RALEIGH, N.C., May 24, 2011 /PRNewswire/ -- Pharmaceutical Institute, the leading provider of specialized training solutions for the pharmaceutical and biotech industry and a subsidiary of Campbell ...

The medtech marketplace has experienced drastic changes in recent years. Economic forces have accelerated on hospitals, forcing them to become more cost conscious. Hospital purchasing has become more ...

Key accounts, strategic accounts, enterprise accounts. Only the names change. The reality is the same. It is the only area I know of where companies intentionally increase their costs and decrease ...

KAM principles translate across all business sectors. David Southern and Gary Lunt describe six steps for learning the best from other sectors. The fervour around the adoption of Key Account ...

To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and ...

The Pareto principle, better known as the 80/20 rule, is applied for numerous purposes in boardrooms all over—but the essence holds true for a majority of cases in the business world, especially when ...