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.”


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