The word, ‘Manifesto’ is one of Latin origin, and means ‘to make public’. It’s an open statement of standards related to good behavior based on principles. What will follow in a moment are not the rules or commandments from one individual or organization. Nor am I composing this in an attempt to be perceived as an ideal pharmaceutical representative.
So, these are suggestions I wish to offer for pharmaceutical representatives regarding the nature of their vocation:
1. Never park your free car closest to the entrance of a doctor’s office or clinic. Obviously, both places treat sick people- some worse than others. Aim for the back of the parking lot. Exercise is good for you.
2. Upon entering a medical location, such as a doctor’s office, if you notice more than one pharmaceutical representative sitting in what may be a small waiting room, leave immediately and return at another time. Don’t be so insistent or persistent that you disrupt those in that waiting room who need to see the doctor much more than you do. A similar suggestion is that if you enter a waiting room with no other reps and few patients waiting to be seen, strike up a conversation with one of these patients waiting to see their doctor. This rarely if ever happens- drug reps having a nice conversation with a patient. You know, they are not Lepers.
3. Make an effort not to become vexed if you are unable to see one of your targeted prescribers. More importantly, if such a person accepts samples from you, this in itself will influence their prescribing habits more than you may realize. So I suggest you visit such offices, regardless if you see the prescriber or not. You still will or may have a positive effect on what you need to do.
4. If you have an opportunity to be invited into the medical office to ‘check samples’, which means an opportunity to speak with the doctor, read the environment in this patient treatment area.
Are staff members moving quickly in this area? Are you not receiving any eye contact or dialogue from such staff members? Does the doctor seem overwhelmed? If so, don’t discuss your business at such times. The doctor and his or her staff have more concerning issues than your presence there. Likely, you will visit this same location again and again.

Furthermore, and as with others, I’ve read statements from pharmaceutical representatives on Cafepharma. I know your concerns as a pharmaceutical representative, as well as the ridiculous activities you are required to do by your employer at times that either appear or in fact are rather pointless.

With this said, I suggest you not be in a constant state of understandable anger or unhappiness as you work during the day. People are more transparent that you may realize (psychopaths are an exception). Those in the medical community that you interrupt (and you do) would rather not view you as upset or joyless. Attempt to make yourself in a presentable mood before entering a medical location. You might actually make another’s day. Try gently to make medical staff laugh appropriately, for example.

Also of particular note, and with pharmaceutical corporations, and perhaps all corporations, there seems to be a constant theme with such sales forces- members always strive to make a favorable impression for their employer. This in itself is understandable and not necessarily a bad thing to do.

Yet do not ever confuse creative acts with criminal acts. It happens, and it is not a good thing for many. So I suggest that others learn about law relevant to your profession as a pharmaceutical representative.

Many follow instructions from their superiors that may in fact be possibly unethical if not criminal on occasion. This happens for two reasons: First, it’s understandable with a pharmaceutical representative that if their superior directs them to engage in a particular activity related to their vocation, it is reasonable to conclude that such acts are legal. So rarely do pharmaceutical representatives ever question what they are told to implement by their employers and managers. To be clear, this scenario is possible, yet not always.

For example, do not ever engage in what is called quid pro quo. This is Latin as well, and means, ‘this for that’. For example, just because you buy a medical office lunch, or leave them samples of your promoted products, or placed a fancy TV in their office, these gifts does not mean in any situation that the doctor owes you prescriptions for the medications that you promote to such doctors. If your sales numbers are down, do not blame the medical professionals in your territory in such a way, and it happens at times.

Finally, there are certain intrinsic human traits that others rarely discuss or examine. Examples are qualities such as character, integrity, or kindness. I’m not suggesting that you do discuss such moral and ethical topics if this is not how you live your life. What I am suggesting is that you discover the meaning of such words and strive to acquire these traits within you, or at least consider the value of such traits.

Thank you for your time,

A seasoned pharmaceutical representative.

I think the title of this post is a quote from Gloria Steinum?

I’m an ex-drug rep, and just discovered your site from pharmagossip.

Samples are the number one influencer of the prescribing habits of doctors, and I proved this with my last pharma company, which was a very small one, where doctors could request samples simply by faxing in a form off of the company’s website. I became the third best rep in sales out of 200 within six weeks, and never made one call on a doctor’s office. I mailed these forms anonymously instead to the offices in my territory.

Dan Abshear

I am a therapist in private practice providing individual, couple, and family therapy to my clients. I am new to being in private practice and I was reading through your site with some interest as it appears that many of the questions that pharmaceutical sales reps struggle with are similar to my own.

More specifically, in my line of work, the best way to build my practice is to develop a network of physicians who would be interested in referring their patients to me for counselling services if they identify that the patient is struggling with anxiety, depression, marital stress, or any other sort of mental health issue. Hence, my situation is similar to pharmaceutical reps who would hope that a doctor would write a prescription for their product when he/she diagnoses his/her patient with a health problem. However, all of my professional training has been in the field of mental health and I thus have no idea how to go about introducing myself to doctors in my area and marketing my practice.

I have mailed out letters and brochures to doctors in my area but this has not generated much in the way of referrals. It would seem to me that the best way to develop doctors as referral sources would be for me to go out and meet with them face to face to introduce myself and let them know what I can provide for their patients. However, I have no idea how to go about setting up such meetings or if the doctor would even be open to seeing me. Hence, I am curious as to how the pharmaceutical reps approach this issue.

I have thought about visiting doctors’ offices unannounced and simply dropping off brochures with the receptionist and asking if they could display them in their waiting room. However, I’m not sure what the chances are that this will be done if the doctor has not approved the brochures first.

Do you (or any of the pharmaceutical reps on this site) have any advice as to how I might best approach the question of gaining a face to face meeting with a physician?