Code of Conduct - Question & Answers
7b. Hospitality
- March 2005
Question 1:
Background information:
We currently have a large percentage of our sales force that
is young and new to the pharmaceutical business. During recent
work with in the field, the training department has had feedback
from physicians that they are not sure as to the message that
our reps are trying to convey to them.
Would it be possible for our training department to set up
training sessions either at our head office, or within the
regions, using the following format?
- Invite no more than 5 physicians to a training session
- The reps then detail the physician with a view to the
physician providing feedback to the training department
on whether they the physician understood the message conveyed,
and whether the physician believes the representatives actually
added value to the physician.
- The physicians would naturally be paid an honorarium
for their time.
- If these were to be held in away from the head office,
they would be limited to the major city centers.
Response:
This activity does not correspond to the definition of Train
the trainer Sessions. It is not permissible under Rx&D's
Code of Conduct. Further, the sale representative should not
be involved in this type of activity. This activity can be
perceived as paying to access Healthcare Professionals.
Question 2:
Within the Hospitality section within the Code of Conduct
the 3:1 (HCPs to Pharmaceutical Rep.) ratio is considered
acceptable. We recognize that these numbers cannot be magnified
to result in larger groups (i.e. we cannot double the number
of HCPs in attendance if we add another rep.); however, is
it acceptable is there are 3 HCPs and 3 Pharmaceutical Reps
in attendance?
Response:
A maximum of 3 customers is allowed. The ratio provision no
longer applies
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