Sales and marketing practices
We are changing the way we work to further embed our values in everything we do.
Creating a sales force that puts patient needs first
Our pharmaceutical medical representatives around the world no longer have individual sales targets. Instead, they are incentivised based on their technical knowledge, the quality of service they deliver to healthcare professionals (HCPs) to support improved patient care, and a broader set of business performance measures. Our sales teams are listening to customers’ needs and using the right GSK resources to help support the delivery of improved patient care.
Our sales and marketing employees, along with relevant third parties, must follow our Code of Practice for Promotion and Customer Interactions.
This values-based approach has received positive feedback from HCPs and in a survey of US HCPs in 2016, GSK ranked first for customer trust for the fourth year in a row, and for customer value for the third time.
Our engagement with HCPs
We understand that our role in providing HCPs with new data and information about our medicines, must be done clearly and without any perception of conflict of interest. We believe that transparent scientific dialogue and engagement with experts is in the interests of all those working to develop new medicines, improve clinical practice and care for patients. These are the principles that underpin our policy of engagement with HCPs and we remain fully committed to them.
Find out more about how we engage with healthcare professionals.
Find out more
Engaging with healthcare professionals
In all of our interactions with HCPs we aim to be transparent about our work, operate with integrity, and always put the interests of patients first
We make sure we carry out our research to high ethical and quality standards in all the countries in which we operate
Ethical conduct is a priority for GSK and we are committed to performance with integrity
We are changing the way we work to further embed our values in everything we do, including the way we research, develop, sell and market our products