Study proves effectiveness of new strategy in pharmaceutical detailing
05-Apr-2007
Pharmaceutical companies have, in the past, allocated their sales force resources primarily on the basis of doctors' prescription volumes. For many drugs, however, there are also other factors that determine the effectiveness of detailing. The current edition of the Bienentanz Buzz Letter summarises the results of a recent empirical study showing patient history to be a variable that plays a significant role as to whether physicians will respond to their reps' efforts.
The free management newsletter gives an introduction to this publication, to which readers can refer for more detailed information.
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