About the Book: 

Contents:

1.    Understanding Pharmaceutical Sales Case Studies

2.    Appointing Medical Stockists in Guwahati: A Case Study

3.    Stockist Negotiations on The Breakage and Expiry of Products: A Case Study of West Bengal

4.    Challenges faced by Pharmaceutical Companies in Dealing with Msra

5.    Developing Strategies for Handling Channel Conflict in Pharmaceutical Sales

6.    Establishing a Connect Strategy with the Doctors by the Marketing Team

7.    Targeting Doctors to Increase Delafloxacin Prescriptions in The Jabalpur Region: A Case Study

8.    Ring the Challenges of Patanjali Ayurveda: A Case Study

9.    Increasing Pcpm Productivity: A Case Study from Yavatmal’s Pharmaceutical Market

10. Strategies Adopted by a Pharmaceutical Company to Counter Pmjay Products: A Case Study

11. Challenges Faced and Overcome by a Fresher Medical Representative in A Pharmaceutical Company: A Case Study

12. Recruiting Medical Representatives in Pharmaceutical Companies Today

13. Company – Retailer Connectivity: A Case Study of a Medical Representative from Balasore

14. Sales Strategies for Boosting Expectorant Sales: A Case Study

15. Establishing the Cefuroxime Axetil Brand in Rural Markets of North Bengal: A Case Studys

16. Training Process for Medical Representatives of a Pharmaceutical Company: A Case Study

About the Author:

Subrata Ray is a distinguished author and educator with over 17 years of university teaching experience. He has made significant contributions across academia, management, and various industries, including management consulting, social media marketing, media management, and pharmaceutical sales for Glenmark Pharmaceuticals Ltd. His extensive industry experience enriches his articles with valuable insights.

         He holds a Ph.D. in marketing from the University of North Bengal, an MBA in marketing, and postgraduate diplomas in journalism, mass communication, and pharmaceuticals and sales management. His expertise spans marketing research, media research, pharmaceutical sales management, rural marketing, media marketing, advertising, social media analytics, and e-business. Since 2006, he has served as an Assistant Professor in the Department of Management at the University of North Bengal.

         He has authored books on customer orientation and numerous case studies published by esteemed publishers. Dr. Ray's commitment to excellence and lifelong learning continues to inspire students, scholars, and business professionals alike.