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Pharma sales to physicians: emotions beat evidence

August 13, 2008 — 8:15am ET | By Christe Bruderlin-Nelson
So much for peer-reviewed journal articles. According to the results of the national Physician Engagement study by PeopleMetrics Rx, "emotional components such as friendship with the reps are the... Read more...

Docs like hearing from reps, survey says

July 24, 2008 — 10:47am ET | By Tracy Staton
Pharma reps have been getting a tough shake lately, what with massive layoffs and a new industry code that curtails some tried-and-true sales techniques. Not to mention efforts to ban them altogether... Read more...

Daiichi takes 130 reps off Merck KgAA's hands

July 17, 2008 — 10:00am ET | By Tracy Staton
SPOTLIGHT: Daiichi takes 130 reps off German Merck's handsMore evidence that pharma sales is fraught with change: Daiichi Sankyo's German unit has agreed to take over most of Merck KGaA's primary... Read more...

Sanofi confirms sales rep layoffs

June 9, 2008 — 11:39am ET | By Tracy Staton
It's been rumored for weeks, and now Sanofi-Aventis is confirming. Yes, the French drugmaker will cut jobs at home in France. Details are sketchy, but here's what we know: Sanofi will lay off 700 to... Read more...

Docs prefer virtual reps to living ones

April 16, 2008 — 6:59am ET
Assembly-line workers fear being replaced by robots. Now pharma reps can fear losing their places to the Internet. According to a study by Verispan, 47 percent of docs thought they got as much info... Read more...