Summary
With doctors ever-more elusive and cost-pressures prompting companies to trim their sales forces, e-detailing is starting to come into its own. It's still a mite of a market, so sales reps needn't worry that they're about to become outmoded by new technologies, much as robotics sidelined automotive workers. In 2007, 80% of physicians participated in e-promotion as well as in-person details, according to Verispan's 2007 ePromotion study. Twenty percent substituted e-promotion for face-to-face details entirely. According to a recent survey by ImpactRx, only 24 out of 100 sales calls result in quality, two-way discussions. The average call lasts 4.6 minutes. Marketers up against those odds are likely to give e-detailing a second look.
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Extract
Is There a Doctor On the Web?
With doctors ever-more elusive and cost-pressures prompting companies to trim their sales forces, e-detailing is starting to come into its own. It's s...
See the full content of this document
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