Business Marketing Case in Medical Sales Careers

This case in medical sales careers looks at a scenario in the hormone replacement therapy market for menopausal women. The market leader had been a blockbuster for years but later it was made more publicly aware that the product is derived from hormones extracted from horse urine. As more and more women were becoming more eco-friendly, this news did not go over too well with many of them.At the same time, a pharmaceutical company re-introduced a rather dormant product that was a hormone replacement drug to compete with the market leader. Both drugs relieved menopausal discomfort symptoms in female patients. But the interesting thing about this re-introduced drug was that rather than being derived from horse urine, it was sourced from a soybean plant. Chemically, it was altered to be identical to the estrogen hormone found in humans.So in essence, this drug was considered more ‘natural’ than the market leader in two ways. First, rather than subjecting live horses to a urine extraction process and then using a product derived from horse urine, this other drug was made from plants. Secondly, rather than being a cocktail of horse hormones, this other product was identical to the human estrogen which implied that its use would not involve putting a foreign substance into the human body.News about this alternative to the market leader made its way around groups of menopausal women and they wanted to switch to this drug rather than stay on something made from ‘horse pee’.Medical sales reps for this alternative drug went to see their physician customers and promoted the natural aspects. They also made physicians aware of published clinical studies which proved that the ‘natural’ drug resulted in a lower rate of side effects as well when compared to the market leader, possibly due to its identical chemical structure to the human hormone.Many physicians, particularly female doctors, embraced this alternative right away by starting all newly diagnosed patients on this drug and offering a switch for existing patients currently on the market leader. The medical sales reps also asked physicians whether they were getting requests from patients for the natural drug and most admitted that there was indeed patient demand out there.So these medical sale representatives did a smart thing by reinforcing the existing patient demand for their product. Most doctors, even the resistant ones, did give in and switched their patients to the more natural drug when their patients requested it. This alternative drug to the market leader became first line therapy for many physicians and did put a dent in the sales of the market leader.The LessonThe lesson from this case is that patient demand can be a very powerful weapon in medical sales and this example actually showed how a once dormant drug can become a major competitor to a market leader. Smart drug reps used patient demand to their advantage without offending their physician customers.I was one of the drug reps that sold this natural drug discussed in this case and later became the product manager for it. It was one of the most enjoyable drug products I’ve ever worked with. The concept of using patient demand is similar to using referrals in your medical sales careers search. With people recommending you for a position, you can put a major dent in your own competition for the jobs.Learning how to get the right people to refer you for medical sales careers is taught in the book and audio program “How To Get A Dream Job In Pharmaceutical Sales – Direct Inside Advice and Guidance from a Sales Manager”.

Should You Employ In House Telemarketers or Use an Outbound Telemarketing Agency?

Even for larger companies with dedicated sales teams this is a valid question: should you use your own telemarketers or turn to a specialist outbound telemarketing agency?For many companies, there are three compelling reasons to outsource your telemarketing:1) Focus2) Capabilities3) CostThis article examines these three reasons and suggests why, in many cases, it makes more sense to use the services of an external telemarketing agency for business-to-business telemarketing campaigns.1) FocusFirstly, a strong reason for using an external telemarketing company is that they will focus on the task of generating leads for your business. Many companies, when using an internal resource, will hand this over to either an admin person or expect telemarketing to be done as an extension of their role.But, let’s be honest about what really happens in most businesses: they find something else to do.Unlike an external company, which employs people to make outbound telemarketing calls day-in, day-out, your employees have other duties to perform. And, believe me, they will find anything else to do rather than telemarketing. The same goes for if you choose to hire your own people “just to cold call”. After a few months, I guarantee, they will be doing something (anything) else rather than telemarketing.


Using a telemarketing agency means that you have a resource focused on telemarketing for your business and you ensure a continual effort to generate leads, not the reluctant, ad-hoc approach you will get form your own people.2) CapabilitiesHand-in-hand with the issue of focus is that of capabilities. By outsourcing telemarketing you will access people who are far better at telemarketing that your own people. Even if you have dedicated sales people they often won’t match a seasoned telemarketer when it comes to making outbound calls.External telemarketing agencies also bring capabilities around data acquisition, segmentation, key message and “pitch” development which your own people will lack.Think about it; a good telemarketer will pitch around 100 prospects in a week. Given that the best telemarketers have been in the game for at least 10 years, that’s over 50,000 pitches. That’s a level of telemarketing experience you will never get it from an in-house employee.3) CostFinally, another reason for many companies to consider using a telemarketing agency is cost.When comparing using your people, or even yourself as the owner of a small business, against the cost of a telemarketing company, the costs are pretty compelling.Telemarketing agencies charge, on average around £250 per day for a telemarketer. That’s attractive even when you compare it against the cost of your sales people. But when you consider the cost of them not being in front of prospects and actually closing, the cost justification stacks up in favour of outsourcing.


When comparing an external telemarketing company against an admin person making “a few cold calls” the costs need a little more study but they still make sense. Usually, the best approach is to consider two factors: a) the cost per lead and b) the opportunity cost.When looking at the former, external telemarketing agencies, which are always more efficient, typically wins. In addition, when you think about the opportunity cost of not getting new leads into your pipeline and the resulting lost new business growth, it’s usually obvious that using a telemarketing company is the best investment.So, in summary, when thinking about whether to use your own people or external telemarketers, consider the total picture of how much focused your own people will be, how good they will be, and what is the real return on their costs.We believe that, taking all these elements into account, an outbound telemarketing agency is the most attractive route for many businesses.

Web Design Developers – Offering the Right Look For Your Website

For most of us the art for web design and web development may sound simple and always a matter of ease! But in reality things can become tough for you and you will surely require perfect web design developers in order to accomplish web design and web development like tasks for your website. However, it’s the theme and the purpose of the website that always plays a vital part for web design and web development like tasks. For an example, if you are initiating a website to spread out information among the web visitors, then suggestively the designing part of your website needs to be bit informative and relevant to the information supplied.If you are announcing such a website through which you can sell products and services, then the designing part of the website needs to based on selling point of view and sales undertone. Apart from these things, there are also few other important aspects which you need to look for and that can bring more values for your website and its design part. Among all these important aspects graphics and images for your website plays a significant part. These are the key elements for any website that can bring in the right look and feel for it.


In simple terms you can say that there are few important factors that leaf the way for making a website more effective and beautiful. However, its always vital to keep in mind that its your website that will work as a perfect gateway through which your potential customers will move for your business. In this regard the web design developers can bring you more help. These are the professionals that can generate some effective design for your website.It’s not all about attractive design but it’s all about creating the most convenient gateway for your customers to buy your products and services. In an online market people now go for the custom web site design & development all along with how much of time it may take to load. As if web site looks fine & website loading time is very high visitors still may not stay for very long time. In conclusion, quantity and quality must go together and these factors described if work & interact with one another. All the tools should serve just one mission of the web site- and it is the message for all site designers. Also, there are lots of criteria that define quality of the websites.


The outsourcing Programming services is IT services supplier. The custom website design & development service will allow you focus on the core small business and medium level business action. The Outsourcing Programming services have well established infrastructure, and state of the art quality management system & ultimate info security that allows us avoid misunderstanding in the cooperation with clients & achieve highest level of the customer satisfaction.

World’s Top Golf Resorts: Train and Play for Your Vacation!

The finest golf resorts in the United States, Europe, Mexico and the Caribbean can be your choice for your next vacation. Make it a train-and-play golf vacation! So many package deals are available to make your trip much more than a break from your routine. A golf vacation will be a practical experience of improving your golf game, enjoying a phenomenally peaceful and luxurious setting, and visiting a different state or a different country! This planning guide will point you to some of the best-rated golf resorts in the world.Whether you ultimately book for yourself or through an experienced golf travel specialist, begin your research online where you can find premium golf courses and travel bargains. Rates, resort amenities and golf course details are available. But look further for the packages that include airfare, hotel accommodations and green fees to get your best value. The typical packaged Golf Resort Vacation will include most of these features:Airfare
Resort Accommodations
Confirmed Tee Times
Prepaid Green Fees
Shared Cart for 18 Holes
Equipment Rental
Golf Lessons
Meals at Exclusive Restaurants
Transfers to the Course
Transfers to the Airport
All Taxes and Service ChargesGolf courses are planned in lovely surroundings where you can take in sea breezes or views of lush vegetation, and you can combine golf with other resort amenities to provide a well-rounded vacation.For instance, try one of the many glamorous Club Med Golf Resorts with beautiful fairways in the most unforgettable, inviting locations around the world. Club Med offers deals including the best equipment and golf lessons for all levels! Its locations include Cancun, Mexico, as well as Punta Cana in the Dominican Republic. Other locations span the world: Turks and Caicos, Mauritius, Portugal, France, Italy, Brazil, Thailand, Morocco, Egypt, Senegal, and in the United States–Sandpiper Bay, Florida.


Scotland has some of the most beautiful golf courses in the world and there are approximately 100 resorts, called “golf hotels,” among the 500-plus golf courses throughout the country. Best known are Turnberry, Gleneagles and The Old Course Hotel St. Andrews. Each of these has spa, leisure facilities, excellent restaurants and “golf tuition” packages for all levels.Mexico has numerous golf resorts perched in luxurious coastal locations. There are golf resorts at Cancun, Acapulco, Puerto Vallarta and Los Cabos. Also, Mexico has its championship Baja version of California’s famous “Pebble Beach” golf resort, called Bajamar, only a few hours’ drive from San Diego in Ensenada.For the United States, check online for some of the golf resorts suggested by key magazines such as Golflink’s which publishes The Top 100 United States Golf Courses. This issue ranks the best out of more than 21,000 public and private golf courses across the country. However, within that one hundred courses, you want to search for the resorts with package programs and golf lessons. Among the top hundred, you will find that the main vacation-destination states with golf resorts are in Arizona, California, Florida, Nevada, South Carolina and Texas. Let’s review these states for their best locations:In sunny, always temperate Florida, Club Med’s Sandpiper Bay Golf Academy offers 2-day and 3-day golf courses. The Academy includes all aspects of the game, such as Chipping, Putting, Bunker, Pitching and Lob Shot, Full Swing with Irons and Woods. A video analyzing your swing is provided, as well as an optional video comparing your swing to that of a pro player. Also, the area within and around Miami has regional golf resorts for year-round vacationing. Each resort offers on-site amenities and services, both on and off the course, and minutes away from major Miami attractions, like South Beach and Miami MetroZoo. You will have a multitude of options during a golf vacation here.
Arizona has a climate that is suitable for many months of the year and Scottsdale has nearly 200 golf courses, many with the picturesque backdrop of the Sonoran Desert. It is a golf destination with golf schools and pro shops. Here, many resorts offer high-quality accommodations and championship golf courses. Most golf resorts offer packages where hotel guests can have discounted green fees. Also, Sedona, Arizona, offers numerous golf resorts with a mild year-round climate and spectacular red-rock scenic views.
In California, Pebble Beach has been known for being a small coastal golf destination nestled in beautiful Monterey County. It is home of the prominent Pebble Beach Golf Links, the Pebble Beach Lodge and the prestigious Inn at Spanish Bay. Each year, golfers return to rub shoulders with golf professionals and experience nature at its finest on the magnificent golf course laid out by leading golf course designers. The harmony of golf layouts and the majestic coast are awe-inspiring!
Another golfer’s paradise is conveniently located along the south Atlantic coast at Hilton Head Island, South Carolina. It combines natural beauty and world-class golf on a barrier island 12 miles long and five miles wide. Nicklaus, Palmer and other golf legends have frequently played these championship courses. Since the first course opened at Sea Pines in 1961, there are now emerald links at Harbour Town and outstanding courses in Bluffton, as the Hilton Head area has become a major golf center. It is legendary for its spectacular views of the Atlantic Ocean, scenic marshes, and maritime forests with abundant wildlife. The temperate climate and year-round sunshine also makes Hilton Head Island the perfect place to tee off.
Las Vegas, Nevada, is quietly emerging as one of the United States’ fastest growing golf destinations amidst the glitz and glamour of its casinos. The city’s huge convention center and innumerable hotel rooms make it a natural haven for large-scale golf events. With the year-round sunshine and mild temperatures, and plenty to do after a full day of playing golf from gambling to seeing entertaining shows, this golf destination will continue to grow.
CNN ranked Austin, Texas the No. 1 city for golf in its Golf.com of 2010. Framed by the Texas Hill Country, Austin’s golf courses are among the best in the United States. The region is highlighted by the Wolfdancer Golf Club which was named No. 56 in Golfweek’s top 100 resort golf courses in 2009. In addition to being a great contemporary music city, and home of numerous celebrities, Austin offers vacationing golfers great barbeque, an idyllic, year-round climate and luxury accommodations.


Your best package deal will be at all-inclusive resorts, where air flight, lodging, meals and golf activities are rolled into one price. On the other hand, consider traditional hotels and resorts in the locations suggested. With a little online planning, one of the finest golf resorts in the world can be your affordable choice. Enjoy the location, the exploration of the region while you improve your golf game and provide a joyful, well-rounded vacation for your family and loved ones!(c) 2012 Elizabeth McMillian