Logistics, Marketing and Sales in the Pharmaceutical Industry (MGT682)

This course focuses on the organizational, management and technology issues related to the sales and marketing function of the pharmaceutical industry as one of its principal boundary-spanning functions. This course will use extensive research and current literature on pharmaceutical sales and marketing business approaches and technologies that drive or support sales and marketing plans as well as information and knowledge management considerations that drive competitive distinctiveness. This course will also explore the real and potential information and knowledge linkages between the sales and marketing function and the discovery, product development and supply chain functions of the pharmaceutical industry. This course also focuses on the issues surrounding supply chain design, planning and execution for the pharmaceutical and biotech industries from drug discovery to delivery.

Potential topics include:

•  Competing in the Pharmaceutical Marketplace
•  Sales and Marketing Roles
•  Changing Sales Models (managed care, PBMs, etc.)
•  The Role of Technology in Sales and Marketing
•  Supply Chain Basics
•  The Pharmaceutical Supply Chain
•  Managing Supply Chain Relationships