Contents:
1.
Overview of the Global Pharmaceutical Industry
2.
The Pharmaceutical Products
3.
Understanding the Medical Representative
4.
Understanding the Doctor by a Medical Representative
5.
Importance of the Distribution Network in
Pharmaceutical Sales
6.
Pharmaceutical Product Sales Strategies and Techniques
7.
Field Sales Force Management
8.
Pharmaceutical Sales Territory Management
9.
Pharmaceutical Product Launch and Product Lifecycle
Management
10.
Communications and Promotional Strategies of
Pharmaceutical Products
11.
Data Analysis and Market Research
12.
Regulatory and Ethical Considerations 13. Future Trends and Innovations in Field Marketing |
About the Authors:
Subrata Ray, is more than just a scholar; he
is a strategist, a practitioner, and a trailblazer in pharmaceutical marketing
education. With more than 17 years of experience in industry engagement,
university-level teaching, and research excellence, He skilfully combines
academic rigour with practical knowledge. His diverse professional background,
which includes frontline sales with Glenmark Pharmaceuticals Ltd. and notable
positions in media and marketing consulting, gives his writing depth, variety,
and practical applicability. He is a sought-after authority in the boardroom
and classroom due to his command of marketing research, pharmaceutical sales
management, social media analytics, e-business, rural marketing, and more. He
has an MBA in marketing from IGNOU, a Ph.D. in marketing from the University of
North Bengal, and postgraduate degrees in Pharmaceutical sales management,
journalism and mass communication, tea management. Not only is his extensive
academic background noteworthy, but it also serves as the cornerstone of his
comprehensive strategy for management education. Since 2006, He has been an
Assistant Professor in the Department of Management at the University of North
Bengal, but his influence goes well beyond the classroom. In addition to publishing
case studies and book chapters with prestigious Indian and international
publishers, he has written books on customer orientation and is still
influencing the upcoming generation of academics and marketers. “Case Studies
on Pharmaceutical Sales: An Emerging Markets Perspective” (PharmaMed Press /
BSP Books), his most recent publication, is the result of years of research,
reflective practice, and frontline experience. Along with his contributions to
academia and business, He has led executive training programs for Public Sector
Units (PSUs) like India Post (Government of India) and the National
Hydroelectric Power Corporation (NHPC). He has provided Management Development
Programs (MDPs) for the MSME Ministry (Government of India), particularly in areas
like digital marketing for working executives and young entrepreneurs, and
trained aspiring entrepreneurs under the Export Promotion Council for
Handicrafts. This book is a must-read for professionals, academics, and
students alike because Dr. Subrata Ray captures on paper what few others can:
the ideal fusion of intelligence and hard work.
Arindam Bhowmick, with over 26 years of unparalleled expertise in
India's pharmaceutical marketing and sales ecosystem, the co-author of
“Handbook of Pharmaceutical Sales” brings a wealth of knowledge to the table.
He is a dynamic professional who possesses a unique combination of top-tier
corporate leadership and firsthand field expertise. His career progression from
medical representative in the remote small town of Siliguri to general manager
of sales & marketing (India) at Exeltis India in Mumbai is a testament to
his commitment, wisdom, and in-depth domain knowledge. He is a graduate of the
esteemed Indian Institute of Management in Calcutta, finished the Executive
Programme in Business Management (EPBM), which is intended for top executives
who want to achieve strategic change. His career background includes positions
with India's top pharmaceutical companies, including Lupin, Emcure, Solvay
Pharma, Ranbaxy, Sandoz, Cadila Pharmaceuticals, and Exeltis India. He received
his B.Sc. in Physics from Siliguri College. Having overseen vital portfolios in
urology, gynaecology, and antibiotics, he has developed brand strategies with
quantifiable return on investment, planned pan-India launches, and created
high-impact product campaigns. His expertise in market viability studies,
region mapping, and KOL involvement gives his work a unique level of analytical
depth. Additionally, He is a highly sought-after coach and consultant for
business management colleges, teaching aspiring professionals about industry
dynamics, sales tactics, and marketing strategy. In his book, “Handbook of
Pharmaceutical Sales,” he distils years of experience in the field and
boardroom tactics into an approachable manual that is essential for students,
professionals, and future leaders in the pharmaceutical sector. |
