Healthy Skepticism Library item: 6891
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
Memoirs of methods used to sell drugs
MaLAM International News 1999 Mar-Apr; 17:(3-4):1-6
Abstract:
A former sales representative describes the methods he saw being used to sell drugs-including compiling profiles about doctors, the use of detail aids and give-aways. He also discusses indoctrination of detailers and sales techniques used by them.
Keywords:
*analysis/ sales representatives/ influence techniques/ doctors/ gift giving/ quality of information/ information from companies/ATTITUDES REGARDING PROMOTION: INDUSTRY/ATTITUDES REGARDING PROMOTION: SALES REPRESENTATIVES/ETHICAL ISSUES IN PROMOTION: GIFT GIVING/EVALUATION OF PROMOTION: DETAILING/EVALUATION OF PROMOTION: INFLUENCE TECHNIQUES