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The current shift in the marketing strategy is work by multinational  pharmaceutical Companies .It is now high-end (than adaptive) development that is being carried out by leading companies. And, increasingly, other companies are finding themselves competing against, or working with, new innovation-based companies.  The study focuses on the processes and outcomes of globally distributed pharma companies. This article will present the changing marketing strategies when a pharma company shifts from Acute base to Chronic therapy base. This article will also give an insight about shift in supply chain process and customer and end-customer perception which is the base of formulation of different marketing strategies. The pharmaceutical industry is the world’s largest industry. The industry has seen major changes in the recent years that place new demands on payers, providers and manufacturers. Customers now demand the same choice and convenience from pharma industry that they fin

Here is a Methodically & Scientifically derived understanding on PERSONAL SELLING:  CONSUMER BUYING BEHAVIOR vs. ORGANIZATIONAL BUYING Lets first look at the purchase patterns: Final consumers purchase for:  personal, family, or household use Organizational consumers purchase for:  further production, usage in operating the organization, and/or resale to other consumers Consumer Buying Behavior the decision processes and acts of final household consumers associated with evaluating, buying, consuming, and discarding products for personal consumption Consider the purchase an automobile. You generally will not consider different options until some event triggers a need, such as a problem needing potentially expensive repair. Once this need has put you "on the market", you begin to ask your friends for recommendations regarding dealerships and car models. After visiting several dealerships, you test drive several models and finally decide on a par

Do you really want to know what actually happens in sales training period of a FMCG company..!!! I wrote this piece way back in early 2000 for an egroups on the request of a batch mate - who wanted to know what happens in a sales training of a FMCG company! In the newspaper-periodical industry of India, there come several annual rituals. The most favorite of the business papers and less so for the general  interest ones comes in February-March - the b-school salary report, complete  with details of hi-tech interviewing (video-conferencing), foreign postings (Wall Street), ESOPs (nowadays, every Tom, Dick and Infosys) and the like. In these kinds of the reports, the darlings of the media are always the I-bank/consultancy types. They are the ones who get the six-figure (dollar, not rupees) salaries, look like Charlie Sheen and throw attractive sound-bites ("the challenge of the job... the money is immaterial"). There is always a footnote in these articles about the F