Following the Script: How Drug Reps Make Friends and Influence Doctors

  title={Following the Script: How Drug Reps Make Friends and Influence Doctors},
  author={Adriane Fugh-Berman and S. Ghazanfar Ahari},
  journal={PLoS Medicine},
  pages={2 - 13}
It's my job to fi gure out what a physician's price is. For some it's dinner at the fi nest restaurants, for others it's enough convincing data to let them prescribe confi dently and for others it's my attention and friendship...but at the most basic level, everything is for sale and everything is an exchange. —Shahram Ahari You are absolutely buying love. —James Reidy [1] I n 2000, pharmaceutical companies spent more than 15.7 billion dollars on promoting prescription drugs in the United… CONTINUE READING


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Hard sell : As expanding the sales force becomes a less attractive option , pharmaceutical companies are reevaluating their sales strategies

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Sales force effectiveness ( the third in a series of articles that examine problems and solutions of detailing to physicians )

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It ’ s all in the details : Delivering the right information to the right rep at the right time can greatly increase sales force effectiveness

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