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Pharmaceutical Marketing in India: For Today and Tomorrow
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Twenty-five years ago, Pharmaceutical Marketing in India: Concepts, Cases, Strategy was the first-ever sectoral marketing book in the Asia Pacific Region. Today, twenty-five years later, Pharmaceutical Marketing in India for Today and Tomorrow continues to be the most comprehensive sectoral marketing book in pharmaceuticals in the Asia Pacific Region.
The new 25th Anniversary Edition of the book is an updated version of the original text with significant new content. The seventy-seven cases in the book show how some of the highly successful practitioners of Pharma marketing in India have positioned their products, launched and promoted their brands and defended their therapeutic segments. The experiential insights these cases provide are immensely useful for both the practitioners as well as the students of pharmaceutical marketing in India.
What is new in this all-new 25th Anniversary edition? The book presents an introduction to all aspects of changes and initiatives that are happening in the first world markets and whatever baby steps that are being taken by Indian drug majors and their MNC counterparts in India. To name a few - changing detailing practices such as e-Detailing, iPad detailing or tablet detailing, digital marketing strategies, social media strategies for the pharmaceutical industry, multichannel marketing, closed-loop marketing among others.
The new ways of engaging and building meaningful relationships with physicians in today’s declining physician access scenario are medical sales liaisons (MSL), key opinion leader (KOL) management and key account management (KAM). This latest edition includes these. The primary purpose of this edition is to make it not only relevant for today but also for tomorrow. In other words, to make it as future-proof as is possible.
Contents:
Part One: The Big Picture
1. The Indian Pharmaceutical Industry: An Overview
2. The Pharmaceutical Market
Part Two: Ten ‘P’s
3. The Product
4. The Price
5. The Place
6. The Promotion
7. Personal selling
8. The Prescription
9. The Policy
10.Public Relations
11. The Power
12. The Patient
Part Three: Key Success Factors
13.Managing New Products
14. The Winning Game Plans
15. Towards Excellence in Marketing
16. The Winning Edge
17. Corporate Scoreboard
18. GMP
About the Author:
Subba Rao Chaganti, has a masters in business administration and over fifty-two years of experience in pharmaceutical marketing covering the whole gamut and all facets of the industry from selling to sales management, product management to heading the total marketing activity. His experience covers domestic and international marketing, and also Indian and multinational sectors. He also taught for a few years a course on Advertising and Brand Management at Gitam Institute of Foreign Trade (now part of Gitam University) at Visakhapatnam as an adjunct professor and also taught a course on Marketing at the School of Management, Jawaharlal Nehru Technological University (JNTU), Hyderabad as a visiting faculty. He lives in Hyderabad and can be reached at [email protected]
Here is a list of his publications:
1. Pharmaceutical marketing in India: Concepts, Cases, Strategy
2. Game Plans for Post-GATT Era: Action Agenda of Indian Pharmaceutical Industry
3. Compete or Forfeit: Strategies for Sustainable Competitive Advantage in Pharma Product Patents Era
The new 25th Anniversary Edition of the book is an updated version of the original text with significant new content. The seventy-seven cases in the book show how some of the highly successful practitioners of Pharma marketing in India have positioned their products, launched and promoted their brands and defended their therapeutic segments. The experiential insights these cases provide are immensely useful for both the practitioners as well as the students of pharmaceutical marketing in India.
What is new in this all-new 25th Anniversary edition? The book presents an introduction to all aspects of changes and initiatives that are happening in the first world markets and whatever baby steps that are being taken by Indian drug majors and their MNC counterparts in India. To name a few - changing detailing practices such as e-Detailing, iPad detailing or tablet detailing, digital marketing strategies, social media strategies for the pharmaceutical industry, multichannel marketing, closed-loop marketing among others.
The new ways of engaging and building meaningful relationships with physicians in today’s declining physician access scenario are medical sales liaisons (MSL), key opinion leader (KOL) management and key account management (KAM). This latest edition includes these. The primary purpose of this edition is to make it not only relevant for today but also for tomorrow. In other words, to make it as future-proof as is possible.
Contents:
Part One: The Big Picture
1. The Indian Pharmaceutical Industry: An Overview
2. The Pharmaceutical Market
Part Two: Ten ‘P’s
3. The Product
4. The Price
5. The Place
6. The Promotion
7. Personal selling
8. The Prescription
9. The Policy
10.Public Relations
11. The Power
12. The Patient
Part Three: Key Success Factors
13.Managing New Products
14. The Winning Game Plans
15. Towards Excellence in Marketing
16. The Winning Edge
17. Corporate Scoreboard
18. GMP
About the Author:
Subba Rao Chaganti, has a masters in business administration and over fifty-two years of experience in pharmaceutical marketing covering the whole gamut and all facets of the industry from selling to sales management, product management to heading the total marketing activity. His experience covers domestic and international marketing, and also Indian and multinational sectors. He also taught for a few years a course on Advertising and Brand Management at Gitam Institute of Foreign Trade (now part of Gitam University) at Visakhapatnam as an adjunct professor and also taught a course on Marketing at the School of Management, Jawaharlal Nehru Technological University (JNTU), Hyderabad as a visiting faculty. He lives in Hyderabad and can be reached at [email protected]
Here is a list of his publications:
1. Pharmaceutical marketing in India: Concepts, Cases, Strategy
2. Game Plans for Post-GATT Era: Action Agenda of Indian Pharmaceutical Industry
3. Compete or Forfeit: Strategies for Sustainable Competitive Advantage in Pharma Product Patents Era
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