This document provides templates and forms to help manage pharmaceutical marketing and sales, including:
1. Country profiles, business plans, budgets, and SWOT analyses to plan marketing and sales activities.
2. Roadmaps and action plans for marketing and sales teams to target doctors and pharmacies.
3. Daily, monthly, and follow up reports to monitor work implementation and key accounts.
The templates are intended to help companies professionally manage the marketing and sales process in a summarized and practical way.
Report on ''prospect of digital marketing for pharmaceutical companies of ban...Zubayar Rahman
The pharmaceutical companies apply digital marketing for better product and brand development and for patient’s satisfaction. Now a day, many pharmaceutical companies are rapidly coming to digital technology. For that reason, people can aware of their product’s easily and it helps to improve public health. Through digital marketing, the export of product is also increasing in many countries. It also helps to earn remittance. So the future of digital marketing in pharmaceutical companies are bright.
Market EnvironmentUsing what you have learned from your reading th.docxdrennanmicah
Market Environment
Using what you have learned from your reading this week, research REI and develop a profile of its marketing environment. Use the REI Marketing Environment Worksheet to develop your analysis. Submit your worksheet to the assignment area.
--------------------------------------------------------------------------------------------
How To Write a Marketing Plan
The Marketing Plan is a highly detailed, heavily researched and, hopefully, well written report that many inside and possibly outside the organization will evaluate. In many respects, the Marketing Plan is the most important document produced by marketers as it not only helps to justify what has occurred in the past, but is critical for explaining where a company intends to go in the future.
Th Marketing Plan is widely used by both large large corporate marketing departments and also by small startup companies. It is particularly important for marketers who seek funding for new projects or to expand existing products or services.
Essentially the Marketing Plan:
forces the marketing personnel to look internally in order to fully understand the results of past marketing decisions.
forces the marketing personnel to look externally in order to fully understand the market in which they operate.
sets future goals and provides direction for future marketing efforts that everyone within the organization should understand and support.
is a key component in obtaining funding to pursue new initiatives.
The Marketing Plan is generally undertaken for one of the following reasons:
Needed as part of the yearly planning process within the marketing functional area.
Needed for a specialized strategy to introduce something new, such as new product planning, entering new markets, or trying a new strategy to fix an existing problem.
Is a component within an overall business plan, such as a new business proposal to the financial community.
There are many ways to develop and format a marketing plan. The approach taken here is to present a 6-Part plan that includes:
Purpose and Mission
Situational Analysis
Marketing Strategy and Objectives
Tactical Programs
Budgets, Performance Analysis and Implementation
Additional Consideration
This plan is aimed at individual products and product lines, however, it can be adapted fairly easily for use in planning one or more strategic business units (SBU). The page length suggested for each section represents a single-spaced typed format for a plan focused on a single product. Obviously for multi-product plans lengths will be somewhat longer.
It is assumed that anyone developing a Marketing Plan possesses a working understanding of marketing principles. If you do not, it is suggested you spend considerable time learning about basic marketing through the previous sections of the
Principles of Marketing Tutorials
.
Part 1
Part 1 of the plan is designed to provide the reader with the necessary information to fully understand the purpose of the marketing p.
Marketing Plan Grading RubricWritten Plan 120 total pointsF.docxinfantsuk
Marketing Plan Grading Rubric
Written Plan: 120 total points
Four sections at 25 pts/section; plus up to 20 points for overall presentation (see reverse)
Exemplary
(22-25 points)
Proficient
(17-21 points)
Incomplete
(0-16 points)
Part 1: Cover/table of contents, company description
Scores:
Cover page and table of contents enhance prescribed format with creative design; Company described clearly and accurately, covering all required information listed in syllabus plus additional insights.
Cover page and table of contents follow prescribed format; Company described clearly and accurately, covering all required information listed in syllabus.
Incomplete cover page and/or table of contents; company description inaccurate or missing details prescribed in syllabus.
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 2: Situation assessment
Scores:
Plan justified by facts; plan includes complete and accurate SWOT analysis and additional environmental information that supports strategy.
Plan justified by facts; plan includes complete and accurate SWOT analysis.
Plan not well supported by research or facts; missing 1 or more required format elements.
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 3: Marketing objectives, goals, tactics
Scores:
Plan is based on clearly articulated B2B and B2C objectives; fitting tactical plan to deliver strategy; additional tactics or creative tactics that demonstrate course learning.
Plan is based on clearly articulated B2B and B2C objectives; fitting tactical plan with at least 18 tactics designed to deliver strategy.
Missing or inappropriate plan objectives; missing required minimum number of tactics; tactics are not well founded or poorly envisioned
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 4: Budget, performance controls
Scores:
Comprehensive plan budget, performance projection and control metrics to monitor/measure performance of plan and each tactic
Plan includes budget and control metrics to monitor/ measure performance of plan
Plan fails to project performance and/or does not provide control metrics
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Up to 20 pts. for overall presentation
Exemplary
(18-20 points)
Proficient
(14-17 points)
Incomplete
(0-16 points)
Team:
Points
All Plan Points
Marketing Plan enhances prescribed format with creative design; plan strategy is clearly articulated and reasonable; Executive Summary persuasively summarizes plan
Marketing Plan follows prescribed format; Executive Summary accurately previews critical elements of plan and includes marketing strategy.
Marketing Plan does not follow prescribed format, and/or Executive Summary does not accurately preview critical elements of plan or doesn’t include statement of strategy.
Black
Blue
Green
Orange
Purple
Red
SWOT Analysis For Alround
...
Report on ''prospect of digital marketing for pharmaceutical companies of ban...Zubayar Rahman
The pharmaceutical companies apply digital marketing for better product and brand development and for patient’s satisfaction. Now a day, many pharmaceutical companies are rapidly coming to digital technology. For that reason, people can aware of their product’s easily and it helps to improve public health. Through digital marketing, the export of product is also increasing in many countries. It also helps to earn remittance. So the future of digital marketing in pharmaceutical companies are bright.
Market EnvironmentUsing what you have learned from your reading th.docxdrennanmicah
Market Environment
Using what you have learned from your reading this week, research REI and develop a profile of its marketing environment. Use the REI Marketing Environment Worksheet to develop your analysis. Submit your worksheet to the assignment area.
--------------------------------------------------------------------------------------------
How To Write a Marketing Plan
The Marketing Plan is a highly detailed, heavily researched and, hopefully, well written report that many inside and possibly outside the organization will evaluate. In many respects, the Marketing Plan is the most important document produced by marketers as it not only helps to justify what has occurred in the past, but is critical for explaining where a company intends to go in the future.
Th Marketing Plan is widely used by both large large corporate marketing departments and also by small startup companies. It is particularly important for marketers who seek funding for new projects or to expand existing products or services.
Essentially the Marketing Plan:
forces the marketing personnel to look internally in order to fully understand the results of past marketing decisions.
forces the marketing personnel to look externally in order to fully understand the market in which they operate.
sets future goals and provides direction for future marketing efforts that everyone within the organization should understand and support.
is a key component in obtaining funding to pursue new initiatives.
The Marketing Plan is generally undertaken for one of the following reasons:
Needed as part of the yearly planning process within the marketing functional area.
Needed for a specialized strategy to introduce something new, such as new product planning, entering new markets, or trying a new strategy to fix an existing problem.
Is a component within an overall business plan, such as a new business proposal to the financial community.
There are many ways to develop and format a marketing plan. The approach taken here is to present a 6-Part plan that includes:
Purpose and Mission
Situational Analysis
Marketing Strategy and Objectives
Tactical Programs
Budgets, Performance Analysis and Implementation
Additional Consideration
This plan is aimed at individual products and product lines, however, it can be adapted fairly easily for use in planning one or more strategic business units (SBU). The page length suggested for each section represents a single-spaced typed format for a plan focused on a single product. Obviously for multi-product plans lengths will be somewhat longer.
It is assumed that anyone developing a Marketing Plan possesses a working understanding of marketing principles. If you do not, it is suggested you spend considerable time learning about basic marketing through the previous sections of the
Principles of Marketing Tutorials
.
Part 1
Part 1 of the plan is designed to provide the reader with the necessary information to fully understand the purpose of the marketing p.
Marketing Plan Grading RubricWritten Plan 120 total pointsF.docxinfantsuk
Marketing Plan Grading Rubric
Written Plan: 120 total points
Four sections at 25 pts/section; plus up to 20 points for overall presentation (see reverse)
Exemplary
(22-25 points)
Proficient
(17-21 points)
Incomplete
(0-16 points)
Part 1: Cover/table of contents, company description
Scores:
Cover page and table of contents enhance prescribed format with creative design; Company described clearly and accurately, covering all required information listed in syllabus plus additional insights.
Cover page and table of contents follow prescribed format; Company described clearly and accurately, covering all required information listed in syllabus.
Incomplete cover page and/or table of contents; company description inaccurate or missing details prescribed in syllabus.
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 2: Situation assessment
Scores:
Plan justified by facts; plan includes complete and accurate SWOT analysis and additional environmental information that supports strategy.
Plan justified by facts; plan includes complete and accurate SWOT analysis.
Plan not well supported by research or facts; missing 1 or more required format elements.
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 3: Marketing objectives, goals, tactics
Scores:
Plan is based on clearly articulated B2B and B2C objectives; fitting tactical plan to deliver strategy; additional tactics or creative tactics that demonstrate course learning.
Plan is based on clearly articulated B2B and B2C objectives; fitting tactical plan with at least 18 tactics designed to deliver strategy.
Missing or inappropriate plan objectives; missing required minimum number of tactics; tactics are not well founded or poorly envisioned
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Part 4: Budget, performance controls
Scores:
Comprehensive plan budget, performance projection and control metrics to monitor/measure performance of plan and each tactic
Plan includes budget and control metrics to monitor/ measure performance of plan
Plan fails to project performance and/or does not provide control metrics
Team:
Plan Points:
Black
Blue
Green
Orange
Purple
Red
Up to 20 pts. for overall presentation
Exemplary
(18-20 points)
Proficient
(14-17 points)
Incomplete
(0-16 points)
Team:
Points
All Plan Points
Marketing Plan enhances prescribed format with creative design; plan strategy is clearly articulated and reasonable; Executive Summary persuasively summarizes plan
Marketing Plan follows prescribed format; Executive Summary accurately previews critical elements of plan and includes marketing strategy.
Marketing Plan does not follow prescribed format, and/or Executive Summary does not accurately preview critical elements of plan or doesn’t include statement of strategy.
Black
Blue
Green
Orange
Purple
Red
SWOT Analysis For Alround
...
Marketing psychology is the practice of aligning your content, communication, and strategies with the many predictable, often subconscious, human behavioral patterns that have been identified through experimentation and research.
Fourth seminar for my Managing Marketing Processes course in the MGM program at the Stockholm School of Economics, http://www.hhs.se/EDUCATION/MSC/MSCGM/Pages/default.aspx
This is a short overview of the entire business plan
Provides a busy reader with everything that needs to be known about the new venture’s distinctive nature.
Shouldn’t exceed two single-spaced pages.
.The Outline is due Sunday Night…..Submit an outline of yo.docxmercysuttle
.
Solve each equation.
1) -7(3n - 7) = -8(2n - 6) + 6
2) -2n +
5 n = -
3
5
18
Solve each inequality, write its solution set in interval notation, and graph the solution set on a number line.
3) 3(1 + 5m) > -(5 - 7m) - 8
4) -
1 x -
3
3 > - 65
2 24
Solve each compound inequality, write its solution set in interval notation, and graph the solution set on a number line.
5) -17 £ 4m + 7 £ -9 6) -3 < - 5 x £ 7
6 6
Write the standard form of the equation of the line described.
7) through: (-3, 2), perpendicular to y = 6 x + 4
5
Rewrite the equation in slope-intercept form and then use the slope and y-intercept to sketch a graph of the line with the given equation.
8) 5x - 2 y = -6
Worksheet by Kuta Software LLC
Show all work as you solve the linear modeling problem below.
9) There were 6205 CVS stores in the US in 2006 and 7380 CVS stores in the US in 2011. Write a linear equation in slope-intercept form that models this growth. Let x stand for the number of years after 2006 and let y = the number of CVS stores in the US.
Simplify. Your answer should contain only positive exponents.
10) 3x4 × 4 y3 × 3 y4
11) -
4 x 4 y 0 × 2 x 3 y -4
3x-1 y3
12) (3x2 y-1)3 13) (-2b4)2 × -2a-3b5
Perform the indicated operation and simplify.
14) (2x2 - 5x3 - 7x) - (x2 + 4x3 - 3x)
Multiply as indicated and simplify.
15) (3x - 7)(3x2 - 5x - 4)
Solve the equation by factoring.
16) 4v2 + 35 = 33v
Solve the equation by completing the square.
17) k2 + 4k - 62 = -6
Kuta Software LLC
Solve the equation by use of the quadratic formula.
18) 5m2 - 2m = 9
State the excluded values for the following expression. Then simplify the expression.
(
2
)19) x - 12 x + 35
x2 - 3x - 28
Solve the equation and show the check of the potential answer(s). If any answers are excluded values, state this on your answer sheet.
20) 1 = 6 - 1
b - 2
b2 - 8b + 12
Simplify the radical expressions.
21) 150x4 y2 z3 22) ( 3 + 2 2 )(2 3 - 3 2 )
Solve the equation and show the check of the potential answer(s). If any answers are extraneous solutions, state this on your answer sheet.
23) n = 3 + 25 - 6n
Show all work as you solve the following problems and write complete answers, including appropriate units.
24) A diesel train left Seoul and traveled toward the outer-most station at an average speed of 30 km/h. A freight train left four hours later and traveled in the same direction but with an average speed of 40 km/h. Find the number of hours the diesel train traveled before the freight train caught up.
25) Rebecca put $39,000 in an education account ...
Marketing psychology is the practice of aligning your content, communication, and strategies with the many predictable, often subconscious, human behavioral patterns that have been identified through experimentation and research.
Fourth seminar for my Managing Marketing Processes course in the MGM program at the Stockholm School of Economics, http://www.hhs.se/EDUCATION/MSC/MSCGM/Pages/default.aspx
This is a short overview of the entire business plan
Provides a busy reader with everything that needs to be known about the new venture’s distinctive nature.
Shouldn’t exceed two single-spaced pages.
.The Outline is due Sunday Night…..Submit an outline of yo.docxmercysuttle
.
Solve each equation.
1) -7(3n - 7) = -8(2n - 6) + 6
2) -2n +
5 n = -
3
5
18
Solve each inequality, write its solution set in interval notation, and graph the solution set on a number line.
3) 3(1 + 5m) > -(5 - 7m) - 8
4) -
1 x -
3
3 > - 65
2 24
Solve each compound inequality, write its solution set in interval notation, and graph the solution set on a number line.
5) -17 £ 4m + 7 £ -9 6) -3 < - 5 x £ 7
6 6
Write the standard form of the equation of the line described.
7) through: (-3, 2), perpendicular to y = 6 x + 4
5
Rewrite the equation in slope-intercept form and then use the slope and y-intercept to sketch a graph of the line with the given equation.
8) 5x - 2 y = -6
Worksheet by Kuta Software LLC
Show all work as you solve the linear modeling problem below.
9) There were 6205 CVS stores in the US in 2006 and 7380 CVS stores in the US in 2011. Write a linear equation in slope-intercept form that models this growth. Let x stand for the number of years after 2006 and let y = the number of CVS stores in the US.
Simplify. Your answer should contain only positive exponents.
10) 3x4 × 4 y3 × 3 y4
11) -
4 x 4 y 0 × 2 x 3 y -4
3x-1 y3
12) (3x2 y-1)3 13) (-2b4)2 × -2a-3b5
Perform the indicated operation and simplify.
14) (2x2 - 5x3 - 7x) - (x2 + 4x3 - 3x)
Multiply as indicated and simplify.
15) (3x - 7)(3x2 - 5x - 4)
Solve the equation by factoring.
16) 4v2 + 35 = 33v
Solve the equation by completing the square.
17) k2 + 4k - 62 = -6
Kuta Software LLC
Solve the equation by use of the quadratic formula.
18) 5m2 - 2m = 9
State the excluded values for the following expression. Then simplify the expression.
(
2
)19) x - 12 x + 35
x2 - 3x - 28
Solve the equation and show the check of the potential answer(s). If any answers are excluded values, state this on your answer sheet.
20) 1 = 6 - 1
b - 2
b2 - 8b + 12
Simplify the radical expressions.
21) 150x4 y2 z3 22) ( 3 + 2 2 )(2 3 - 3 2 )
Solve the equation and show the check of the potential answer(s). If any answers are extraneous solutions, state this on your answer sheet.
23) n = 3 + 25 - 6n
Show all work as you solve the following problems and write complete answers, including appropriate units.
24) A diesel train left Seoul and traveled toward the outer-most station at an average speed of 30 km/h. A freight train left four hours later and traveled in the same direction but with an average speed of 40 km/h. Find the number of hours the diesel train traveled before the freight train caught up.
25) Rebecca put $39,000 in an education account ...
Flu Vaccine Alert in Bangalore Karnatakaaddon Scans
As flu season approaches, health officials in Bangalore, Karnataka, are urging residents to get their flu vaccinations. The seasonal flu, while common, can lead to severe health complications, particularly for vulnerable populations such as young children, the elderly, and those with underlying health conditions.
Dr. Vidisha Kumari, a leading epidemiologist in Bangalore, emphasizes the importance of getting vaccinated. "The flu vaccine is our best defense against the influenza virus. It not only protects individuals but also helps prevent the spread of the virus in our communities," he says.
This year, the flu season is expected to coincide with a potential increase in other respiratory illnesses. The Karnataka Health Department has launched an awareness campaign highlighting the significance of flu vaccinations. They have set up multiple vaccination centers across Bangalore, making it convenient for residents to receive their shots.
To encourage widespread vaccination, the government is also collaborating with local schools, workplaces, and community centers to facilitate vaccination drives. Special attention is being given to ensuring that the vaccine is accessible to all, including marginalized communities who may have limited access to healthcare.
Residents are reminded that the flu vaccine is safe and effective. Common side effects are mild and may include soreness at the injection site, mild fever, or muscle aches. These side effects are generally short-lived and far less severe than the flu itself.
Healthcare providers are also stressing the importance of continuing COVID-19 precautions. Wearing masks, practicing good hand hygiene, and maintaining social distancing are still crucial, especially in crowded places.
Protect yourself and your loved ones by getting vaccinated. Together, we can help keep Bangalore healthy and safe this flu season. For more information on vaccination centers and schedules, residents can visit the Karnataka Health Department’s official website or follow their social media pages.
Stay informed, stay safe, and get your flu shot today!
These simplified slides by Dr. Sidra Arshad present an overview of the non-respiratory functions of the respiratory tract.
Learning objectives:
1. Enlist the non-respiratory functions of the respiratory tract
2. Briefly explain how these functions are carried out
3. Discuss the significance of dead space
4. Differentiate between minute ventilation and alveolar ventilation
5. Describe the cough and sneeze reflexes
Study Resources:
1. Chapter 39, Guyton and Hall Textbook of Medical Physiology, 14th edition
2. Chapter 34, Ganong’s Review of Medical Physiology, 26th edition
3. Chapter 17, Human Physiology by Lauralee Sherwood, 9th edition
4. Non-respiratory functions of the lungs https://academic.oup.com/bjaed/article/13/3/98/278874
Prix Galien International 2024 Forum ProgramLevi Shapiro
June 20, 2024, Prix Galien International and Jerusalem Ethics Forum in ROME. Detailed agenda including panels:
- ADVANCES IN CARDIOLOGY: A NEW PARADIGM IS COMING
- WOMEN’S HEALTH: FERTILITY PRESERVATION
- WHAT’S NEW IN THE TREATMENT OF INFECTIOUS,
ONCOLOGICAL AND INFLAMMATORY SKIN DISEASES?
- ARTIFICIAL INTELLIGENCE AND ETHICS
- GENE THERAPY
- BEYOND BORDERS: GLOBAL INITIATIVES FOR DEMOCRATIZING LIFE SCIENCE TECHNOLOGIES AND PROMOTING ACCESS TO HEALTHCARE
- ETHICAL CHALLENGES IN LIFE SCIENCES
- Prix Galien International Awards Ceremony
Title: Sense of Taste
Presenter: Dr. Faiza, Assistant Professor of Physiology
Qualifications:
MBBS (Best Graduate, AIMC Lahore)
FCPS Physiology
ICMT, CHPE, DHPE (STMU)
MPH (GC University, Faisalabad)
MBA (Virtual University of Pakistan)
Learning Objectives:
Describe the structure and function of taste buds.
Describe the relationship between the taste threshold and taste index of common substances.
Explain the chemical basis and signal transduction of taste perception for each type of primary taste sensation.
Recognize different abnormalities of taste perception and their causes.
Key Topics:
Significance of Taste Sensation:
Differentiation between pleasant and harmful food
Influence on behavior
Selection of food based on metabolic needs
Receptors of Taste:
Taste buds on the tongue
Influence of sense of smell, texture of food, and pain stimulation (e.g., by pepper)
Primary and Secondary Taste Sensations:
Primary taste sensations: Sweet, Sour, Salty, Bitter, Umami
Chemical basis and signal transduction mechanisms for each taste
Taste Threshold and Index:
Taste threshold values for Sweet (sucrose), Salty (NaCl), Sour (HCl), and Bitter (Quinine)
Taste index relationship: Inversely proportional to taste threshold
Taste Blindness:
Inability to taste certain substances, particularly thiourea compounds
Example: Phenylthiocarbamide
Structure and Function of Taste Buds:
Composition: Epithelial cells, Sustentacular/Supporting cells, Taste cells, Basal cells
Features: Taste pores, Taste hairs/microvilli, and Taste nerve fibers
Location of Taste Buds:
Found in papillae of the tongue (Fungiform, Circumvallate, Foliate)
Also present on the palate, tonsillar pillars, epiglottis, and proximal esophagus
Mechanism of Taste Stimulation:
Interaction of taste substances with receptors on microvilli
Signal transduction pathways for Umami, Sweet, Bitter, Sour, and Salty tastes
Taste Sensitivity and Adaptation:
Decrease in sensitivity with age
Rapid adaptation of taste sensation
Role of Saliva in Taste:
Dissolution of tastants to reach receptors
Washing away the stimulus
Taste Preferences and Aversions:
Mechanisms behind taste preference and aversion
Influence of receptors and neural pathways
Impact of Sensory Nerve Damage:
Degeneration of taste buds if the sensory nerve fiber is cut
Abnormalities of Taste Detection:
Conditions: Ageusia, Hypogeusia, Dysgeusia (parageusia)
Causes: Nerve damage, neurological disorders, infections, poor oral hygiene, adverse drug effects, deficiencies, aging, tobacco use, altered neurotransmitter levels
Neurotransmitters and Taste Threshold:
Effects of serotonin (5-HT) and norepinephrine (NE) on taste sensitivity
Supertasters:
25% of the population with heightened sensitivity to taste, especially bitterness
Increased number of fungiform papillae
Pulmonary Thromboembolism - etilogy, types, medical- Surgical and nursing man...VarunMahajani
Disruption of blood supply to lung alveoli due to blockage of one or more pulmonary blood vessels is called as Pulmonary thromboembolism. In this presentation we will discuss its causes, types and its management in depth.
Explore natural remedies for syphilis treatment in Singapore. Discover alternative therapies, herbal remedies, and lifestyle changes that may complement conventional treatments. Learn about holistic approaches to managing syphilis symptoms and supporting overall health.
Report Back from SGO 2024: What’s the Latest in Cervical Cancer?bkling
Are you curious about what’s new in cervical cancer research or unsure what the findings mean? Join Dr. Emily Ko, a gynecologic oncologist at Penn Medicine, to learn about the latest updates from the Society of Gynecologic Oncology (SGO) 2024 Annual Meeting on Women’s Cancer. Dr. Ko will discuss what the research presented at the conference means for you and answer your questions about the new developments.
Couples presenting to the infertility clinic- Do they really have infertility...Sujoy Dasgupta
Dr Sujoy Dasgupta presented the study on "Couples presenting to the infertility clinic- Do they really have infertility? – The unexplored stories of non-consummation" in the 13th Congress of the Asia Pacific Initiative on Reproduction (ASPIRE 2024) at Manila on 24 May, 2024.
Anti ulcer drugs and their Advance pharmacology ||
Anti-ulcer drugs are medications used to prevent and treat ulcers in the stomach and upper part of the small intestine (duodenal ulcers). These ulcers are often caused by an imbalance between stomach acid and the mucosal lining, which protects the stomach lining.
||Scope: Overview of various classes of anti-ulcer drugs, their mechanisms of action, indications, side effects, and clinical considerations.
MANAGEMENT OF ATRIOVENTRICULAR CONDUCTION BLOCK.pdfJim Jacob Roy
Cardiac conduction defects can occur due to various causes.
Atrioventricular conduction blocks ( AV blocks ) are classified into 3 types.
This document describes the acute management of AV block.
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Ethanol (CH3CH2OH), or beverage alcohol, is a two-carbon alcohol
that is rapidly distributed in the body and brain. Ethanol alters many
neurochemical systems and has rewarding and addictive properties. It
is the oldest recreational drug and likely contributes to more morbidity,
mortality, and public health costs than all illicit drugs combined. The
5th edition of the Diagnostic and Statistical Manual of Mental Disorders
(DSM-5) integrates alcohol abuse and alcohol dependence into a single
disorder called alcohol use disorder (AUD), with mild, moderate,
and severe subclassifications (American Psychiatric Association, 2013).
In the DSM-5, all types of substance abuse and dependence have been
combined into a single substance use disorder (SUD) on a continuum
from mild to severe. A diagnosis of AUD requires that at least two of
the 11 DSM-5 behaviors be present within a 12-month period (mild
AUD: 2–3 criteria; moderate AUD: 4–5 criteria; severe AUD: 6–11 criteria).
The four main behavioral effects of AUD are impaired control over
drinking, negative social consequences, risky use, and altered physiological
effects (tolerance, withdrawal). This chapter presents an overview
of the prevalence and harmful consequences of AUD in the U.S.,
the systemic nature of the disease, neurocircuitry and stages of AUD,
comorbidities, fetal alcohol spectrum disorders, genetic risk factors, and
pharmacotherapies for AUD.
New Directions in Targeted Therapeutic Approaches for Older Adults With Mantl...i3 Health
i3 Health is pleased to make the speaker slides from this activity available for use as a non-accredited self-study or teaching resource.
This slide deck presented by Dr. Kami Maddocks, Professor-Clinical in the Division of Hematology and
Associate Division Director for Ambulatory Operations
The Ohio State University Comprehensive Cancer Center, will provide insight into new directions in targeted therapeutic approaches for older adults with mantle cell lymphoma.
STATEMENT OF NEED
Mantle cell lymphoma (MCL) is a rare, aggressive B-cell non-Hodgkin lymphoma (NHL) accounting for 5% to 7% of all lymphomas. Its prognosis ranges from indolent disease that does not require treatment for years to very aggressive disease, which is associated with poor survival (Silkenstedt et al, 2021). Typically, MCL is diagnosed at advanced stage and in older patients who cannot tolerate intensive therapy (NCCN, 2022). Although recent advances have slightly increased remission rates, recurrence and relapse remain very common, leading to a median overall survival between 3 and 6 years (LLS, 2021). Though there are several effective options, progress is still needed towards establishing an accepted frontline approach for MCL (Castellino et al, 2022). Treatment selection and management of MCL are complicated by the heterogeneity of prognosis, advanced age and comorbidities of patients, and lack of an established standard approach for treatment, making it vital that clinicians be familiar with the latest research and advances in this area. In this activity chaired by Michael Wang, MD, Professor in the Department of Lymphoma & Myeloma at MD Anderson Cancer Center, expert faculty will discuss prognostic factors informing treatment, the promising results of recent trials in new therapeutic approaches, and the implications of treatment resistance in therapeutic selection for MCL.
Target Audience
Hematology/oncology fellows, attending faculty, and other health care professionals involved in the treatment of patients with mantle cell lymphoma (MCL).
Learning Objectives
1.) Identify clinical and biological prognostic factors that can guide treatment decision making for older adults with MCL
2.) Evaluate emerging data on targeted therapeutic approaches for treatment-naive and relapsed/refractory MCL and their applicability to older adults
3.) Assess mechanisms of resistance to targeted therapies for MCL and their implications for treatment selection
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kena roots Marketing and sales management workbook.pdf
1. A professional summarized guide
Prepared by:
Dr. Hani Malkawi
Kena Roots for topical
therapeutics
One of Kena Roots experience digest
Marketing and sales
management workbook
2. Table of Contents
3. Preface
4. Chapter 1:
Pharmaceutical country profile
5-11. Chapter 2:
Annual business plan
12-17. Chapter 3:
Marketing and sales planning
18-20. Chapter 4:
Work implementation & monitoring
reports and forms
21-27. Chapter 5:
Work and employee evaluation sheets
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Marketing and sales management workbook
3. Preface
Kena Roots accumulated experience over 12 years in all
its markets has had the greatest impact in believing in the
importance of planning, effective implementation and the
ability to evaluate.
Kena Roots believes in the importance of sharing its expertise
with all companies and institutions under the umbrella of
the pharmaceutical sector, and because of this importance in
exchanging experiences and enriching the work place.
Thatis,itshonoredtosharethisshortandsummarizeworkwith
you, which we hope will be of assistance to some companies in
managing the marketing and sales of their brands, especially
those small and medium size companies.
In this workbook, we present to you the forms and templates
that help facilitate the management of the marketing and
sales process in a professional and perfect manner, and in a
summarized and practical way.
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Marketing and sales management workbook
4. Chapter 1 Pharmaceutical
country profile
Date:
Country:
Parameter Description
Demographic data:
- Total population:
- Population annual growth rate (%):
- GDP growth (Annual %):
Public expenditure on pharmaceuticals
(Annual, $):
Private expenditure on pharmaceuticals
(Annual, $):
No. of public hospitals / Area
/ No. of beds:
No. of private hospitals / Area / No. of beds:
No. of private clinics / Area:
Total No. of physicians (Drs):
- Per sector (Gov. or Private):
- Per area:
- Per specialty:
Total No. of Pharmacists:
- Per sector (Gov. or Private):
- Per area:
Total No. of pharmacies
- Per area:
- No. of chain pharmacies:
Total No. of drug stores / Companies
Notes:
We can get the essential information from this well-prepared pharmaceutical country profile, which we have to
use it in our business plan an all of our planning process.
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Marketing and sales management workbook
5. Chapter 2 Annual
business plan
Annual Forecast:
Product Expected Sales (Unit) Expected Average
Bonus (Unit)
Expected Free
Samples
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Marketing and sales management workbook
6. Chapter 2 Annual
business plan
Marketing parameters :
Product Product Category
(Prescription / Otc
Mix)
No. Of
Med.
Reps.
Target Audience
(Drs Speciality)
No. Of Drs Will Be
Covered/Month/
No. Of Visits
Product categorization and No. of Med. Reps who will work on products/ each product:
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Marketing and sales management workbook
7. Chapter 2 Annual
business plan
Marketing activities and tools:
Product Expected
No. Of
Prescription
/Month
Promotional
Materials
Will Be Used
Drs
Appreciation
Tools
Digital
Marketing
Tools
Social Activities
Sponsorning
Tools
Med. Reps
Incentive
Program
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Marketing and sales management workbook
8. Chapter 2 Annual
business plan
Sales parameters :
Product sales activities and tools:
Product PRODUCT
CATEGORY
(PRESCRIPTION
/ OTC MIX)
NO. OF
SALES.
REPS
NO. OF
PHARMACIES
WILL BE
COVERED/
MONTH/NO.
OF VISITS
NO. OF CHAIN
PHARMACIES
/ LOYAL
CUSTOMER
WILL SIGN
CONTRACT
WITH THEM
PROMOTINAL
MATERIALS
WILL BE USED
PHARMACIST
APPRECIATION
TOOLS
SALES REPS.
INCENTIVE
PROGRAM
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Marketing and sales management workbook
9. Chapter 2 Annual
business plan
Marketing and sales budgeting / Annual :
MARKETING AND SALES ACTIVITY / TOOL AMOUNT VALUE ($)
Med Reps. Payroll (Include all other expenses and incentives)
Sales Reps. Payroll (Include all other expenses and incentives)
Printable promotional materials
Physicians and pharmacists appreciation
Loyal customers (Chain pharmacies and OTC pharmacies) contracts,
gifts and discounts
Social activities sponsoring
E-Marketing program expenses
Others
Total ($)
Notes:
The main purpose of business plan building is to detect the annual target for each product, then how can we can
achieve these sales, the what are the expenses we have to pay for this product.
To get the accuret ideas and figures of competitors situation , sales and marketing and sales activities, you have
to use all data about the competitor from IMS or field market survey through competitor analysis sheet.
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Marketing and sales management workbook
11. Chapter 2 Annual
business plan
SWOT Analysis Sheet
Date: / /
Product Name:
Strengths Weakness
Opportunities Threats
Notes:
SWOT analysis can be make for both, the company and the product.
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Marketing and sales management workbook
12. Chapter 3 Marketing &
Sales planning
(Product Name) Marketing & Sales Road Map Plan
Marketing and sales aspects table:
Product Name: Dosage form: Size:
Aspect Target Description and tools
Prescription / OTC Mix ….% / ……% (……. unit sales come
from the prescription)
Med. Reps visits
All of marketing mix activities.
No. of Med. Reps.
Each Med. Rep. covers …… Dr. with ……
visits each month.
Each Dr. supposed to write ……..
prescription each month.
Each prescription must be responsible
for (…….. units sales).
Target audience Each Med. Rep. will cover ……. Drs (……
their specialties).
Reps. training To build an effective product
specialist
Products knowledge training .
Marketing and sales skills .
Marketing & Sales activities
No. of prescriptions Average of (…….) prescription per
month and about …… unit sales per
year (……% of annual target)
Med. Rep. effective visits to ……. Dr.
(…… visit per month).
Dr. appreciation.
Science behind the product Building a product differentiation Submitting scientific studies to Drs.
Revealing the product superiority
over the other competitors.
Differentiate the product through all
channels of digital marketing.
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Marketing and sales management workbook
13. Chapter 3 Marketing &
Sales planning
(Product Name) Marketing & Sales Road Map Plan
Marketing and sales aspects table:
Product Name: Dosage form: Size:
Aspect Target Description and tools
Drs appreciation Building a loyal Drs list Use of all of ethical appreciation tools
(like conference sponsoring, Seminars,
Text books gifting … etc)
Pharmacists appreciation Building a loyal pharmacists list Special bonus or discounts.
Gifts and services.
Loyal customers (big demand)
building
To get ……..% of total product
annual sales (………unit) from ……….
pharmacies (Chain pharmacies and
OTC oriented ones).
Special contracts with pharmacies
(extra bonus or special discounts).
Appreciation and gifts.
Special events.
Promotional materials Printable promotional materials for
Drs and pharmacies
Dr. brochures.
See-through
Display stands and flyers
Social activities sponsoring Support for social events for
patients, marathons … etc.
Lecturing.
Samples distribution.
Gifting.
Digital marketing Effective reach for professional
customers (Drs & Pharmacists) and
patients (End consumers)
Social media – Facebook, Twitter,
Instigram and LinkedIn- (Posts, videos,
…etc).
Google Ads.
Emailing.
Reps. attractive incentive scheme Valuable incentive scheme for both
Med. & Sales Reps.
Calculated in relation to the annual
sales target
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Marketing and sales management workbook
14. Marketing and sales Budgeting / ANNUAL:
No. Description Value (JD) Notes
1
Med. Reps Payroll (include all other
expanses)
For all company`s
products
2
Sales Reps incentives (……% of total (the
product) sales)
Specific for (the product)
3 Printable promotional materials
Specific for (the product)
4
Drs & Pharmacists appreciation and gifts Specific for (the product)
5
Loyal customers (chain pharmacies &
OTC pharmacies) discounts (…..% of total
the product sales)
Specific for (the product)
6 Social activities sponsoring
Specific for (the product)
7 Digital marketing
Specific for (the product)
Total (JD)
Total (JD)-Direct to the product
Chapter 3 Marketing &
Sales planning
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Marketing and sales management workbook
15. Product Name:
Product picture
Product slogan:
Why (Product name) is an ideal brand? (Product name) ….. Invent solutions
Technical and manufacturing differentiation
aspects
Product name
Chapter 3 Product
Differentiation Card
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Marketing and sales management workbook
16. Chapter 3 Med. Rep – Product – Drs calling
list action plan
Date: / /
Product Name:
Med. Rep. Name:
No. Dr. Name Dr. Specialty
and
Classification
Area No. of visits
/ month
No. of prescription
Dr. prescribed
1
2
3
4
5
6
7
8
9
10
11
12
13
14
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Marketing and sales management workbook
17. Chapter 3 Sales Rep – Product – Pharmacy
calling list action plan
Date: / /
Product Name:
Sales Rep. Name:
No. Pharmacy Name Pharmacy
classification
category
Area No. of visits
/ month
Product quantity
units sold
1
2
3
4
5
6
7
8
9
10
11
12
13
14
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Marketing and sales management workbook
18. Med. Rep. Daily Report
Chapter 4 Work implementation and
monitoring reports and forms
Product Name:
Med. Rep. Name:
Region:
No. Dr. Name Specialty Dr.
Classification
Pharmacy
Feedback
Notes
1
2
3
4
5
6
7
8
9
10
11
12
13
14
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Marketing and sales management workbook
20. Chapter 4 Loyal customer (Pharmacy)
follow up report (monthly report)
Supervisor Name:
Date: / /
Loyal customer (Pharmacy) details
Pharmacy Name: Pharmacy Class:
Area: Decision making name, Pharmacy tel.,
Mobile No., Email:
OTC competitors, bonus, services, estimated monthly sales unit and stock
Target product (1) competitor
Target product (1) competitor
Target product (1) competitor
Supervisor call summary
Pharmacy feedback
Notes and suggestions
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Marketing and sales management workbook
21. Med. Rep. Achievement Report ( Month/Quarter)
Chapter 5 Work and employee evaluation
sheets
Date: / /
Parameter
Med. Rep. Name
No. of Dr. calls with
achievement (%)
No. of Loyal
customers
(Pharmacies) calls
with achievement
(%)
No. of chain
pharmacies calls
with achievement
(%)
Total No. of street
pharmacies calls
Total products
samples submitted
(Qty.)
Total No. of
vacations and
leave
Total products
sales value (JD)
Sales (%) achieved
from target
(%) of Loyal
customers
(Pharmacies) sales
from total sales
value
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Marketing and sales management workbook
22. Company Logo Slogan
Representative Job Identity (Professional ID)
Rep. (Med./Sales) Name:
Qr./Year:
Professional job parameter Description and method of evaluation
Job behavior within the organization See below for each parameter
Commitment to working hours Work start and end time.
Presence in the workplace (Field) according to work plans
Compliance with administrative instructions Flexibility and commitment to work instructions in the company.
Mastery of the scientific materials for the
products
Representative must take a professional product knowledge training.
To be evaluated through roll plays.
To be evaluated through double visits with product manager or
supervisor.
Key skills for work See below for each parameter
Skills in handling basic marketing and sales
management documents
Representative must take this kind of training
Representative must be professional with handling these management
documents and to be evaluated from his direct manager.
Marketing and sales skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager
Team work skills Representative must take this kind of training
Can be evaluated through supervisor, managers and his colleagues
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Marketing and sales management workbook
23. Presentation skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager
Influency and persuasion skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager and in his daily work routine
Problem solving skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager and in his daily work routine
Decision making skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager and in his daily work routine
Communication skills Representative must take this kind of training
Can be evaluated through double visits with supervisor or marketing
manager and in his daily work routine
Main work duty achievements See below for each parameter
No. of effective visits to doctors Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager.
No. of effective visits to pharmacist Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager.
No. of effective visits to other medical centers Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager.
No. of prescriptions written by doctors Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
from Sales Reps reports.
Quantities of items sold for each product Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
No. of pharmacies and customers who bought
the items
Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
Percentage of bonus granted to customers for
each product
Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
Percentage of achieving sales target for each
product per regions
Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
Percentage of collection of the products sold
in the region
Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
Percentage of returned goods for products in
the region
Can be evaluated through daily and monthly work reports
To be evaluated from marketing manager or the in charge manager and
sales manager.
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Marketing and sales management workbook
24. Professional tasks See below for each parameter
Follow up and collect information about
customers activities
Should be through special regular report
Follow up and collect information about
competitors activities
Should be through special regular report
Contribute to creating ideas and ways to
improve company`s image and increase its
sales and revenue
See below for each parameter
Idea 1: To be evaluated from company`s managers and other employees.
Idea 2 To be evaluated from company`s managers and other employees.
Idea 3 To be evaluated from company`s managers and other employees.
Idea 4 To be evaluated from company`s managers and other employees.
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Marketing and sales management workbook
26. Problem solving skills
* * * * * * * * * * * * * * * *
Decision making skills
* * * * * * * * * * * * * * * *
Communication skills
* * * * * * * * * * * * * * * *
Main work duty achievements
* * * * * * * * * * * * * * * *
No. of effective visits to doctors
* * * * * * * * * * * * * * * *
No. of effective visits to
pharmacist * * * * * * * * * * * * * * * *
No. of effective visits to other
medical centers * * * * * * * * * * * * * * * *
No. of prescriptions written by
doctors * * * * * * * * * * * * * * * *
Quantities of items sold for each
product * * * * * * * * * * * * * * * *
No. of pharmacies and customers
who bought the items * * * * * * * * * * * * * * * *
Percentage of bonus granted to
customers for each product * * * * * * * * * * * * * * * *
Percentage of free medical
samples disbursed for each
product
* * * * * * * * * * * * * * * *
Percentage of achieving sales
target for each product per regions * * * * * * * * * * * * * * * *
Percentage of collection of the
products sold in the region * * * * * * * * * * * * * * * *
Percentage of returned goods for
products in the region * * * * * * * * * * * * * * * *
Professional tasks
* * * * * * * * * * * * * * * *
Follow up and collect information
about customers activities * * * * * * * * * * * * * * * *
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Marketing and sales management workbook
27. Follow up and collect information
about competitors activities * * * * * * * * * * * * * * * *
Contribute to creating ideas and
ways to improve company`s image
and increase its sales and revenue
* * * * * * * * * * * * * * * *
Idea 1:
* * * * * * * * * * * * * * * *
Idea 2
* * * * * * * * * * * * * * * *
Idea 3
* * * * * * * * * * * * * * * *
Notes:
The manager who will be responsible for the Reps evaluation, must be master all these skills along with high level
marketing and sales management courses.
The score scales is from (1 – 10).
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Marketing and sales management workbook