DETAILED COURSE CURRICULAM

Pharma Marketing Programmes

PHARMA SELLING AND SALES MANAGEMENT (PM-01) : Selling And Marketing Concepts,
Selling Process, Job Skills of Pharma Field Force, Sales Organisation, Sales Force
Management, Sales Targets And Training, Motivation For Career Growth, Performance
Appraisal. pHARMA DISTRIBUTION MANAGEMENT (PM-02) : Introduction to Pharma
Distribution Management, Distribution Management in the Past, Present and Future,
Wholesaling in Pharma Distribution, Retailing in Pharma Distribution, Nature and Function
of C&FA, Role of Medical Representative in Pharma Distribution Physical Distribution-
Transportation Warehouse-Inventory Control, Merger and Acquisition ANATOMY,
PHYSIOLOGY AND PHARMACOLOGY (PM-03) Cell Structure, Elementary Tissues of the
body and Blood Composition, Digestive System & Vitamins, Function of heart, blood
pressure and cardio vascular disorders, Nervous system and parts of brain, Structure and
Function of Skeletal Muscle, Endocrine Glands, Hormones & Physiology of Respiration,
Urinary & Reproductive System, Structure and Function of different Organs of Body.
PHARMA PRODUCT MANAGEMENT (PM-04) : Market Segmentation & Product
Management, Role of Product Manager & Product Life Cycle, Product Portfolio Analysis &
Development, Management of New Product Launch, Branding, Brand Creation & Market
Testing, Factors Influencing The Brand In Product Life Cycle, Branding Strategies and
Techniques. Paradigms in pharmaceutical industry (PM-05) : Discovery, Stability Testing &
Clinical Trials of Medicines, Marketing Studies & Drug Surveillance with in Pharma
Industry, Pharmaceutical Environment, Ethics & Practice, International/Multinational
Pharma Scenario, Pharmaceutical Scenario-Indian Perspective, Intellectual Property
Rights & Implication on the Indian Pharma Industry, Small Manufacturers & Drug
Productivity, Drug Related Options & Future Trends. Preparation of Selection Procedure
(PM-06) : Understanding Your Attitude, So what is a positive Attitude?, Potential, How to
search a Job, Rewards for Medical Representative in Selling as a Career, Procedure of
Selection, Criteria For Selecting A Medical Representative - A Check List, Criteria For
Selecting A Front Line Manager, What is an Interview?, Key to Make Good Impact During
The Interview, Factors Considered In Selecting The Job, Salary Structure And
Remuneration, Specimen Sample of The Interview, Importance of Bio-data. Business
Communication in Pharma Industry (PM-07): Business Communication : What it is all
about, Forms of business communication, Design for effective communication, What
should be communicated. And when, Putting ideas together for communication, How to
communicate effectively, Key audiences in business communication, Verbal
communication, Non-Verbal communication, Written communication, Using the right
medium, Qualities of an effective communicator. Managing Men (PM-09) : Human
Resource Development Systems, Personnel Management Environment in India, Functions
and Operations of a Personnel Office, Manpower Planning, Recruitment, Selection and
Induction, Staff Training and Development, Career Planning, Motivation and Productivity,
Job Description, Analysis and Evaluation, Employee Motivation and job Enrichment,
Performance Monitoring and Appraisal, Economic Background and Employee
Compensation, Laws and Rules Governing Employee Benefits & Welfare, Compensation &
Salary Administration, Regulatory Mechanisms Guiding Industrial Relations, Employee
Discipline, Suspension, Retrenchment and Dismissal, Employee Grievance Handing, Trade
Unionism, Employer's Associations, Collective Bargaining, Industrial Conflict Resolution,
Industrial Democracy and Workers Participation in Management. International Marketing
(PM-11) : Introduction to International Marketing, Selection of Products, Identification of
Export Markets, Product Planning for Exports, International Marketing Channels, Business
Communication in Export, International Marketing Logistics. PRINCIPLES OF
MANAGEMENT (PM-12) : Introduction to Management, Schools of Management Thought,
Social Responsibility of Management, Process & Function of Management, Planning,
Decision Making, Management By Objective, Concept of Organisation, Delegation of
Authority, Centralisation & Decentralisation, Staffing, Direction, Leadership, Motivation,
Communication, Control. BUSINESS LAWS (PM-13) : Company Law, Law of Contracts,
Arbitration & Conciliation Act, Partnership Act, Special Business And Economic Laws.
MARKETING MANAGEMENT (PM-14) : Introduction of Marketing Management, Marketing
Planning, Marketing Research, Marketing Segmentation, Study of Consumer Behaviour,
Product Development, Branding, Packaging and Labelling, Pricing Policies, Channels of
Distribution, Management of Physical, Wholesale and Retail Distribution, Advertisement
and Sales Management. Advertising Management (PM-16) : Advertising - its Purpose and
Function, Advertising World, Advertising in Marketing Mix, Appeal in Advertising, Layout
of Advertisement, Advertising Budget, Selection of Media for Advertising, Advertising
Agency Functions, Selection & Co-ordination. Marketing Research (PM-17) : Introduction,
Marketing Research Management, Value of Information, The Research Process, Scientific
Method and Research Design, Secondary Data, Collection of Primary Data, Scaling
Techniques, Sales Analysis and Forecasting, New Product Development and Test
Marketing, Advertising Research. Managerial Economics (PM-18) : Introduction to
Managerial Economics, Fundamental Concepts, Basic Techniques, Demand Concepts,
Demand Analysis, Demand Elasticities and Demand Estimates, Demand Forecasting,
Production Concepts and Analysis, Cost Concepts and Analysis, Empirical Estimates of
Production and Costs, Market environment of price-output decisions, Analysis of Market
structure - Large Group Case, Analysis of Market Structure - Small Group Case, Pricing
Strategies and Tactics, Economic Theory of the firm, The Behavioural Theory of the firm,
Managerial Theories of the firm, Profit concepts and Analysis Revisited, Capital
Budgeting, Public Investment Decision, The Economics of Risk and Uncertainty. Finance
for ManagerS (PM-19) : Accounting and its Functions, Accounting Concepts and
Standards, Accounting Information and its Applications, Construction and Analysis of
Profit and Loss Account, Construction and Analysis of Balance Sheet, Construction and
Analysis of Funds Flow Statements, Understanding and Classifying Costs, Absorption and
Marginal Costing, Cost-Volume-Profit Analysis, Variance Analysis, Ratio Analysis,
Leverage Analysis, Budgeting and Budgetary Control, Investment Appraisal Methods,
Management of Working Capital, Managing Cash Needs, Capital Structure, Dividend
Decisions. Industiral Marketing (PM-20) Export Finance Procedures (PM-21) : Export Sales
Contract And Incoterms, Terms of Payment In Exports, Export Finance, Letter of Credit,
Exim Bank & ECGC, Export Pricing, Export Cargo Insurance, Packaging & Labeling.
Export Finance Procedures (PM-22) : Export Sales Contract And Incoterms, Terms of
Payment In Exports, Export Finance, Letter of Credit, Exim Bank & ECGC, Export Pricing,
Export Cargo Insurance, Packaging & Labeling. Organisation Behaviour (PM-23) Project
Work (PM-50) : With a view to channelise your thinking towards the application of the
concept that you have learnt in the course of your study.