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Author : Riccardo Izzi
Publisher : FrancoAngeli
Page : 89 pages
File Size : 48,6 Mb
Release : 2016-03-17T00:00:00+01:00
Category : Business & Economics
ISBN : 9788891732774
1060.274
Author : Dr. Ritu Kataria
Publisher : Thakur Publication Private Limited
Page : 296 pages
File Size : 53,9 Mb
Release : 2021-03-10
Category : Education
ISBN : 9789390570065
Buy E-Book of Pharma Marketing Management Book For B.Pharm 8th Semester of U.P. State Universities
Author : Kenneth Le Meunier-FitzHugh,Kieran Sheahan
Publisher : Taylor & Francis
Page : 66 pages
File Size : 40,6 Mb
Release : 2023-06-02
Category : Business & Economics
ISBN : 9781000932379
Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments. This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.
Author : Alain Jolibert,Hans Mühlbacher,Laurent Flores,Pierre-Louis Dubois
Publisher : Bloomsbury Publishing
Page : 464 pages
File Size : 54,8 Mb
Release : 2017-09-16
Category : Business & Economics
ISBN : 9780230363670
Marketing Management challenges the traditional view of marketing as a function, considering it instead as a series of processes pervading the entire organization and involving most personnel as part-time marketers. The authors argue that every company or institution must manage four main processes: strategic positioning, market intelligence, value creation and value generation. Adopting a global approach, the book focuses on value creation and introduces students to the tools of the marketing mix in a process oriented manner. New to this edition: - New coverage of technology applications and developments and B2B marketing - Consistent focus on value creation throughout - More examples to illustrate theory - Enhanced pedagogy including long case studies and exercises in every chapter With its unique approach and international coverage, this book is essential reading for advanced undergraduate and postgraduate students of Marketing Management and will also appeal to MBA and other post-experience students.
Author : Scott Alan Stewart
Publisher : Stewart Publishing, Inc.
Page : 138 pages
File Size : 40,9 Mb
Release : 1986-05-01
Category : Electronic
ISBN : 9780936999012
This report provides a vivid picture of the pharmaceutical industry and its use of videodisc technology for education, training, and promotion (in 1986). It is the result of conversations with marketing managers, product managers, and exhibit managers in 21 pharmaceutical companies, who between them are responsible for the production of more than 80 videodiscs. Managers were asked to comment on the success of their videodisc programs, their plans for developing additional videodiscs, and their suppliers. Descriptions of nearly 50 videodisc projects are described.
Author : Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin
Publisher : John Wiley & Sons
Page : 544 pages
File Size : 55,9 Mb
Release : 2020-09-16
Category : Business & Economics
ISBN : 9781119702832
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author : Lisa Spiller
Publisher : SAGE
Page : 423 pages
File Size : 43,8 Mb
Release : 2021-09-01
Category : Business & Economics
ISBN : 9781529765014
Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.
Author : Steven C. Schachter,William Mandell,Scott Harshbarger,Randall Grometstein
Publisher : Academic Press
Page : 310 pages
File Size : 45,7 Mb
Release : 2010-07-28
Category : Psychology
ISBN : 9780080559551
Now more than ever, doctors are being targeted by government prosecutors and whistleblowers challenging the legality of their relationships with drug and device companies. With reputations at stake and the risk of civil and criminal liability, it is incumbent upon doctors to protect themselves. Managing Relationships with Industry: A Physician’s Compliance Manual is an indispensable resource for doctors, professional societies, academic medical centers, community hospitals, and group practices struggling to understand the ever changing law and ethical standards on interactions with pharmaceutical and device companies. It is the first comprehensive summary of the law and ethics on physician relationships with industry written for the physician. Authored by a former state Attorney General, Harvard Medical School Professor, health care lawyer and professor of ethics, Managing Relationships approaches the topic from a balanced and reasoned perspective adding to the on-going national dialogue and debate on the proper limits to medicine’s relationship with industry. The first complete and up-to-date summary and analysis of the law and ethics on physician-industry relationships Focuses on major enforcement actions and whistleblower lawsuits and the lessons learned for physicians Provides options and guidance for maintaining compliant relationships and avoiding traps for the unwary Covers both drug and device company relationships Summarizes the types of industry relationships that are necessary and productive and those that are harmful and abusive Details the law and ethics for each type of relationship including gifts, off-label uses and marketing, CME, speaker’s bureaus, free samples, grants, consulting arrangements, etc. Includes sample contracts for permissible consulting and CME speaker engagements
Author : T. Blackett,R. Robins
Publisher : Springer
Page : 337 pages
File Size : 41,8 Mb
Release : 2001-04-27
Category : Business & Economics
ISBN : 9780230522510
As governments seek to mitigate the cost of state-subsidised healthcare, branding in the pharmaceutical industry has become a critical issue. Drugs companies must change their methods of communication and distribution - focusing more on their direct relationship with the consumer. This requires fundamental changes in consumer behaviour, access to information, freedom of choice and value for money. Brands and brand values will play a leading role in this process, as has been seen with products such as Prozac and Viagra. This book by Interbrand Newell and Sorrell, the world's leading branding consultancy, provides cutting edge thinking on this area and lessons for anyone involved in brand development and management.
Author : M. Ingwer
Publisher : Springer
Page : 235 pages
File Size : 41,8 Mb
Release : 2017-07-01
Category : Business & Economics
ISBN : 9781137512000
With a revised understanding of the science and philosophy behind human needs, businesses will be better equipped to provide long-term satisfaction for their customers. Mark uncovers a framework that will help businesses identify human needs and incorporate this perspective into strategy, and then focuses each chapter on a specific emotional need.
Author : Marc A. Rodwin
Publisher : Oxford University Press
Page : 432 pages
File Size : 41,9 Mb
Release : 1995-04-20
Category : Medical
ISBN : 9780198024262
Marc A. Rodwin draws on his own experience as a health lawyer--and his research in health ethics, law, and policy--to reveal how financial conflicts of interest can and do negatively affect the quality of patient care. He shows that the problem has become worse over the last century and provides many actual examples of how doctors' decisions are influenced by financial considerations. We learn how two California physicians, for example, resumed referrals to Pasadena General Hospital only after the hospital started paying $70 per patient (their referrals grew from 14 in one month to 82 in the next). As Rodwin writes, incentives such as this can inhibit a doctor from taking action when a hospital fails to provide proper service, and may also lead to the unnecessary hospitalization of patients. We also learn of a Wyeth-Ayerst Labs promotion in which physicians who started patients on INDERAL (a drug for high blood pressure, angina, and migraines) received 1000 mileage points on American Airlines for each patient (studies show that promotions such as this have a direct effect on a doctor's choice of drug). Rodwin reveals why the medical community has failed to regulate conflicts of interest: peer review has little authority, state licensing boards are usually ignorant of abuses, and the AMA code of ethics has historically been recommended rather than required. He examines what can be learned from the way society has coped with the conflicts of interest of other professionals --lawyers, government officials, and businessmen--all of which are held to higher standards of accountability than doctors. And he recommends that efforts be made to prohibit and regulate certain kinds of activity (such as kickbacks and self-referrals), to monitor and regulate conduct, and to provide penalties for improper conduct. Our failure to face physicians' conflicts of interest has distorted the way medicine is practiced, compromised the loyalty of doctors to patients, and harmed society, the integrity of the medical profession, and patients. For those concerned with the quality of health care or medical ethics, Medicine, Money and Morals is a provocative look into the current health care crisis and a powerful prescription for change.
Author : Simon Majaro
Publisher : Routledge
Page : 263 pages
File Size : 52,9 Mb
Release : 2014-09-15
Category : Business & Economics
ISBN : 9781317659853
This book provides a stimulating perspective on a wide range of important topics and major challenges which confronted marketing management in the 1980s and are still of relevance today. The author applies a critical knowledge of modern theory and practice to pinpoint the crucial importance of three interrelated ingredients – productivity, integration and creativity, for success in an increasingly demanding and cost-effective environment. Each chapter reviews marketing concepts, theories and methods – both recent and well-established and each chapter can be read on its own in response to a specific problem. As well as an extensive bibliography, the volume contains useful case-studies.
Author : Scott Alan Stewart
Publisher : Stewart Publishing, Inc.
Page : 258 pages
File Size : 44,7 Mb
Release : 1990-05-01
Category : Medical
ISBN : 9780936999081
Provides and overview of the use of interactive video technology for education and training in the health professions, including Medicine, Nursing, Allied Health, Dentistry, Patient Education, and Health Promotion. Chapters cover optical storage technology , pharmaceutical companies, universities/colleges, hospitals, commercial vendors, public organizations, professional associations, testing & certification, museum/public exhibits, information systems, and research/surveys. Includes a list of resources for additional information including books, periodicals, directories, market reports, conferences/workshops, special interest groups, awards, demonstration centers, and disc mastering companies.
Author : Gunaseelan Rupa & Kulandaiswamy V.
Publisher : Vikas Publishing House
Page : 128 pages
File Size : 47,9 Mb
Release : 2024-06-01
Category : Business & Economics
ISBN : 9789325974197
The field of management is dynamic and continuously expanding. Its relevance has been widely appreciated and its tools and techniques have gained applicability in a variety of institutional systems and sectors. The book is designed to enhance the learning experience of the students by lucidly explaining the basic concepts with suitable illustrations. Relevant cases have been incorporated at appropriate places. Numerous questions that have appeared in university examinations of previous years have been given. The authors have drawn inferences and ideas from wide ranging sources and those have been duly acknowledged at the end of each chapter. Key Features • Comprehensive coverage of syllabuses of South Indian universities • Also suited for universities of other regions • Innovative presentation with real-life examples and practical insights • Contemporary and research-based text • Covers global and Indian management scenarios
Author : Anonim
Publisher : Unknown
Page : 272 pages
File Size : 45,5 Mb
Release : 1990
Category : Nursing home care
ISBN : PSU:000016137844