Scott-Levin releases sales force survey

"Pharmaceutical Sales Force Structures & Strategies 1999-2000," a survey of U.S. physicians released by Newtown, PA-based pharmaceutical consulting company Scott-Levin, reveals that doctors rank Pfizer Inc.'s sales force as the most valuable. Twenty-eight physician specialty groups in nine core specialty areas – general/family practitioners, internists, pediatricians, orthopedic surgeons, obstetricians/gynecologists, psychiatrists, general surgeons, gastroenterologists and cardiologists – were surveyed for this year's study. 1999 was the fifth consecutive year New York-based Pfizer finished first across the core groups.

"Our annual survey has clearly established Pfizer's sales force as the industry leader," said Joy Scott, chief executive officer of Scott-Levin. "Firms with strong reputations for innovation and professionalism tend to perform better in the overall company rankings."

Karen Katen, president of U.S. Pharmaceuticals, Decatur, GA, and executive vice president of Pfizer Pharmaceuticals Group, said she was pleased with the results of the study. "Our sales representatives are on the front line in communicating advances in the understanding and treatment of diseases to millions of healthcare providers," she said. "The success of all of our products – whether internally developed or copromoted with partners – is substantially driven by the quality of their efforts."

The leading sales forces in other specialty groups were:

•Â Allergan: opthalmologists.

•Â Bristol-Myers Squibb: endocrinologists, oncologists, hematologists.

•Â Glaxo Wellcome: neurologists.

•Â Merck: cardiologists, pulmonologists, nephrologists, neurosurgeons.

•Â Wyeth-Ayerst: OB/GYNs. PR