The Sales View poll concluded with valuable information on several key aspects of the Indian Pharmaceutical field force, especially in the strategies employed by medical sales reps to obtain marketing intelligence. With sales force considered to be a strong pillar of the pharmaceutical industry, gaining pointers on their day-to-day operations, and challenges faced, is indeed an asset in improving the pharma industry. Such weekly and monthly data analysis by IQVIA and leading pharma KOLs will help you understand market dynamics better. Do participate in our polls and keep up with the latest opinions and trends on IQVIA Sales View. 

1. Copyright*©*2019*IQVIA.*All*rights*reserved.*IQVIA® is*a*registered*trademark*of*IQVIA*Inc.*in*the*United*States*and*various*other*countries.
IQVIA%Sales%View%Poll%Analysis%

2. 1
Source: Medicinman.net
IQVIA%Sales%View%recently%conducted%a%series%of%related%polls%among%its%registered%users%to%better%understand%retail%pharmacists.%Each%of%the%polls%had%80?120%
respondents.

3. 2
• The%series%started%with%a%poll%to%get%an%insight%into%the%periodicity%of%sales%call%to%retail%pharmacies%by%medical%
representatives.#Of#the#120#respondents,#a#majority#(64%)#prioritized#calls#to#retail#pharmacies#in#their#daily#work#
schedules.#However,#the#rest#of#the#participants#did#not#make#daily#calls,#with#a#significant#21%#of#the#respondents#
choosing#to#take#it#up#onceFaFweek.
• The%frequency%of%meeting%with%the%wholesaler/%distributor%has%increased%significantly%to%a%weekly%occurrence,#with#
56%#of#the#total#100#respondents#backing#the#idea.#Contrary#to#the#traditional#monthly#visits,#which#is#still#observed#by#
around#15%#of#the#sales#professionals,#22%#of#the#respondents#preferred#a#fortnightly#visit,#and#a#minority#(7%)#opted#for#
a#daily#visit.
• Retail%Chemist%Prescription%Audit%(RCPA)%is%an%effective%tool%in%pharmaceutical%product%and%sales%management,#
employed#by#sales#reps#to#evaluate#the#market#dynamics,#and#utilize#prescription#preferences#to#efficiently#plan#their#
promotional#campaigns#targeted#at#different#markets.#From#the#total#108#participants,#a#whopping#majority#of#85%#of#the#
respondents#still#made#best#use#of#the#RCPA#details#provided#by#retail#pharmacists.
Source: Medicinman.net

4. 3
• The%Indian%Pharmaceutical%Industry%is%increasing%in%magnitude%with%the%rise%of%multitudinous%hospitals%and%e9pharmacies.%
RCPA&inputs&play&a&prominent&role&in&implementing&better&strategies&to&improve&therapy&management&and&gain&
prescription&preferences.%About%39%%of%the%76%total%respondents%voted%that%over%50%%of%the%retail%pharmacies%were%
useful%in%providing%RCPA%information.%Around%28%%of%the%reps%informed%that%less%than%half%of%the%pharmacies%were%of%
assistance,%while%21%%opined%that%they%could%gather%market%intelligence%only%from%10925%%of%the%pharmacies.
• One&of&the&polls&in&this&series&posed&the&question&of&what&an&ideal&time&slot&would&be&to&visit&the&retail&
pharmacist.&According%to%the%majority%76%%of%the%80%total%correspondents,%the%afternoon%window%of%295pm%was%the%ideal%
time%to%approach%pharmacies%for%RCPA%stats.%A%minor%fraction%of%8%%and%5%%of%the%group%preferred%to%make%pharmacy%
visits%during%odd%hours%before%11am%and%between%1192pm,%respectively.%Interestingly,%11%%of%the%reps%chose%evening%
hours%to%visit%the%pharmacies,%just%as%the%rush%hour%kicks%in%9 provided,%a%healthy%rapport%had%been%established%with%the%
pharmacists,%who%in%turn%regarded%the%rep%as%a%valued%business%partner.
Source: Medicinman.net

5. 4
• With&regards&to&the&number&of&retail&pharmacies&visited&per&month,#38%#of#the#66#poll#participants#visited#509100#
pharmacies#every#month,#whereas,#29%#of#the#reps#quoted#1009150#pharmacies,#while#18%#approached#1509200#
pharmacies#per#month.#A#minority#of#15%#limited#this#number#to#50#pharmacies#in#a#month. Given#the#increasing#number#
of#retail#pharmacies#and#their#selling#power,#Indian#Pharma#needs#to#look#at#new#ways#of:
1. Developing#more#reliable#sources#of#RCPA.
2. Introducing#digital#channels#to#service#the#retail#pharmacy#network.#
• One&of&the&surveys&polled&the&sources&of&market&intelligence&for&pharma&professionals.#While#there#were#several#
sources#of#obtaining#RCPA#details, the#go9to#source#for#71%#of#the#total#82#respondents#was#the#distributor’s#sales#team.#
Resident#doctors#were#another#reliable#source,#with#15%#of#the#pharma#representatives#choosing#to#meet#up#with#the#
doctor#to#determine#facts#on#preferred#prescriptions,#brands#and#companies.#Nurses#and#Paramedics#were#next#in#line,#
with#7%#supporting#each#of#the#sources.
Source: Medicinman.net

6. 5
• The%Sales%View%poll%concluded%with%valuable%information%on%several%key%aspects%of%the%Indian%Pharmaceutical%field%force,%
especially%in%the%strategies%employed%by%medical%sales%reps%to%obtain%marketing%intelligence.%With%sales%force%considered%
to%be%a%strong%pillar%of%the%pharmaceutical%industry,%gaining%pointers%on%their%dayAtoAday%operations,%and%challenges%faced,%
is%indeed%an%asset%in%improving%the%pharma%industry.
Such%weekly%and%monthly%data%analysis%by%IQVIA%and%leading%pharma%KOLs%will%help%you%understand%market%
dynamics%better.%Do%participate%in%our%polls%and%keep%up%with%the%latest%opinions%and%trends%on%IQVIA%Sales%View.
Source: Medicinman.net