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The Pharma Marketing Glossary
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Detail/Detailing

Similar or Alternative Terms Meaning the Same Thing Primary Detail
Related Term(s) PDE (Primary Detail Equivalent)
Resource Special Supplement to Pharma Marketing News: Increase Physician Access and Detailing Effectiveness

Definition

Detailing refers to the activity of pharmaceutical sales representatives (reps) when they make calls to physicians and provide them with "details" -- approved scientific information, benefits, side effects, or adverse events -- related to a drug. Pharma sales reps were once called "detail men." These days, however, sales reps are as likely to be women as men.

"Detail" means that part of an in person, face-to-face sales Call during which a Sales Representative, who is trained and knowledgeable with respect to the applicable Product, including its label and package insert, and the use of the applicable promotional materials, makes a presentation of such Product to a medical professional with prescribing authority. When used as a verb, "Detail" means to engage in Detailing activities.


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