Pharmaceutical Management & Marketing: Course Outline (718-VIIIB)

 Marketing management

• Ethical consideration of pharmaceutical marketing
• Difference between pharmaceutical marketing and consumer marketing
• Major stakeholders within pharmaceutical market environment
• Marketing research (process and methodology)
• Market analysis techniques 3Cs (customer analysis company analysis competitors analysis)
• Evaluating the marketing performance (audit tools and audit process)
• Designing sales force structure sales force size and sales quota
• Marketing channels promotion and advertising and salesmanship

 Sales management

• Personnel
• Buying
• Receiving
• Pricing
• Sales promotion
• Customer services

 Business Development management

• General principles
• Strategies
• Short and long term planning
• Objectives

Business communication

• Importance and benefits of business communication
• Components of communication
• Concept and problems of communication
• 7C’s of communications

Strategies for successful business and global meetings

• Background information on groups
• purpose and kinds of meetings
• Solving problems in meetings
• Leadership responsibilities in meetings
• Participant’s responsibilities in meetings