INTRODUTION

SALES & MARKETING

IN
PHARMACEUTICAL INDUSTRY

(Under taken at Dhruv Corporate (HR)

solutions Pvt. Ltd.)
RATIONALE OF THE STUDY
• Sales and marketing is different in this
industry with comparison to other
commercial products.

• The distribution channel is also

different.
 OBJECTIVES
• To understand the sales and marketing
in pharmaceutical industry.

• To study the marketing system in

pharmaceutical industry.
EXPECTED CONTRIBUTION
• Through this the firm will get an idea of
what is happening in pharma industry.

• The future students who opt for this

field will get a reference.
RESEARCH METHODOLOGY
(a) Types of research & method of
research:-

• The research is done by personal

interview.
(b) Sources of data:-

• Primary data:- Through questionnaire.

• Secondary data:- Internet, magazines

and newspapers.
(c) Instrument for collection of data:-

• Well structured questionnaire.

(d) Time taken & statistical tool used for
analysis:-

• Times taken for collection of data is

nearly 4 weeks.
• Time taken for secondary data is about
2 weeks.
• Students- t- test is used for sampling.
• Analysis is done through graph and
tabulated diagrams.
(e) Sample plan:-

• Approximately 75 medical
representatives and about 15 business
managers.
(f) Field work:-

• Here the primary data was collected

from various hospitals and corporate
offices of pharmaceuticals company in
ahmedabad.
 LIMITATIONS:-
• Limitation of sampling data.

• Concentration of respondents from one

place only. (Ahmedabad)
 FINDINGS:-
• (1) The sales and marketing is done by
the same person in many firms.
• (2) The front line performers i.e., the
medical representation are suffering
because they get low salary and the
working environment is also not good.
Many times their problems are not
taken care of by the seniors and are
pressurized for achieving the targets.
• (3) The top managers are always
looking for the employees of the other
companies to join their company as the
retention rate is very low.
 SUGGESTIONS:-
• Ultimately the backbone of the
company are sales and marketing
people, so to increase the firms
revenue these people must be taken
care of.
• Now-a-days the companies have
started taking MR who don’t have any
background knowledge so training must
be given to them.
• They must also concentrate on rural
areas.

• In the existing marketing channel there

should be some modification as
stockiest has much power in there
hand.
THANK
YOU.