N = 540

SURVEY REPORT
A SURVEY ON DOCTORS PERCEPTION ABOUT AREA MANAGERS IN MUMBAI
SAMPLE SIZE [N=540]

Conducted on 29th July & 5th August, 2009
COMPILED & SUBMITTED BY:

Bijal Panchal Jenil Sheth Mita Ajgaonkar Prachi Kalyani Shikher Gulati

A Survey carried out by students of First Year, MBA-Pharmaceuticals Management, Section- B NMIMS, Mumbai, as a part of the coursework

“LISTENING TO STAKEHOLDERS”

1

N = 540

ACKNOWLEDGEMENTS:

We wish to thank our Professors, Dr (Prof.) Tarun Gupta (Professor Emeritus, Pharmaceuticals Management and Senior Prof. Marketing, SBM, NMIMS, Mumbai) and Mrs. Savita Chari for data analysis.

We also thank all our respondents (Doctors) located in the various zones of Mumbai for their time and co-operation, which enabled us to successfully complete the project and compile this report.

The survey was carried out by all students of the First year MBA-Pharmaceuticals Management, Section-B, NMIMS, Mumbai.

2

N = 540

INDEX

SR.NO A. B. C. 1. 2. 3. 4. EXECUTIVE SUMMARY RESEARCH OBJECTIVE SAMPLE BREAK-UP Area Wise Gender Wise Zone Wise Years of Experience

CONTENTS

PAGE NO. 4 6 7-9 7 8 8 9

D.

QUESTIONS:

10-29

Q.1

When was the last time AM & MR made a joint call

10

Q.2

In the last visit what did the area manager do?

13

Q.3

What is the real role of area manager?

18

Q.4 Q.5 E. F.

How does an area manager enhance a joint call? What should an area manager not do inside the clinic? Annexure: List of Doctors Annexure: Questionnaire

25 29 35 43

3

N = 540

EXECUTIVE SUMMARY
1.
➢ ➢ ➢

When asked to the doctor, 28% of responses say that the Area Manager and MR made a joint call Last Week. 24% of responses say that the Area Manager and MR made a joint call yesterday. 23% of responses say that the Area Manager and MR made a joint call Today itself.

2.
➢ ➢ ➢

32% of responses say that the Area Managers gave knowledge about the product during the call. 17% of responses say that the Area Managers supervised the MR during the call. 14% of responses say that the Area Managers elaborated MR’s detailing during the call. 19% of the responses say that the real role of an Area Manager is only to supervise the MR and observe his mannerism and way of communicating with the doctor. 11% of responses say that the real role of an Area Manager is to guide and induct the MR to work efficiently in a desirable way. 8% of the responses say that an Area Manager should ideally give detailed information regarding the product, its side effects and contraindications, various research projects and clinical trials done by his respective company. 8% of responses say that Area Managers are not important at all.

3.

➢ ➢

4

N = 540

4.
➢ ➢ ➢

24% of the responses say that the value of joint call is not enhanced by the presence of the Area manager. 24% of responses say that the joint call is enhanced because the Area Managers have better knowledge than the Medical Representatives. 10% of responses say that the value of joint call is enhanced as the Area Managers would guide & correct the Medical Representatives regarding the detailing of the product. 9% of responses say that the Area Managers explained better than Medical Representatives.

5.
22% of responses say that there was nothing in particular that they would not want the Area Manager to do in the clinic. ➢ 11% of responses say that the Area Manager should not take too long inside the clinic. ➢ 11% of responses say that the Area Manager should not interrupt the MR ➢ 7% of responses say that the Area Manager should not force the Doctor to prescribe. ➢ 5% of responses say that the Area Manager should not misbehave and irritate.

5

N = 540

Research Objective
The objective of the survey is to listen to the Doctors and to understand their perception and knowledge about Area Managers.

Research Methodology
Mumbai was divided into 6 zones. Within each zones, Doctors were interviewed from different areas. A structured questionnaire for the study subjects (Doctors) was designed within the scope of given objectives.

The zones and areas covered are as follows:
ZONE SUBURBS
Dahisar, Borivali, Kandivli, Malad, Goregaon, Jogeshwari, Andheri, Vile Parle, Santacruz, Bandra. Sion, Dadar, Lower Parel, Wadala, Matunga, Mahim.

Western Suburbs Central Mumbai

Eastern Suburbs

Ghatkopar, Mulund, Chembur, Kurla, Bhandup. Four Roads(Peddar Road, Altamount Road, Warden Road, Napeansea Road), Mumbai Central, Grant Road, Byculla. Bhayander, Dombivali, Thane

South Mumbai

Thane

AREA – WISE NUMBER OF DOCTORS INTERVIEWED

6

N = 540

AREAS COVERED ANDHERI GHATKOPAR DADAR THANE GOREGAON VASHI MALAD CHEMBUR MULUND BYCULLA VILLE PARLE DAHISAR FOUR ROADS SANTACRUZ KURLA LOWER PAREL JOGESHWARI BANDRA BHAYANDER BORIVALI SION WADALA BHANDUP NERUL

DOCTORS INTERVIEWED 45 23 23 13 29 22 23 18 21 18 37 17 13 17 11 17 16 18 12 30 22 06 15 14

7

N = 540

KANDIVLI MAHIM MUMBAI CENTRAL DOMBIVALI TOTAL

20 17 13 10 540

8

N = 540

SAMPLE BREAK - UP

Q.1
When was the last time an Area Manager and a MR made a joint call?

9

N = 540

[N = 540]

1)

When was the last time an Area manager and a MR made a joint call? Responses from doctor
Today Yesterday Last week Two weeks back Three weeks back Last month 2 – 6 months More than 6 months Do not remember

Sr. no.
1. 2. 3. 4. 5. 6. 7. 8. 9.

Total number of responses (540)
123 128 149 29 5 36 28 9 33

Percentage
23% 24% 28% 5% 1% 7% 5% 2% 6%

10

N = 540

Interpretations:
➢ 23% of responses said that the Area Manager and MR made a joint call Today itself. ➢ 24% of responses said that the Area Manager and MR made a joint call yesterday. ➢ 28% of responses said that the Area Manager and MR made a joint call Last Week. ➢ 5% of responses said that the Area Manager and MR made a joint call two weeks back. ➢ 6% of Doctors said that they do not remember.

1)

When was the last time an Area manager and a MR made a joint call?

11

N = 540

Q.2
In the last visit, what did the Area Manager do?
[N = 540] Multiple Responses = 750

2)

In the last visit what did the Area Manager do?

12

N = 540

Sr. No 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19.

Responses Gave knowledge about product Supervised MR Elaborated MR’s detailing Insisted to prescribe their product Assisted MR during the call Nothing Particular Build relations with doctors Himself did detailing Enquired about his product Answered Queries Introduced MR Gave Gifts Enquired about MR DNA Ask for any complaints Invited for technical meets Trained MR Don't remember Other responses Total

Total Responses (750) 236 125 105 71 44 30 14 14 14 14 12 11 8 6 5 3 2 2 34 750

Percent Responses 31.5% 16.7% 14.0% 9.5% 5.9% 4.0% 1.9% 1.9% 1.9% 1.9% 1.6% 1.5% 1.1% 0.8% 0.7% 0.4% 0.3% 0.3% 4.5% 100 %

13

N = 540

1)

In the last visit what did the Area Manager do?

OTHER RESPONSES Comments Other responses 3 2 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 Percent response 0.39% 0.26% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13%

Introduced himself He wished Confirm about sales Confusing MR Didn’t explain properly as he was not having complete knowledge of the product Disturbed in between my OPD Finds mistakes of MR Fixing the deal between us General product and companies talk Good rapport with doctors so detailing is effective He convinced better than MR He did not visit me along with his Medical Representative He doesn’t know who’s who He is just like MR with better knowledge He is more specific He was interfering Interrupting the M.R Microbial sensitivity of antibiotics

14

N = 540

Missed earlier since outstation Pointed out the negative points of other competitive products Stood and gave orders They act as per doctors seniority They don’t do anything professional

1 1 1 1 1

0.13% 0.13% 0.13% 0.13% 0.13%

They don’t introduce so I cannot make out if the other person is Area manager They try to impress by seniority Useless Usually they come when there is a launch of new product Was trying to act that he knows better Wasted time like all representatives When there is no business they come Why should I be bothered about his role Total Responses

1 1 1 1 1 1 1 1 34

0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 0.13% 4.5%

Interpretations:
➢ ➢ ➢

32% of total responses given by doctors indicate that Area Managers gave knowledge about the product. 17% of total responses given by doctors indicate that Area Managers supervised MR during his call. 14 % of total responses given by doctors indicate that Area Managers elaborated MR’s detailing.

15

N = 540
➢ ➢ ➢ ➢ ➢ ➢ ➢

10% of total responses given by doctors indicate that Area insisted them to prescribe their product. 6% of total responses given by doctors indicate that Area assisted MR during his call. 4% of total responses given by doctors indicate that Area did not do anything particular. 2 % of total responses given by doctors indicate that Area came to improve their relations with doctors. 2% of total responses given by doctors indicate that Area themselves gave product detailing. 2% of total responses given by doctors indicate that Area answered their queries. 1% of total responses given by doctors indicate that Area enquired about their MR’s.

Managers Managers Managers Managers Managers Managers Managers

2)In the last visit what did the Area Manager do?

16

N = 540

Q.3
What do you think is the real role of an Area Manager?
[N = 540] Multiple Responses = 835

1)

What do you think is the real role of an Area Manager? Total Responses

Sr. no.

Responses

Percent Responses

17

N = 540

(835)
1. 2. 3. 4. 5. 6. 7. 8. 9. Supervise the MR Guides and trains MR Detailed information Other comments Not important Advertising his brand DNA Enhancing sales and prescription Extra information apart from MR 163 92 71 59 64 57 49 49 39 27 27 26 24 23 12 8 7 7 6 6 6 5 4 19.36% 10.93% 8.43% 9.74% 7.60% 6.77% 5.82% 5.82% 4.63% 3.21% 3.21% 3.09% 2.85% 2.73% 1.43% 0.95% 0.83% 0.83% 0.71% 0.71% 0.71% 0.59% 0.48%

10. Build relations with doctors 11. Check product availability 12. Answer queries 13. Inspect regularity of MR 14. Visit regularly 15. Senior person 16. Impress doctors 17. Control false calls 18. Conference organising 19. To take feedback from doctors 20. Introduce a new MR 21. Be short and precise 22. Emphasize on from market feedback

23. See that gifts are given

18

N = 540

24. Same as MR TOTAL

4 835

0.48% 100%

3) What do you think is the real role of an Area Manager?

19

N = 540

Other Comments
Focus on new and selected doctors Incharge of a new area and MR responsibility Offer discount on bulk purchase Power to take decisions regarding CMEs Maintain good communication Check he is well dressed and speaks good english Doctor's request to be fulfilled Doctor's issues to be taken to companies To keep a tag on new doctors Look that things are done properly Compile data on sales from various areas Role model to MR Take feedback from juniors Better explanation than MR They should speak Enquire about MR in his absence Stick to standard drugs Check on the MR in his absence Study prescribing patterns of doctors Soft corner and helpful for company Should be aware of ethical and rational physicians

Other responses
4 4 4 3 3 3 3 2 2 2 2 2 2 2 2 2 2 2 1 1 1

Percentage response
1.03% 1.03% 1.03% 0.7% 0.7% 0.7% 0.7% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.2% 0.2%

0.2%

20

N = 540

3) What do you think is the real role of an Area Manager?

Interpretations:

➢ ➢

➢ ➢

19% of the responses say that the real role of an Area Manager is only to supervise the MR and observe their mannerism and way of communicating with the doctor. 11% of responses indicate that the real role of an Area Manager is to guide and induct the MR to work efficiently in a desirable way. 8% of the responses say that ideally an Area Manager should give detailed information regarding the product, its side effects and contraindications, various research projects and clinical trials done by their respective company. 8% of responses indicate that Area Managers are not important at all. 7% of the responses indicate that their actual role is to advertise their brand and project it to be better than the rest by highlighting their unique features.

21

N = 540

➢ ➢ ➢

➢ ➢

5% of the responses indicate that the real role of an Area Manger is to give extra information in addition to what the MRs say by filling in the missing points which the MR fails to convey. 5% of the responses indicate that ideally an Area Manager should see to it that sales are enhanced and prescriptions are generated regularly. 3% of responses say that their role is to build cordial relations between the doctors and the companies. 3% of the responses indicate that the real role of Area Managers is to see to it that enough stock of the products are available with the chemists and there should be no shortage at any time. 3% of the total responses indicate that their real is to see to it that the MRs are regular and punctual in their work. Following a parallel idea 2% of the responses indicate that the real role of Area Managers is to curb false calls reported by the MRs thus keeping a check on their integrity and quality of work. The proportion of responses that indicate the real role of Area Managers is to impress doctors by their smartness, visit regularly and answer any of the doctor’s queries or doubts are 2% each.

22

N = 540

3) What do you think is the real role of an Area manager?

Q.4
In what way the Area Manager enhances the value of a joint call?
[N = 540]

23

N = 540

Total Multiple Responses N = 750

1) In what way the Area Manager enhances the value of joint call?
P Sr. No.
1.

Responses Does not enhance Area Manager (AM) has better knowledge than Medical Representatives (MR) AM guides & corrects the MR AM explains better than MR AM makes the doctor feel more important Am builds better relation with doctors

Total responses (750) 181

ercentage

24%

2.

176 77 71 61 39

24% 10% 9% 8% 5%

3. 4. 5.

6.

24

N = 540

7. 8. 9.

AM persuades doctor to increase the number of prescriptions Enhances the call AM has better communication skills than MR AM has more impact being a senior person AM introduces the new MR AM introduces the new product DNA Others • Provides with schemes, gifts and samples • Takes the feedback from doctor

33 21 20 16 15 5 18 15 4 4

4% 3% 3% 2% 2% 1% 2% 2% 0.53% 0.53% 0.4%

10. 11. 12. 13. 14

• More presentable than MR

3

• Thanks the doctor

2

0.26%

• Is a better listener • Switches off the mobile phones of MR

1 1

0.13%

0.13%

4)In what way the Area Manager enhances the value of a joint call?

25

N = 540

Interpretations:
➢ 24% of the responses express that the value of joint call is not enhanced by the presence of the Area managers. ➢ 24% of responses convey that the joint call is enhanced because the Area Managers have better knowledge than the Medical Representatives. ➢ 10% of responses say that the value of joint call is enhanced as the Area Managers would guide & correct the Medical Representatives regarding the detailing of the product. ➢ 9% of responses say that the Area Managers explained better than Medical Representatives. ➢ 8% of responses say that the presence of the Area Managers made them feel more important.

4)In what way the Area Manager enhances the value of a joint call?

26

N = 540

Q.5
What should an Area Manager not do inside the clinic?
[N = 540] Total Multiple Responses = 698

27

N = 540

1) What should an Area Manager not do inside the clinic? Responses Total no of responses Percentage (698)
163 92 63 61 53 36 33 32 22 21 19 16 15 23% 13% 9% 9% 8% 5% 5% 5% 3% 3% 3% 2% 2%

Nothing in particular Other comments Should not take too long Should not interrupt the MR Should not force to prescribe Should not suppress the MR Should not insult the MR Should not talk on the phone DNA Should not act oversmart Should not be casual Should not bribe Should not condemn others Products Should not misbehave and Irritate Should not be repetitive Should not come

15

2%

13 10

2% 1%

28

N = 540

Should not disturb when busy Should not misguide Should not be too aggressive Should avoid personal talk Should not smoke Cannot answer Should not pressurize TOTAL

10 6 4 4 4 3 3 698

1% 1% 1% 1% 1% 0.2% 0.2% 100%

5) What should an Area Manager not do inside the clinic?

Interpretations:
➢ ➢ ➢ ➢ ➢ ➢ ➢

22% of responses say that there was nothing in particular that they would not want the Area Manager to do in the clinic. 11% of responses say that the Area Manager should not take too long inside the clinic. 11% of responses responded that the Area Manager should not interrupt the MR 7% of responses say that the Area Manager should not force the Doctor to prescribe. 5% of responses say that the Area Manager should not misbehave and irritate. 5% of responses say that the Area Manager should not insult the MR in front of the Doctor. 5% of responses say that the Area Manager should not talk on the phone in the clinic.

29

N = 540

4% of responses say that the Area Manager should not suppress the MR.

5)What should an Area Manager not do inside the clinic?
Other comments Should do something and not just sit Should not keep on talking about his business and explaining all the products Should not chat with the MR or prompt the MR Should encourage and support the MR Should be cordial and create a good impression Should have knowledge about pharma and should update about new products 4 4 4 4 4.3% 4.3% 4.3% 4.3% Other responses 7 7 Percentage 7.6% 7.6%

30

N = 540

I don’t know Should talk about products pertaining to the doctors specialty Should not be too bossy Should not be overfriendly Should not wear dirty socks or should not smell Should be a good listener Should not come with a lot of people Should not speak in any other language other than English Should not indirectly spy on the MR Should not collect information from the staff or pass comments on the staff Should not ask silly questions Is doing good things and is not boring Should train the MR properly and should supervise him They accompany the MR every time and ask for the doctors well being Should come in the prescribed time and see if the doctor is interested Should not sit on the doctors stool and should not carry a heavy bag AM’s are more mature and sensible Should understand the doctor better & not encourage the MR to read everything Should not pressurize the doctor

4 3 3 3 3 3 2 2 2 2 2 2 2 2 2 2 2 2

4.3% 3.2% 3.2% 3.2% 3.2% 3.2% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1% 2.1%

1

1%

31

N = 540

Should not link up cross information among consultants Other unspecific responses

1 17

1% 18.4%

OTHER UNSPECIFIC COMMENTS

1.

Area Manager gives more samples, MR gives none.

2. For everyone they don’t detail. 3. We don’t brand name but are concerned with salt, quality and price. 4. They should not take their card back. 5. Atmosphere becomes uncomfortable when they come.

5) What should an Area Manager not do inside the clinic?

32

N = 540

CODES FOR DOCTOR’S SPECIALISATIONS AND LIST OF DOCTORS

33

N = 540

CODE ANT

SPECIALISATION Anaesthetist

CODE MD

SPECIALISATION Doctor of Medicine

CAR

Cardiologist

MS

Master in Surgery

CHP

Chest Physician

NEU

Neurologist

DBT

Diabetologist

OPT

Ophthalmologist

DEN

Dentist

ORT

Orthopaedic surgeon

DRM

Dermatologist Ear, Nose & Throat Specialist General Physician

PDT

Paediatrician

ENT

PSY

Psychiatrist

GNP

SXT

Sexologist

GYN

Gynecologist

URO

Urologist

34

N = 540

LIST OF DOCTORS
Doctor’s Name Dr. Pratibha Walinjkar Dr. J. J. Gotur Dr. Manjur Dr. Alok Shah Dr. Ajay Desai Dr. Pranav Sheth Dr. Sunanda Khanna Dr. Anant Pal Singh Dr. Prabhakar Khaire Dr. Vikram Thakkar Dr. Uttam Kelkar Dr. Shirish Choksi Dr. Abhijit Kher Dr. Shreenath Kanojiya Dr. Navin Fadnis Dr. Hiren Mehta Dr. Shailesh Gathani Dr. Krishna Kini Dr. K. V. Venkatachalam Dr. Neera Parmar Specialisation DEN GNP GNP MD GNP GNP DEN GNP DEN GNP GNP GNP GYN GNP DEN OPT GNP GNP GNP GNP Doctor’s Name Dr. Nikunj Panwala Dr. Sudha Mody Dr. Jatin Soni Dr. Hasmukh Patel Dr. Kavita Mody Dr. Dinesh Patel Dr. Dharit Mehta Dr. Sachin Shah Dr. Rajesh Mishra Dr. Sujal Panchal Dr. G.D Katkar Dr. Charuta Gaiki Dr. Anita Soans Dr. Swati Despande Dr. Fahimudin Shaikh Dr. Savita Gondhali Dr. Mahesh Padsalge Dr. Bade Krishna Dr. Thejokrishna Dr. Rahul Patoria Specialisation GNP CRD GNP MS MD DEN ORT DEN GNP GNP GNP ENT GNP DEN DEN CRD MD GNP DEN OPT

35

N = 540 Dr. Rishabh Shah Dr. Harshad P. Ghatalia Dr. Dilip Desai Dr. Vinay G. Pandurangi Dr. Dilip D. Joshi Dr. Sonali Raut Dr. Reena Mokal Dr. Rakesh Valotia Dr. S.S. Kasbekar Dr. Sachin Kamat Dr. Prashant Patel Dr. Prakash Amonkar Dr. Ulhas Kulkarni Dr. Sudhir Joshi Dr. R.G.Valia Dr. Sachin Sawant Dr. R.N.Momin Dr. I.M. Maknojia Dr. M.B.Mistry Dr. K.R. Maredia Doctor’s Name Dr. Anis Maknojia Dr. Sanjay Desai Dr. Krishna Desai Dr. Aditi Parmar Dr. Suruchi Desai Dr. Hansa Bedha Dr. Kesar Shah GNP GNP GNP DEN GNP GNP MD GNP GNP GNP GNP GNP ORT ORT DRM DRM GNP DEN DEN GNP Specialisation DEN CAR GYN GYN GYN GYN GNP Dr. Banani Saha Dr. Shouvik Deb Dr. Deepa Kambli Dr. Rahul Mahadar Dr. B. B. Yadav Dr. Mangesh Pate Dr. S. Ramanath Iyer Dr. Vijay Vanjari Dr. Avinash Tiwari Dr. P.K. Moyade Dr. Mahesh Kulkarni Dr. R.G Torsekar Dr. Gayatri Shenoy Dr. D.B. Rathore Dr. N.J. Jain Dr. Subhash D. Bhalerao Dr. Sharad J. Shah Dr. Mahesh Gupta Dr. Rajesh Tarkas Dr. Prakash S. Borana Doctor’s Name Dr. Rajiv D. Pukhatankar Dr. Ameeta Gunderia Dr. Bhupendra Dalal Dr. Ramesh Rathod Dr. Abhay Lotikar Dr. D.R. Sheregar Dr. Harish Dhuri DEN GNP DEN MS MD MD MD GNP MD OPT OPT MD GYN GNP GNP GNP GNP GNP GNP GNP Specialisation GNP ENT GNP GNP DEN GNP GNP

36

N = 540 Dr. A.V.Divekar Dr. Nitin Pawaskar Dr. O.P.Poddar Dr. Mukesh Sejpal Dr. Rashmi Naik Dr. Raksha Shah Dr. Pooja Gala Dr. Shalini Shah Dr. Prabhu Solanki Dr. Vasanti Rane Dr. Pranav Sheth Dr. Sunanda Khanna Dr. Anant Pal Singh Dr. Prabhakar Khaire Dr. Vikram Thakkar Dr. Shalini Tilve Dr. Priya Gambhir Dr. Vikrant Pawar Dr. Vijaya Gowri Dr. Preeti Sutaone Dr. Archana Nanaware Dr. Pandit Dr. Akhsay Biyani Dr. R. M. Jain Dr. Chandrashekhar Prabhu Dr. Anupama Mathur Dr. Sanjiv Kale GNP GNP GNP GNP DEN GNP DEN GNP ORT GNP GNP DEN GNP DEN GNP GNP DEN GNP PDT GNP GNP OPT DEN MD GNP DEN PSY Dr. Sudhir S Shetty Dr. N.V.Ghoting Dr. K. N. Bangera Dr. Mary roy Dr. A. R. Kamath Dr. Dilip Nabar Dr. Y M Dave Dr. Prakash Rege Dr. Swaroop Pramanik Dr. Sanjay K Bubna Dr. Ajit Shetty Dr. Rajan Garg Dr. R B Chauhan Dr. S S Shetty Dr. G M Joshi Dr. Manisha Sabnis Dr. N.N.Moghe Dr. Mala Nevrekar Dr. Praveen Badwaik Dr. Vivek Deshpande Dr. Bhuma Vashi Dr. Pankaj Telivaala Dr. Mohan Gadam Dr. Pravina Gandhi Dr. Sunil Gandhi Dr. Kumar Jayesh Dr. V.S. Patkar DRM OPT GNP GNP GNP GNP GNP GNP DEN ENT PSY PDT GNP GNP GNP DEN DEN GNP DEN ORT DEN GYN GYN GYN GNP OPT MD

37

N = 540 Dr. Maya Kale Dr. Sumit Chauhan Dr. M. M. Joshi Dr. Girish Dhande Dr. Bharat Shah Dr. Vaishali Dalvi Dr. Rakesh Matekar Doctor’s Name Dr. G M Prabhu Dr. Devesh Desai Dr. Suhas Patwardhan Dr. Meena Madan Dr. Kundan Chaudhary Dr. Rajesh Khanna Dr. Prashant Bhatia Dr. Tushar Shah Dr. Dhimant B. Gala Dr. Aparna V. Joshi Dr. Vinay G. Bedagkar Dr. M. G. Jadhav Dr. Chandrakant Vira Dr. Naved L. Pathan Dr. Dhiraj P. Gala Dr. Ashok Punjabi Dr. A. V. Vaidya Dr. Ashwin Samant Dr. Nirmala S. Tare Dr. J. D. Samant DRM DEN GNP ENT GNP ENT GNP Specialisation GNP MD GNP GNP GNP DEN GNP GYN DEN GNP DEN GNP GNP GNP GNP CAR GNP ORT GNP GNP Dr. V.G. Agarwal Dr. Dinesh Lodha Dr. N. K. Upadhyay Dr. M. A. Nadkarni Dr. Lalitha Krishnan Dr. Nirupa Shukla Dr. Preeti Atre Doctor’s Name Dr. Trupti Zemse Dr. N. J. S. Saggu Dr. G. M. Sarkar Dr. Priti Jain Dr. V. R. Gaonkar Dr. Chintamani Lele Dr. Manik V. Sardesai Dr. Pratibha Shetty Dr. M. M. Maredia Dr. A. D. Mehta Dr. Shobhana Jain Dr. N. R. Chaube Dr. Haresh Shah Dr. D. N. Trivedi Dr. Sudhir Verma Dr. Sushil Shah Dr. K. K. S. Bang Dr. Vimal K. Kabra Dr. Ashit Shah Dr. Supritha A. Shetty GYN PDT MD GNP GNP GNP DRM Specialisation DEN GNP ORT DEN GNP GNP DEN DEN GNP DRM GNP GNP GNP DEN DEN GNP GNP CRD ORT DEN

38

N = 540 Dr. Gita Kowshik Dr. Nagin G. Nirmal Dr. S. L. Trivedi Dr. G. G. Wagh Dr. Prakash P. Gala Dr. Bhavna G. Khetia Dr. Harshad N. Pandya Dr. Abhilash Kasabwala Dr. A. J. Merchant Dr. Rahul Jeswani Dr. Imtiyaz . N Dr. Youvraj Shindey Dr. Mahinder Patel Dr. N N desai Dr. R T Shetty Dr. Sameer Taskar Dr. A V Dasputra Dr. Gunjan Thaker Dr. Sonali Raut Dr. Pradeep Kapadia Dr. Ranjan Maniar Dr. Uday Ghosalkar Doctor’s Name Dr. Biten Gariba Dr. Subodh Nadkarni Dr. K. K. Goyal Dr. Ashish Parekh Dr. Jnan Basak GNP GNP GNP GNP GNP GNP GNP DEN GNP MS GNP DEN PDT PDT DRM PDT PDT DEN GNP GNP GNP DEN Specialization GNP GNP GNP GNP GNP Dr. Sunil V. Shah Dr. B. R. Agrawal Dr. Gaurang Kapadia Dr. Kaivalya Thakur Dr. Ashok Jain Dr. Ashiwin Joshi Dr. Viral P. Parikh Dr. Vishabha Desai Dr. J. N. Kharkar Dr. Sachin Sawant Dr. P. K. Saple Dr. D. M. Nachane Dr. S. K. Savla Dr. Minu Shah Dr. Sudhir Medhekar Dr. Saumeel S. Methalia Dr. Piyush Prabhat Dr. Suresh Jain Dr. B. R. Boob Dr. Sanjay Raut Dr. Sushama Jawadekar Dr. Ashok Shetty Doctor’s Name Dr. Fatema Nazmi Dr. Suresh Shenoy Dr. Manorama Prabhu Dr. Lata Bhatt Dr. Pratibha Maheshwari CHP PSY GNP DEN GNP GNP DEN GYN GNP DRM DEN MD OPT GYN DRM DBT GYN MD MD GNP GNP GNP Specialization GYN GNP GNP GNP GNP

39

N = 540 Dr. P. A. Nayak Dr. Deepika Parikh Dr. N.C. Durve Dr. Ram Lakhani Dr. Pankaj Joshi Dr. Shantesh Kaushik Dr. Kedar M Diwan Dr. S P Kataria Dr. S Gopalan Dr. C M Variava Dr. Ramchanddra Rao Dr. Sakshi M. Batla Dr. M.V Noorani Dr. Meena B. Makhecha Dr. Bhaskar Makhecha Dr. S.K Joshi Dr. P. Jeevanram Shetty Dr. Dharmen Punatatr Dr. D. M. Sadavrati Dr. Abhay S. Shah Dr. Siddharth Dr. Ashish Sharma Dr. Atul Panghate Dr. Mehul Dhanoria Dr. D H Patel Dr. Bhavesh Dhanoria Dr. Mahendra Gada Dr. I.J. Chackola GNP GNP GNP DBT MS MS DEN GNP GNP GNP MS DEN GNP MD GNP GNP ENT DBT GNP GNP DEN MS MS MS MS MS GNP GNP Dr. Jayeshkumar Patel Dr. Sunil Parvatkar Dr. Purushottam Jangid Dr. Medha Sawant Dr. Ninku Jain Dr. B. T. Shah Dr. Shrikant Patil Dr. D. D. Masrani Dr. Farid Ansari Dr. A. V. Shenoy Dr. R. R. Dedhia Dr. Rajiv Jain Dr. Iffat Dr. Anil Raysoni Dr. Mario Andrade Dr. Rajan Patel Dr. L. C. Ma Dr. Manhar Shah Dr. Pravin Sagotia Dr. Harish Mistry Dr. Dinesh Porwal Dr. Anita Vaz Dr. V. B. Gajare Dr. Sudhir Patil Dr. Shobana Lele Dr. Manoj Jain Dr. Shilpa Shinde Dr. T. S. Rathore GNP GNP ENT DEN GNP GNP DEN GNP ORT GNP GNP GNP DEN CHP DRM GNP DEN GNP DEN GNP DEN MD GNP GNP GNP GNP DEN GNP

40

N = 540 Dr. Chandra Choksi Dr. Rajan Tamhane Dr. G. Vijaykumar Dr. Savita Tanksale Dr. M. S. Ketkar Dr. S. G. Desai Dr. Anmol Pitale Dr. Divya Shetty Dr. R. M. Shah Doctor’s Name Dr. M. R. Muni Dr. N. T. Sheth Dr. Ketan Bhastana Dr. Minal Bakshi Dr. Hitesh Shah Dr. Rajeev Kharkar Dr. Parimal Jariwala Dr. Dinesh Pandya Dr. S.K. Shah Dr. Gautam Sapre Dr. V.V.Karkare Dr. Sandeep.Kher Dr. N.V.Apte Dr. B. Suhas Naik Dr. Meenakshi Rao Dr. Sushma Wazir Dr. Sudha Biniwale Dr. D. M. Narurkar PDT DEN PDT GNP GNP DEN DEN GNP ENT Specialization GNP GNP GNP DEN DEN CAR GEN GEN DEN GEN ORT MD MD GNP GYN DEN GNP ENT Dr. A. B. Oke Dr. Sarita Dixit Dr. Pinky Oberoi Dr. R. K. Matta Dr. Suresh Gupta Dr. D. N. Chheda Dr. Prashant Dr. P. G. Rao Dr. Pradeep Goud Doctor’s Name Dr. Kiran Bhuta Dr. Sharmistha Jadhav Dr. Manish Itolikar Dr. Parmar Dr. Arvind Patel Dr. Arvind Apte Dr. Ketan Karavade Dr. V. B. Mulay Dr. Sunil Phalak Dr. Priti Shah Dr. Kishor Vernekar Dr. Ajay Sharma Dr. Manjeet Singh Dr. R. S. Pradhan Dr. Rakesh Singh Dr. S. B. Redkar Dr. Milind Thanekar Dr. Rakesh Shah GNP GNP DEN GNP GNP GNP GNP GNP GNP Specialization DEN GYN MD DEN GNP DEN OPT DEN DEN GNP CAR OPT SXT DEN NEU GNP DBT OPT

41

N = 540 Dr. Bharat Rao Dr. Suresh.C.Anand Dr. Jagdish Walad Dr. Vimmi Sharma Dr. Reshma Phulwar Dr. Archana Parab Dr. C. R. Venkateswaran Dr. R.R.Joshi Dr. Dominic Dsilva Dr. M.G.Yagnik Dr. Rommel Dr. Shasikant C Gwalia Dr. Mahesh B Pandya Dr. l. H. Butani Dr. Harsha Patel Dr. Raj K Sharma Dr. N.B. Vadgama Dr. Anil Maheswari Dr. Mehul Savla Dr. S M Maideo Dr. Anil Pichad Dr. Vijay Panekar Dr. Mukund Mehta Dr. Prakash R Mudaliar Doctor’s Name Dr. Hetal J Kothari Dr. Mukesh Desai Dr. Hemant T Mehta MD GNP OPT DEN DEN DRM OPT DEN ORT ORT MD DRM GNP DEN GNP DEN DEN MS DEN DEN PDT MD GNP DEN Specialisation DEN GNP MS Dr. R. H. Tanna Dr. N. Y. Khankar Dr. K. K. Agarwal Dr. Niraj Khanna Dr. Neelesh Pandya Dr. Rajesh Gaikwad Dr. Bharat Manek Dr. Avinash Sinha Dr. Vimal Mishra Dr. Vishwas Shrisat Dr. Ravindra Shetty Dr. Lalit Manek Dr. Prakash Shah Dr. Mamta Jagiasi Dr. K. R. Dubey Dr. Yogesh Yerolkar Dr. Dhaval Parekh Dr. Chandra Pal Dr. Saleem Tole Dr. S I Kazi Dr. Shagufta R Ansari Dr. Sampat Sisodia Dr. Aparna Goel Dr. Pratap S Badiyani Doctor’s Name Dr. Bhavin Desai Dr. C S Kothari Dr. M S Mallesha GNP GNP DRM MS OPT PDT MD GNP GNP GNP GNP DEN PDT GYN DEN GYN DEN DEN GNP GNP GYN GNP DEN GNP Specialisation GYN DBT GNP

42

N = 540 Dr. Shantesh Kaushik Dr. Anubhai Vora Dr. K. D. Parekh Dr. Jeevan Mathai Dr. Hemant Sankpal Dr. Satish Nair Dr. Vijay P. Thakker Dr. Sanjay Kaushal Dr. G. Raj Dr. Rajendra R. Mengar Dr. Sanjay M. Baiskar Dr. B. Damany Dr. Meeta Adhiya Dr. Indur Ramchandani Dr. Amrut Shah Dr. Kiran Gandhi Dr. Deepak Kripalani Dr. Rushitum Mistry Dr. Adi Nazir Dr. Ketan Desai Dr. Navroze Kotwal Dr. Mehli Nazir Dr. Yogesh Gupta Dr. Asha Jani Dr. Jasmine Tavadia Dr. Mehru Vaghcchipawalla Dr. Ferzin V. Elavia Dr. Subhash M. Vani CAR GNP GNP DEN OPT PDT GNP GNP GNP GNP DEN NEU GNP DRM GNP GNP GNP DEN MS URO DEN GNP GNP GNP DEN GYN GNP GNP Dr. Nisha Doshi Dr. Umesh Vakil Dr. Santosh Kate Dr. Atul Kadakia Dr. Vishakaha Dr. Amit Shah Dr. Shailesh Parmar Dr. Rashi kabra Dr. Yasheesh Maniar Dr. Pradnya Nagle Dr. Alok Saxena Dr. Tushar Doshi Dr. Vinayak Moghe Dr. N.P Gherwara Dr. Rana Dr. P.P. Asnani Dr. Bhavesh Gohil Dr. Ajay Shah Dr. Tara Soneji Dr. S.D. Mokashi Dr. Neelam Ghatkar Dr. Jay Matani Dr. U. A. Ghamande Dr. Arvind Advani Dr. Dimple Bhankharia Dr. I.P. Velani Dr. Khushal Shah Dr. B. C. Lohana GNP GNP GNP GNP DEN DEN DEN DEN MS GNP GNP GNP MS MD GNP GNP OPT ORT GNP GNP DEN DEN GYN DEN DRM GNP DEN GNP

43

N = 540

Dr. Rajesh N. Sheth Dr. Vipul Masrani Dr. Pankaj R. Bandarkar Dr. Khusboo Sharma Dr. Hemendra Shah Dr. Kamlesh Khandelwas Dr. Chaitan Bhatt Dr. Kalpna Shrimankar Dr. Vandana M. Bhutta Doctor’s Name Dr. Ramesh Savla Dr. Ashok Habbu Dr. Manish Acharya Dr. R.S. Shetty Dr. S.L. Achrekar Dr. V.L Inamdar Dr. Prakash Kale Dr. Naveen Nandkumar Dr. Samir Shinde Dr. Yasin Nandoliya Dr. Anisha Hafizi Dr. M.P. Sanghavi Dr. D. D. Baheti Dr. Bharat Sanghavi Dr. Bhavana Joshi Dr. P. B Shah Dr. Pavan Bharao

GNP GNP GNP DEN OPT DBT ENT GNP GNP Specialisation GNP PDT GNP GNP GNP GYN GNP DEN PDT GNP GNP DRM GNP GNP GNP MD GNP

Dr. Sanjay Mehta Dr. Kartik Bhanushali Dr. Nikunj Panwala Dr. Sudha Mody Dr. Jatin Soni Dr. Shyam Jamalbad Dr. Santosh Satale Dr. A R Kamat Dr. Niraj Kasat Doctor’s Name DR. Kedar Diwan Dr. Afshan Laheji Dr. Priya Shah Dr. Sundeep Amberkar Dr. Havovi Madon Dr. Shermin Ladha Dr. Usha Doshi Dr. Reshma Rafi Dr. Nicholas Antia Dr. Sushila Kapadia Dr. Kirit Oza Dr. Ayaz Ali Dr. K.R. Punjabi Dr. A. E. Amin Dr. Ravindra Diddee Dr. Aruna Vandekar Dr. R.N. Kini

GNP DEN GNP CRD GNP DEN MD ENT ORT Specialisation DEN DEN GYN CRD DEN GNP DEN GYN ORT DEN OPT ORT GNP GNP DEN GNP DRM

44

N = 540

Dr. Sandeep Patil Dr. Prakash Patil Dr. Rajan Patil Dr. Jogendrasinh Solanki Dr. Yogesh Gandhi Dr. Rajan Harale Dr. Usha Johari

ORT GNP GNP GNP GNP GNP OPT

Dr. Udayan Palnitkar Dr. Bhupesh Shah Dr. Naseem Qureshi Dr. Suresh Kandharkar Dr. C. Dcosta Dr. Vinay Shetty Dr. Harjeet Kalsi

GYN PDT GNP GNP GNP DRM DEN

45

N = 540

SVKM’s NMIMS University MBA, Pharmaceuticals Management, 1st Year, Trim-I, Section B Survey on Area Manager’s Role in Pharma Selling. NAME: Good Morning/ Good Afternoon/ Good Evening Doctor. Q.1 When was the last time, you saw an Area Manager and MR make a joint call? ROLL NO.:

Q.2 In the last visit, what did the Area Manager do?

Q.3 What do you think is the real role of an Area Manager?

Q.4 In what way an Area Manager enhances the value of a joint call?

Q.5 According to you, doctor, what should an Area Manager not do inside the clinic?

CLASSIFICATION DATA: Doctor’s Name: Specialization: Area: Card or Prescription Page: M/F: Yrs. of Practice: Cell No. / Tel. No. :

THANK YOU DOCTOR FOR YOUR VALUABLE TIME.

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