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Pharmaceutical sales representatives or Medical sales respresentatives [1] are salespeople employed by pharmaceutical companies to persuade doctors to prescribe their drugs to patients. Drug companies in the United States spend ~$5 billion annually sending representatives to doctors, [ 2 ] to provide product information, answer questions on ...
The company has over 800 sales consultants who work through 39 full-service distribution centers providing coverage throughout the United States. [9] As a single source for medical inventory needs, PSS carries over 55,000 different medical products, (70% supplies, 20% equipment, and 10% pharmaceuticals), representing over 1,000 major manufacturers.
A few pharmaceutical companies have realized that training sales representatives on high science alone is not enough, especially when most products are similar in quality. Thus, training sales representatives on relationship selling techniques in addition to medical science and product knowledge, can make a difference in sales force effectiveness.
[2] [3] It is the nation's largest privately held manufacturer and distributor of medical supplies providing products, education, clinical programs and services across the continuum of care with operations in over 125 countries and territories. [4] In 2022, Medline had sales of $21.2 billion. [5]
The ethics involved within pharmaceutical sales is built from the organizational ethics, which is a matter of system compliance, accountability and culture (Grace & Cohen, 2005). Organizational ethics are used when developing the marketing and sales strategy to both the public and the healthcare profession of the strategy. [1]
Sales representatives were trained to promote Evista for breast cancer and cardiovascular disease, to prompt or bait questions by doctors, and to send them unsolicited letters promoting Evista for unapproved use. The company distributed a videotape in which a sales representative declared that "Evista truly is the best drug for the prevention ...
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