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词条 Pharmaceutical sales representative
释义

  1. Methods

     Me-too drugs 

  2. Laws

  3. Alternatives

  4. Culture

  5. See also

  6. References

  7. Further reading

{{Multiple issues|{{POV|date=September 2012}}{{update|Examples shown here are not representative of the practice of pharmaceutical sales and violate the current U.S. Pharmaceuticals Compliance and Ethics Code of Conduct and similar guidelines/policies/laws in other countries. It is unclear what is described here was ever the norm either - this article is indeed heavily biased.|date=May 2016}}
}}

Pharmaceutical sales representatives (formerly detailmen) 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,[1] to provide product information, answer questions on product use, and deliver product samples.

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.[1] In the United Kingdom representatives are governed by a strict code of conduct from the Association of British Pharmaceutical Industries (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.[2] Controversial inducements include jobs offers for the drug company, consulting / speaking fees,[3] and all-expense-paid travel to resorts[4] and exotic locations where attendance is limited or not mandatory.[6][5]

Pharmaceutical Representative is a trade journal featuring common sales tactics such as how to close a tough sale by flattering a stubborn doctor.[6] Along with flattery, the attractiveness of sales reps has been noted, with a trend of former cheerleaders entering the field.[7] Researchers note; "seduction appeared to be a deliberate industry strategy",[7] and in informal survey by a doctor found that 12 out of 13 women sales reps said they had been sexually harassed by doctors.[7]

Me-too drugs

Sales reps push new "follow on" or "me-too" drugs with free samples[8][9] that are more expensive than existing generic drugs, such as Nexium which costs three times as much as its predecessor Prilosec, with no evidence of improved efficacy.[14][10] With beta-blockers and statins, me-too drugs have improved results, and increased competition while lowering prices.[11] As me-too drugs are similar but new, their side effects can be unknown and not well understood.[6] 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."[12]

Laws

In 1990, the Food and Drug Administration (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.[6][13]

In 2006, New Hampshire forbid the sale of prescription data to commercial entities.[14][15]

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.[7] While it did not pass, it led to a disclosure of minimum hiring requirements.

Alternatives

In Australia the government funds academic detailers that are impartial medical students who provide drug information to medical professionals.[16]

Culture

Cheerleading athletes have been noted as a recruitment target by companies to hire as pharmaceutical sales representatives.[17]

See also

  • Bad Pharma (2012) by Ben Goldacre
  • Big Pharma (2006) by Jacky Law
  • Me-too compound
  • Pharmaceutical companies
  • Pharmaceutical marketing
  • Sales
  • Sales techniques

References

1. ^1 {{cite web|url=http://www.plosmedicine.org/article/info:doi/10.1371/journal.pmed.0040150|title=Following the Script: How Drug Reps Make Friends and Influence Doctors|author1=Adriane Fugh-Berman |author2=Shahram Ahari |date=April 24, 2007|publisher=Public Library of Science|accessdate=3 December 2011}}
2. ^{{cite web|url=http://www.businessweek.com/stories/2006-10-22/online-extra-cracking-down-on-pharma-swag|title=Online Extra: Cracking Down on Pharma Swag|last=Weintraub|first=Arlene|date=October 22, 2006|publisher=businessweek.com|accessdate=8 July 2013}}
3. ^{{cite web|url=https://www.propublica.org/article/lawsuits-say-pharma-illegally-paid-doctors-to-push-their-drugs|title=Lawsuits Say Pharma Illegally Paid Doctors to Push Their Drugs|last=Ornstein|first=Charles|author2=Tracy Weber|date=Oct 18, 2010|publisher=propublica.org|accessdate=8 July 2013}}
4. ^{{cite web|url=http://www.scu.edu/ethics/publications/submitted/morreim/prescribing.html|title=Prescribing Under the Influence|last=Haavi Morreim|first=E.|publisher=scu.edu|accessdate=8 July 2013}}
5. ^{{cite web|url=https://projects.propublica.org/docdollars/|title=Dollars for Docs: How Industry Dollars Reach Your Doctors|last=Merrill|first=Jeremy|author2=Charles Ornstein, Tracy Weber, Sisi Wei and Dan Nguyen|date=June 24, 2013|accessdate=8 July 2013}}
6. ^pharmrep.findpharma.com {{webarchive|url=https://web.archive.org/web/20111130082848/http://pharmrep.findpharma.com/ |date=2011-11-30 }}
7. ^1 2 3 {{cite web|url=https://www.nytimes.com/2005/11/28/business/28cheer.html?pagewanted=all&_r=0|title=Gimme an Rx! Cheerleaders Pep Up Drug Sales |last=SAUL|first=STEPHANIE|date=November 28, 2005 |publisher=New York Times|accessdate=8 July 2013}}
8. ^https://www.propublica.org/article/vying-for-market-share-companies-heavily-promote-me-too-drugs
9. ^http://www.who.int/intellectualproperty/topics/ip/Me-tooDrugs_Hollis1.pdf
10. ^{{cite web|url=http://stanmed.stanford.edu/2005summer/drugs-metoo.html|title=Me-too drugs |last=SPECTOR|first=ROSANNE|year=2005|publisher=Stanford Medicine Magazine|accessdate=8 July 2013}}
11. ^1 {{cite web|url=http://www.pharmainfo.net/reviews/me-too-drugs-good-or-bad|title=Me-Too Drugs : Good or Bad?|last=Murti|first=Yogesh|date=Wed, 05/07/2008|work=pharmainfo.net|accessdate=8 July 2013|deadurl=yes|archiveurl=https://archive.today/20130708063230/http://www.pharmainfo.net/reviews/me-too-drugs-good-or-bad|archivedate=8 July 2013|df=}}
12. ^{{cite web|url=https://www.motherjones.com/politics/2004/09/truth-about-drug-companies|title=The Truth About Drug Companies|last=Meredith|first=Peter|date=Sep 7, 2004|publisher=motherjones.com|accessdate=8 July 2013}}
13. ^{{cite web|url=http://www.nofreelunch.org/faqs.htm|title=FAQs|publisher=nofreelunch.org|accessdate=29 October 2014}}
14. ^[https://web.archive.org/web/20160413123428/https://www.highbeam.com/doc/1G1-155402582.html First-in-the-nation law pits N.H. against drug industry]
15. ^gencourt.state.nh.us CHAPTER 328 - HB 1346 – FINAL VERSION
16. ^1 2 3 {{cite web|url=http://www.washingtonmonthly.com/features/2000/0005.pomper.html|title=Drug Rush|last=Pomper|first=Stephen|date=May 2000|publisher=The Washington Monthly|accessdate=3 December 2011|deadurl=yes|archiveurl=https://web.archive.org/web/20120204040615/http://www.washingtonmonthly.com/features/2000/0005.pomper.html|archivedate=4 February 2012|df=}}
17. ^{{cite news |url= https://www.nytimes.com/2005/11/28/business/28cheer.html?pagewanted=all |title=Gimme an Rx! Cheerleaders Pep Up Drug Sales |first=Stephanie |last=Saul |work=The New York Times |date=28 November 2005 |publisher=NYTC |location=New York |issn=0362-4331 |accessdate=5 February 2014}}

Further reading

  • [https://web.archive.org/web/20120204040615/http://www.washingtonmonthly.com/features/2000/0005.pomper.html Drug Rush] - Why the prescription drug market is unsafe at high speeds
  • Carlat, Daniel. [https://www.nytimes.com/2007/11/25/magazine/25memoir-t.html?_r=1 "Dr. Drug Rep"], New York Times magazine, 25 November 2007.
{{Pharmaceutical industry in the United Kingdom}}{{Pharmaceutical industry in the United States}}{{Pharmaceutical industry by country}}{{Public health}}{{Medicine}}{{Authority control}}Informatore scientifico del farmaco

2 : Sales occupations|Pharmaceutical industry
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