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.
