Entertaining quick read about the lifestyle of a pharma drug representative. Told by a former Viagra salesman. Exposes what has become an almost formalized relationship between healthcare offices and pharmaceuticals salespeople. The doctors don't really like to have to listen to the incessant sales pitches for new or improved drugs but at the same time they come to count on the drug reps for new information, having little time to read and stay on top of all the new developments. The drug reps, bring lunch and a flowing supply of drug samples to build and maintain their relationships with the doctors and the supporting healthcare staff. A drug rep may spend an hour or more at a physician's office to get all of two minutes to meet the physician.
What is also notable is the intense training drug reps receive regarding each new drug they represent, called a "DETAIL." They memorize all the benefits and the exact way to present the drug to make sure they are giving the same message as anyone else in the company and that they are effective. They also bring high quality supporting materials, print outs of drug studies, recommended dosing instructions, etc... Pharmaceutical sales is a highly competitive, highly organized profession, containing some of the 'best practices' for marketing to medical establishments.
This can be gleaned from the book, which is otherwise an entertaining read about the shenanigans of a smart but somewhat unmotivated, often lazy, sales rep for Pfizer. The book has especially good anecdotes about the absurdity of selling Viagra - a drug that sells itself.
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