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News & Views

How Influential Drug Giants Exercise Their Power


Date: 31/05/07
 
Keywords: Other Ailments,
What does a regional sales manager for a major international drug company see when he looks at a doctor's office? Here's how one sales manager puts it: 'I see it like this: There is a big bucket of money sitting in every office.

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What does a regional sales manager for a major international drug company see when he looks at a doctor's office? 
 
Here's how one sales manager puts it: 'I see it like this: There is a big bucket of money sitting in every office. Every time you go in, you
reach your hand in the bucket and grab a handful. The more times you are in, the more money goes in your pocket. Every time you make a call, you are looking to make more money.' 
 
Wow that's brutally honest! But here's what makes it appalling: The sales manager is talking about oncology doctors. That's right he
equates doctors who treat cancer with a big bucket of money. 
 
Executives for the sales manager's company (AstraZeneca) also found the comment just a little too honest: He was promptly fired.  

Pay pal  

 
A Reuters Health article ran with the headline: 'Posing as Pals, Drug Reps Sway Doctors' Choices.' The article looked at two recent studies that examine the strategies drug reps use to win over doctors and influence their prescribing practices everything from free lunches to gifts. 
 
Meanwhile, back at AstraZeneca, things are not going well.  

To read the rest of the article click here
 

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