GlaxoSmithKline is to scrap individual sales targets for its commercial staff as it seeks to repair its image and reform working practices after allegations in China that its staff paid officials up to $500m in bribes.
The move comes amid concerns over aggressive marketing across the pharmaceutical industry and follows damaging regulatory probes leading to a record $3bn fine in the US last year.
In a plan presented to GSK executives yesterday, the UK-based company is to eliminate bonuses linked to the use of its medicines by prescribers visited by sales representatives.
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