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Contact Information: Jill Wangler
317-252-4500 (227)
jwangler@gs-research.com
Report Date: October, 2007
Report Format: PDF
Number of Profiled Companies: 50+
Report Length: 107 pages
Charts: 100+ charts and graphs
Cost:  FREE (to most industry colleagues)

History and Background

RepReview Pharma 2007 is a primary market research study that examines the US pharmaceutical and biotech industry from the perspective of sales representatives and sales managers. Conducted by G & S Research in partnership with Pharmaceutical Representative magazine, the study reveals the current state of pharma/ biotech industry, as experienced by those on the front line.

Topics of exploration include physician/ rep interactions, selling resources and support, impact of DTC advertising and industry guidelines, training needs and compensation perceptions, career projections, and evolving perceptions of the pharma/ biotech industry.

RepReview Pharma was conducted in 2003 and in 2005. To accommodate industrywide market events and changes in the sales environment, the survey and sample source changed significantly in 2007. This minimized opportunities to conduct meaningful comparisons of data.

Media Coverage

2007 report

  • "Too many reps hinders relationships," by Joshua Slatko, MedAdNews, January 2008, pp 36-37.
  • "There are too many of us, pharma reps say," Quirks Marketing Research Review, January 2008, p 8.
  • "Drug Reps, Don't Knock Without Samples," by John Russell, The Indianapolis Star, December 1, 2007, p. C1.
  • "In-house Helpers: Sales Rates Marketing Tools," Pharmaceutical Executive, Leading Indicators Data, December 2007, p. 26.
  • "Is Pharma Overgrazing the Selling Field?," Pharmaceutical Representative, November 2007.
  • "Study Indicates Pharma’s Selling Field is Overgrazed," PharmaLive.com, November 2, 2007.

2005 report

  • "Reps: Publicity is negative" by Eric Ladley, MedAd News, June 2006.
  • "Sales Reps See a Positive Influence from DTC, Point-of-Care Materials" by Mark Tosh, DTC Insights, p. 11, June 2006.
  • "Sales reps say PhRMA rules hurt them" by Stephen McGuire, Medical Marketing & Media, June 2006.

2003 report

  • "Survey shows sales reps still losing face time with doctors," Medical Marketing & Media, April 2004, p. 24.
  • "The Pharm Team Speaks Out," Selling Power.com, March, 2, 2004.
  • Launches, Pharmaceutical Executive, February, 2004, p.112.
  • "Insight into field reps...," Pharma Market Research Report, November-December 2003, pp. 8-9.
  • "Reps still facing access problems," Pharmaceutical Representative, December, 2003, p. 8.
  • Product and Service Update, Quirk's Marketing Review, December, 2003, p.62.
  • Pharmaceutical Sales-The Rep's Viewpoint, mrweb.com, October 15, 2003

Resources

general articles

  • "Too many reps hinders relationships," by Joshua Slatko, MedAdNews, January 2008, pp 36-37.
  • "There are too many of us, pharma reps say," Quirks, January 2008, p 8.
  • "The million-dollar question: Getting to a meaningful yes, by Dorothy Leeds, Pharmaceutical Representative, September 2007, pp. 40-41.
  • "Pity the poor pharmaceutical sales rep," by Aaron Smith, CNNMoney.com, April 4, 2007.
  • "A Prescription for Change," Strategy, Supplement to Pharmaceutical Executive, Vol. VII, Section II, March 2007, pp. 8-15.
  • "Med students get crash course in drug pitches," CNN.com, November 3, 2006
  • "Streamlined Scheduling: Better scheduling of sales visits can increase doctors' receptivity...," Pharmaceutical Executive, February 2006.

regulations articles

  • "Take this pill and shove it: Drug sales representatives say they are increasingly disillusioned amid signs of industry cutbacks and tougher government guidelines," CNNMoney.com, March, 26, 2007.
  • Spending under scrutiny: State compliance mandates are forcing pharma to better manage its sales spend," Pharmaceutical Executive, March 2006, pp. 156-7.

training articles

  • "Rep School: Sales reps wouldn't be effective without the proper training in...," by Natalie Dorfman, Medical Marketing & Media, November 2006, pp. 46-7.
  • "Mind the gap: Don't rely on traditional tests to tell you what reps know...," by Jeannette Park, Successful Sales Management, Supplement to Pharmaceutical Executive, May 2006, p. 6.
  • "Words of action: With an average of 90 seconds to details docs, reps need to...," by Ellen Cahill, Successful Sales Management, Supplement to Pharmaceutical Executive, May 2006, back page.
  • "No end to it: Sales reps are expected to learn throughout their career..," Pharmaceutical Executive, April 2006, pp. 114-8.

About G & S Research
G & S Research provides difference-making market research and follow-up support to healthcare decision makers. With inside experience at top pharmaceutical and biotechnology companies, G & S Research helps clients engage internal groups in the research process and influence brand strategy.

About Pharmaceutical Representative
Pharmaceutical Representative is the pharmaceutical industry's leading information source of ongoing sales insight and development. It provides the essential skills sales representatives need to maximize their access and value to healthcare providers. It also enhances the expertise of trainers and managers so they can support the professional growth of their sales force.