Pharmaceutical sales representatives (formerly detailmen) are

salespeople Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in r ...

employed by

pharmaceutical companies The pharmaceutical industry discovers, develops, produces, and markets drugs or pharmaceutical drugs for use as medications to be administered to patients (or self-administered), with the aim to cure them, vaccinate them, or alleviate symptoms. ...

to persuade doctors to prescribe their drugs to patients. Drug companies in the

United States The United States of America (U.S.A. or USA), commonly known as the United States (U.S. or US) or America, is a country primarily located in North America. It consists of 50 states, a federal district, five major unincorporated territorie ...

spend ~$5 billion annually sending representatives to doctors, to provide product information, answer questions on product use, and deliver product samples. These interactions are governed according to limits established by the Code on Interactions with Health Care Professionals, created by the Pharmaceutical Research and Manufacturers of America (PhRMA). This code came into practice in 2002 and has since been updated to help define ethical interactions between health care professionals and the pharmaceutical companies Companies maintain this provides an educational service by keeping doctors updated on the latest changes in medical science. Critics point to a systematic use of gifts and personal information to befriend doctors to influence their drug prescriptions. In the United Kingdom representatives are governed by a strict code of conduct from the

Association of British Pharmaceutical Industries Association may refer to: *Club (organization), an association of two or more people united by a common interest or goal *Trade association, an organization founded and funded by businesses that operate in a specific industry *Voluntary associatio ...

(ABPI). No gifts are allowed. Companies are fined and held in breach if they use the tactics described in this description.

Methods

Doctors can receive small gifts, such as free dinners, event or travel tickets, clocks, free drug samples and swag. Controversial inducements include jobs offers for the drug company, consulting / speaking fees, and all-expense-paid travel to resorts and exotic locations where attendance is limited or not mandatory. ''Pharmaceutical Representative'' is a trade journal featuring common sales tactics such as how to close a tough sale by flattering a stubborn doctor. Along with flattery, the attractiveness of sales reps has been noted, with a trend of former cheerleaders entering the field. Researchers note; "seduction appeared to be a deliberate industry strategy", and in informal survey by a doctor found that 12 out of 13 women sales reps said they had been sexually harassed by doctors.

Me-too drugs

Sales reps push new "follow on" or "me-too" drugs with free samples that are more expensive than existing

generic drug A generic drug is a pharmaceutical drug that contains the same chemical substance as a drug that was originally protected by chemical patents. Generic drugs are allowed for sale after the patents on the original drugs expire. Because the active ch ...

s, such as Nexium which costs three times as much as its predecessor Prilosec, with no evidence of improved efficacy. With beta-blockers and statins, me-too drugs have improved results, and increased competition while lowering prices. As me-too drugs are similar but new, their side effects can be unknown and not well understood. Pharmaceutical marketing / reps assert a me-too drug may work better than another, but they "don’t test their me-too drugs in people who have not done well with an earlier drug of the same class."

Laws

In 1990, the

Food and Drug Administration The United States Food and Drug Administration (FDA or US FDA) is a List of United States federal agencies, federal agency of the United States Department of Health and Human Services, Department of Health and Human Services. The FDA is respon ...

(FDA) passed laws banning "gifts of substantial value" of drug companies to doctors, however this has changed the gifts from objects to meals and travel. In 2006,

New Hampshire New Hampshire is a U.S. state, state in the New England region of the northeastern United States. It is bordered by Massachusetts to the south, Vermont to the west, Maine and the Gulf of Maine to the east, and the Canadian province of Quebec t ...

forbid the sale of prescription data to commercial entities. Encountering ill-informed reps at his practice Dr. Dan Foster, a West Virginia surgeon and lawmaker, introduced a bill to require reps to have science degrees. While it did not pass, it led to a disclosure of minimum hiring requirements.

Alternatives

Australia Australia, officially the Commonwealth of Australia, is a Sovereign state, sovereign country comprising the mainland of the Australia (continent), Australian continent, the island of Tasmania, and numerous List of islands of Australia, sma ...

the government funds academic detailers that are impartial medical students who provide drug information to medical professionals.

Culture

Cheerleading Cheerleading is an activity in which the participants (called cheerleaders) cheer for their team as a form of encouragement. It can range from chanting slogans to intense physical activity. It can be performed to motivate sports teams, to ente ...

athletes have been noted as a recruitment target by companies to hire as pharmaceutical sales representatives.

Methods

Me-too drugs

Laws

Alternatives

Culture

See also

References

Further reading