PIM 6020 - Managing the Pharmaceutical Sales Operation

(3 units)

This course covers the concepts and applies the theories associated with managing a sales force. Specifically, the course is designed to help students learn sales management concepts and how to use them to solve business problems in the pharmaceutical industry. To function effectively as managers, students must know how salespeople perform their jobs. With this in mind, we will 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 e-commerce topics will also be discussed to aspiring managers understand how perfect marketing mixes strategy formed around data driven research from multiple internal and external stakeholders.