Date post: | 04-Apr-2015 |
Category: |
Documents |
Upload: | sashklucky21 |
View: | 304 times |
Download: | 0 times |
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 CONTENTS PAGE NO.
A. EXECUTIVE SUMMARY 4
B. RESEARCH OBJECTIVE 6
C. SAMPLE BREAK-UP 7-9
1. Area Wise 7
2. Gender Wise 8
3. Zone Wise 8
4. Years of Experience 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 How does an area manager enhance a joint call? 25
Q.5 What should an area manager not do inside the clinic? 29
E. Annexure: List of Doctors 35
F. Annexure: Questionnaire 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.
3.
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.
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
Western SuburbsDahisar, Borivali, Kandivli, Malad, Goregaon,
Jogeshwari, Andheri, Vile Parle, Santacruz, Bandra.
Central Mumbai Sion, Dadar, Lower Parel, Wadala, Matunga, Mahim.
Eastern Suburbs Ghatkopar, Mulund, Chembur, Kurla, Bhandup.
South MumbaiFour Roads(Peddar Road, Altamount Road, Warden
Road, Napeansea Road), Mumbai Central, Grant Road, Byculla.
Thane Bhayander, Dombivali, Thane
AREA – WISE NUMBER OF DOCTORS INTERVIEWED
6
N = 540
AREASCOVERED
DOCTORSINTERVIEWED
ANDHERI 45GHATKOPAR 23DADAR 23THANE 13GOREGAON 29VASHI 22MALAD 23CHEMBUR 18MULUND 21BYCULLA 18VILLE PARLE 37DAHISAR 17FOUR ROADS 13SANTACRUZ 17KURLA 11LOWER PAREL 17JOGESHWARI 16BANDRA 18BHAYANDER 12BORIVALI 30SION 22WADALA 06BHANDUP 15NERUL 14KANDIVLI 20MAHIM 17MUMBAI CENTRAL 13DOMBIVALI 10TOTAL 540
7
N = 540
SAMPLE BREAK - UP
25%
75%
1) Gender-Wise Distribution of doctors[N = 540]
Female-133Male-407
Q.1
8
47%
16%
8%
15%
6%6%
2) Zone-Wise Distribution of Doctors[N=540]
Western Suburbs-256Eastern Suburbs-89South Mumbai-44Central Mumbai-83Thane-35Navi Mumbai-33
N = 540
When was the last time an Area Manager and a MR made a joint call?
[N = 540]
1) When was the last time an Area manager and a MR made a joint call?
Sr. no.
Responses from doctor
Total number of responses (540)
Percentage
1. Today 123 23%2. Yesterday 128 24%3. Last week 149 28%4. Two weeks back 29 5%5. Three weeks back 5 1%
9
N = 540
6. Last month 36 7%
7. 2 – 6 months 28 5%8. More than 6 months 9 2%9. Do not remember 33 6%
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?
10
N = 540
23%
24%
28%
5%
1%7%
5%
2%
6%
TIME WHEN AREA MANAGERS LAST VISITED
Today-123
Yesterday-128
Last Week-149
2 weeks back-29
3 weeks back-5
Last Month-36
2-6 months-28
More than six months-9
Does not remember-33
11
N = 540
Q.2
In the last visit, what did the Area Manager do?
[N = 540]
Multiple Responses = 750
12
N = 540
2) In the last visit what did the Area Manager do?
Sr. No ResponsesTotal Responses
(750)Percent
Responses
1. Gave knowledge about product
236 31.5%
2. Supervised MR 125 16.7%
3. Elaborated MR’s detailing 105 14.0%
4. Insisted to prescribe their product
71 9.5%
5. Assisted MR during the call 44 5.9%
6. Nothing Particular 30 4.0%
7. Build relations with doctors 14 1.9%
8. Himself did detailing 14 1.9%
9. Enquired about his product 14 1.9%
10. Answered Queries 14 1.9%
11. Introduced MR 12 1.6%
12. Gave Gifts 11 1.5%
13. Enquired about MR 8 1.1%
14. DNA 6 0.8%
15. Ask for any complaints 5 0.7%
16. Invited for technical meets 3 0.4%
17. Trained MR 2 0.3%
18. Don't remember 2 0.3%
19. Other responses 34 4.5%
Total 750 100 %
2) In the last visit what did the Area Manager do?
13
N = 540
OTHER RESPONSES
Comments Other responses
Percent response
Introduced himself 3 0.39%He wished 2 0.26%Confirm about sales 1 0.13%Confusing MR 1 0.13%Didn’t explain properly as he was not having complete knowledge of the product
1 0.13%
Disturbed in between my OPD 1 0.13%Finds mistakes of MR 1 0.13%Fixing the deal between us 1 0.13%General product and companies talk 1 0.13%Good rapport with doctors so detailing is effective
1 0.13%
He convinced better than MR 1 0.13%He did not visit me along with his Medical Representative
1 0.13%
He doesn’t know who’s who 1 0.13%He is just like MR with better knowledge 1 0.13%He is more specific 1 0.13%He was interfering 1 0.13%Interrupting the M.R 1 0.13%Microbial sensitivity of antibiotics 1 0.13%Missed earlier since outstation 1 0.13%Pointed out the negative points of other competitive products
1 0.13%
Stood and gave orders 1 0.13%They act as per doctors seniority 1 0.13%They don’t do anything professional 1 0.13%
They don’t introduce so I cannot make out if the other person is Area manager
1 0.13%
They try to impress by seniority 1 0.13%Useless 1 0.13%Usually they come when there is a launch of new product
1 0.13%
Was trying to act that he knows better 1 0.13%Wasted time like all representatives 1 0.13%When there is no business they come 1 0.13%
14
N = 540
Why should I be bothered about his role 1 0.13%Total Responses 34 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.
10% of total responses given by doctors indicate that Area Managers insisted them to prescribe their product.
6% of total responses given by doctors indicate that Area Managers assisted MR during his call.
4% of total responses given by doctors indicate that Area Managers did not do anything particular.
2 % of total responses given by doctors indicate that Area Managers came to improve their relations with doctors.
2% of total responses given by doctors indicate that Area Managers themselves gave product detailing.
2% of total responses given by doctors indicate that Area Managers answered their queries.
1% of total responses given by doctors indicate that Area Managers enquired about their MR’s.
2)In the last visit what did the Area Manager do?
15
N = 540
0
5
10
15
20
25
30
35
32
17
13
10
5 4 4
2 2 2 2 21 1 1 1 1 1 1
Doctor's Response
RESPONSES
Perc
ent o
f tot
al re
spon
ses
16
N = 540
Q.3
What do you think is the real role of an Area Manager?
[N = 540]
Multiple Responses = 835
3) What do you think is the real role of an Area Manager?
17
N = 540
Sr. no.
ResponsesTotal
Responses(835)
Percent Responses
1. Supervise the MR 163 19.36%2. Guides and trains MR 92 10.93%3. Detailed information 71 8.43%4. Other comments 59 9.74%5. Not important 64 7.60%6. Advertising his brand 57 6.77%7. DNA 49 5.82%8. Enhancing sales and
prescription49 5.82%
9. Extra information apart from MR
39 4.63%
10. Build relations with doctors 27 3.21%11. Check product availability 27 3.21%12. Answer queries 26 3.09%13. Inspect regularity of MR 24 2.85%14. Visit regularly 23 2.73%15. Senior person 12 1.43%16. Impress doctors 8 0.95%17. Control false calls 7 0.83%18. Conference organising 7 0.83%19. To take feedback from doctors 6 0.71%20. Introduce a new MR 6 0.71%21. Be short and precise 6 0.71%22. Emphasize on feedback
from market5 0.59%
23. See that gifts are given 4 0.48%24. Same as MR 4 0.48%
TOTAL 835 100%
3) What do you think is the real role of an Area Manager?
18
N = 540
Other CommentsOtherresponses
Percentage response
Focus on new and selected doctors 4 1.03%Incharge of a new area and MR responsibility
4 1.03%
Offer discount on bulk purchase 4 1.03%
Power to take decisions regarding CMEs 3 0.7% Maintain good communication 3 0.7%Check he is well dressed and speaks good english
3 0.7%
Doctor's request to be fulfilled 3 0.7%Doctor's issues to be taken to companies 2 0.5%
To keep a tag on new doctors 2 0.5%
Look that things are done properly 2 0.5%
Compile data on sales from various areas 2 0.5%
Role model to MR 2 0.5%
Take feedback from juniors 2 0.5%
Better explanation than MR 2 0.5%
They should speak 2 0.5%
Enquire about MR in his absence 2 0.5%
Stick to standard drugs 2 0.5%
Check on the MR in his absence 2 0.5%
Study prescribing patterns of doctors 1 0.2%
Soft corner and helpful for company 10.2%
Should be aware of ethical and rational physicians
1 0.2%
They are useless 10.2%
Talk about launches 1 0.2%
He should do whatever he is paid for 1 0.2%
Subject oriented approach 1 0.2%
19
N = 540
He should have good convincing power 1 0.2%
More aggressive 1 0.2%
Should interact and give quality assurance 1 0.2%
Standard of MR is poor so he has to come 1 0.2%
Dispense least dose of antibiotic 1 0.2%
He should promote his juniors 1 0.2%
TOTAL 59 9.74%
3) What do you think is the real role of an Area Manager?
Interpretations:
20
N = 540
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.
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.
21
N = 540
3) What do you think is the real role of an Area manager?
22
N = 540
Q.4
23
Superv
ise th
e MR
Guides an
d train
s MR
Detaile
d inform
ation
Not importa
nt
Other co
mments
Adverti
sing h
is bran
d
Enhan
cing s
ales a
nd prescri
ptionDNA
Extra
inform
ation ap
art fr
om MR
Check pro
duct av
ailab
ility
Build re
lations w
ith docto
rs
Answer
queries
Inspect
regu
larity
of MR
Visit re
gular
ly
Senior p
erson
Impres
s docto
rs0
20
40
60
80
100
120
140
160
180 163
92
7164 59 57
49 4939
27 27 26 24 23
12 8
RESPONSES
NO
OF RESPONSES
N = 540
In what way the Area Manager enhances the value of a joint call?
[N = 540]
Total Multiple Responses N = 750
4) In what way the Area Manager enhances the value of joint call?
Sr. No.
ResponsesTotal responses
(750)
Percentage
1. Does not enhance181
24%
2.Area Manager (AM) has better knowledge than Medical Representatives (MR)
176 24%
3. AM guides & corrects the MR 77 10%4. AM explains better than MR 71 9%
5.AM makes the doctor feel more important
61 8%
24
N = 540
6.Am builds better relation with doctors
39 5%
7.AM persuades doctor to increase the number of prescriptions
33 4%
8. Enhances the call 21 3%
9.AM has better communication skills than MR
20 3%
10.AM has more impact being a senior person
16 2%
11. AM introduces the new MR 15 2%12. AM introduces the new product 5 1%13. DNA 18 2%14 Others 15 2%
Provides with schemes, gifts and samples
40.53%
Takes the feedback from doctor
40.53%
More presentable than MR 30.4%
Thanks the doctor 20.26%
Is a better listener 10.13%
Switches off the mobile phones of MR
1 0.13%
4)In what way the Area Manager enhances the value of a joint call?
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.
25
N = 540
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
Does not e
nhance
Has bett
er kn
owledge
Guides & Corre
cts th
e MR
Explai
ns bett
er than
the M
R
Makes
the docto
r fee
l more
importa
nt
Builds a
better
relati
on
Persuad
es to in
crease
the p
rescri
ptions
Enhan
ces th
e call
Better
communica
tionDNA
More im
pact bein
g a se
nior pers
on
Introduces
the n
ew M
R
Others
To in
troduce
new pro
duct0
20
40
60
80
100
120
140
160
180
200
181176
7771
61
3933
21 20 18 16 15 155
Responses of the Doctors
RESPONSE
NUM
BER
OF
RESP
ON
SES
27
N = 540
Q.5
What should an Area Manager not do inside the clinic?
[N = 540]
Total Multiple Responses = 698
5) What should an Area Manager not do inside the clinic?
Responses Total no of responses (698)
Percentage
28
N = 540
Nothing in particular 163 23%
Other comments 92 13%Should not take too long 63 9%Should not interrupt the MR 61 9%Should not force to prescribe 53 8%Should not suppress the MR 36 5%Should not insult the MR 33 5%Should not talk on the phone 32 5%DNA 22 3%Should not act oversmart 21 3%Should not be casual 19 3%Should not bribe 16 2%Should not condemn others Products
15 2%
Should not misbehave and Irritate
15 2%
Should not be repetitive 13 2%Should not come 10 1%Should not disturb when busy 10 1%Should not misguide 6 1%Should not be too aggressive 4 1%Should avoid personal talk 4 1%Should not smoke 4 1%Cannot answer 3 0.2%Should not pressurize 3 0.2%
TOTAL 698 100%
5) What should an Area Manager not do inside the clinic?
Interpretations:
29
N = 540
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.
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 Other responses
Percentage
Should do something and not just sit 7 7.6%
30
N = 540
Should not keep on talking about his business and explaining all the products
7 7.6%
Should not chat with the MR or prompt the MR
4 4.3%
Should encourage and support the MR 4 4.3%Should be cordial and create a good impression
4 4.3%
Should have knowledge about pharma and should update about new products
4 4.3%
I don’t know 4 4.3%Should talk about products pertaining to the doctors specialty
3 3.2%
Should not be too bossy 3 3.2%Should not be overfriendly 3 3.2%Should not wear dirty socks or should not smell
3 3.2%
Should be a good listener 3 3.2%Should not come with a lot of people 2 2.1%Should not speak in any other language other than English
2 2.1%
Should not indirectly spy on the MR 2 2.1%Should not collect information from the staff or pass comments on the staff
2 2.1%
Should not ask silly questions 2 2.1%Is doing good things and is not boring 2 2.1%Should train the MR properly and should supervise him
2 2.1%
They accompany the MR every time and ask for the doctors well being
2 2.1%
Should come in the prescribed time and see if the doctor is interested
2 2.1%
Should not sit on the doctors stool and should not carry a heavy bag
2 2.1%
AM’s are more mature and sensible 2 2.1%Should understand the doctor better & not encourage the MR to read everything
2 2.1%
Should not pressurize the doctor 1 1%Should not link up cross information among consultants
1 1%
31
N = 540
Other unspecific responses 17 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
Nothing in parti
cular
Others
Should not ta
ke to
o long
Should not in
terru
pt the M
R
Should not fo
rce to
prescri
be
Should not s
uppress t
he MR
Should not in
sult t
he MR
Should not ta
lk on th
e phone
DNA
Should not a
ct ove
rsmart
Should not b
e casu
al
Should not b
ribe
Should not c
ondemn other'
s pro
ducts
Should not m
isbeh
ave a
nd irrita
te
Should not b
e rep
etitve
Should not c
ome
Should not d
isturb
when
busy
Should not m
isguide
Should av
oid personal
talk
Should not b
e too ag
gressi
ve
Should not s
moke
Cannot a
nswer
Should not p
ressu
rise
0
20
40
60
80
100
120
140
160
180
163
93
63 6153
36 33 3222 21 19 16 15 15 13 10 10 6 4 4 4 3 2
Responses of the Doctor
RESPONSES
Num
ber o
f res
pons
es
CODES FOR DOCTOR’S SPECIALISATIONS AND LIST OF DOCTORS
33
N = 540
CODE SPECIALISATION CODE SPECIALISATION
ANTAnaesthetist MD Doctor of Medicine
CARCardiologist MS Master in Surgery
CHPChest Physician NEU Neurologist
DBTDiabetologist OPT Ophthalmologist
DENDentist ORT Orthopaedic surgeon
DRMDermatologist PDT Paediatrician
ENT Ear, Nose & Throat Specialist
PSY Psychiatrist
GNPGeneral Physician SXT Sexologist
GYNGynecologist URO Urologist
LIST OF DOCTORS
Doctor’s Name Specialisation Doctor’s Name SpecialisationDr. Pratibha Walinjkar DEN Dr. Nikunj Panwala GNPDr. J. J. Gotur GNP Dr. Sudha Mody CRDDr. Manjur GNP Dr. Jatin Soni GNP
34
N = 540
Dr. Alok Shah MD Dr. Hasmukh Patel MSDr. Ajay Desai GNP Dr. Kavita Mody MDDr. Pranav Sheth GNP Dr. Dinesh Patel DENDr. Sunanda Khanna DEN Dr. Dharit Mehta ORTDr. Anant Pal Singh GNP Dr. Sachin Shah DENDr. Prabhakar Khaire DEN Dr. Rajesh Mishra GNPDr. Vikram Thakkar GNP Dr. Sujal Panchal GNPDr. Uttam Kelkar GNP Dr. G.D Katkar GNPDr. Shirish Choksi GNP Dr. Charuta Gaiki ENTDr. Abhijit Kher GYN Dr. Anita Soans GNPDr. Shreenath Kanojiya GNP Dr. Swati Despande DENDr. Navin Fadnis DEN Dr. Fahimudin Shaikh DENDr. Hiren Mehta OPT Dr. Savita Gondhali CRDDr. Shailesh Gathani GNP Dr. Mahesh Padsalge MDDr. Krishna Kini GNP Dr. Bade Krishna GNPDr. K. V. Venkatachalam GNP Dr. Thejokrishna DENDr. Neera Parmar GNP Dr. Rahul Patoria OPTDr. Rishabh Shah GNP Dr. Banani Saha DENDr. Harshad P. Ghatalia GNP Dr. Shouvik Deb GNPDr. Dilip Desai GNP Dr. Deepa Kambli DENDr. Vinay G. Pandurangi DEN Dr. Rahul Mahadar MSDr. Dilip D. Joshi GNP Dr. B. B. Yadav MDDr. Sonali Raut GNP Dr. Mangesh Pate MDDr. Reena Mokal MD Dr. S. Ramanath Iyer MDDr. Rakesh Valotia GNP Dr. Vijay Vanjari GNPDr. S.S. Kasbekar GNP Dr. Avinash Tiwari MDDr. Sachin Kamat GNP Dr. P.K. Moyade OPTDr. Prashant Patel GNP Dr. Mahesh Kulkarni OPTDr. Prakash Amonkar GNP Dr. R.G Torsekar MDDr. Ulhas Kulkarni ORT Dr. Gayatri Shenoy GYNDr. Sudhir Joshi ORT Dr. D.B. Rathore GNPDr. R.G.Valia DRM Dr. N.J. Jain GNPDr. Sachin Sawant DRM Dr. Subhash D. Bhalerao GNPDr. R.N.Momin GNP Dr. Sharad J. Shah GNPDr. I.M. Maknojia DEN Dr. Mahesh Gupta GNPDr. M.B.Mistry DEN Dr. Rajesh Tarkas GNPDr. K.R. Maredia GNP Dr. Prakash S. Borana GNP Doctor’s Name Specialisation Doctor’s Name SpecialisationDr. Anis Maknojia DEN Dr. Rajiv D. Pukhatankar GNPDr. Sanjay Desai CAR Dr. Ameeta Gunderia ENTDr. Krishna Desai GYN Dr. Bhupendra Dalal GNPDr. Aditi Parmar GYN Dr. Ramesh Rathod GNPDr. Suruchi Desai GYN Dr. Abhay Lotikar DENDr. Hansa Bedha GYN Dr. D.R. Sheregar GNPDr. Kesar Shah GNP Dr. Harish Dhuri GNPDr. A.V.Divekar GNP Dr. Sudhir S Shetty DRM
35
N = 540
Dr. Nitin Pawaskar GNP Dr. N.V.Ghoting OPTDr. O.P.Poddar GNP Dr. K. N. Bangera GNPDr. Mukesh Sejpal GNP Dr. Mary roy GNPDr. Rashmi Naik DEN Dr. A. R. Kamath GNPDr. Raksha Shah GNP Dr. Dilip Nabar GNPDr. Pooja Gala DEN Dr. Y M Dave GNPDr. Shalini Shah GNP Dr. Prakash Rege GNPDr. Prabhu Solanki ORT Dr. Swaroop Pramanik DENDr. Vasanti Rane GNP Dr. Sanjay K Bubna ENTDr. Pranav Sheth GNP Dr. Ajit Shetty PSYDr. Sunanda Khanna DEN Dr. Rajan Garg PDTDr. Anant Pal Singh GNP Dr. R B Chauhan GNPDr. Prabhakar Khaire DEN Dr. S S Shetty GNPDr. Vikram Thakkar GNP Dr. G M Joshi GNPDr. Shalini Tilve GNP Dr. Manisha Sabnis DENDr. Priya Gambhir DEN Dr. N.N.Moghe DENDr. Vikrant Pawar GNP Dr. Mala Nevrekar GNPDr. Vijaya Gowri PDT Dr. Praveen Badwaik DENDr. Preeti Sutaone GNP Dr. Vivek Deshpande ORTDr. Archana Nanaware GNP Dr. Bhuma Vashi DENDr. Pandit OPT Dr. Pankaj Telivaala GYNDr. Akhsay Biyani DEN Dr. Mohan Gadam GYNDr. R. M. Jain MD Dr. Pravina Gandhi GYNDr. Chandrashekhar Prabhu
GNP Dr. Sunil Gandhi GNP
Dr. Anupama Mathur DEN Dr. Kumar Jayesh OPTDr. Sanjiv Kale PSY Dr. V.S. Patkar MDDr. Maya Kale DRM Dr. V.G. Agarwal GYNDr. Sumit Chauhan DEN Dr. Dinesh Lodha PDTDr. M. M. Joshi GNP Dr. N. K. Upadhyay MDDr. Girish Dhande ENT Dr. M. A. Nadkarni GNPDr. Bharat Shah GNP Dr. Lalitha Krishnan GNPDr. Vaishali Dalvi ENT Dr. Nirupa Shukla GNPDr. Rakesh Matekar GNP Dr. Preeti Atre DRM Doctor’s Name Specialisation Doctor’s Name SpecialisationDr. G M Prabhu GNP Dr. Trupti Zemse DENDr. Devesh Desai MD Dr. N. J. S. Saggu GNPDr. Suhas Patwardhan GNP Dr. G. M. Sarkar ORTDr. Meena Madan GNP Dr. Priti Jain DENDr. Kundan Chaudhary GNP Dr. V. R. Gaonkar GNPDr. Rajesh Khanna DEN Dr. Chintamani Lele GNPDr. Prashant Bhatia GNP Dr. Manik V. Sardesai DENDr. Tushar Shah GYN Dr. Pratibha Shetty DENDr. Dhimant B. Gala DEN Dr. M. M. Maredia GNPDr. Aparna V. Joshi GNP Dr. A. D. Mehta DRMDr. Vinay G. Bedagkar DEN Dr. Shobhana Jain GNP
36
N = 540
Dr. M. G. Jadhav GNP Dr. N. R. Chaube GNPDr. Chandrakant Vira GNP Dr. Haresh Shah GNPDr. Naved L. Pathan GNP Dr. D. N. Trivedi DENDr. Dhiraj P. Gala GNP Dr. Sudhir Verma DENDr. Ashok Punjabi CAR Dr. Sushil Shah GNPDr. A. V. Vaidya GNP Dr. K. K. S. Bang GNPDr. Ashwin Samant ORT Dr. Vimal K. Kabra CRDDr. Nirmala S. Tare GNP Dr. Ashit Shah ORTDr. J. D. Samant GNP Dr. Supritha A. Shetty DENDr. Gita Kowshik GNP Dr. Sunil V. Shah CHPDr. Nagin G. Nirmal GNP Dr. B. R. Agrawal PSYDr. S. L. Trivedi GNP Dr. Gaurang Kapadia GNPDr. G. G. Wagh GNP Dr. Kaivalya Thakur DENDr. Prakash P. Gala GNP Dr. Ashok Jain GNPDr. Bhavna G. Khetia GNP Dr. Ashiwin Joshi GNPDr. Harshad N. Pandya GNP Dr. Viral P. Parikh DENDr. Abhilash Kasabwala DEN Dr. Vishabha Desai GYNDr. A. J. Merchant GNP Dr. J. N. Kharkar GNPDr. Rahul Jeswani MS Dr. Sachin Sawant DRMDr. Imtiyaz . N GNP Dr. P. K. Saple DENDr. Youvraj Shindey DEN Dr. D. M. Nachane MDDr. Mahinder Patel PDT Dr. S. K. Savla OPTDr. N N desai PDT Dr. Minu Shah GYNDr. R T Shetty DRM Dr. Sudhir Medhekar DRMDr. Sameer Taskar PDT Dr. Saumeel S. Methalia DBTDr. A V Dasputra PDT Dr. Piyush Prabhat GYNDr. Gunjan Thaker DEN Dr. Suresh Jain MDDr. Sonali Raut GNP Dr. B. R. Boob MDDr. Pradeep Kapadia GNP Dr. Sanjay Raut GNPDr. Ranjan Maniar GNP Dr. Sushama Jawadekar GNPDr. Uday Ghosalkar DEN Dr. Ashok Shetty GNP Doctor’s Name Specialization Doctor’s Name SpecializationDr. Biten Gariba GNP Dr. Fatema Nazmi GYNDr. Subodh Nadkarni GNP Dr. Suresh Shenoy GNPDr. K. K. Goyal GNP Dr. Manorama Prabhu GNPDr. Ashish Parekh GNP Dr. Lata Bhatt GNPDr. Jnan Basak GNP Dr. Pratibha Maheshwari GNPDr. P. A. Nayak GNP Dr. Jayeshkumar Patel GNPDr. Deepika Parikh GNP Dr. Sunil Parvatkar GNPDr. N.C. Durve GNP Dr. Purushottam Jangid ENT Dr. Ram Lakhani DBT Dr. Medha Sawant DENDr. Pankaj Joshi MS Dr. Ninku Jain GNPDr. Shantesh Kaushik MS Dr. B. T. Shah GNPDr. Kedar M Diwan DEN Dr. Shrikant Patil DENDr. S P Kataria GNP Dr. D. D. Masrani GNPDr. S Gopalan GNP Dr. Farid Ansari ORT
37
N = 540
Dr. C M Variava GNP Dr. A. V. Shenoy GNPDr. Ramchanddra Rao MS Dr. R. R. Dedhia GNPDr. Sakshi M. Batla DEN Dr. Rajiv Jain GNPDr. M.V Noorani GNP Dr. Iffat DENDr. Meena B. Makhecha MD Dr. Anil Raysoni CHPDr. Bhaskar Makhecha GNP Dr. Mario Andrade DRMDr. S.K Joshi GNP Dr. Rajan Patel GNPDr. P. Jeevanram Shetty ENT Dr. L. C. Ma DENDr. Dharmen Punatatr DBT Dr. Manhar Shah GNPDr. D. M. Sadavrati GNP Dr. Pravin Sagotia DENDr. Abhay S. Shah GNP Dr. Harish Mistry GNPDr. Siddharth DEN Dr. Dinesh Porwal DENDr. Ashish Sharma MS Dr. Anita Vaz MDDr. Atul Panghate MS Dr. V. B. Gajare GNPDr. Mehul Dhanoria MS Dr. Sudhir Patil GNPDr. D H Patel MS Dr. Shobana Lele GNPDr. Bhavesh Dhanoria MS Dr. Manoj Jain GNPDr. Mahendra Gada GNP Dr. Shilpa Shinde DENDr. I.J. Chackola GNP Dr. T. S. Rathore GNPDr. Chandra Choksi PDT Dr. A. B. Oke GNPDr. Rajan Tamhane DEN Dr. Sarita Dixit GNPDr. G. Vijaykumar PDT Dr. Pinky Oberoi DENDr. Savita Tanksale GNP Dr. R. K. Matta GNPDr. M. S. Ketkar GNP Dr. Suresh Gupta GNPDr. S. G. Desai DEN Dr. D. N. Chheda GNPDr. Anmol Pitale DEN Dr. Prashant GNPDr. Divya Shetty GNP Dr. P. G. Rao GNPDr. R. M. Shah ENT Dr. Pradeep Goud GNP Doctor’s Name Specialization Doctor’s Name SpecializationDr. M. R. Muni GNP Dr. Kiran Bhuta DENDr. N. T. Sheth GNP Dr. Sharmistha Jadhav GYNDr. Ketan Bhastana GNP Dr. Manish Itolikar MDDr. Minal Bakshi DEN Dr. Parmar DENDr. Hitesh Shah DEN Dr. Arvind Patel GNPDr. Rajeev Kharkar CAR Dr. Arvind Apte DENDr. Parimal Jariwala GEN Dr. Ketan Karavade OPTDr. Dinesh Pandya GEN Dr. V. B. Mulay DENDr. S.K. Shah DEN Dr. Sunil Phalak DENDr. Gautam Sapre GEN Dr. Priti Shah GNPDr. V.V.Karkare ORT Dr. Kishor Vernekar CARDr. Sandeep.Kher MD Dr. Ajay Sharma OPTDr. N.V.Apte MD Dr. Manjeet Singh SXTDr. B. Suhas Naik GNP Dr. R. S. Pradhan DENDr. Meenakshi Rao GYN Dr. Rakesh Singh NEUDr. Sushma Wazir DEN Dr. S. B. Redkar GNPDr. Sudha Biniwale GNP Dr. Milind Thanekar DBT
38
N = 540
Dr. D. M. Narurkar ENT Dr. Rakesh Shah OPTDr. Bharat Rao MD Dr. R. H. Tanna GNPDr. Suresh.C.Anand GNP Dr. N. Y. Khankar GNPDr. Jagdish Walad OPT Dr. K. K. Agarwal DRMDr. Vimmi Sharma DEN Dr. Niraj Khanna MSDr. Reshma Phulwar DEN Dr. Neelesh Pandya OPTDr. Archana Parab DRM Dr. Rajesh Gaikwad PDTDr. C. R. Venkateswaran OPT Dr. Bharat Manek MDDr. R.R.Joshi DEN Dr. Avinash Sinha GNPDr. Dominic Dsilva ORT Dr. Vimal Mishra GNPDr. M.G.Yagnik ORT Dr. Vishwas Shrisat GNPDr. Rommel MD Dr. Ravindra Shetty GNPDr. Shasikant C Gwalia DRM Dr. Lalit Manek DENDr. Mahesh B Pandya GNP Dr. Prakash Shah PDTDr. l. H. Butani DEN Dr. Mamta Jagiasi GYNDr. Harsha Patel GNP Dr. K. R. Dubey DENDr. Raj K Sharma DEN Dr. Yogesh Yerolkar GYNDr. N.B. Vadgama DEN Dr. Dhaval Parekh DENDr. Anil Maheswari MS Dr. Chandra Pal DENDr. Mehul Savla DEN Dr. Saleem Tole GNPDr. S M Maideo DEN Dr. S I Kazi GNPDr. Anil Pichad PDT Dr. Shagufta R Ansari GYNDr. Vijay Panekar MD Dr. Sampat Sisodia GNPDr. Mukund Mehta GNP Dr. Aparna Goel DENDr. Prakash R Mudaliar DEN Dr. Pratap S Badiyani GNP
Doctor’s Name Specialisation Doctor’s Name SpecialisationDr. Hetal J Kothari DEN Dr. Bhavin Desai GYNDr. Mukesh Desai GNP Dr. C S Kothari DBTDr. Hemant T Mehta MS Dr. M S Mallesha GNPDr. Shantesh Kaushik CAR Dr. Nisha Doshi GNPDr. Anubhai Vora GNP Dr. Umesh Vakil GNPDr. K. D. Parekh GNP Dr. Santosh Kate GNPDr. Jeevan Mathai DEN Dr. Atul Kadakia GNPDr. Hemant Sankpal OPT Dr. Vishakaha DENDr. Satish Nair PDT Dr. Amit Shah DENDr. Vijay P. Thakker GNP Dr. Shailesh Parmar DENDr. Sanjay Kaushal GNP Dr. Rashi kabra DENDr. G. Raj GNP Dr. Yasheesh Maniar MSDr. Rajendra R. Mengar GNP Dr. Pradnya Nagle GNPDr. Sanjay M. Baiskar DEN Dr. Alok Saxena GNPDr. B. Damany NEU Dr. Tushar Doshi GNPDr. Meeta Adhiya GNP Dr. Vinayak Moghe MSDr. Indur Ramchandani DRM Dr. N.P Gherwara MDDr. Amrut Shah GNP Dr. Rana GNPDr. Kiran Gandhi GNP Dr. P.P. Asnani GNPDr. Deepak Kripalani GNP Dr. Bhavesh Gohil OPT
39
N = 540
Dr. Rushitum Mistry DEN Dr. Ajay Shah ORTDr. Adi Nazir MS Dr. Tara Soneji GNPDr. Ketan Desai URO Dr. S.D. Mokashi GNPDr. Navroze Kotwal DEN Dr. Neelam Ghatkar DENDr. Mehli Nazir GNP Dr. Jay Matani DENDr. Yogesh Gupta GNP Dr. U. A. Ghamande GYNDr. Asha Jani GNP Dr. Arvind Advani DENDr. Jasmine Tavadia DEN Dr. Dimple Bhankharia DRMDr. Mehru Vaghcchipawalla
GYN Dr. I.P. Velani GNP
Dr. Ferzin V. Elavia GNP Dr. Khushal Shah DENDr. Subhash M. Vani GNP Dr. B. C. Lohana GNPDr. Rajesh N. Sheth GNP Dr. Sanjay Mehta GNPDr. Vipul Masrani GNP Dr. Kartik Bhanushali DENDr. Pankaj R. Bandarkar GNP Dr. Nikunj Panwala GNPDr. Khusboo Sharma DEN Dr. Sudha Mody CRDDr. Hemendra Shah OPT Dr. Jatin Soni GNPDr. Kamlesh Khandelwas
DBT Dr. Shyam Jamalbad DEN
Dr. Chaitan Bhatt ENT Dr. Santosh Satale MDDr. Kalpna Shrimankar GNP Dr. A R Kamat ENTDr. Vandana M. Bhutta GNP Dr. Niraj Kasat ORT Doctor’s Name Specialisation Doctor’s Name SpecialisationDr. Ramesh Savla GNP DR. Kedar Diwan DENDr. Ashok Habbu PDT Dr. Afshan Laheji DENDr. Manish Acharya GNP Dr. Priya Shah GYNDr. R.S. Shetty GNP Dr. Sundeep Amberkar CRDDr. S.L. Achrekar GNP Dr. Havovi Madon DENDr. V.L Inamdar GYN Dr. Shermin Ladha GNPDr. Prakash Kale GNP Dr. Usha Doshi DENDr. Naveen Nandkumar DEN Dr. Reshma Rafi GYNDr. Samir Shinde PDT Dr. Nicholas Antia ORTDr. Yasin Nandoliya GNP Dr. Sushila Kapadia DENDr. Anisha Hafizi GNP Dr. Kirit Oza OPTDr. M.P. Sanghavi DRM Dr. Ayaz Ali ORTDr. D. D. Baheti GNP Dr. K.R. Punjabi GNPDr. Bharat Sanghavi GNP Dr. A. E. Amin GNPDr. Bhavana Joshi GNP Dr. Ravindra Diddee DENDr. P. B Shah MD Dr. Aruna Vandekar GNPDr. Pavan Bharao GNP Dr. R.N. Kini DRMDr. Sandeep Patil ORT Dr. Udayan Palnitkar GYNDr. Prakash Patil GNP Dr. Bhupesh Shah PDTDr. Rajan Patil GNP Dr. Naseem Qureshi GNPDr. Jogendrasinh Solanki GNP Dr. Suresh Kandharkar GNPDr. Yogesh Gandhi GNP Dr. C. Dcosta GNPDr. Rajan Harale GNP Dr. Vinay Shetty DRM
40
N = 540
Dr. Usha Johari OPT Dr. Harjeet Kalsi DEN
41
N = 540
SVKM’s NMIMS University
MBA, Pharmaceuticals Management, 1 st Year, Trim-I, Section B
Survey on Area Manager’s Role in Pharma Selling.
NAME: ROLL NO.:
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?
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: M/F:
Specialization: Yrs. of Practice:
Area: Cell No. / Tel. No. :
Card or Prescription Page:
THANK YOU DOCTOR FOR YOUR VALUABLE TIME.
42