Physicians choose valued sales forces

Physicians in nine specialty groups collectively agreed for the third consecutive year that Pfizer Labs' sales force is the most valuable, according to health care consulting firm Scott-Levin's study "Sales Force Structures & Strategies 1997-1998."

Strong product lines helped Pfizer reps cinch their grip on the number one spot, according to Scott-Levin. Pfizer launched Aricept, an Alzheimer's disease therapy, and received a new indication for its antidepressant Zoloft.

Pfizer Labs' sales force had the added bonus of co-promoting Lipitor, a powerful cholesterol-reducer manufactured by Parke-Davis.

Merck's sales force was ranked number one by internal medicine specialists, cardiologists, rheumatologists and infectious disease specialists.

Wyeth-Ayerst's sales force was preferred by obstetricians and gynecologists, orthopedic surgeons and physical medicine and rehabilitation specialists.

SmithKline Beecham's sales force ranked first with general surgeons and neurosurgeons. Schering Plough was first with allergists and otorhinolaryngologists. Astra Merck was a favorite with gastroenterologists and Lilly was tops with psychiatrists. PR