SPOTLIGHT: Pharma rep tells tale of woe

Pharma reps were living it up in the mid-1990s, making sweet salaries and bonuses and enjoying tight relationships with doctors. Now however, in the face of products that have gone south, doctors who don't trust the industry and rules are keeping reps from giving some practices so much as a pencil. One reps says that the job has gone from fun to scary. He's wondering whether he'll ever regain the trusting relationships he enjoyed with doctors--or if he can even keep his job. Essay