Pharmaceutical sales representative
This article has multiple issues. Please help improve it or discuss these issues on the talk page. (Learn how and when to remove these template messages)
|
Pharmaceutical sales representatives (formerly detailmen) are
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[3] like pens, paper pads, and office toys with company logos.[4] Controversial inducements include jobs offers for the drug company, consulting / speaking fees,[5] and all-expense-paid travel to resorts[6] and exotic locations where attendance is limited or not mandatory.[4][7]
Pharmaceutical Representative is a trade journal featuring common sales tactics such as how to close a tough sale by flattering a stubborn doctor.[8] Along with flattery, the attractiveness of sales reps has been noted, with a trend of former cheerleaders entering the field. Researchers stated that "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.[9]
Me-too drugs
Sales reps push new "follow on" or
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.[4][15]
In 2006, New Hampshire forbid the sale of prescription data to commercial entities.[16][17]
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.[9] 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.[4]
See also
- Bad Pharma (2012) by Ben Goldacre
- Big Pharma (2006) by Jacky Law
- Me-too compound
- Pharmaceutical companies
- Pharmaceutical marketing
- Ethics in pharmaceutical sales
- Sales techniques
References
- ^ PMID 17455991.
- ^ Howley, E. "Do Drug Company Payments to Doctors Influence Which Drugs They Prescribe?". health.usnews.com. Archived from the original on 2019-12-05. Retrieved 11 Feb 2020.
- ^ Weintraub, Arlene (October 22, 2006). "Online Extra: Cracking Down on Pharma Swag". businessweek.com. Archived from the original on May 3, 2014. Retrieved 8 July 2013.
- ^ a b c d e Pomper, Stephen (May 2000). "Drug Rush". The Washington Monthly. Archived from the original on 4 February 2012. Retrieved 3 December 2011.
- ^ Ornstein, Charles; Tracy Weber (Oct 18, 2010). "Lawsuits Say Pharma Illegally Paid Doctors to Push Their Drugs". propublica.org. Archived from the original on 9 July 2013. Retrieved 8 July 2013.
- ^ Haavi Morreim, E. "Prescribing Under the Influence". scu.edu. Archived from the original on 6 July 2013. Retrieved 8 July 2013.
- ^ Merrill, Jeremy; Charles Ornstein, Tracy Weber, Sisi Wei and Dan Nguyen (June 24, 2013). "Dollars for Docs: How Industry Dollars Reach Your Doctors". Archived from the original on 8 July 2013. Retrieved 8 July 2013.
{{cite web}}
: CS1 maint: multiple names: authors list (link) - ^ pharmrep.findpharma.com Archived 2011-11-30 at the Wayback Machine
- ^ a b Saul, Stephanie (November 28, 2005). "Gimme an Rx! Cheerleaders Pep Up Drug Sales". New York Times. Archived from the original on 29 March 2015. Retrieved 8 July 2013.
- ^ "Vying for Market Share, Companies Heavily Promote 'Me Too' Drugs". 2015-01-07. Archived from the original on 2018-07-03. Retrieved 2018-07-02.
- ^ Me-too drugsWHO Archived 2020-11-11 at the Wayback Machine
- ^ a b Murti, Yogesh (7 May 2008). "Me-Too Drugs : Good or Bad?". pharmainfo.net. Archived from the original on 8 July 2013. Retrieved 8 July 2013.
- ^ Spector, Rosanne (2005). "Me-too drugs". Stanford Medicine Magazine. Archived from the original on 4 October 2014. Retrieved 8 July 2013.
- ^ Meredith, Peter (Sep 7, 2004). "The Truth About Drug Companies". motherjones.com. Archived from the original on 9 July 2013. Retrieved 8 July 2013.
- ^ "FAQs". nofreelunch.org. Archived from the original on 10 November 2018. Retrieved 29 October 2014.
- TheFreeLibrary.
- ^ gencourt.state.nh.us Archived 2010-03-06 at the Wayback Machine Chapter 328 – HB 1346 – Final Version
Further reading
- Drug Rush – Why the prescription drug market is unsafe at high speeds
- Carlat, Daniel. "Dr. Drug Rep", New York Times magazine, 25 November 2007.