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803ET. Pharma Marketing Management

Table of contents

Pharma Marketing Management Syllabus, notes, MCQ, Books, PDF, Downloads

Unit I

Marketing

Definition, general concepts and scope of marketing; Distinction between marketing & selling; Marketing environment; Industry and competitive analysis; Analyzing consumer buying behaviour; industrial buying behaviour.

Pharmaceutical market

Quantitative and qualitative aspects;

size and composition of the market;

demographic descriptions and socio-psychological characteristics of the consumer;

market segmentation& targeting.

Consumer profile;

Motivation and prescribing habits of the physician;

patients’ choice of physician and retail pharmacist.

Analyzing the Market;

Role of market research.

Unit II Product decision

Classification,
Product line and product mix decisions,
product life cycle,
product portfolio analysis;
product positioning;
New product decisions;
Product branding,
packaging and labelling decisions,
Product management in the pharmaceutical industry.

Unit III Promotion

Methods, determinants of the promotional mix, promotional budget; An overview of personal selling, advertising, direct mail, journals, sampling, retailing, medical the exhibition, public relations, and online promotional techniques for OTC Products.

Unit IV

Pharmaceutical marketing channels

Designing channel, channel members, selecting the appropriate channel, conflict in channels, physical distribution management: Strategic importance, tasks in physical distribution management.

Professional sales representative (PSR)

Duties of PSR, the purpose of detailing, selection and training, supervising, norms for customer calls, motivating, evaluating, compensation and future prospects of the PSR.

Unit V

Pricing

Meaning, importance, objectives, determinants of price; pricing methods and strategies, issues in price management in the pharmaceutical industry. An overview of DPCO (Drug Price Control Order)and NPPA (National Pharmaceutical Pricing Authority).

Emerging concepts in marketing

Vertical & Horizontal Marketing; Rural Marketing; Consumerism; Industrial Marketing; Global Marketing.

  1. Philip Kotler and Kevin Lane Keller: Marketing Management, Prentice Hall of India, New Delhi
  2. Walker, Boyd and Larreche : Marketing Strategy- Planning and Implementation, Tata MC GrawHill, New Delhi.
  3. Dhruv Grewal and Michael Levy: Marketing, Tata MC Graw Hill
  4. Arun Kumar and N Menakshi: Marketing Management, Vikas Publishing, India
  5. Rajan Saxena: Marketing Management; Tata MC Graw-Hill (India Edition)
  6. Ramaswamy, U.S & Nanakamari, S: Marketing Managemnt:Global Perspective, IndianContext,Macmilan India, New Delhi.
  7. Shanker, Ravi: Service Marketing, Excell Books, New Delhi
  8. Subba Rao Changanti, Pharmaceutical Marketing in India (GIFT – Excel series) Excel Publications.

Final Year B Pharm Notes, Syllabus, Books, PDF Subjectwise/Topicwise

Final Year B Pharm Sem VIIBP701T Instrumental Methods of Analysis Theory
BP702T Industrial Pharmacy TheoryBP703T Pharmacy Practice Theory
BP704T Novel Drug Delivery System TheoryBP705 P Instrumental Methods of Analysis Practical
Final Year B Pharm Sem VIIBP801T Biostatistics and Research Methodology Theory
BP802T Social and Preventive Pharmacy TheoryBP803ET Pharmaceutical Marketing Theory
BP804ET Pharmaceutical Regulatory Science TheoryBP805ET Pharmacovigilance Theory
BP806ET Quality Control and Standardization of Herbals TheoryBP807ET Computer-Aided Drug Design Theory
BP808ET Cell and Molecular Biology TheoryBP809ET Cosmetic Science Theory
BP810ET Experimental Pharmacology TheoryBP811ET Advanced Instrumentation Techniques Theory
BP812ET Dietary supplements and NutraceuticalsPharmaceutical Product Development

Suggested readings

Recommended readings:

Pharma Marketing Management