when does a pharma rep ever work on an RFP (request for proposal) or close a sale ? does a pharma rep go to a performance review to discuss how much revenue they generated ? nope, because they are not involved in direct sales, nor indirect sales either. the only reps that MIGHT be able to count the $ they generate MIGHT be vaccine reps or other reps in a buy/bill environment. Truth is, pharma reps are only promoters (similar to tv commercials and billboards), not sales people, although the skills are similar. Sure a dr might say “i’ll use that drug x” but if pharma was TRULY a sales job, then the rep would take out a contract, or or have a bill of sale in hand as proof of the sale. None of that transpires. It ain’t sales.

The dr is the object of the promotional efforts, but the dr isn’t purchasing a single thing from a pharma rep. the pharma rep dispenses information to the dr…nothing more…and sometimes less. In a sense, a pharma rep is like a lobbyist, pushing and promoting his own agenda.

The dr , while concerned abuot the cost of drugs in general, has a ZERO stake in the actual cost of the prescription (other than managed care withholds. dr is not the customer. Dr is the intermediary that recommends the use of a product to a patient, the insurance company or patient is the purchaser of the product.

Okay , it’s called pharma sales, but it’s promotion plain and simple. It’s not sales.