Norm Halleman, Former VP Sales

Halleman began as sales representative in Iowa in 1961, and after various moves served under Charles Singler, VP of Sales before taking the position himself. After the merger with Glaxo he remainded for a year as VP of Business Integration. The interview focuses on sales procedure and focus.

Topics discussed include:

* sales representatives: working in a new territory

* sales and marketing function after Peter Howsan's reforms

* focus and procedure of sales function

* co-marketing arrangements with other companies [essentially sharing sales representatives]

* organisation of sales and marketing function

* management styles of Bill Creasy and Fred Coe

* rivalry with Roche

* Wellbutrin

* Wellcortin

* product launches/selling procedure

* Zovirax

* Retrovir [AZT], pricing and selling

* strategy behind marketing Sudafed

* other the counter products

* Lanoxin

* relationship with UK company

* Glaxo merger

18 May 2001

2 audio tapes and transcript Tape 30B