Healthy Skepticism Library item: 4683

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Collier J.
Drug company representatives and sales priorities.
Lancet 1993 Apr 17; 341:(8851):1031-2

Abstract:

Sales representatives working for a subsidiary of Glaxo all have confidential “detail” cards each of which deals with a specific drug or sales target. All cards start with a section entitled “Campaign Objective” followed by instructions on business objectives and finally there is a section headed “Key Messages”. All of these sections set out clearly commercial objectives.

Keywords:
*letter to the editor/United Kingdom/Glaxo/sales representatives/detail cards/quality of information/EVALUATION OF PROMOTION: DETAILING

Notes:

Reply from: P. G. Weaving, Lancet 1993;341:1416.