Healthy Skepticism Library item: 5684

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: news

Frankel J.
Selling to doctors in Europe
Scrip Magazine 1993 Jun26-29

Abstract:

A survey in the France, Germany, Italy, Spain and the United Kingdom confirmed that from a sales and marketing point of view, there is as yet no single European market. Although there are some similarities between the five countries in terms of the use of multiple sales forces, overall increases in number of representatives, reduced time with doctors, the differencese between the five markets are much greater. These differences can be seen both in the areas covered by the survey-call coverage, frequency of doctor visits, doctor appointment systems- and in other areas as well such as the training of representatives, sampling, opportunities for women and doctor promotion/comarketing strategies.

Keywords:
*analytic survey/France/Germany/Italy/Spain/United Kingdom/developed countries/sales representatives/doctors/attitude toward promotion/ATTITUDES REGARDING PROMOTION: INDUSTRY/EVALUATION OF PROMOTION: DETAILING