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Pharma Marketing is the only field where a person from the grass root, like a Medical Representative can aspire and become the Director of that company. It is written for everybody from pharma, the Medical Representative to ASM to Zonal Manager up to the CEOs/Sales and Marketing Directors. Knowing views and paths taken by team members can help devise better strategies removing potential flaws.
Interaction of Product Management Team with Medical Advisor and Quality Assurance personnel is the key to success. The book elaborates on some excellent ‘Leave Behinds’ designed and Case Studies depicting aggressive product positioning to product complaint handling cases.
To grow, one has to place him/herself in to the shoes of the seniors for an overview of the proceedings. Business is for profit hence Sales is a priory. Yet what is forgotten is that Sales is a Goal and not the tool. The confusion leads to dumping and ultimately results in vulnerability of the organization. The mindset or approach of personnel at each step is or different.
The book thus highlights that quality of product is not enough but requires quality communication. There are apt slides on KAC/KOL/KAM techniques and subtleties explained in a lucid manner.