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9
Russian university students are assigned to a fixed group of classmates who take all their classes together for years.
10
Russian parental leave can last up to three years with a guaranteed job to return to, so "coming back from maternity leave" can mean coming back after a long break.
11
A popular Russian entertainment and humor website, somewhat like Reddit.
12
Russia's federal weather and environmental monitoring service.
13
A semi-legendary prince who founded the first Russian ruling dynasty in the 9th century.
14
Visits a rep makes together with their manager, who watches and evaluates. In Russian they're called "double visits." There's a whole chapter on them later.
15
A rep who works with hospitals and their procurement departments rather than with outpatient clinics and pharmacies.
16
In the original, the author uses Russian corporate slang borrowed from the English "launch," which is why she explains it in parentheses.
17
Russia bans advertising prescription drugs to the public, unlike the US, where drug commercials are everywhere on TV.
18
The categories of the BCG matrix, a classic business-school tool for classifying products.
19
Roughly $10 at the time.
20
In Russian pharmacies, a notebook for recording requests for drugs that were out of stock.
21
Brilliant green, a bright green antiseptic that in Russia gets painted on every scraped knee. The most basic item in any pharmacy.
22
Russia's answer to Uber.
23
A classic Russian line-cutting phrase. Everyone in a clinic line knows that "just a quick question" is never quick and never just a question.
24
In Russian clinics, patients often hold numbered appointment slips, which the nurse collects.
25
An official booklet in which every Russian employer records a person's hiring, transfers, and dismissals. A lifelong paper trail of one's career.
26
A company-wide meeting held at the start of each sales cycle, where reps get new targets, new key messages, and new training.
27
In Russian, tolchyony kozyol sounds like an absurd folk remedy. Its competitor, naturally, is Grated Ram.