RIP for sales reps redux

Not long ago, I opined about the possibility of sales reps getting shut out of CME altogether due to today's harsh regulatory and legal environment. Now that so many reps have lost that "face time" they got with the docs through the old grant process, they may also be losing some of the efficacy as sales people. As someone I interviewed for the December cover story on industry/provider relations said, "I think we'll see a huge drop in sales force sizes over the next couple of years as companies rethink their role in transferring and/or marketing their research to the medical community."

Now Pfizer is contemplating cutting 30 percent of its sales force. Might others follow suit?

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