Finding good pharmaceutical sales reps is a challenge. It’s a tricky and demanding job. Many physicians find drug reps to be an annoyance, or worse. They don’t like being told how to practice medicine, much less by someone with an obvious agenda, and they object to unannounced doorstep visits. Office staff try to fend off reps and dissuade them from coming so often. Reps call them the “gatekeepers.” The challenge for reps is to “get back”—both literally and figuratively, to get past the front desk and into the doctor’s realm. An unending battle for access is the norm, and a sales rep’s day is
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