January 11th, 2012

The Wall Street Journal reports a steady change in pharmaceutical drug representatives sales pitches in response to environmental changes.

Sales representatives are changing their mindset from “What can I accomplish today?” to focus more on the doctors’ needs.

Sales representatives are now looking to provide practical help to the doctors they visit.  Rather than push a certain product, the representatives are looking for ways to assist doctors in patient education about diseases or even provide help with reimbursement information.