2. What factors are important in understanding this decision situation? Consider the following two opposing points of view on the value of pharmaceutical sales representatives (reps) to the medical community. One viewpoint is that reps provide valuable information about their products, thus helping physicians keep up-to-date on any prescription drug and how patients benefit from its use. Because reps supply detailed information about drugs to doctors, they are often referred to as "detail salespeople" or simply "detailers."