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Pharma sales reps often find the doc won't see them now

Wall Street Journal Health Blog, April 17, 2009

New figures from sales and marketing consultants ZS Associates indicate drug reps do not get in the door to see a doctor on 13% of their visits. The 18 million wasted sales calls each year suggest the extent of a physician backlash against pharma's marketing push, says Jaideep Bajaj, managing director of ZS Associates. ZS Associates hasn't been tracking the success rate for rep visits for very long but it's clear that doctor access is getting squeezed for the drug-company detailers, according to the Wall Street Journal Health Blog.