Pharma Sales Reps Selling Without ‘Selling’

The economy and regulatory issues have forced a change in the long-standing (and very successful) pharma sales routine. New marketing practice involves what Bruce Lee might have called “the art of selling without selling.” Jonathan Rockoff in the Wall Street Journal:

Michaelene Greenly provided free drug samples, a lunch of salad and iced tea, and a chance to order diagrams of how the brain works. What she didn’t do: tout her drugs’ benefits or ask the doctor to write more prescriptions. Nevertheless, Lilly’s sales of the neuroscience drugs she promotes are rising.”

Curious? http://online.wsj.com/article/SB10001424052970204331304577142763014776148.html?KEYWORDS=rockoff

Advertisements
This entry was posted in healthcare marketing communication. Bookmark the permalink.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s