What is the primary characteristic that distinguishes pull through programs from push through programs?

The primary characteristic that distinguishes pull through programs from push through programs is the level of involvement from sales representatives. In pull through programs, sales reps are typically more active and engaged in the process. They work to create demand for a product at the healthcare provider or patient level, often by providing educational resources and support that encourage use and adherence to the treatment.

This active engagement helps to build relationships and trust with healthcare providers and patients, enabling sales reps to encourage patients to request or seek out the medication from their healthcare providers or pharmacies. This kind of strategy requires a deeper involvement and understanding of the market dynamics, patient needs, and provider practices.

In contrast, push through programs often emphasize promoting products directly to healthcare providers, utilizing incentives or discounts to encourage prescribing. As a result, while there is engagement from sales reps, it is typically less focused on nurturing the relationship as it is more transactional in nature.