Healthy Skepticism Library item: 3168

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Phillips DJ, Smith JE.
Hospital-based training for pharmaceutical manufacturers' representatives.
Am J Hosp Pharm 1983 Oct; 40:(10):1661-3

Abstract:

A hospital-based training for pharmaceutical manufacturers’ representatives is described. The pharmacy department of a large teaching institution established a training program for new sales representatives of a major pharmaceutical company. Goals were outlined by the sales training manager and the pharmacy department. The sales training personnel, department of pharmacy, and the co-operating departments of medicine, surgery, and nursing worked together to formulate objectives for the sessions, and teaching responsibilities were delegated to members of all these departments. The program length varied from one to five days. A formal contract was developed specifying content, program dates, and reimbursement. The institution is reimbursed for the use of the facility, materials, and administrative overhead. The program’s success has led to the development of similar programs with several other companies. The extra income has enabled the pharmacy to develop a new division within the department. Evaluations from more than 500 sales representatives who have participated in the programs have been consistently positive. The pharmacy department in a teaching institution has the resources to provide a training program for sales representatives that can be an additional source of income.

Keywords:
*educational intervention/United States/drug representatives/training/relationships with industry/PROMOTIONAL TECHNIQUES: DETAILING Commerce* Drug Industry* Education Hospitals, University Pennsylvania Pharmacy Service, Hospital