How drug reps have to plot strategy to meet with physicians:
“It’s dirty,” he said. “This would never have taken place 30 years ago.”He was referring not to the table, but to the trade as a whole; this need to form a strategy, almost a battle plan, to break into the fortress commonly known as a doctor’s office.
As a salesman, it’s one of the reasons Pappas is leaving the business. Part is his age; part is the increased difficulty of reaching his core constituency. Salespeople have to strategize, because to not do so is to not do their job.
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{ 1 comment }
When I first started doctoring, all the reps were like Pappas: professionals who knew their products and were knowledgable but not pushy. When the industry began drifting to hiring cute skirts and pushy sales people, it became unproductive. As more and more sales people called more and more often, it became a real problem. Also some were overly agressive in pushing questionable information (Neurontin for example). So I began locking them out with few exceptions. It is a harder, less pleasant job now I am sure, but the managment brought it on themselves.
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