Healthy Skepticism Library item: 3227

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Publication type: Journal Article

Powell SH, Stempien MJ, Vogenberg FR.
Hospital-based training for pharmaceutical manufacturers' representatives.
Am J Hosp Pharm 1984 Jan; 41:(1):70,

Abstract:

Phillips and Smith reported on their hospital-based training for pharmaceutical representatives. The pharmacy department of Brigham and Women’s Hospital also has a training program for representatives. Four types of programs are offered: basic or general, advanced or specialty programs, on-site corporate programs, and insight programs. Representatives from approximately 20 companies have attended a program. Evaluations have been very positive. The basic or general programs are designed for companies seeking an adjunct training site to orient representatives to the hospital environment. They are appropriate for new or newly promoted hospital representatives.. Program length is determined by company needs; generally a one-day program is suitable. Topics discussed include changing guidelines for hospital reimbursement, pharmacy and therapeutics committee, selection of drug products and vendors, addition of drugs to hospital inventory, and pharmacists’ expectations of representatives. The advanced or specialty programs are designed for companies marketing new product lines or needing continuing education programs. They are intended for representatives, product managers, and other management personnel. Program length is determined by the needs of the company. Specialty areas include cardiology, oncology, gynecology, obstetrics, infectious diseases, pulmonary diseases, and rheumatology.

Keywords:
*letter to the editor/United States/ Boston Drug Industry* Education Pharmacy Service, Hospital*