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May 19, 2010
Manning the Phones
I don't cover the sales-force side of the drug industry very much - there's always CafePharma, you know, assuming that your company's firewall lets you visit the site. (As far as I know, this one gets in everywhere, in case anyone's wondering).
But this headline is an eyebrow-raiser: AstraZeneca seems to have been replacing most (perhaps all) of its sales-rep activity for Nexium to. . .call centers. And it seems to have worked. (The sales reps themselves were redeployed to other medications).
They're looking at trying this for other "mature" drug brands that already have years of sales push behind them - and considering the cost-cutting environment that we're in these days, I would guess that other companies are watching this experiment with great interest.
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