Management of pharmaceutical sales representatives: A literature review

doi:10.5246/jcps.2016.01.009

Abstract

Abstract:

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.

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

CLC Number:

R952

Supporting:

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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