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Latest Trend in Drug Manufacturer Sales Allows Doctors to Obtain Product Samples Online
Date:9/5/2012

CHAPEL HILL, N.C., Sept. 5, 2012 /PRNewswire/ -- Studies have shown that U.S. patients are more likely to fill a prescription after initially receiving a sample from a physician.  

However, as the access of pharmaceutical sales reps to doctors has declined in recent years – and companies have been forced to cut the size of their sales forces – drug manufacturers have toyed with new ways to deliver product samples to physicians.

One approach that has gained momentum in the last several years is physician E-sampling - a program that enables physicians to order and manage prescription samples online.

Thus, to help offset the diminishing returns of traditional physician sampling, some companies – 46% according to "Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service & Cost Benefits" – have begun initiating E-sampling programs simultaneously with product launch.

This critical report from Best Practices, LLC presents an array of E-sampling program benchmarks that document the current state of this important tactic at leading pharmaceutical organizations, such as E-sampling prevalence, volume, budget, allocated FTEs, and performance measurement.

The 46-page study also reviews how organizations manage E-sampling programs and their benefits and pitfalls.

While the study found only 33% of drug manufacturer brands were supported by E-sampling as opposed to traditional sales rep sampling, more companies are supplementing rep-based sampling with physician E-sampling and a few companies have moved to 100% E-sampling.

Key report topics include:

  • Benchmarking how pharmaceutical companies organize their efforts in E-sampling
  • Identifying common organizational structures, budgets, and performan
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SOURCE Best Practices, LLC
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