REFERENCES
- Safian GR. Finding a new marketing Rx for pharmaceuticals. Public Rela-tions J 1994;(Mar).
- Introduction to managed healthcare. Roanoke, VA: Certified Medical Rep-resentatives Institute, 1995.
- Marion Merrell Dow. Managed care digest: HMO edition. Kansas City, MO: Marion Merrell Dow, 1994.
- Marion Merrell Dow. Managed care digest: PPO edition. Kansas City, MO: Marion Merrell Dow, 1994.
- Advanced concepts in managed healthcare. Roanoke, VA: Certified Medi-cal Representatives Institute, in press.
- Tanouye E, Anders G. Drug industry takeovers mean more cost-cutting, less research spending. Wall Street J.
- Total disease management. Roanoke, VA: Certified Medical Representa-tives Institute, 1995.
- Walsh J. The sales manager's nightmare is really a wakeup call. Med Mar-ket Media 1994;29(May):22–30.
- Number of reps drops by 700 in 1995. Pharm Rep 1995;(Mar).
- Anon. Drug bulk buyers create need for select salespeople. Boston Globe.
- Ross WR. Careers still flourish, but the rules have changed. Med Market Media 1994;29(Dec):20–6.
- Hahn B. Employment outlook '94: more hard times. Pharm Exec 1994;14(June): 64–74.
- Changing roles of healthcare providers. Roanoke, VA: Certified Medical Representatives Institute, 1995.
- Mittman DE, Yackeren TF, Hendrix P, Mirotznik G. Sales reps recognize value of nurse practitioners. Med Market Media 1994;29(July):52–4.
- The formulary process-challenges and opportunities. Roanoke, VA: Certi-fied Medical Representatives Institute, 1995.
- Anon. Schering-Plough would partner with other drug companies to buy PBM; disease management contracts in place with 62 managed care customers. FDC Rep-Pink Sheet 1994;56(28):4.
- Anon. Pfizer/Value Health $100 mil. joint venture will establish physician networks for disease management; firms enter product support, formulary agree-ments. FDC Rep-Pink Sheet 1994;56(19):13–4.
- Anon. SmithKline Beecham is going into PBM business via $2.3 bil. pur-chase of DPS: HMO niche of business may offer control advantage compared to Medco/PAID. FDC Rep-Pink Sheet 1994;56(19):10–2.
- Anon. Lilly reorganization into disease-based business units advances firm toward systems-oriented sales model; focus on internal medicine, endocrinology, CNS. FDC Rep-Pink Sheet 1994;56(29):9.
- Anon. Sales forces may be undervalued as tools. FDC Rep-Pink Sheet 1994;56(41):5.
- Castagnoli WG. Business prospects promising for freelance field forces. Med Market Media 1994;29(Aug):136–9.