Pharmaceutical companies have slashed sales staffs in favor of key account reps amid a drastic decline in access to physicians. The number of pharmaceutical sales reps, once ubiquitous in doctor’s offices, has been cut in half since 2005 as a result of consolidation, reduced access to prescribing doctors and changes in the way healthcare is delivered, according to a new report in the Wall Street Journal based partly on data from consulting firm ZS Associates.
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