What kinds of sales force attributes create a positive image of a pharma company?
The most important sales force drivers among office-based oncologists were: • Providing objective data • Being knowledgeable about their products • Being responsive to a physician’s request • Providing valuable information to physicians • Respecting the time of physicians • Respecting the physician’s staff’s time. The last two of these key sales force drivers—that reps respect physicians’ time and that they respect the time of physicians’ staff—are very important in the industry right now. MSI recently looked at whether or not sales reps were being restricted in terms of their access to physicians. It’s been going on now for a while in the mass market (the non-specialty areas like primary care physicians), where more and more sales reps are finding it difficult to get into a physician’s office to see them. We did a separate study with oncologists, and what we found was that a growing number of oncologists are restricting the access of sales representatives to their practice. And when t
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