Pharma Sales Closing

Description

Pharma Marketing is the only field where a person from the grass root, like a Medical Representative can aspire and become the Director of that company. It is written for everybody from pharma, the Medical Representative to ASM to Zonal Manager up to the CEOs/Sales and Marketing Directors. Knowing views and paths taken by team members can help devise better strategies removing potential flaws.

Interaction of Product Management Team with Medical Advisor and Quality Assurance personnel is the key to success. The book elaborates on some excellent ‘Leave Behinds’ designed and Case Studies depicting aggressive product positioning to product complaint handling cases.

To grow, one has to place him/herself in to the shoes of the seniors for an overview of the proceedings. Business is for profit hence Sales is a priory. Yet what is forgotten is that Sales is a Goal and not the tool. The confusion leads to dumping and ultimately results in vulnerability of the organization. The mindset or approach of personnel at each step is or different.

The book thus highlights that quality of product is not enough but requires quality communication. There are apt slides on KAC/KOL/KAM techniques and subtleties explained in a lucid manner.

About the Author

About the Author
An M.Sc., Ph.D. in Biochemistry with specialization in oncology, Dr. Ulhas Ganu worked for 27 years in Cancer Research and has been associated with pharma for the past 23 years. He has worked with the Pharma Industry as Medical Advisor, Headed Sales & Marketing, worked as Marketing Advisor and Technical Director, ensuring not only quality standards for all products but excelled in communicating the same to the customers – Doctors. He has written many Product Monographs making many products renowned brands and excelled in training thousands of pharma field personnel, from grass root to senior management personnel. His Mantra is to focus on ‘Product – Disease – Indications’ Matrix to harvest sales benefits.

He is a firm believer in that every member working in pharma must have a small component of Medical Representative with a duty towards maintaining quality, be it for product or communication or working culture of the company as internal discipline. External factors include developing and maintaining KOL, KAC and focusing on Key Account Management.

Having handled all departments except manufacturing, he has an overall view and firsthand unbiased understanding of the intricacies and pitfalls of the sales process. Sales’ is the ‘Goal’ and not a ‘Tool’. This book on ‘Sales Closing’ is a product of enthusiasm, aptitude for research and commitment blended with hard work and is designed to communicate importance of support from Technical, Marketing and Medical aspects in Pharma Marketing.

Hope this book changes the mindset of Pharma Personnel towards Sales looking at it as a Broad Function than the current narrow view of looking at it as a mere monthly event.
Correspondence for suggestions/feedback:
drukganu@gmail.com

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