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BtoB

Pharmaceutical sales reps' time with doctors plummeting

Published on .

London--Pharmaceutical company sales reps are getting less face time with doctor clients, according to a new Datamonitor plc study. The average U.S. doctor spent only seven minutes per day with pharmaceutical sales reps in 2000, versus 12 minutes in 1995. Seeking to get their message across to harried doctors, pharmaceutical companies are increasingly focusing on Internet marketing platforms. Pharmaceutical reps, meanwhile, are trying to keep themselves in the marketing mix. "Reps are spending an increasing proportion of their time trying to gain access to physicians rather than actually detailing," according to the Datamonitor report. "Unsurprisingly, the return on investment in the sales function is declining."
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