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Drop In Sales Visit To Doctors By Pharmaceutical Sales Reps

Added March 20th, 2006

Statistics have indicated that in 2005 there was a significant decrease in the number of sales visits made by pharmaceutical sales representatives to doctors. The data was released by the drug consultancy, IMS, and is the first decrease in figures in seven years.

For the last seven years visits to doctors by sales reps have been on the rise, but in 2005 this figure dropped by 13 percent. Experts feel that this decrease shows the first signs of a change in marketing strategies used by the pharmaceutical giants.

Part of the reason for the change in marketing and the decrease in sales visits is thought to have been driven by the controversy over drugs such as Vioxx and Bextra, where the drugs had to be withdrawn from the market, and pushy sales strategies as well as inadequate warnings were brought to light.

An IMS official involved in the report stated that two sales models seemed to be becoming evident, and these were: "fewer, more highly trained reps; and a bifurcation, with modestly trained sales reps and a smaller number of medically oriented reps who visit periodically."

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