Chapter I Marketing
Long Essay:
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- How do you segment pharmaceutical market? Discuss the criteria of market segmentation
- Define marketing. Explain its nature and scope of pharmaceutical marketing
- What is market segmentation? Explain the different ways of segmenting the pharmaceutical market with examples
- Define marketing? Describe the various functions and scope of marketing
- Write an overview of Indian pharmaceutical market
- Briefly explain the quantitative and qualitative aspects of Indian pharmaceutical market.
- Define market research. Explain in detail the steps involved in a market research process.
- Explain motivation and factors influencing physician prescribing habits. Add a note on patient’s choice of physician.
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Short Essays:
- Discuss the steps involved in market research
- Discuss briefly the prescribing habits of a physician
- Explain the nature and scope of pharmaceutical marketing
- Briefly explain the factors that contribute to the patient’s choice of a physician?
- Discuss the steps involved in consumer buying process
- What are the criteria for segmenting the pharmaceutical market? Add a note on size and composition of market
- Explain primary and secondary sources of market research.
- What is target marketing. Explain
- How does socio-psychological characteristics of consumer’s influence market segmentation
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Short Answers:
- Differentiate between ‘needs’ ‘wants’ and ‘demands’
- Write briefly about the patient choice of retail pharmacist
- Mention two advantages of market segmentation
- Difference between market research and marketing research.
- Write any two difference between Pharmaceutical marketing and consumer marketing.
- Differentiate between sales and marketing
- What are the 4 Ps of marketing?
- What is selling concept?
- What is product concept?
- Differentiate between marketing and selling.
- Define marketing.
- Differentiate between market and marketing
- Mention two disadvantages of segmentation
- What is psychographic segmentation?
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Chapter II Organization
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Short Answers:
- Name any two acts governing the marketing of pharmaceutical products
- State the objectives of a company
- Define organization
- Enlist the internal controls in an organization
- List the objectives of a organisation
- What is informal organization
- What is formal organization
- What are the objectives of DMR(OA) Act
- What are the roles of internal control
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Chapter III The pharmaceutical products
Long Essay:
- Discuss the steps involved in new product development
- What do you mean by PLC? Explain in details the life cycle of a pharmaceutical product
- Define product. Explain various product levels with examples. Define brand. Explain the various types of brand
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Short Essays:
- Define product and classify them
- Define product planning. Explain its importance
- Discuss about stages of PLC
- List and explain the different levels of product with examples
- Define marketing mix. What are its important elements.
- Define branding and classify them
- Explain in brief the different stages of NPD
- Explain strategies used during introductory stage of PLC
- What is product planning? Explain the steps involved in product planning
- Explain in details product differentiation
- Explain with examples how the life cycle of a product can be extended
- Define market? Explain the various dimensions of the pharmaceutical product?
- Define Brand. What are characteristics of ideal brand name?
- Differentiate between me-too and augmented products giving suitable examples
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Short Answers:
- What are the advantages of branding
- Define brand
- What is test marketing
- Write about the elements of marketing mix
- Write about the importance of medical exhibition in pharmaceutical marketing
- What are me too products
- What are augmented products
- What is meant by product modification
- What are OTC products? Give examples
- What is brand equity
- What is importance of medical exhibition in pharmaceutical marketing
- List any four reasons for failure of a new product in market
- What are generic products
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Chapter IV Competitive practices in the pharmaceutical Industries
Short Essays:
- What are the factors that should be considered in the product pricing of pharmaceutical product
- Discuss the basis of pricing
- Describe the different strategies of pricing
- Discuss the role of retailers in distribution of pharmaceutical products
- Discuss the methods of non-price competition
- Explain cost based and competition based pricing
- List the basis of pricing. Explain any two
- Explain how companies compete through R&D and product quality?
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Short Answers:
- Mention two services of wholesaler to the manufacturer
- Explain the functions of a retailer
- What are the disadvantages of wholesalers
- What are the significance of retailers in distribution of drugs
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Chapter V Promotions
Long Essay:
- Explain in details the duties, selection, and training of PSR in pharmaceutical marketing
- Define promotion. Write s detail note on different element of promotional mix
- What is detailing. Explain in detail selection, training and duties of a detail man
- Discuss in details the stages involved in selling process
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Short Essays:
- Define communication and explain the process of communication
- Write a note on selection and duties of a PSR
- What are the different ways of promotions of pharmaceutical product
- Write a note of training and compensation of PSR
- Write a note on advertising and publicity as elements of promotion
- Explain the factors that are considered in selection of PSR
- Mention the advantages and disadvantages of a wholesaler in distribution of pharmaceutical product
- Write a note on any two non personal methods of promoting pharmaceutical products
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Short Answers:
- What are the importance of public relations in pharmaceutical market
- What are the future prospects of a PSR
- What is the importance of public relations in pharmaceutical marketing
- What are the barriers to communication process
- What are online promotional techniques for OTC products
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Chapter VI Distribution
Short Essays:
- What do you mean by channels of distribution
- Write the role of wholesaler in distribution of pharmaceutical products
- Write role of hospital pharmacy as a retail outlet
- What are the functions of a wholesaler in pharmaceutical distribution channels
- Differentiate wholesalers and retailers
- What are the importance of hospital pharmacy as retail outlet
- Differentiate between wholesaler and retailer in the pharmaceutical product
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Short Answers:
- Classify retailers
- What are the advantages of chain pharmacy
- List the different members in the pharmaceutical distribution channels
- What is significance of retailer in distribution of pharmaceutical products
- Classify retailers. Add a note on hospital pharmacy as a retail outlet
- How is C & F agents different from wholesaler
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Chapter VII Management
Long Essay:
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- Explain the secondary functions of management
- Describe the primary functions of management
- List and explain Henry Fayol’s principals of management
- Explain the concepts of management. Write a note on organising and staffing
- What is decision making? Explain the steps involved in decision making
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Short Essays:
- Define planning. Explain the steps involved in planning
- What is staffing. Explain its importance
- What are the qualities of a good leader
- Write a note on motivation. Discuss briefly prescribing habit of a physician
- List out the primary functions of management and explain any two
- Explain motivation. Add a note on prescribing habits of physician
- What are the different levels of management and write their functions
- Explain in brief F. W. Taylor’s principles of management?
- Explain the various types of leadership styles?
- Enumerate the functions of various levels of management
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Short Answers:
- Define authority
- Define MBO concept of management
- List primary functions of management
- List out the levels of management
- What are the importance of management
- Explain the product concept
- What is scalar chain
- What is autocratic style of leadership
- Define innovation
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Chapter VIII Current health scenario in India
Short Answers:
- Name the vital statistics of health
- Write a short note about current scenario of Indian pharmaceutical markets
- What is the role of pharmacists in Indian health scenario
- List health indicators
- What is medical tourism
- Write notes on health insurance in India?
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Chapter IX Importance of entrepreneurship
Short Answers:
- Name the different types of entrepreneur
- Enlist the types of entrepreneurs
- Mention the qualities of a successful entrepreneur
- What is the role of entrepreneur in economic development of a country
- Enlist the characteristics of entrepreneur
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Chapter X Quality Management
Short Answers:
- What is critical path method
- List out the phases of Kaizen’s activity
- Define TQM
- List out the types of control
- What is kaizen
- What is PDCA cycle in TQM
- Define median and mode
- What are the benefits of TQM
- Name two basic concepts of TQM
- Define kaizen? Enlist the benefits of Kaizen
- Define accuracy and precision
- What is DMAIC roadmap of Six Sigma
- What is coefficient variation
- Define standard deviation
- How Six sigma is differentiated from Kaizen activities
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