Examination Paper: Pharmaceutical Management
IIBM Institute of Business Management 8
IIBM Institute of Business Management
Examination Paper MM.100
Indian Pharmaceutical Industry
1. Adding related products to a brand that is well established is called:
a. Extending the brand to another form of the same product
b. Product line extension
c. Line extension
d. Brand extension
2. It is the concept of introducing products with new brand names in the same category.
a. Brand proliferation
b. Brand name
c. Reaching out to a new category
d. None of the above
...
7. DPCO stands for ______________________.
8. IDMA stands for ______________________.
9. NPPA stands for _______________________.
10. FMCG stands for _______________________.
Part Two:
1. What are the functions of the National Pharmaceutical Pricing Authority?
2. Write down the advantages which are offered by India in CRAMS & Clinical Trials Domain.
3. State the guidelines for implementation of Target-Maintenance-Exposure Product Model.
4. Write a sort note on Radio-Frequency Identification (RFID).
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.
..
The following are some of the CRM/SFA systems available in the market for the pharmaceutical industry.
•?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.
Examination Paper: Pharmaceutical Management
IIBM Institute of Business Management 11
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 , .. 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. Explain the concept of “The Product Patent Regime”.
2. What is Gray Market? Explain the drivers which are behind the formation of Gray Market.
IIBM Institute of Business Management 8
IIBM Institute of Business Management
Examination Paper MM.100
Indian Pharmaceutical Industry
1. Adding related products to a brand that is well established is called:
a. Extending the brand to another form of the same product
b. Product line extension
c. Line extension
d. Brand extension
2. It is the concept of introducing products with new brand names in the same category.
a. Brand proliferation
b. Brand name
c. Reaching out to a new category
d. None of the above
...
7. DPCO stands for ______________________.
8. IDMA stands for ______________________.
9. NPPA stands for _______________________.
10. FMCG stands for _______________________.
Part Two:
1. What are the functions of the National Pharmaceutical Pricing Authority?
2. Write down the advantages which are offered by India in CRAMS & Clinical Trials Domain.
3. State the guidelines for implementation of Target-Maintenance-Exposure Product Model.
4. Write a sort note on Radio-Frequency Identification (RFID).
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.
..
The following are some of the CRM/SFA systems available in the market for the pharmaceutical industry.
•?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.
Examination Paper: Pharmaceutical Management
IIBM Institute of Business Management 11
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 , .. 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. Explain the concept of “The Product Patent Regime”.
2. What is Gray Market? Explain the drivers which are behind the formation of Gray Market.
No comments:
Post a Comment