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    Pharmaceutical Marketing

    Uploaded by

    Subhankar Bhattacharjee
    The document discusses the different departments in pharmaceutical organizations including sales and marketing, medical, manufacturing, research and development, and support. It describes the functions of the sales and marketing department including marketing, product management teams, and sales teams. It also discusses pharmaceutical product marketing and sales to healthcare professionals and customers.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd

    Pharmaceutical Marketing

    Uploaded by

    Subhankar Bhattacharjee
    190 views13 pages
    The document discusses the different departments in pharmaceutical organizations including sales and marketing, medical, manufacturing, research and development, and support. It describes the functions of the sales and marketing department including marketing, product management teams, and sales teams. It also discusses pharmaceutical product marketing and sales to healthcare professionals and customers.

    Original Title

    PHARMACEUTICAL MARKETING

    Copyright

    © © All Rights Reserved

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    The document discusses the different departments in pharmaceutical organizations including sales and marketing, medical, manufacturing, research and development, and support. It describes the functions of the sales and marketing department including marketing, product management teams, and sales teams. It also discusses pharmaceutical product marketing and sales to healthcare professionals and customers.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    190 views13 pages

    Pharmaceutical Marketing

    Uploaded by

    Subhankar Bhattacharjee
    The document discusses the different departments in pharmaceutical organizations including sales and marketing, medical, manufacturing, research and development, and support. It describes the functions of the sales and marketing department including marketing, product management teams, and sales teams. It also discusses pharmaceutical product marketing and sales to healthcare professionals and customers.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 13

     Generic medicines: Medicines that are

    identified by a descriptive or official name,


    as opposed to branded medicines
     Branded medicines: Medicines that are
    identified by a trade name
     Patented medicines: Medicine wholesale is
    protected by patent rights
     OTC Medicines: Medicines used for self-
    medication and can be sold without a
    doctor’s prescription
    Pharmaceuticals Organizations department

    The Pharma functioning can be divided into five:

    i. Main Function - Sales and Marketing

    ii. Medical Department

    iii. Manufacturing

    iv. Research & Product Development

    v. Support Department
    Pharmaceuticals Organizations
    department

    The main department sales and marketing can be further

    divided into two as ,

    i. Marketing and PMT team

    ii. Sales team (field staff)

    Pharma Marketing
    Pharmaceuticals Organizations
    department
    Marketing and PMT team functions:
    ‘ It’s a thinking brain of any Pharma Company
     Development of strategy
    ' Brand Development and Branding ' Promotion
     Marketing strategy
     Decision making
     New brands Launch or withdrawal of any brands
     Media Planning ‘
     Training '
     Brand Projection
    Pharmaceuticals Organizations department
    contd

    ■ Sales team (field staff) function:

    •' They generates sale by meeting the customers

    ■ Strategy Implementers

    ■ Eyes and ears of the company in the field

    ■ Sales Projection, Territory projection

    Pharma Marketing
    Pharmaceutical Product Marketing and
    Sales
    ■ Pharmaceutical professional belong to an extraordinary
    class.
    ■ Healthcare professional job is unique, special and
    rewarding.
    ■ One is engage in healthcare business for,
    ■ Improving the overall quality of life of people
    around, service the customer / doctors by giving
    them latest medical information
    ■ Present before them logical prescribing alternatives
    ■ Facilitate continues medical learning.
    ■ Doctors all over the world agree, they depend on Medical
    Detail men for a big portion of latest medical information.
    1 Pharma Marketing
    Types of selling
    a) Consumer selling

    Media Consumer
    Product
    advertisement (Customer)

    b) Healthcare selling

    Customer Consumer
    Product (Doctor) (Patient)
    Customer

    •Pharmaceutical selling is an indirect selling

    •One promote a particular product to a doctor who identifies r


    the need of that particular product to a particular patient and
    prescribes the same hence, a doctor becomes a customer and
    patient become a consumer.

    •Similarly the chemist honors the prescription raise by the


    doctor’s and the stockiest supply the stocks to the chemist
    while the C & F agent who hold the stock on behalf of the
    companies.
    Who is the customer?

    ■ Similarly in pharmaceutical selling you promote a


    particular product to a doctor who identifies he need of that
    particular product to a particular patient and prescribes the
    same

    ■ Hence, a doctor becomes a customer and patient become


    a consumer.

    ■ That is the reason pharmaceuticals selling is considered


    as indirect selling.

    ■ In this profession you may not meet the actual consumer


    of your product.

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