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Focusing on variation
The NHS is no longer a single homogeneous market but comprises four very different regions, all with different healthcare priorities. Companies and marketers ignore these separate nations, and their differing health economies, at their cost, reports Lynne Taylor

Constructing a new sales model
What does the pharmaceutical industry need to do to build a new sales model that will ensure it meets the challenges of a radically-changed NHS environment? Adam Fleming looks for the answer

Gaining customer recognition
Being nominated and judged by doctors in the PharmaTimes Representative of the Year competition shows medical representatives really are having a positive influence on the customer


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