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UNIT - 4 Pharma marketing management
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Pharmaceutical marketing channels
Introduction to Pharmaceutical marketing channels
Designing channel
Channel members
Selecting the appropriate channel
Conflict in channels
Physical distribution management: Strategic importance & tasks
Professional sales representative (PSR)
Duties of PSR
Purpose of detailing
Selection and training
Supervising
Norms for customer calls
Motivating & Evaluating
Compensation & future prospects of the PSR
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