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The Rx for Success: Performance Management of Pharmaceutical District Managers – From a Lightweight to an Icon: Successful Pharma Sales Management (Part 8) 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 […]

Become a Strategic Thinking District Manager – From a Lightweight to an Icon: Successful Pharma Sales Management (Part 7) 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

Raise the Performance of Poor and Mediocre Performers – From a Lightweight to an Icon: Successful Pharma Sales Management (Part 6) 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

From Vande Bharat to Pharma Brands – Blueprint for Seamless Strategy Execution 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 culprit? Track conditions

What Exactly is Brand Building? – A Tribute to Prof. Chitta Mitra and Prof. Tarun Gupta 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 Mitra. To honor his

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 – From a Lightweight to an Icon: Successful Pharma Sales Management (Part 5) 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

Excerpts from The Bible of Good Writing (Copywriters Handbook by Robert W Bly) 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 is passable, he adds,

The 5 Types of Intelligence – From a Lightweight to an Icon: 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,