career properly to boosting your confidence! Our regular medical feature covers Addison’s disease, which although a very complex disease, is more common than you may think.

A special request from my side is to please ALL complete and submit the 2010 Survey, so that the results can be used by your companies to make your day to day work more satisfying.

   
   
 

Issue 4 2010

This issue of Pharmasales SA features a summary of the New SA Code of Practice for the Marketing of Medicines, and we hope to be officially involved in disseminating the Code to the whole Healthcare Industry once it is finalised.

If this happens, we will be dropping our subscription for next year and increasing our circulation to ensure that everyone who needs the information gets it free of charge!

Look out for the article on planning your next presentation, Sales Incentives for the Managers and a repeat of the Power CV article as we have had so many requests for it.

 

Distribution

From January 2011, around 4500 copies of the magazine will be distributed on a subscription basis in South Africa to any Pharmaceutical or Medical Company. Pharmasales Magazine is distributed to Sales and Marketing Professionals, Sales Managers and Directors, HR and Training Departments, Medical and Financial departments and Executive Management.

 

Who Should Advertise in Pharmasales Magazine?

Any person or company that wants to ensure that they get their marketing message to about 4500 professionally qualified sales and marketing people in the Healthcare Industry, should consider advertising in Pharmasales Magazine. The Pharmaceutical Industry is seen as the high-end sales and marketing positions, and they are rewarded well. Matters of interest to them would be:

  • Motor Vehicles (VW, Audi, BMW, Mercedes are all commonly selected cars)
  • Garmen, Tom-Tom would be used by the sales and marketing forces
  • Conference facilities are very important and used frequently not only for in-house conferences, but also for when they invite speakers to address certain groups of their customers
  • Catering companies would be used at these venues or to deliver food to doctor’s rooms and hospitals if the reps are doing a lunch or dinner meeting
  • Companies that run Sales and Marketing training programmes
  • Recruitment companies looking to fill sales, marketing and management positions in the Healthcare sector
  • Government bodies looking to get a health message out to the country, (as the representatives visit doctors and nurses at rooms, clinics and hospitals and would discuss these issue’s)
  • Companies that supply sales data to the Pharmaceutical Marketing and Sales Managers (e.g. IMS Health)
  • Pharmaceutical companies that have undergone mergers, that need to update the industry about what those changes are
  • Advertising Agencies looking for new business from the Marketing Departments

 

 

 

 

 

 

 

 

Please fax your completed survey to 0866 980028 or email it to editor@pharmasales.co.za.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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Welcome to the Pharmasales Magazine website. Pharmasales Magazine is published on a bi-monthly basis, and from January 2011 will be distributed on a subscription basis to anybody in a Sales, Marketing and Management position in the Pharmaceutical or Medical Industry in South Africa. We offer subscriptions to anyone outside of that arena at very reasonable prices. We publish articles that are designed to inform and develop and Sales and Marketing Professionals, as well as to keep you up to date with the latest National and International, Company and Product news. We feature Company Profiles on any Company related to the Healthcare Industry, run survey’s, disseminate vital medical and legal information relative to sales in this market, and interview interesting people from our industry in each issue. We welcome comments and suggestions at: editor@pharmasales.co.za

 

About this issue

When times are tough, the not-so-tough get discounting. The temptation to "give away" what you can't sell is strong – at least there's money coming in and numbers on the board – but it's a guaranteed hiding to nowhere. Sure, you're getting...

       
   

About this issue

Now that the Marketing Code of Conduct is in its final stages and nearing rollout country-wide, I expect that most companies will have a plan in place on how it will be adopted internally. It will be a real boost to the industry once the training is...

       
       
Latest News

lates news picNew Pharmasales Website...

In October 2010 the new Pharmasales Magazine website has gone live, with a move to a more user friendly layout and style. The website should be completed and fully functional by the beginning...

 

Featured Articles

featured art picDon't discount, sell smart!

When times are tough, the not-so-tough get discounting. The temptation to "give away" what you can't sell is strong – at least there's money coming in and numbers on the board – but it's...
Featured Events

featured events picComing Soon!

 

 

 

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