PIM 6020 - Managing the Pharmaceutical Sales Operation

(3 units)

This course is designed to help students learn sales management concepts and how to use them to solve business problems in the pharmaceutical industry. Topics cover personal selling, account relationships, territory management, and sales ethics with special emphasis on current issues of managing strategic account relationships, team development, and diversity in the work force, sales force automation. Pharmaceutical marketing, pricing, and ecommerce topics are also discussed to enhance aspiring managers’ understanding of marketing strategy formation.