Management of pharmaceutical sales representatives: A literature review

doi:10.5246/jcps.2016.01.009

中国药学(英文版) ›› 2016, Vol. 25 ›› Issue (1): 73-78.DOI: 10.5246/jcps.2016.01.009

Management of pharmaceutical sales representatives: A literature review

Swapnil Undale^1*, Dr. Milind Pande²

1. MIT School of Management, Savitribai Phule Pune University, Pune, India 411038
2. MIT Group of Institutions, Pune, India 411038

收稿日期:2015-09-15 修回日期:2015-10-15 出版日期:2016-01-27 发布日期:2015-11-30
通讯作者: Tel.: +91-9096318693, E-mail: undaleswapnil@gmail.com

Management of pharmaceutical sales representatives: A literature review

Swapnil Undale^1*, Dr. Milind Pande²

1. MIT School of Management, Savitribai Phule Pune University, Pune, India 411038
2. MIT Group of Institutions, Pune, India 411038

Received:2015-09-15 Revised:2015-10-15 Online:2016-01-27 Published:2015-11-30
Contact: Tel.: +91-9096318693, E-mail: undaleswapnil@gmail.com

摘要/Abstract

摘要：

This paper reports literature review in the field of pharmaceutical marketing emphasizing problems faced by medical representatives. India after globalization and being the second highest populated country has emerged as major pharmaceutical market in the world. Pharmaceutical marketing in India is highly relied on personal relationship between medical representatives and doctors. In the last decade, many foreign companies have entered in Indian market. This has posed highly competitive and challenging work environment for medical representatives. Therefore, it is indispensable to study the challenges faced by medical representatives in this dynamic environment.

关键词: Job satisfaction, Medical representatives, Pharmaceutical marketing, Pharmaceutical sales representatives, Sales management, Turnover intention

Abstract:

Key words: Job satisfaction, Medical representatives, Pharmaceutical marketing, Pharmaceutical sales representatives, Sales management, Turnover intention

中图分类号:

R952

Supporting:

Swapnil Undale, Dr. Milind Pande. Management of pharmaceutical sales representatives: A literature review[J]. 中国药学(英文版), 2016, 25(1): 73-78.

Swapnil Undale, Dr. Milind Pande. Management of pharmaceutical sales representatives: A literature review[J]. Journal of Chinese Pharmaceutical Sciences, 2016, 25(1): 73-78.

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Management of pharmaceutical sales representatives: A literature review

Management of pharmaceutical sales representatives: A literature review

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