Articles by S. Kent Stephan - Pharmaceutical Executive


Articles by S. Kent Stephan

S. Kent Stephan

Retooling the Pharma Marketing Model
April 1, 2009

It's time for pharma market research to advance science-based decisions and foster judgement calls

Sales Management: Starting from Zero
March 1, 2005

Pharma companies allocate sales calls to doctors based on historic prescribing patterns. Heavy prescribers attract more calls, sometimes in proportion to volume. There's a problem with that practice...


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