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Japanese Sales Practices at Pharmaceutical Firms - Product Image

Japanese Sales Practices at Pharmaceutical Firms

  • ID: 2781456
  • March 2014
  • Region: Japan
  • 23 Pages
  • Japan Pharma Research Office (JPRO)


  • Astellas
  • Boehringer
  • Dainippon Sumitomo
  • Kowa
  • Mitsubishi Tanabe
  • Pfizer
  • MORE

This report discusses about the general sales practices at pharmaceutical firms in Japan. Readers will gain insight into the current sales activities, regulations, issues, and suggested methodologies.

The number of Medical Representatives (MR) in Japan is on the rise each year. Today there are approximately 64,000 MR in the country. In particular, significant increase at CSO (Contract Sales Organization) can be identified, which has grown to account for nearly 5% of the total. As overseas firms expand their portfolios, their number of MR is also on the rise in Japan, with half of the top twenty firms by number of MR being non-Japanese firms.

Among developed nations, Japan follows the United States in terms of number of MR. However, at the same time, when we look at the number of physicians per number of MR, the United States has approximately thirteen (physicians/MR), while Japan has below five, so we see considerable gap and an outstanding issue in terms of productivity.

MR activities in Japan resemble those in Europe and the US in terms of MR providing information about their firms' products. However, the social status of physicians is quite high in Japan, and READ MORE >


  • Astellas
  • Boehringer
  • Dainippon Sumitomo
  • Kowa
  • Mitsubishi Tanabe
  • Pfizer
  • MORE

1. Summary
2. Scope Discussed
3. Medical Representative
4. Number of MR
5. Number of MR by Company
6. Number of MR by Country
7. Is the number of MR in Japan reasonable?
8. Why So Many MR in Japan?
9. Regulations Concerning the Sale of Pharmaceuticals
10. Financial Contributions to Medical Institutions, Universities, and Physicians
11. Curbing Extreme Sales Tactics
12. Theoretical Underpinnings of Business & HR Strategy at Foreign Firms in Japan
13. Declining MR's Presence
14. Future Outlook

- Astra Zeneka
- Astellas
- Bayer
- Boehringer
- Chugai
- Daiichi Sankyo
- Dainippon Sumitomo
- Eisai
- Glaxo
- Kowa
- Kyowa Hakko Kirin
- Lilly
- Mitsubishi Tanabe
- Novartis
- Pfizer
- Sanoif
- Shionogi
- Takeda

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