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西方国家的药品促销在很大程度上依赖医药销售代表,其责任是收集和提供药品及副作用信息,进行促销活动。但随着医药市场的疲软,各日本制药企业都在缩减促销费用,同时也危及了医药销售代表的职位,山之内公司从今年4月起已禁止医药销售代表陪客户打高尔夫球。小林洋史董事称,医生为接待销售代表而得到报酬的时代,已一去不复返了。由于该公司努力削减销售费用,1997年9月的中期决算中,销售费用和一般管理费的比例降为39.4%,比去年同期减少了1.2%。
Drug promotion in Western countries relies heavily on pharmaceutical sales representatives. Their responsibility is to collect and provide information on drugs and side effects and to conduct promotional activities. However, with the weakening of the pharmaceutical market, Japanese pharmaceutical companies have been reducing their promotional costs and at the same time jeopardizing the position of pharmaceutical sales representatives. Since April this year, Yamanouchi has banned pharmaceutical sales representatives from playing golf with customers. Kobayashi Hiroshi’s director said that the days when doctors were paid to receive sales representatives are gone forever. Due to the company’s efforts to reduce sales expenses, the ratio of sales expenses and general management fees in the mid-term accounts for September 1997 was reduced to 39.4%, which was a decrease of 1.2% from the same period of last year.