Marketing to Professionals: No Sales Force, No Problem - Pharmaceutical Executive

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Marketing to Professionals: No Sales Force, No Problem
Pharma companies turn to direct-mail marketing tactics to boost sales for older drugs


Pharmaceutical Executive


"What non-personal promotion does best is multiply the impact of the sales call," says Dale Taylor, president of Abelson-Taylor. "In a situation where a drug has a long history and is well established and well liked, the reminder power of direct mail or even journal advertising might be enough to get [a prescription] written."

George Koroneos is associate editor at Pharmaceutical Executive. He can be reached at


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