Tag: pharmaceutical

The challenges and realities of the pharmaceutical sales force in Germany

What it’s all about

For decades, the pharmaceutical sales force has been a firmly established institution in the German healthcare system, despite ongoing discussions about its relevance. Advocates emphasise that many doctors appreciate the personal exchange and that complex medications often require a direct explanation. Nevertheless, deeper structural motives, linked less to efficiency than to internal power structures and fears, appear to play a major role in maintaining this practice.

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Toxic mindsets in pharmaceutical sales: “We know our customers!”

Data, facts and instruments on the German health system

What it’s all about

Probably no phrase is used more frequently in the day-to-day work of the pharmaceutical industry than this one. It serves as a proof of performance and at the same time as a differentiation from other departments in the company, to give one’s own status a unique character. The reason: as before, the sales force struggles to be seen on “eye level” by and with other departments. But unfortunately, the statement doesn’t hold true.

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