More Sales Representatives In Emerging Markets

Over the next few years, BMI expects pharmaceutical companies to continue to reduce the size of their sales forces in developed states. Patent expiries, reduced research and development (R&D) productivity, stricter regulations, price cuts, and most importantly, the growing influence of payers means that drugmakers are reducing the frequency with which they detail products to prescribers. It should be noted however that the size of sales forces will expand in emerging markets, where doctors generally have prescribing independence and out-of-pocket spending is the norm.

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