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

This program is ideal for students interested in learning the business and management side of health care and the pharmaceutical industry. It provides strong focus on the basic sciences, combining biological and pharmaceutical science.

Course Outline

 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 


Text Books