History of Medical Sales

To get the public interested in a product, it is necessary to have a plan for sale. To sell clothes, you have ads, processes, and, most importantly, a salesperson. A salesperson is the legs of the operation, and medical supplies are no exception. Medical salespersons are also known as pharmaceutical sales representatives. They are employed by drug companies to persuade doctors to prescribe their specific drugs to patients. It’s so important that companies spend an estimated five billion dollars annually sending representatives to doctors. The sales reps are equipped to answer questions, deliver product samples, and provide product information.

While it seems like the reps may have a lot of freedom, like any profession, there are governing rules that reps must follow. Code governs interactions between reps and clients, known as the Interactions with Health Care Professionals, which was created by PhRMA. The longer name for PhRMA being the Pharmaceutical Research and Manufacturers of America. The official code came into practice in 2002 and is regularly updated.

Doctors can receive gifts from reps and companies. Gifts such as free drug samples, company swag, dinners, travel tickets, and event tickets are not uncommon. Being a pharmaceutical sales representative is a trade that includes tactics like flattering and compensating to help sway a doctor. It is very similar to how a stylist will flatter a client to help encourage them to buy a certain clothing article.

Although flattery is acceptable, it is also limited. In 1990, the Federal Drug Administration passed a law banning the gifting of gifts of substantial value. In 2006, New Hampshire banned the sale of prescription data do commercial tendencies.

Although the sales representative tactics may seem like pure flattery, it’s essential to understand the process. Understanding how sales reps work can help us understand the very meds we are putting into our bodies