Download
HTML Embed
HTML EMBED
Click to Copy
Marketplace Morning Report

Premium rockin' in the stream world

Sep 18, 2019

Latest Episodes

Download
HTML Embed
HTML EMBED
Click to Copy
Marketplace Morning Report
Download
HTML Embed
HTML EMBED
Click to Copy
Marketplace Morning Report
Download
HTML Embed
HTML EMBED
Click to Copy
Download
HTML Embed
HTML EMBED
Click to Copy
Download
HTML Embed
HTML EMBED
Click to Copy
Download
HTML Embed
HTML EMBED
Click to Copy
Download
HTML Embed
HTML EMBED
Click to Copy
Marketplace Morning Report

Less than zero

Sep 17, 2019
Download
HTML Embed
HTML EMBED
Click to Copy
Marketplace Morning Report
Download
HTML Embed
HTML EMBED
Click to Copy
Download
HTML Embed
HTML EMBED
Click to Copy

The future of the pharmaceutical sales rep

Adriene Hill Dec 17, 2013
Share Now on:
HTML EMBED:
COPY

‘Detail men’ are sales reps who sell doctors on new drugs. They became a fixture in the mid-20th century, when federal laws first started requiring prescriptions for some drugs.

“You have the creation of the prescription-only drug at exactly the time the pharmaceutical industry is transforming into innovative patent-protected medicines,” says Jeremy Greene, a medical historian at Johns Hopkins University.

Pharmaceutical companies realized doctor’s prescription pads were the funnels to drug sales.

“And all of this,” Greene says, “puts an increased emphasis on not just having salesman, but having a trained detail man — and they were almost all men in the mid-20th century — have a trained detail man that you could put into the doctor’s office.”

Greene says initially these detail men were nervous about teaching doctors how to do their job. 

That changed.

Drug reps, men and women, became fixtures at doctors’ offices. You know, the often attractive folks, waiting purposefully in a room of sick people.

These days, the job is changing again. Doctors aren’t the funnels to drug sales they once were.

“Physician autonomy over prescribing has been decreasing over time,” says Ernst Berndt, a health economics professor at the MIT Sloan School of Management.

Benefit managers make more of the calls about what drugs you’ll get. Now, pharmceutical companies have to make their case to health plans, not just doctors.

If you’re a member of your local public radio station, we thank you — because your support helps those stations keep programs like Marketplace on the air.  But for Marketplace to continue to grow, we need additional investment from those who care most about what we do: superfans like you.

Your donation — as little as $5 — helps us create more content that matters to you and your community, and to reach more people where they are – whether that’s radio, podcasts or online.

When you contribute directly to Marketplace, you become a partner in that mission: someone who understands that when we all get smarter, everybody wins.

“I use clips from the show in my classes so students can grasp complex ideas and make connections to their own lives.”
Ashley, Ft. Worth, TX
Marketplace Investor