In the pharmaceutical industry, booking time with doctors to present drug information to them is the most difficult task. Yet, companies seem to continue to invest in salespeople to book doctors’ time...

In the pharmaceutical industry, booking time with doctors to present drug information to them is the most difficult task. Yet, companies seem to continue to invest in salespeople to book doctors’ time instead of other sales methods. Why do salespeople continue to be the most effective method of reaching doctors? What other methods might be used to help pharmaceutical salespeople book time with doctors?