For the second time in less than a year, GlaxoSmithKline (GSK) is reworking promotional practices in order to boost prescriptions, and its latest move will provide greater incentives for its sales reps.
The change comes as Glaxo attempts to compete in the burgeoning oncology market, a step underscored with its recent $5 billion acquisition of Tesaro, which sells a treatment for ovarian cancer. The deal helped return the drug maker to the commercial cancer business, which demands that promotional efforts match what rivals are doing.
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