Examination Paper: Pharmaceuticals Management
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Pharmaceuticals Industrial Management
1. Which of the following not the principle of co-‘ordination?
a. Principle of early beginning
b. Principle of continuity
c. Principle of time
d. Principle of reciprocity
2. Oral communication includes-.
a. Lecture
b. Poster
c. Union publication
d. Complaint procedure
3. Enthusiasm, co-operation, tact and skillful handling come under-.
a. Intellectual quality
b. Character quality
c. Psychological quality
d. Physical quality
........................
9. In the EOQ formula ‘C’ is stand for-
a) Annual consumption
b) Cost of per unit of material
c) Cost per order
d) Storage
10. WTO stands for ______________________.
Part Two:
1. What is questionnaire? Explain rules or guidelines for designing a good questionnaire?
2. Define drug store management? ‘Discuss the arrangements of drugs in drug store?
3. Name the various steps in the selection of a pharmacist?
4. What are the purposes of training given to a pharmacist?
Caselet 1
For the Indian Pharmaceutical Industry which has been presenting a robust performance during the last few years, the internet is a powerful tool. Web-enabling leverages the pharmaceutical firm’s existing investment in IT. Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems can be web-enabled to cost of operations, and on being effectively used, they establish immense customer goodwill.
Examination Paper: Pharmaceuticals Management
IIBM Institute of Business Management 3
The speed, efficiency and accuracy of a pharmaceutical company’s response to customer queries determine the extent of customer satisfaction. .............
• FFReporting of Sarjen Systems Pvt. Limited.
• CrissSmart SFA/CRM of Oasis Infotech.
• Online MR Reporting Software of Marg Compusoft Pvt. Limited.
• Siebel-based Pharma CRM Implementation Kit of Infosys Technologies Limited.
• Pharma Pulse of TVS-electronics.
• Talisma of Talisma Corporation.
Questions:
1. Briefly explain the concept of CRM & SFA systems.
2. State the features of a Good SFA system.
3. Write down some CRM/SFA systems which are available in the market for Pharmaceutical Industry.
4. What are the benefits of CRM system?
Caselet 2
Glenmark Pharmaceuticals uses a web-based tool for sales force automation. The tool helps the sales force in adding new contacts/accounts, deciding upon the appointments, planning their tour, planning joint working, submitting their daily call reports, submitting request for samples, promotional articles etc. based on the actual travel, the tool also calculates te necessary expenses to be paid to the field sales officer. The sample management and promo management modules in the software keep a complete track of samples and promo items. Te entire leave management system for the field sales staff runs on this software. A part from this , the software has multiple reports such as missed call report; call average report etc, which helps the entire sales force .......... programs to be made online on this portal. These types of interactive programs will really boost the process of learning for the field sales force.
Questions:
1. Explain the working of a Glenmark Pharmaceuticals.
2. State the features of a Glenmark Pharmaceuticals.
,..................
1. Define ‘Pharmaceutical marketing? Explain objectives and importance of pharmaceutical marketing.
2. Define ‘Advertising’? What are the advantages and disadvantages of advertising in pharmaceutical marketing?
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Pharmaceuticals Industrial Management
1. Which of the following not the principle of co-‘ordination?
a. Principle of early beginning
b. Principle of continuity
c. Principle of time
d. Principle of reciprocity
2. Oral communication includes-.
a. Lecture
b. Poster
c. Union publication
d. Complaint procedure
3. Enthusiasm, co-operation, tact and skillful handling come under-.
a. Intellectual quality
b. Character quality
c. Psychological quality
d. Physical quality
........................
9. In the EOQ formula ‘C’ is stand for-
a) Annual consumption
b) Cost of per unit of material
c) Cost per order
d) Storage
10. WTO stands for ______________________.
Part Two:
1. What is questionnaire? Explain rules or guidelines for designing a good questionnaire?
2. Define drug store management? ‘Discuss the arrangements of drugs in drug store?
3. Name the various steps in the selection of a pharmacist?
4. What are the purposes of training given to a pharmacist?
Caselet 1
For the Indian Pharmaceutical Industry which has been presenting a robust performance during the last few years, the internet is a powerful tool. Web-enabling leverages the pharmaceutical firm’s existing investment in IT. Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems can be web-enabled to cost of operations, and on being effectively used, they establish immense customer goodwill.
Examination Paper: Pharmaceuticals Management
IIBM Institute of Business Management 3
The speed, efficiency and accuracy of a pharmaceutical company’s response to customer queries determine the extent of customer satisfaction. .............
• FFReporting of Sarjen Systems Pvt. Limited.
• CrissSmart SFA/CRM of Oasis Infotech.
• Online MR Reporting Software of Marg Compusoft Pvt. Limited.
• Siebel-based Pharma CRM Implementation Kit of Infosys Technologies Limited.
• Pharma Pulse of TVS-electronics.
• Talisma of Talisma Corporation.
Questions:
1. Briefly explain the concept of CRM & SFA systems.
2. State the features of a Good SFA system.
3. Write down some CRM/SFA systems which are available in the market for Pharmaceutical Industry.
4. What are the benefits of CRM system?
Caselet 2
Glenmark Pharmaceuticals uses a web-based tool for sales force automation. The tool helps the sales force in adding new contacts/accounts, deciding upon the appointments, planning their tour, planning joint working, submitting their daily call reports, submitting request for samples, promotional articles etc. based on the actual travel, the tool also calculates te necessary expenses to be paid to the field sales officer. The sample management and promo management modules in the software keep a complete track of samples and promo items. Te entire leave management system for the field sales staff runs on this software. A part from this , the software has multiple reports such as missed call report; call average report etc, which helps the entire sales force .......... programs to be made online on this portal. These types of interactive programs will really boost the process of learning for the field sales force.
Questions:
1. Explain the working of a Glenmark Pharmaceuticals.
2. State the features of a Glenmark Pharmaceuticals.
,..................
1. Define ‘Pharmaceutical marketing? Explain objectives and importance of pharmaceutical marketing.
2. Define ‘Advertising’? What are the advantages and disadvantages of advertising in pharmaceutical marketing?
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