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More doctors giving pharma sales reps the cold shoulder

Wall Street Journal Health Blog, May 7, 2010

The number of physicians who were "rep-accessible," defined as meeting with at least 70% of salespeople who come calling, dropped by 18% from last year, according to sales and marketing consultants ZS Associates. In a report, the firm says 58% of prescribing doctors now fall into that rep-friendly category, down from 71% in the previous survey. The proportion of physicians who see fewer than 30% of reps who visit now sits at 9%, up from 6% in the last survey.