SUMMER TRAINING PROJECT REPORT

On
“A Study on Marketing Strategies of Pharma India”

Towards partial fulfillment of Integrated Master ofBusiness

Administration (IMBA)

School of management, Babu Banarasi Das University, Lucknow

Submitted by
Anand Patel
VIIth Semester
Roll No- 1200675011

Session 2023-24
School of Management
Babu Banarasi Das University
Sector 1, Dr Akhilesh Das Nagar, Faizabad Road, Lucknow (U.P.) India

1|Page
2|Page
3|Page
 DECLARATION

I, Anand Patel, hereby declare that the presented report

of internship titled “MARKETING IN PHARMA INDIA” is
uniquely prepared by me after the completion of Fourty
Fivedays work at Fatehpur, Pharma India.

I also confirm that, the report is only prepared for

myacademic requirement not for any other
purpose.

ANAND PATEL
IMBA
School of Management
Babu Banarasi Das University, Lucknow
4|Page
 ACKNOWLEDGEMENT

I am grateful to Pharma India and the staff members, for

providing me with the opportunity to completemy IMBA
internship at their organization. Their support and
guidance helped me to understand the business world
and gain valuable experience in my field.

From the moment I started my internship, staff member

provided me with clear direction and expectations, and
was always available to answer my questions and provide
valuable feedback. Their expertise and guidance helped
meto understand the inner workings of the company and
the industry, and allowed me to make the most of my
internship.

I am thankful for giving me time and effort, and for the

invaluable knowledge and skills I have gained during my
internship. I am also grateful to Gyanendra Sachan for
providing me with this opportunity and for their
commitment to my professional development.

5|Page
 EXECUTIVE SUMMARY

I am a student of Babu Banarasi Das University, Lucknow

which assigned me the most obligatory task; to be an
internee in any organization. I applied for Marketing in
Pharma India at Fatehpur, Uttar Pradesh and luckily I got
selected there as an internee.

The Summer Training Program in IMBA is very beneficial

to have practical exposure of how things really operate in
market. Being a student who wants to mark in marketing
field, the best place to gain practical understanding of
marketing is to do summer training in the marketing
department of Pharmaceutical Industry which can be
regarded as one of the most dynamic industry in India. I
am proud to work as an internee with Pharma India and
the experience will surely help me in my future
assignments as a marketing professional. The absolute
guidance and concern of higher management of the staff
of all departments especially the marketing department
facilitated in making my summer Training a wonderful
learning experience in all aspects.Summer training offered
to me was 45 Days based on marketing project.

6|Page
Through these projects, I was able to get direct interaction
with different staff of Finance, Marketing- sales, Production
and Logistics, Marketing communications, Administration
and Human Resources Department of Pharma India.

7|Page
 TABLE OF CONTENTS

S NO. CHAPTERS PAGE NO.

1. Introduction 9-40

2. Company Profile 41-56

3. Objectives of the study 57-59

4. Research Methodology 60-75

5. Data Analysis and interpretation 76-90

6. Findings 91-93

7. Suggestions 94-96

8. Conclusion 97-99

9. Bibliography 100-101

10. Annexure 102-107

8|Page
INTRODUCTION

9|Page
 INTRODUCTION TO MARKETING

The word 'Market' is derived from the Latin word

'Marcatus' which means merchandise, trade or place
where business isconducted. Market is the atmosphere of
a region in the force of demand and supply operate directly
or by the means of any kind of communication that are
sufficient to bring about transfer in the title of the goods
and it does not necessarily mean only a place where
actual buying and selling is conducted.

Meaning of Marketing:

Marketing is the most complex and challenging function

performed by every business firm. Business regards
marketing as a management function to plan, promote
and deliver product to clients. Human efforts, finance and
management constitute the primary resources in
marketing.

Marketing is the skill of selecting and fulfilling

10 | P a g e
consumer desires in such a way that a dose of money
put in brings back maximum return.

‘Marketing’ views the customers as the very purpose of

the business; sees the business from the point of view of
the customer; customer consciousness permeates the
entire organization, all departments and all people in the
organization, all the time.

Today, marketing is something that every company and

organization must implement in its growth strategy.
Many companies use marketing techniques to achieve
their goals without even realizing it, as they work
to promote themselves and increase sales of their
product or service.

People often do not know exactly what marketing is

and, when asked, they define it as selling or
advertising. While these answers are not exactly
wrong, they are only a part of marketing. There are
many other aspects like product distribution, promotion,
designing and creating materials like landing pages and
social media content, improving customer experience,
11 | P a g e
 doing market research, establishing market segments,
and much more. Marketing is very broad and
encompasses all the strategies that help a company,
brand, or individual achieve its objectives.

The 4 Ps of Marketing

According to E. J. McCarthy, the 4 Ps of Marketing serve as a

fundamental formula for identifying and working with essential
elements in your marketing strategy.

 Product :- What are you offering to your customers? The

product should be designed to meet your target audience's
needs, motivations, and wants.

 Price :- How much do you charge for your product? Price is an

extremely important part of a marketing strategy. It impacts
various factors, including your profit margin, target market,
financial goals, and trends. It's important to set a competitive
price that reflects the product's value and its appeal to your
customer.

12 | P a g e
 Place :- Your product's strategic placement, whether through
online channels or physical stores spread across different
locations, should prioritize accessibility and a seamless
purchasing experience for potential customers.

 Promotion :- How are you communicating the value of your

product to customers? This refers to using various promotional
channels you can use to engage with your target audience and
showcase the benefits of your product or service within the
market.

13 | P a g e
 What Does Marketing Do for Your
Business?

Marketing offers numerous benefits for your business. Here are

a few of the most impactful ones.

1. Raising Brand Awareness

Effective marketing introduces your brand and offerings to

potential customers, building trust and loyalty over time. This is
important because it gets people acquainted with your brand
and the products or services you provide. It also makes you
memorable to customers who can begin to trust your brand,
become loyal clients, and tell their network about you.

2. Generating Traffic

A well-executed marketing strategy drives qualified leads to your

website, ultimately increasing sales. Lead scoring and
optimization techniques can assist in this process.

14 | P a g e
3. Increasing Revenue

Marketing strategies, such as website optimization, SEO, email

campaigns, and A/B testing, increasing sales and revenue.

4. Building Trust in Your Brand

Establishing trust leads to customer loyalty, repeat purchases,

positive reviews, and valuable word-of-mouth promotion, which
is still one of the most effective types of promotion.

5. Tracking Your Metrics

Metrics provide invaluable insights for creating and optimizing

marketing strategies. Analyzing data allows you to adapt and
adjust your campaigns to continually improve their effectiveness.

Types of Marketing Strategies

Marketing is a combination of many types techniques and

tactics. Below we've listed some essential marketing strategies
that you should know about.

15 | P a g e
 Marketing Plan: A roadmap for achieving business objectives
through the creation and execution of a comprehensive
marketing strategy.

 Digital Marketing: Explore online strategies and channels to

reach and engage target audiences.

 Direct Marketing: A targeted and measurable approach to

reaching and influencing potential customers.

 Email Marketing: A cost-effective way to reach and engage

with a large audience, proven to generate leads and
sales. Email marketing is still one of the most profitable and
effective techniques, just make sure to define your segments
well.

 Mobile Marketing: The use of mobile platforms and

applications to reach and engage target audiences, including
mobile advertising, app marketing, and location-based targeting.
 Viral Marketing: A powerful way to reach a large audience and
generate interest in your brand by putting out engaging and
shareable content.

16 | P a g e
DEFINITIONS:

“Marketing is the process of planning and executing the

conception, pricing, promotion and distribution of ideas,
goods and services to create exchange that satisfy
individualand organizational objectives.”

-American Marketing Association

“Marketing is a social and managerial process by which

individuals and groups obtain what they need and want
through creating, offering and exchanging products of
valuewith others”

-Philip Kotler

In short, modern marketing begins with the customer and

ends with the customer’s satisfaction and social well
being. Under the market driven economy, buyer is the
boss.

17 | P a g e
PHARMACEUTICAL MARKETING:

Pharma marketing refers to the marketing of drugs and

medical devices by private and public organizations to
doctors, clinicians and consumers.

Pharmaceutical marketing, sometimes called medico-

marketing, is the business of advertising or otherwise
promoting the sale of pharmaceuticals or drugs. There is
some evidence that marketing practices can negatively
affect both patients and the health care profession. Many
countries have measures in place to limit advertising by
pharmaceutical companies.

18 | P a g e
The global market for pharmaceuticals is $900 billion and
this figure is fully expected to exceed $1,1 trillions in the
next few years. In fact, recent studies show the industry is
growing at a rate of 5%, which is just behind the two other
major healthcare segments – medical services and
equipment.
As a rule, drug affordability and disease prevalence
continue to drive this rate, while government policies and
regulation can impede or slow down this growth.
However, it’s clear that this demand is not likely to slow
down anytime soon and online trends can also attest to
this statement.

Either way, pharma is big business and one of the most

in-demand and profitable industries in the world. That
being said, how does one stand out or gain traction with
so much competition?

In pharmaceutical industries Pharma marketers have two

audiences – patients and doctors.

In terms of marketing strategy, it’s important to identify the

most suitable audience and know the difference between
them.

19 | P a g e
As we know, consumers have a tendency to contact their
local doctor for medical solutions or at least consult these
individuals before purchasing a pharma device or
prescription of some kind.

Moreover, consumers are much more likely to buy with

the recommendation of a doctor and this is certainly true if
a certain device or prescription can be covered by
insurance.

When we take a closer look at the statistics, the average

doctors in America has control over $2 million of
healthcare costs every year which accounts for nearly
80% of the total spending countrywide.

As a result, marketing to doctors is often more beneficial

for pharma companies and different strategies are needed
to address both doctors and patients.

Let’s take a quick look at the difference between these

two audiences and what pharma marketers might want to
consider during the process.

20 | P a g e
Marketing to Doctors

Marketing to doctors is all about identifying the needs of

these professionals and providing well-researched
solutions in a creative way through tactical media
placement.

Marketing to doctors is not cheap as competition and

investment is high in this $450 billion industry.

That being said, doctors hold the key to consumer sales

and establishing a relationship with these professionals is
a good way to communicate with a much wider audience.

21 | P a g e
The most important factors or considerations for
marketing to doctors:

Specific – Content marketing to doctors must be

extremely specific to achieve results.

Placement – Tactical placement is highly important to

reach individuals who might be desensitized to traditional
marketing strategies.

Researched – Content Marketing must also be well

researched and articulated in an appropriate manner.
However, creativity is essential in order to stand out as
doctors are highly educated and most often desensitized
to “savvy” marketing.

22 | P a g e
Marketing to Patients

Marketing to patients is all about identifying individual

needs and creating a patient experience that will provide
efficient and specific value to address these same needs.

Creating this patient experience is often an online process

and one that relies heavily on strong search engine
optimization and user experience. After all, patients are
online nowadays and the statistics back this up.

That is to say, most patients will now use search engines

to
find information or solutions relating to drugs, treatment,
disease or other pharma issues. If companies can provide
23 | P a g e
clear and efficient solutions to these search queries, this
will inevitably impact sales and revenue.

For example, most patients who suffer from depression

will use a search engine to find medication for this
condition. Statistics show that more than 2.5 million
depression-related search queries are made every month
and many of these keywords are yet to be targeted by
pharma companies.

With this in mind, if a pharma company creates a drug or

treatment for depression, they can directly target the end-
user through search engine optimization and content
marketing in particular.

24 | P a g e
How Pharma Marketers Think About Marketing
to Doctors and Patients

Marketing has changed a great deal in recent years with

most pharma companies starting to recognize the need for
alternative strategies.

t’s true, we live at a time in which people turn to their

mobile devices for advice and price comparisons.

Surveys show that one in twenty searches on Google are

also health related and it’s not just consumers that use
these engines but also the doctors who prescribe them.

At the end of the day, patients and doctors are all

consumers of information and pharma marketers must
25 | P a g e
use known marketing strategies to build awareness and
attract and convert these consumers.

Example How a Pharma Company Might Market

a Product

Let’s look at a very specific scenario.

If we were the marketers behind Dexorange, a

Multivitamin Syrup, it would make sense to create content
around this particular syrup which the end user is likely to

26 | P a g e
 find in search engine listings.

So how would we go about it?

We might create robust content and marketing strategies

that will communicate directly with the person searching
for a solution to their multivitamin deficiency.

More specifically, we would use specific keywords,

backlinking and organic marketing strategies to position
this syrup at the top end of search results for various
multivitamin deficiency-related queries.

Now, This seems a little confusing, let’s take a simplistic

look at the process:

1. Analyze existing search results and identify commonly search

keywords with low competition for Multivitamin syrup.

2. Create articles about multivitamin or this multivitamin syrup and

insert selected keywords such as “best multivitamin syrup” or
“recommended syrup for multivitamin” within this content.

27 | P a g e
3. Publish this content on websites that have high authority and
traffic.

4. Create backlinks to these articles from other high authority

websites.

5. Continue to optimize the article until Google and other search

engines rank this content on page one for the keywords that were
identified for Dexorange Syrup.

MARKETING PROCESS:

Marketing is the process by which products are

manufactured according to the needs and requirements
of the consumers and after their production their
ownership is passed on to the final consumer for whom it
is produced.

Marketing process is the dynamic process combining

the different activities in the flow of goods from the
producer tothe consumer.

28 | P a g e
Marketing management is the process of scanning the
environment, analyzing market opportunities, designing
marketing strategies and then effectively implementing
andcontrolling marketing practices.

29 | P a g e
“Marketing management is the process of planning and
executing the conception, pricing, promotion and
distributionof goods, services and ideas to create
exchange with target groups that satisfy customer &
organizational objectives”

Thus, marketing management represents an important

functional area of business management efforts for the
flowof goods and services from producers to consumer.
It
formulates second marketing policies and programmes
andlooks after their implementation and control.

30 | P a g e
31 | P a g e
INDIAN PHARMACEUTICAL INDUSTRY

The Indian Pharmaceutical Industry today is in the front

rankof India’s science- based industries with wide ranging
capabilities in the complex field of drug manufacture and
technology. A highly organized sector, the Indian Pharma
Industry is estimated to be worth $ 4.5 billion, growing at
about 8 to 9 percent annually. It ranks very high in the
third world, in terms of technology, quality and range of
medicinesmanufactured. From simple headache pills to
sophisticated antibiotics and complex cardiac compounds,
almost every type of medicine is now made indigenously.

Playing a key role in promoting and sustaining

development in the vital field of medicines, Indian Pharma
Industry boasts of quality producers and many units
approved by regulatory authorities in USA and UK.
International companies associated with this sector have
stimulated, assisted and spearheaded this dynamic
development in the past 53 yearsand helped to put India
on the pharmaceutical map of the world.

32 | P a g e
The Indian Pharmaceutical sector is highly fragmented
withmore than 20,000 registered units. It has expanded
drastically in the last two decades. The leading 250
pharmaceutical companies control 70% of the market
with market leader holding nearly 7% of the market
share.

The pharmaceutical industry in India meets around 70% of

the country's demand for bulk drugs, drug intermediates,
pharmaceutical formulations, chemicals, tablets, capsules,
orals and invertible. There are about 250 large units and
about 8000 Small Scale Units, which form the core of the
pharmaceutical industry in India (including 5 Central Public
Sector Units). These units produce the complete range of
pharmaceutical formulations, i.e., medicines ready for
consumption by patients and about 350 bulk drugs, i.e.,
chemicals having therapeutic value and used for
production of pharmaceutical formulations. Following the
de-licensing of the pharmaceutical industry, industrial
licensing for most of the drugs and pharmaceutical
products has been done awaywith. Manufacturers are free
to produce any drug duly approved by the Drug Control
Authority. Technologically strong and totally self-reliant,

33 | P a g e
the pharmaceutical industry in India has low costs of
production, low R&D costs, innovative scientific manpower,
strength of national laboratories and anincreasing balance
of trade. The Pharmaceutical Industry, with its rich
scientific talents and research capabilities, supported by
Intellectual Property Protection regime is well set to take
on the international market.

ADVANTAGE INDIA:

Competent workforce: India has a pool of personnel

with high managerial and technical competence as also
skilled workforce. It has an educated work force and
English is commonly used. Professional services are
easily available.

Cost-effective chemical synthesis: Its track record of

development, particularly in the area of improved cost-
beneficial chemical synthesis for various drug molecules
isexcellent. It provides a wide variety of bulk drugs and
exports sophisticated bulk drugs.

Legal & Financial Framework: India has a 62 year

old democracy and hence has a solid legal framework

34 | P a g e
and strong financial markets. There is already an
establishedinternational industry and business
community.

Information & Technology: It has a good network of

world-class educational institutions and established
strengths in Information Technology.

Globalization: The country is committed to a free

marketeconomy and globalization. Above all, it has a
70 million middle class market, which is continuously
growing.

Consolidation: For the first time in many years, the

international pharmaceutical industry is finding great
opportunities in India. The process of consolidation,
whichhas become a generalized phenomenon in the
world pharmaceutical industry, has started taking place
in India.

GROWTH SCENARIO:

India's US$ 3.1 billion pharmaceutical industry is growing

35 | P a g e
atthe rate of 14 percent per year. It is one of the largest
and most advanced among the developing countries.

Over 20,000 registered pharmaceutical manufacturers

exist in the country. The domestic pharmaceuticals
industry output is expected to exceed Rs500 billion in the
financial year 2009, which accounts for merely 2.5% of the
global pharmaceutical sector. Of this, bulk drugs will
account for Rs290 bn and formulations, the remaining Rs
210 bn . In financial year 2009, imports were Rs 190 bn
while exports were Rs230 bn

STEPS TO STRENGTHEN THE INDUSTRY:

Indian companies need to attain the right product-mix for

sustained future growth. Core competencies will play an
important role in determining the future of many Indian
pharmaceutical companies in the post product-patent
regimeafter 2005. Indian companies, in an effort to
consolidate theirposition, will have to increasingly look at
merger and acquisition options of either companies or
products. This would help them to offset loss of new
product options, improve their R&D efforts and improve
distribution to penetrate markets.
36 | P a g e
Research and development has always taken the back
seat amongst Indian pharmaceutical companies. In order
to staycompetitive in the future, Indian companies will
have to refocus and invest heavily in R&D.

The Indian pharmaceutical industry also needs to take

advantage of the recent advances in biotechnology and
information technology. The future of the industry will be
determined by how well it markets its products to several
regions and distributes risks, its forward and backward
integration capabilities, its R&D, its consolidation through
mergers and acquisitions, co-marketing and licensing
agreements. As per WTO, from the year 2005, India will
grant product patent recognition to all new chemical
entities (NCEs) i.e., bulk drugs developed then onwards.
The Indian Government's decision to allow 100 percent
foreign direct investment into the drugs and
pharmaceutical industry is expected to aid the growth of
contract research in the country. Technology transfer to
100 percent Indian subsidiaries of MNCs is expected only
in 2005. Indian pharmaceutical interests in making a mark
on the global scene got a boost .The Indian

37 | P a g e
pharmaceutical industry is also getting increasingly U.S.
FDA compliant to harness the growth opportunities in
areas of contract manufacturing andresearch. Indian
companies are increasingly focusing on tapping the U.S.
generic market, projected to be around $18billion. The
Indian Pharmaceuticals sector has come a long way,
being almost non-existing during 1970, to a prominent
provider of health care products, meeting almost 95% of
country’s pharmaceutical needs. The domestic
pharmaceutical output has increased at a compound
growth rate (CAGR) of 13.7% per annum. Currently the
Indian pharma industry is valued at approximately $ 8.0
billion.
Globally, the Indian industry ranks 4th in terms of volume
and 13th in terms of value. Indian pharmaceuticals
industryhas over 20,000 units. Around 260 constitute the
organized sector, while others exist.

The pharmaceutical industry is the world’s largest industry

due to worldwide revenues approximately US$2.8 trillion.
Pharma industry has seen major changes in the recent
yearsthat place new demands on payers, providers and
manufacturers. Customers now demand the same choice

38 | P a g e
and convenience from pharma industry that they find in
othersegment. Indian Pharmaceutical Industry is poised
for high consistent growth over the next few years, driven
by a multitude of factors. Top Indian Companies like
Ranbaxy, DRL CIPLA and Dabur have already
established their presence. The pharmaceutical industry is
a knowledge driven industry and is heavily dependent on
Research and Development for new products and growth.
However, basic research (Discovering new molecules) is a
time consuming and expensive process and is thus,
Dominated by large global multinationals. Indian
companies have only recently entered the area. The
Indian pharmaceutical industry came into existence in
1901, when Bengal Chemical & Pharmaceutical Company
started its maiden operation in Calcutta. The next few
decades saw the pharmaceutical industry moving through
several phases, largely in accordance with government
policies. Commencing with repackaging and preparation
of formulations from imported bulk drugs, the Indian
industry has moved on to become a net foreign exchange
earner, and has been able to underline its presence in the
global pharmaceutical arena as one of the top 35 drug
producers worldwide. Currently, there are more than 2,400

39 | P a g e
registered pharmaceutical producers in India. There are
24,000 licensed pharmaceutical companies. Of the 465
bulk drugs used in India, approximately 425 are
manufactured here. India has more drug-manufacturing
facilities that have been approved by the U.S. Food and
Drug Administration than any country other than the US.
Indian generics companies supply 84% of the AIDS drugs
that Doctors withoutBorders uses to treat 60,000 patients
in more than 30 countries.

40 | P a g e
COMPANY PROFILE

41 | P a g e
 COMPANY PROFILE

Pharma India is an ISO 9001:2008 certified

pharmaceutical company, provides quality health care
worldwide by creatinghealthcare solutions under the rules
& regulations of WHO GMP, GLP with ISO standards
which directly affects the health/life of the common man.

Pharma India is a fast growing unit of DR. VIJAY

SACHANGROUP OF COMPANIES engaged in
formulating distribution of pharmaceutical products such
as, LiquidOrals, Capsules, Tablets, Ointments, Injections

42 | P a g e
& Ophthalmic preparations with cosmetic ranges in drug,
herbal and dietary divisions.

Pharma India, is a company that focuses on turning

scienceinto caring – Pharma India, a promise for life. For
more than a century, Pharma India has been working to
advance health care for people around the world. Pharma
India has evolved into a diversified health care company
that discovers, develops, manufactures and markets
innovative products and services. Products and services
of Pharma India, span the continuum of care from
prevention and diagnosis, to treatment and cure. Pharma
India today is a global, diversified health care company
devoted to the discovery, development, manufacture and
marketing of pharmaceutical, diagnostic, nutritional and
hospital products. Pharma India's news releases and
other information are available on the company's web site
pharmaindia.co

Pharma India extends this commitment with a strong

presence in India as it has grown and evolved it
operations in India over many decades. Our products
encircle life from newborns to ageing adults. Pharma India

43 | P a g e
has built expertise and leadership in primary care
therapeutic areas like Gastroenterology and Pain care.
Our specialty areas include Neuroscience, Metabolic,
General Health care and Hospital Care operations in India
over many decades. Our products encircle life from
newborns to ageing adults. Pharma India has built
expertiseand leadership in primary care therapeutic areas
like Gastroenterology and Pain care. Our specialty areas
include Neuroscience, Metabolic, General Health care and
Hospital Care.

Pharma India serves the needs of Indian consumers with

products backed by science and R&D. We have locally
developed brands like Nimumol Gold, Parafenac-SP,
Ofcin-200, Provit forte, Nutrolite, Chyavan, Chyavan Gold,
Pradranta, Viyera, Lycovit-M etc. & many others

Pharma India, today has strong brand equity and

commands esteem in the market place. To reach the
customer, Pharma India has a systematic network of
distribution points, which cater to stockist/wholesalers and
retailers including hospitals. Behind Pharma India's
success, is a team of competent, committed people,

44 | P a g e
 driven by the principles of Dr. Vijay Sachan Chief
Executive of DR. VIJAY SACHAN GROUP OF
COMPANIES as value based management, and aided by
strong alliances and partnerships.

Pharma India, provides healthcare solutions through its four

business units:

 Primary Care - which markets products in the areas of

Pain Management, Gastroenterology, with well- known
brands like Parafenac, Parafenac-SP, Parafenac-MR,
Parabrufen, Parabrufen Plus, Nimumol Gold, Trigene,
Tricid, Isagol & Laxacid etc.

 Specialty Care - Metabolic & Urology provides solutions

in the areas of Thyroid, Obesity, Diabetesand Benign
Prostatic Hyperplasia.

 Specialty Care - Neuroscience has a varied portfolio,

with specialty products in the Neurologyand Psychiatric
segments.

45 | P a g e
 Hospital Care - offers products in the field of
anesthesiology and neonatology.

At Pharma India, customers are always at the forefront as

the company has over well trained employees. The company has
in-house development and medical teams to undertake product
and clinical development tailored to the needs of the Indian
market. Moving with the changing times,Pharma India has
invested in state-of-the-art automated formulation plant in UP at
Shivaji Nagar, Fatehpur with an approximate area of 03 acers.
The plant is designed to produce high quality of products and
ensure international standards of quality to each step of the
manufacturing process and the plant has self-sufficient and well-
equipped QC lab.

Consistency, commitment and quality define Pharma. Our

persistent efforts towards betterment in every field,
excellent quality of products and impressive infrastructure
sets us apart from our competitors

 SR Medicare Stringent quality control checks at every

stage of production.

46 | P a g e
 SR Medicare Excellent in-house laboratory with themost
up-to-date technology and state of the art equipments.

 SR Medicare Excellent, highly-skilled and

experienced human resource.

 SR Medicare In-house specifications for raw material,

production and packing of the products.

Pharma India is an ISO 9001:2008 certified

pharmaceutical company, provides quality health care
worldwide by creatinghealthcare solutions under the rules
& regulations of WHO GMP, GLP with ISO standards
which directly affects the health/life of the common man.

We provide facility for making new brand and new

divisions also under our company name. With this, we offer
excellent opportunity for those customers, who want to
start their own company and have complete right to
enhance their business in their state and country in form of
ethical and franchiseepharma business.

47 | P a g e
SOME PRODUCT AND SERVICES

SYRUP

Ferovit –Z

48 | P a g e
Ferovit contains ferrous fumarate which is a form of
an iron & is used in treatment of iron deficiency
anemia. Among all iron salts, ferrous fumarate
provides the maximum amount of usable iron. Iron is
a crucial component of Hemoglobin, a protein that
carries oxygen from the lungs to all parts of the body
through cells & tissues and helps maintain energy
utilization. Vitamin B12 & folic acid help regulate the
production of red blood cells.

Zymocare Syrup

49 | P a g e
Zymocare syrup is type of digestive Syrup. This product of
pharma India is completely sugar free and this is used by
sugar patient also who have digestive problem.

Lycovit-M Syrup

50 | P a g e
Lycovit Syrup is a multivitamin and multimineral syrup that helps
prevent nutritional deficiencies in the body. It contains lycopene,
which has powerful antioxidant properties. It supports healthy
bodily functions. It protects the body against free radical damage.

INJECTIONS

IRON SUCROSE INJECTION USP

Iron sucrose injection is an iron replacement product that is used

to treat iron deficiency anemia (not enough iron in the blood) in
patients with chronic kidney disease (CKD).

51 | P a g e
Arsnate 60Mg Injection

Makers Artesunate 60 Injection is an antiparasitic medication. It is

used in the treatment of malaria. It is not used to prevent malaria
or to treat severe malaria (where it has affected the brain, lungs,
or kidneys). Some people may experience a headache, dizziness,
weakness, and loss of appetite, as the side effects of this
medicine. You may also notice some injection site reactions like
pain, swelling, or redness. Please consult your doctor if these side
effects persist for a longer duration. You may be monitored with
blood tests once a week for 4 weeks to detect the presence of
malarial parasites.

52 | P a g e
PHOSCORIL

Phoscoril Cough Syrup

Phoscoril Syrup is a combination medicine used in the treatment

of cough with mucus. It thins mucus in the nose, windpipe, and
lungs, making it easier to cough out. It also provides relief from
runny nose, sneezing, itching, and watery eyes.
53 | P a g e
HERBAL PREPARATION

Ocian Liver Syrup

54 | P a g e
Liver Care Syrup an herbal medicine for liver is formulated to
cleanse your liver and support digestion process. It also helps
to strengthen the overall functioning of the liver. liver
tonic consists of Chitrakmul, Amla, Harde, Baheda, Bel Patra,
Dhana, Aloe vera, Ajwain, Punarnava, Gilloy Satva, Neem
Chal, Tulsi.

ORTHOCARE-M

Orthocare-M Joint Pain Oil

55 | P a g e
The Dr. Ortho Pain Relief Oil has been formulated as a
100% Ayurvedic oil using 8 special herbs that give you
relief from all types of joint pains such as knee pain, back
pain, elbow pain, neck pain, shoulder pain, and other joint
pain conditions. It even reduces inflammation. The natural
ingredients present in this oil help promote blood
circulation which helps in reducing joint swelling. The Dr.
Ortho Ayurvedic Oil has a fast action formula that easily
spreads across the affected areas and acts very quickly.

56 | P a g e
OBJECTIVES OF
THE STUDY

57 | P a g e
 OBJECTIVES OF THE STUDY

PRIME OBJECTIVES

 To study marketing in detail.

 To know importance of marketing.
 To understand the concept of marketing clearly by means
of Pharma India demand analysis.
 To find out the marketing strategy used by the Pharma
India.

OTHER OBJECTIVES

 To find out the competitive activity and merchandising

through retailer of PHARMA INDIA.
 To find out the consumer preference according to
retailer view.
 To find out the satisfaction levels towards service
provide by PHARMA INDIA.

58 | P a g e
 To Implement theoretical concept into Corporate by doing
marketing research and promotional activities forPharma
India.
 To study about competitor’s product, price, pack size
and sales thereby providing significant information tothe
company.
 To learn as much as I can from Market exposure so that
can contribute to the company’s strategy formation.

59 | P a g e
 RESEARCH
METHODOLOGY

60 | P a g e
 RESEARCH METHODOLOGY

Research means a search for knowledge or gain some

new knowledge and methodology can properly refer to the
theoretical analysis of the methods appropriate to a field of
study or to the body of methods and principles particular
to abranch of knowledge. A Research methodology has a
specified framework for collecting the data in an effective
manner. Research methodology means a "defining a
problem, defining the research objectives, developing the
research plan, collecting the information, analyzing the
information and presentation of findings." Such framework
is called "Research Design".

RESEARCH DESIGN

Research design is the framework of research methods

and techniques chosen by a researcher to conduct a
study. The design allows researchers to sharpen the
research methods suitable for the subject matter and set
up their studies for success.
61 | P a g e
 TYPES OF RESEARCH DESIGN

1. Descriptive: Descriptive research aims to accurately and

systematically describe a population, situation or phenomenon.
It can answer what, where, when and how questions, but
not why questions. A descriptive research design can use a
wide variety of research methods to investigate one or
more variables. Descriptive design helps others better
understand the need for the research.

2. Experimental research: Experimental design is a process of

planning and conducting scientific experiments to investigate a
hypothesis or research question. It involves carefully designing
an experiment that can test the hypothesis, and controlling for
other variables that may influence the results. Experimental
design typically includes identifying the variables that will be
manipulated or measured, defining the sample or population to
be studied, selecting an appropriate method of sampling,
choosing a method for data collection and analysis, and
determining the appropriate statistical tests to use.

3. Correlational research: A correlational research

design investigates relationships between variables without the

62 | P a g e
 researcher controlling or manipulating any of them. A
correlation reflects the strength and/or direction of the
relationship between two (or more) variables. The direction of a
correlation can be either positive or negative.

4. Explanatory research: Explanatory research is a research

method that explores why something occurs when limited
information is available. It can help you increase your
understanding of a given topic, ascertain how or why a
particular phenomenon is occurring, and predict future
occurrences. Explanatory research can also be explained as a
“cause and effect” model, investigating patterns and trends in
existing data that haven’t been previously investigated. For this
reason, it is often considered a type of causal research.

The Type of research is Descriptive research, this research

method focuses on describing the characteristics of the
population or phenomenon studied.

63 | P a g e
 SAMPLE DESIGN

A sample design is a plan which details the techniques

and procedures to be adopted, in order to select the items
for the sample from a specific population, as well as the
size of the sample, which is the number of items which will
be included in the sample. Sample designs, which are
selected for the research study, must be reliable and
suitable, and must be identified prior to the collection of
data. The first step in the sample design process is to
identify the target population or the universe which is to be
focused on.

SAMPLE UNIVERSE

Universe is the set all experimental units, from which a sample

is to be drawn. In sample language, a population or
universe can be defined as any collection of persons or
objects or event in which one is interested. In other words,
a population consists of the people who are related to the
specific problem under investigation.

64 | P a g e
The Sample Universe Selected for Conducting the Research
Is Around 50 Medical stores of Fatehpur city.

SAMPLE TYPE

There are two primary types of sampling methods that

you can use in your research:

 Probability Sampling

 Non-probability Sampling

 Probability sampling: It involves random selection,

allowing you to make strong statistical inferences about
the whole group. Probability sampling means that every
member of the population has a chance of being
selected. It is mainly used in quantitative research. If you
want to produce results that are representative of the

65 | P a g e
 whole population, probability sampling techniques are the
most valid choice.

There are four main types of probability sample.

1. Simple random sampling: In a simple random sample,

every member of the population has an equal chance of
being selected. Your sampling frame should include the
whole population.

To conduct this type of sampling, you can use tools like

random number generators or other techniques that are
based entirely on chance.

2. Systematic sampling: Systematic sampling is similar

to simple random sampling, but it is usually slightly easier
to conduct. Every member of the population is listed with a
number, but instead of randomly generating numbers,
individuals are chosen at regular intervals.

3. Stratified sampling: Stratified sampling involves

dividing the population into subpopulations that may differ
in important ways. It allows you draw more precise
conclusions by ensuring that every subgroup is properly
66 | P a g e
represented in the sample.

5. Cluster sampling: Cluster sampling also involves

dividing the population into subgroups, but each
subgroup should have similar characteristics to the
whole sample. Instead of sampling individuals from
each subgroup, you randomly select entire subgroups.
This method is good for dealing with large and
dispersed populations, but there is more risk of error in
the sample, as there could be substantial differences
between clusters. It’s difficult to guarantee that the
sampled clusters are really representative of the whole
population.

 Non-probability sampling: In a non-probability sample,

individuals are selected based on non-random criteria,
and not every individual has a chance of being included.

This type of sample is easier and cheaper to access, but

it has a higher risk of sampling bias. That means the
inferences you can make about the population are
weaker than with probability samples, and your
conclusions may be more limited. If you use a non-
67 | P a g e
 probability sample, you should still aim to make it as
representative of the population as possible.

There are five main types of probability sample.

1. Convenience sampling: A convenience sample simply

includes the individuals who happen to be most accessible to
the researcher. This is an easy and inexpensive way to gather
initial data, but there is no way to tell if the sample is
representative of the population, so it can’t
produce generalizable results. Convenience samples are at
risk for both sampling bias and selection bias.

2. Voluntary response sampling: Similar to a convenience

sample, a voluntary response sample is mainly based on ease
of access. Instead of the researcher choosing participants and
directly contacting them, people volunteer themselves (e.g. by
responding to a public online survey). Voluntary response
samples are always at least somewhat biased, as some
people will inherently be more likely to volunteer than others,
leading to self-selection bias.

68 | P a g e
3. Purposive sampling: This type of sampling, also known
as judgement sampling, involves the researcher using their
expertise to select a sample that is most useful to the purposes of
the research.

It is often used in qualitative research, where the researcher

wants to gain detailed knowledge about a specific phenomenon
rather than make statistical inferences, or where the population is
very small and specific. An effective purposive sample must have
clear criteria and rationale for inclusion. Always make sure to
describe your inclusion and exclusion criteria and beware
of observer bias affecting your arguments.

5. Quota sampling: Quota sampling relies on the non-random

selection of a predetermined number or proportion of units. This is
called a quota.

You first divide the population into mutually exclusive subgroups

(called strata) and then recruit sample units until you reach your
quota. These units share specific characteristics, determined by
you prior to forming your strata. The aim of quota sampling is to
control what or who makes up your sample.

69 | P a g e
The Sampling Technique that is used is Probability Technique and
the Sampling Type is Simple Random Sampling.

SAMPLE SIZE

The sample size is the measure of the number of

individual samples used in an experiment.

The sample size chosen was 50 medical stores

70 | P a g e
 SAMPLE UNIT

Sample units are the members of the population from

which measurements are taken during sampling. Sample
units are distinct and non-overlapping entities

The sampling unit chosen were the Medical Stores of Fatehpur city.

DATA SOURCE

The researcher can get two types of data:

a) Primary Data

b) Secondary Data

a) Primary Data

Primary data is a data which did not exist earlier and is

being collected by the researcher first time for its specific
objectives. In other words, direct collection of data from

71 | P a g e
 the source of information, technology including personal
interview, telephonic interviews with the help of
Questionnaire.

b) Secondary Data

Any data which have been collected earlier for some

purpose are the secondary data. Indirect collection of
data from sources containing past or recent past
information likebrochures, annual publication, books etc.
Secondary sources used are:

 Text Books
 Internet Sites
 Newspaper Articles

1. Research Approach:

Survey is best suited for descriptive and analytical

research. Survey are undertaken to learn about people's
knowledge, beliefs, preferences, satisfaction and so on
and to measurethese magnitudes in the general public.
Therefore, I have done this survey for Descriptive and
analytical research process.

72 | P a g e
2. Research instrument:

Questionnaire: Questionnaire is a type of statistical

survey handed out in paper form usually to a specific
demographic to gather information in order to provider
better service or goods. A document that contains a set of
questions that hasbeen specially formulated as a means
of collecting information and surveying opinions, etc on a
specified subject or theme, etc.
A questionnaire was constructed for my survey.

73 | P a g e
 ADVANTAGES OF THE STUDY

 To provide sound basis for the formulation of marketing

policies.

 To study existing competitor brands of company.

 To increase sales of company.

 For maximization of profit.

 For company promotion through market survey.

 To maintain and increase relationship with

chemists/pharmacists

 To guide sales promotion effects.

 To do the risks and vulnerability analysis of different

dosage forms of drugs and find out which company is
best according to this and the measures taken to
minimize the risks.

74 | P a g e
 LIMITATIONS OF THE STUDY

 The study is to be limited to Fatehpur region only

because of limited time and financial resources. So
results of the study may not be generalized for India as a
whole.

 The sample size is limited to 100 respondents, so

complete knowledge about subject is not possible.

 Another factor could be the existence of biasness in the

respondents mind. Many times these biasness have
greater bearing on the responses put forward by
respondents.

 Human weaknesses such as inattentiveness cannot be

ignored.

 Chemists generally does not taking serious and tried to

avoid is cussions with me.

 Chemists do not provide us the correct information

some time.

75 | P a g e
DATA ANALYSIS
AND
INTREPRETATION

76 | P a g e
 DATA ANALYSIS AND INTERPRETATIONS

KEY POINTS

1. Do you sell Pharmaceuticals Medicines?

Response Percentage of respondents

YES 100

NO 0

120

100

80

60 SERIES 1

40

20

0
YES NO

Interpretation: From the above graph it is clear that all

the100% respondents sell Pharmaceuticals Medicines?
77 | P a g e
2. Do you know about Pharma India Company?

Response Percentage of respondents

YES 97
NO 3

120

100

80

60 SERIES 2

40

20

0
YES NO

Interpretation: From the above graph it is clear that most

of respondent know about Pharma India.

78 | P a g e
3. Is the Pharma India products demand lie in the market?

Response Percentage of Respondents

YES 80
NO 20

80

70

60

50

40
SERIES 3
30

20

10

0
YES NO

Interpretation: from the above graph that there is high

demand of Pharma India Products present in the
market.

79 | P a g e
4. What is the weekly sale (no. of prescription) of following
product in your pharmacy?

PRODUCT WEEKLY SALE MONTHLY SALE

Ferovit-Z 8 39
Orthocare-m 4 20
(joint pain oil)

40
35
30
25 FEROVIT Z
20
15 ORTHOCARE
M
10
5
0
WEEKLY MONTHLY

Interpretation: From the study we find that the weekly sale

of Ferovit-Z is app.8 and Orthocare-M(Joint pain oil) is
app. 4.

80 | P a g e
5. What about the quality of pharma India products?

RESPONSE PERCENTAGE OF RESPONDENTS

EXCELLENT 60
GOOD 30
MODERATE 10

70
60
50
40
SERIES 5
30
20
10
0

Interpretation: From the study we find Pharma India

provideExcellent quality of products.

81 | P a g e
6. which company has good relation with you? Pls specify.

RESPONSE PERCENTAGE OF RESPONDENTS

Pharma India 30
Sun 30
Pharmaceutical
Industries Ltd.
Cipla Ltd. 40

45

40

35

30

25
SERIES 6
20

15

10

0
PHARMA INDIA SUN CIPLA LTD.
PHARMACEUTICAL INDUSTRIES LTD

Interpretation: From the survey it is clear that Cipla Ltd.

have good dealing with the respondents and they tried to
maintaingood relations with doctors also.

82 | P a g e
7. By doing which medium you communicate with your
company?

RESPONSE PERCENTAGE OF RESPONDENTS

E-mail 10
MR 76
Phone 14
Post 0

80

70

60

50
SERIES 7
40

30

20

10

0
E-MAIL MR PHONE POST

Interpretation: From the above graph it is clear that 76%

respondents communicate with the company through
Marketing Representatives, 14% through Phone and
remaining 10% through E-mail. None of the respondents
isusing post to communicate with the company.

83 | P a g e
8. What is the performance of Pharma India Products in
your shop?

RESPONSE PERCENTAGE OF RESPONDENTS

Very Good 57
Good 27
Average 16

60

50

40

30
SERIES 8
20

10

0
VERY GOOD GOOD AVERAGE

Interpretation: Most of the people said that the

performance of Pharma India products is very good at
their shop.

84 | P a g e
9. For how many years you are practicing as a medical
practicener (Doctor) ?

 Less than one year 32 per cent

 From one to five years 49 per cent
 Five to Ten years 11 per cent
 More than Ten years 8 per cent

Series 9
60

50

40

30

20

10

0
1 year 1-5 years 5-10 years More than 10 yrs

Series 9

Interpretation: An attempt was made to understand

the profile of the doctors in terms of their experience in the
industry. Great care was taken to ensure that the sample is
adequate and representative of the universe.

85 | P a g e
10. Do you agree that India’s pharmaceutical industry is one of
the fastest growing segments of the Indian economy?

 Agree 43 per cent

 Strongly Agree 40 per cent
 Disagree 13 per cent
 Strongly Disagree 04 per cent

Series 10
50
45
40
35
30
25
20
15
10
5
0
Agree strongly Agree Disagree strongly Disagree

Series 10

Interpretation: India’s pharmaceutical industry is one of the fastest

growing segments of the Indian economy and this is also one
of the vital industrial segments which are directly related to the
health of the nation.

86 | P a g e
11. Do you agree that the marketing strategy of the
pharmaceutical industry should be different from the marketing
strategy in non-pharmaceutical segments?

 Agree 50 per cent

 Strongly Agree 36 per cent
 Disagree 10 per cent
 Strongly Disagree 04 per cent

Series 11
60

50

40

30

20

10

0
Agree Strongly Agree Disagree Strongly disagree

Series 11

Interpretation: The structure and the dynamics of the

pharmaceutical industry are different from that of the other
industrial domains. This is what necessities the pharmaceutical
sector to formulate a unique marketing strategy to suit their
industry requirements and that appears to be different, in practice
and normative sphere, from other industries.

87 | P a g e
12. Do the Pharmaceutical companies offer gifts to the
doctors to influence their prescriptions in favour of
their company medicines?

 Yes 95 per cent

 No 05 per cent

Series 12
100
90
80
70
60
50
40
30
20
10
0
Yes no

Series 12

Interpretation: Pharmaceutical marketing experts are aware that

well timed advertising directed to doctors tends to boost sales of
the brand that spent the marketing dollars . In the case of
marketing directly to health professionals, the question is whether
promotion is (as most drug companies claim) primarily information
on how the drug works or is intended to persuade doctors to
prescribe the drug more frequently. The practice of offering gifts
to the doctors to influence their prescriptions is a common
strategy among the pharmaceutical companies.
88 | P a g e
13. Do you think that the entry of Multinationals is a Major
Challenge to the domestic Players in the Pharmaceutical
Market and are they ready to face the Challenges of the
Foreign Players?

 Yes 46 per cent

 No 54 per cent

Series 13
56

54

52

50

48

46

44

42
YES NO

Series 13

Interpretation: From the above data it is clear that most people

think multinational companies cannot give fully competition to
Indian companies in the Indian market.

89 | P a g e
14. Do you believe that technology utilization and innovative
distribution channels will help in marketing of Pharma products
in India?

 Yes 75 per cent

 No 25 percent

80
Series 14
70

60

50

40

30

20

10

0
YES NO

Series 14

Interpretation: It is clear that using technology and innovative

distribution channels in marketing of pharma products of pharma
company in Indian market.

90 | P a g e
FINDINGS

91 | P a g e
 FINDINGS

Pharma India is one of the leading companies

inpharmaceutical industry.

1. From the above study it is clear that all the

100% respondents sell Pharmaceuticals
products.

2. From the above study it is clear that all the

100% respondents know about Pharma India.

3. From the above study it is clear that all the

major companies manufacture multi-vitamin and
multi-mineralsyrups.

4. From the above study it is clear that Pharma India

and Cipla Ltd. have good dealing with the respondents
and theytried to maintain good relations with doctors and
customers also.

5. From the above study it is clear that 76%

respondents communicate with the company through

92 | P a g e
Marketing Representatives, 14% through Phone and
remaining 10% through E- mail. None of the
respondents is using post tocommunicate with the
company.

6. From the above study it is clear that Pharma India

has good name and fame in the market. 57%respondents
favored that the performance of Pharma India in their shop
isvery good, 27%says good and remaining 16% says that
the performance of Pharma India is average in their shop.

7. From the above data we find that weekly sale of

Ferovit-Z is app. 8-9 packs and weekly sale of
Orthocare-M is 3-4 packs.

93 | P a g e
SUGGESTIONS

94 | P a g e
 SUGGESTIONS

1. There should be proper feedback for the chemists,

whenever any scheme is introduced for the chemists,
they should be made aware of it. Medical or Sales
representative should be given guidelines to intimate each
and every chemist of his area about the schemes.

2. The company should provide gifts, incentives and

tours at free of cost to retailers and dealers to promote
the sale of Pharma India.

3. The company should determine the pricing strategy

of other company and fix the price of their product by
keepingprice of other company in their mind.

5. As 10% respondent communicate through email so

company should use advance technology so that large no
of respondent communicates through email and phone.

6. As 57% respondent favor the product of Pharma

95 | P a g e
India socompany should create awareness about
product by advertisement, promotional campaign or any
other methodso that more and more people favor
Pharma India product.

96 | P a g e
CONCLUSION

97 | P a g e
 CONCLUSION

India's US$ 3.1 billion pharmaceutical industry is growing

at the rate of 14 percent per year. It is one of the largest
and most advanced among the developing countries.
Indian companies, in an effort to consolidate their position,
will haveto increasingly look at merger and acquisition
options of either companies or products. This would help
them to offset loss of new product options, improve their
R&D efforts and improve distribution to penetrate markets.
The success of the company lies in strict quality control,
manufacturing facilities, Cost Competitiveness, Well
Developed Industry with Strong Manufacturing Base,
Access to pool of highly trained scientists, both in India
and abroad, Strong marketingand distribution network.
From the study it is clear that Pharma India is one of the
leading companies in pharmaceutical industry. Pharma
India should provide gifts, incentives and tours at free of
cost to retailers and dealers topromote the sale of Pharma
India. Pharma India should do efforts to promote the
products and create awareness through channels such as
advertisements. The company should provide at least

98 | P a g e
20%discount and credit period to the wholesaler/retailers
promote products. There are lots of opportunities in Indian
market therefore Pharma India shouldmove in new
markets and grow the network and distribution channels.
The company has a good name and fame in the market
but the company should try to cover more and more
doctors through personal visit, E-mail, posts and hold
specialpresentations to doctors, so they also recommend
the products of Pharma India. Thus we can say that the
company is growing well in the market by leaps and
bounds and the day is no far when Pharma India will left
behind all the major companies of the world. The company
has proper vision and mission for the future and I hope
Pharma India will easily achieve its future targets and
Mission.

99 | P a g e
BIBLIOGRAPHY

100 | P a g e
 BIBLIOGRAPHY

Websites

www.google.com
www.pharmaindia.co
www.indiamart.com
www.scribd.com
www. healthcareweekly.com
www.megawecare.com

101 | P a g e
ANNEXURE

102 | P a g e
 QUESTIONAIRE

1. Do you sell Pharmaceuticals Medicines?

i. YES
ii. NO

2. Do you know about India Pharma Company?

i. YES
ii. NO

3. Is the Pharma India products demand lie in the market?

i. YES
ii. NO

4. What is the weekly sale of Ferovit-Z syrup in your shop?

i. 2-4 syrup
ii. 4-6 syrup
iii. 6-8 syrup
iv. 8-10 syrup

103 | P a g e
5. What is the weekly sale of Orthocare-M joint pain oil in
your shop?

i. 2-4
ii. 4-6
iii. 6-8
iv. 8-10

6. Which company has good relation with you? Pls specify.

7. By doing which medium you communicate with yourcompany?

i. E-MAIL

ii. MR

iii. PHONE

iv. POST

104 | P a g e
8. What is the performance of Pharma India Products in
yourshop?

i. VERY
ii. GOOD
iii. AVERAGE

9. For how many years you are practicing as a medical

practicener (Doctor) ?

i. Less than one year

ii. From one to five years
iii. Five to Ten years
iv. More than Ten years

10. Do you agree that India’s pharmaceutical industry is one of

the fastest growing segments of the Indian economy?

i. Agree
ii. Strongly Agree
iii. Disagree
iv. Strongly Disagree

105 | P a g e
11. Do you agree that the marketing strategy of the
pharmaceutical industry should be different from the marketing
strategy in non-pharmaceutical segments?

i. Agree
ii. Strongly Agree
iii. Disagree
iv. Strongly Disagree

12. Do the Pharmaceutical companies offer gifts to the doctors

to influence their prescriptions in favour of their company
medicines?

i. Yes
ii. No

13. Do you think that the entry of Multinationals is a Major

Challenge to the domestic Players in the Pharmaceutical
Market and are they ready to face the Challenges of the
Foreign Players?

i. Yes

106 | P a g e
ii. No

14. Do you believe that technology utilization and innovative

distribution channels will help in marketing of Pharma products
in India?

i. Yes
ii. No

107 | P a g e