PHRAMACY PRACTICE-VIII (PHARMACEUTICAL
MANAGEMENT & MARKETING) (Theory)
Paper 5 Marks 100
1.
MANAGEMENT & MARKETING:
a.
Nature and Principles of
Management:
b.
Types and Functions of
Managers:
c.
Planning: Purpose and types of
Planning, Steps in Planning
d.
Organizing:
e.
Management Control Systems:
Purpose, Steps in the Control Process, Forms of operations control.
Requirements for adequate control, Critical control points and standards.
f.
Motivation:
g.
Innovation and Creativity:
h.
Principals of Marketing:
i.
Product Management:
j.
Marketing Research:
2.
PRODUCTION MANAGEMENT: Material Management, Planning of production,
Batch record maintenance.
3.
MARKETING MANAGEMENT:
a.
Ethical consideration of
Pharmaceutical Marketing
b.
Difference between
Pharmaceutical Marketing and Consumer Marketing
c.
Major stakeholders within
pharmaceutical market environment.
d.
Marketing Research (Process and
Methodology)
e.
Market Analysis Techniques 3Cs
(Customer analysis, Company analysis, competitors analysis)
f.
Evaluating the marketing
performance (audit tools and audit process)
g.
Designing sales force
structure, sales force size and sales quota
h.
Marketing channels, Promotion
and Advertising and Salesmanship.
4.
SALES MANAGEMENT: Personnel, Buying, Receiving, Pricing,
Sales promotion and Customer Services.
5.
BUSINESS DEVELOPMENT MANAGEMENT: General principles, strategies, short and long term planning and
objectives.
6.
BUSINESS COMMUNICATION: Importance and benefits of
business communication, components of communication, concept and problems of
communication, 7C’s of communications.
7.
STRATEGIES FOR SUCCESSFUL
BUSINESS AND GLOBAL MEETINGS: Background information on groups, purpose and kinds of meetings,
solving problems in meetings, leadership responsibilities in meetings,
participant’s responsibilities in meetings.
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