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GSK to scrap sales reps targets and payments to doctors

This article was originally published in Scrip

Executive Summary

GlaxoSmithKline says it is making major changes to its global sales and marketing practices "to further ensure patient interests come first". Its sales reps will no longer have individual sales targets and it will "modernize" its relationship with doctors by ceasing payments for speaking arrangements or attendance at medical conferences. However, this latter move will take until 2016 to become effective.

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