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Update On New Commercial Models: ZS' View Of Charge Backs, Rebates And Flexibility

Executive Summary

Pharmaceutical companies have been downsizing their sales forces and implementing new commercial models for several years in response to wide-ranging market changes, driven by growing payer influence and a lack of compelling new drugs. The size of the U.S. pharma sales force peaked in the second quarter of 2006 at 106,000, and fell to 91,000 by year-end 2008. It is expected to decline even further to 70,000 to 80,000 by year-end 2009, according to ZS Associates, a sales and marketing consulting firm.
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