Group items tagged

"Exaggerated motions, exaggerated smiles, exaggerated enthusiasm - they learn those things, and they can get people to do what they want."

one saleswoman said she had been encouraged to exploit a personal relationship with a doctor to increase sales in her Montgomery, Ala., territory.

One informal survey, conducted by a urologist in Pittsburgh, Dr. James J. McCague, found that 12 of 13 medical saleswomen said they had been sexually harassed by physicians.

Ms. Napier, 26, was a star cheerleader on the national-champion University of Kentucky squad, which has been a springboard for many careers in pharmaceutical sales.

While there are no statistics on how many drug representatives are former or current cheerleaders, demand for them led to the formation of an employment firm, Spirited Sales Leaders, in Memphis. It maintains a database of thousands of potential candidates.

"The cheerleaders now are the top people in universities; these are really capable and high-profile people,"

"I've had people who are going right out, maybe they've been out of school for a year, and get a car and make up to $50,000, $60,000 with bonuses, if they do well."

Approximately two dozen Kentucky cheerleaders, mostly women but a few men, have become drug reps in recent years.

Anyone who has seen the parade of sales representatives through a doctor's waiting room has probably noticed that they are frequently female and invariably good looking.

Some industry critics view wholesomely sexy drug representatives as a variation on the seductive inducements like dinners, golf outings and speaking fees that pharmaceutical companies have dangled to sway doctors to their brands.

But now that federal crackdowns and the industry's self-policing have curtailed those gifts, simple one-on-one human rapport

has become more important

Many doctors say they privately joke about the appearance of saleswomen who come to their offices. Currently making the e-mail rounds is an anonymous parody of an X-rated "diary" of a cheerleader-turned-drug-saleswoman.

Federal law bans employment discrimination based on factors like race and gender, but it omits appearance from the list.

"There's a saying that you'll never meet an ugly drug rep,"

But that might be changing, he said, citing a recent ruling by the California Supreme Court, which agreed to hear an employment lawsuit brought by a former L'Oreal manager who ignored a supervisor's order to fire a cosmetics saleswoman and hire someone more attractive.

"Generally, discriminating in favor of attractive people is not against the law in the United States,"