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The Rx for Success: Performance Management of Pharmaceutical District Managers – Sales Management 11 Preamble This is a true story, shared for educational purposes. To protect the privacy of those involved, names and locations have been changed. Yashwant Mallya, MD & CEO of Sirlus Pharmaceutical Company is interviewing Vilas Prabhu for the role of Director […]

Become a Strategic Thinking District Manager – Pharma Sales Management 12 Preamble The Strategic Thinker: A District Manager’s Journey Ravi Chawla had been a District Manager in Vega Pharmaceuticals Ltd.  for five years. He was responsible for a team of seven Medical Representatives, covering a vast and diverse territory. From Pune his head quarter town

Raise the Performance of Poor and Mediocre Performers – Sales Management 13 Preamble Avanti Redkar took over as the District Manager of Alpha Centauri Pharmaceuticals. She was based at Pune. She knew the road ahead was filled with challenges. She inherited a team of Medical Representatives who were not meeting their potential, and she recognized

From Vande Bharat to Pharma Brands: Blueprint for Seamless Strategy Execution – Brand Management 62 Preamble India’s pride, the Vande Bharat trains, represents a leap forward in technology and innovation. Designed to zoom at speeds between 160 to 180 kmph, these marvels of engineering often crawl at average speeds of 59 to 90 kmph. The

What Exactly is Brand Building? – A Tribute to Prof. Chitta Mitra and Prof. Tarun Gupta – Brand Management 63 This essay is poignant tribute to the architects of pharmaceutical branding, Professors Chitta Mitra and Tarun Gupta. On January 3rd, 2012, the world of pharmaceutical marketing lost a luminary with the passing of Professor Chitta

WHAT HAPPENED ON 1 JANUARY 2004… Exactly 20 years and 360 days ago, I stepped off a well-worn path. A path paved with gold, it seemed, with a chauffeur-driven car, five-star indulgences, and travel in business class. Yet, a yearning, a deeper calling, tugged at my soul. I yearned to contribute something meaningful, to leave

BREAKING NEWS! NEW BOOK FROM PHILIP KOTLER “HUMANISM IN MARKETING” IS NOW AVAILABLE IN INDIA! We are delighted to share the exciting news that the book “HUMANISM IN MARKETING: RESPONSIBLE LEADERSHIP AND THE HUMAN-TO-HUMAN APPROACH”, edited by the legendary Philip Kotler and his esteemed co-authors, is now available on Amazon India. This remarkable book features invaluable insights

The District Manager’s Playbook: Building a Resilient and High-Performing Team of Medical Representatives – Sales Management 14 Photo Image – Bing Image Creator In the bustling corridors of City Hospital, Dr. Akhilesh Sharma hurriedly checked his watch as he moved between patient consultations. A familiar face caught his attention – Rajesh Kadam, a Medical Representative

Excerpts from The Bible of Good Writing (Copywriters Handbook by Robert W Bly) – Brand Managers 64 Use Short Sentences Rudolf Flesch, best known for his books Why Johnny Can’t Read and The Art of Plain Talk, says the best average sentence length for business writing is 12 to 16 words. 16 to 20 words

The 5 Types of Intelligence – Successful Pharma Sales Management (Part 4) In the fast-paced world of pharmaceutical sales and marketing, success hinges on a multifaceted approach to intelligence. This essay highlights the importance of Acquired Intelligence, Business Intelligence, Curiosity Intelligence, Digital Intelligence, and Emotional Intelligence (AI, BI, CI, DI, and EI). By developing and