As an M.D. and pharmacology instructor I strongly believe that it’s really important that prescribers know the backstage of the pharmaceutical industry.
In this video produced by PharmedOut, Shahram Ahari, a former drug rep from Eli Lilly; talks about the tactics he and his colleagues were instructed. The target was clear: to sell olanzapine (Zyprexa) despite of clinical concerns about two side effects: diabetes and obesity.
More information on drug rep tactics can be found on the following paper published in PLoS Medicine:
Following the Script: How Drug Reps Make Friends and Influence Doctors