JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD
JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD B.Pharmacy IV PHARMACEUTICAL MARKETING Previous Question Paper (June/July - 2024 - R17)
Note: i) Question paper consists of Part A, Part B. ii) Part A is compulsory, which carries 25 marks. In Part A, Answer all questions. iii) In Part B, Answer any one question from each unit. Each question carries 10 marks and may have a, b as sub questions.
Part A
Differentiate between selling and marketing.
Answer
Selling is a seller-oriented process focused on converting products into cash through aggressive promotion, whereas marketing is a customer-oriented process focused on identifying, anticipating, and satisfying customer needs profitably.
What is meant by competitive analysis?
Answer
Competitive analysis is the process of identifying key competitors and evaluating their strategies, strengths, weaknesses, and market positioning. It helps a pharmaceutical firm understand the market landscape, anticipate competitor moves, and develop effective counter-strategies to maintain or gain market share.
Why packaging and labeling is important in pharmaceutical industry?
Answer
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Enlist a few functions a product manager performs in a pharmaceutical company.
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Compare prescription and OTC products.
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Provide determinants of promotion mix.
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Define physical distribution management.
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List traits of a professional sales representative. Provide norms of industry for customer calls.
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Outline a few factors affecting pricing of products.
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Define objectives of Drug Price Control Order and NPPA?
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Part B
Compare and contrast industrial and consumer buying decision process. Explain role and importance of market research with reference to primary and secondary market research.
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Provide phases involved in the process of consumer buying decision making. Provide bases of segmentation in pharmaceutical industry.
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Highlight the importance of product management in a pharmaceutical industry. Examine product depth, width and breadth with relevant pharmaceutical examples?
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Summarize product portfolio analysis and schematically highlight product life cycle.
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Elaborate various methods used to decide promotion budget in the pharmaceutical sector? Provide example of each method.
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Discuss various methods of pharmaceutical promotion and list each methods advantage and disadvantage.
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Justify as to why detailing is important in pharmaceutical industry. Enumerate measures involved in selecting, training, motivating and evaluating a professional sales representative.
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What are different levels of pharmaceutical distribution channels? Discuss functions of stockiest, Carrying and Forwarding Agents, Wholesalers and Distributors.
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Pricing strategies employed in the pharmaceutical sector.
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Industrial Marketing.
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Evaluate Global marketing, Rural Marketing, Vertical marketing and Horizontal Marketing.
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