Management of pharmaceutical sales representatives： A literature review

作     者：Swapnil Undale Milind Pande Swapnil Undale;Milind Pande

作者机构：MIT School of Management Savitribai Phule Pune University Pune India 411038 MIT Group of Institutions Pune India 411038 

出 版 物：《Journal of Chinese Pharmaceutical Sciences》 (中国药学（英文版）)

年 卷 期：2016年第25卷第1期

页      面：73-78页

核心收录：

学科分类：0202[经济学-应用经济学] 02[经济学] 020205[经济学-产业经济学] 

主　　题：Job satisfaction Medical representatives Pharmaceutical marketing Pharmaceutical sales representatives Sales management Turnover intention 

摘      要：This paper reports literature review in the field of pharmaceutical marketing emphasizing problems faced by medical representatives. India after globalization and being the second highest populated country has emerged as major pharmaceutical market in the world. Pharmaceutical marketing in India is highly relied on personal relationship between medical representatives and doctors. In the last decade, many foreign companies have entered in Indian market. This has posed highly competitive and challenging work environment for medical representatives. Therefore, it is indispensable to study the challenges faced by medical representatives in this dynamic environment.