Monday, December 12, 2005

The art of the drug `detailer'

From the Toronto Star:
No gifts. No golf. No galas. No sports tickets, no special promotions and — to punish for one of the worst sins — no spouses at drug company-sponsored events.

As the Canadian pharmaceutical industry clamps down on its own lavish spending and aggressive marketing tactics aimed at the nation's 60,000 doctors, the focus has turned to the well-honed skills and performance of the drug sales rep.

It's no longer about gifts, but gift of the gab. The pitch is not about hard sell, but hard information. It's about looking good, talking straight, getting in and getting out. ...more

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