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    Sales & Marketing IN Pharmaceutical Industry: Introdution

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    Sunil Pillai
    This document discusses sales and marketing in the pharmaceutical industry. It aims to understand and study the marketing system in this industry. The research methodology includes collecting primary data through questionnaires from 75 medical representatives and 15 business managers in Ahmedabad, as well as secondary data from online sources. Some key findings are that sales and marketing roles are often combined, medical representatives have low pay and pressure to meet targets, and high turnover as managers seek employees from other companies. Suggestions include taking better care of sales and marketing employees, providing training to new hires without experience, and modifying the existing marketing channel.

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    Sales & Marketing IN Pharmaceutical Industry: Introdution

    Uploaded by

    Sunil Pillai
    25 views16 pages
    This document discusses sales and marketing in the pharmaceutical industry. It aims to understand and study the marketing system in this industry. The research methodology includes collecting primary data through questionnaires from 75 medical representatives and 15 business managers in Ahmedabad, as well as secondary data from online sources. Some key findings are that sales and marketing roles are often combined, medical representatives have low pay and pressure to meet targets, and high turnover as managers seek employees from other companies. Suggestions include taking better care of sales and marketing employees, providing training to new hires without experience, and modifying the existing marketing channel.

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    sanosh

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    This document discusses sales and marketing in the pharmaceutical industry. It aims to understand and study the marketing system in this industry. The research methodology includes collecting primary data through questionnaires from 75 medical representatives and 15 business managers in Ahmedabad, as well as secondary data from online sources. Some key findings are that sales and marketing roles are often combined, medical representatives have low pay and pressure to meet targets, and high turnover as managers seek employees from other companies. Suggestions include taking better care of sales and marketing employees, providing training to new hires without experience, and modifying the existing marketing channel.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    25 views16 pages

    Sales & Marketing IN Pharmaceutical Industry: Introdution

    Uploaded by

    Sunil Pillai
    This document discusses sales and marketing in the pharmaceutical industry. It aims to understand and study the marketing system in this industry. The research methodology includes collecting primary data through questionnaires from 75 medical representatives and 15 business managers in Ahmedabad, as well as secondary data from online sources. Some key findings are that sales and marketing roles are often combined, medical representatives have low pay and pressure to meet targets, and high turnover as managers seek employees from other companies. Suggestions include taking better care of sales and marketing employees, providing training to new hires without experience, and modifying the existing marketing channel.

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    Download as PPT, PDF, TXT or read online from Scribd
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    You are on page 1of 16

    INTRODUTION

    SALES & MARKETING


    IN
    PHARMACEUTICAL INDUSTRY

    (Under taken at Dhruv Corporate (HR)


    solutions Pvt. Ltd.)
    RATIONALE OF THE STUDY
    • Sales and marketing is different in this
    industry with comparison to other
    commercial products.

    • The distribution channel is also


    different.
    OBJECTIVES
    • To understand the sales and marketing
    in pharmaceutical industry.

    • To study the marketing system in


    pharmaceutical industry.
    EXPECTED CONTRIBUTION
    • Through this the firm will get an idea of
    what is happening in pharma industry.

    • The future students who opt for this


    field will get a reference.
    RESEARCH METHODOLOGY
    (a) Types of research & method of
    research:-

    • The research is done by personal


    interview.
    (b) Sources of data:-

    • Primary data:- Through questionnaire.

    • Secondary data:- Internet, magazines


    and newspapers.
    (c) Instrument for collection of data:-

    • Well structured questionnaire.


    (d) Time taken & statistical tool used for
    analysis:-

    • Times taken for collection of data is


    nearly 4 weeks.
    • Time taken for secondary data is about
    2 weeks.
    • Students- t- test is used for sampling.
    • Analysis is done through graph and
    tabulated diagrams.
    (e) Sample plan:-

    • Approximately 75 medical
    representatives and about 15 business
    managers.
    (f) Field work:-

    • Here the primary data was collected


    from various hospitals and corporate
    offices of pharmaceuticals company in
    ahmedabad.
    LIMITATIONS:-
    • Limitation of sampling data.

    • Concentration of respondents from one


    place only. (Ahmedabad)
    FINDINGS:-
    • (1) The sales and marketing is done by
    the same person in many firms.
    • (2) The front line performers i.e., the
    medical representation are suffering
    because they get low salary and the
    working environment is also not good.
    Many times their problems are not
    taken care of by the seniors and are
    pressurized for achieving the targets.
    • (3) The top managers are always
    looking for the employees of the other
    companies to join their company as the
    retention rate is very low.
    SUGGESTIONS:-
    • Ultimately the backbone of the
    company are sales and marketing
    people, so to increase the firms
    revenue these people must be taken
    care of.
    • Now-a-days the companies have
    started taking MR who don’t have any
    background knowledge so training must
    be given to them.
    • They must also concentrate on rural
    areas.

    • In the existing marketing channel there


    should be some modification as
    stockiest has much power in there
    hand.
    THANK
    YOU.

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