Ask Question, Ask an Expert


Ask Management Theories Expert

Attempt all the problems.


problem1) How does distribution channel of the pharmaceutical company engaged only in Institutional sales differ from one exclusively into retail sales.

problem2) The pharmaceutical industry operates one of the world’s most complex and opaque chain. Comment.

problem3) If individual accountability is replaced by team accountability. What problems do you for see with particular reference to compensation.

problem4) What are the components of a distribution channel strategy? What is the role of stockiest in it?


Case Study

Distribution of pharmaceutical products in India is the costly affair as of large territory of country both rural and urban. The problem is compounded by bad infrastructure. The companies have distributors and or stockists spread throughout country. The pharmaceutical companies gives lot of schemes to stockists as free packs which get passed over to retail chemists as free pack or cash discount. The stockists also get certain incentives for larger orders and special promotional schemes over and above the discounts & free packs. A Mumbai based pharma company XYZ pharma has the strong presence in the Northern market with distributors/stockists in Delhi as well as in Haryana spread all over.  Delhi is the biggest market with stockists lifting 4-5 times the value of goods lifted by stockists in Haryana. The company has products only in decontrolled category. During one of the stockist & retailer conferences the dealers from Haryana raised a strong hue and cry that despite company’s Medical Representatives doing good job their sales were not improving. Though, the retail chemists who participated in the conference were a happy lot and enjoyed a sumptuous lunch and drinks.


problem1) In your opinion, what can be the reason for different reaction of stockists and retailers in the conference?

problem2) What are the possible options before management to solve this problem?

Management Theories, Management Studies

  • Category:- Management Theories
  • Reference No.:- M93476

Have any Question? 

Related Questions in Management Theories

Over the past two weeks you have reviewed the us government

"Over the past two weeks you have reviewed the U.S. Government Accountability Office report, GAO-15-297, Management Needs to Address Reporting of IRS Investments' Cost, Schedule, and Scope Information. Based on what you ...

Assessment type research essaypurpose to allow students to

Assessment Type: Research Essay Purpose: To allow students to research organisational behaviour theory and to enable students to examine and critically analyse one aspect of organisational behaviour in depth. Students wi ...

Safety management questionsquestion 1select a workplace

Safety Management Questions Question 1 Select a workplace hazard with which you are familiar. Using the problem solving methodology below, discuss how you would approach each step for the hazard you selected. Identify th ...

Write a report on consumer perception of brands gasoline

Write a report on "Consumer Perception of brands gasoline companies BP, Exxon Mobil, RaceTrac and Quick Trip " Multi brands are the marketing strategy being adopted by most of the marketers today, so as to satisfy consum ...

Discuss the limitations of the maslows hierarchy of needs

Discuss the limitations of the Maslow's hierarchy of needs theory.

Pro-active reputation managementidentify a fortune 500

Pro-Active Reputation Management Identify a Fortune 500 company that is prominently in the news - not suffering from a major crisis - and analyze how it is proactively managing its corporate reputation. Articulate what y ...

Assessment - reflective essay task using essay format and

ASSESSMENT - REFLECTIVE ESSAY TASK: Using essay format and structure, develop a personal leadership model that applies at least six (6) concepts from the text book. Refer to the examples and instructions provided in the ...

Change managmentthe purpose of this assignment is to

Change Managment The purpose of this assignment is to provide an account in narrative form of your experience conducting your second team development session. You will describe the exercise you chose, how it relates to a ...

Case studyplease read the case study and answer all the

CASE STUDY Please read the case study and answer all the questions. Vodafone has one of the world's largest mobile communications networks, with 83,900 employees serving over 370 million customers across more than 30 cou ...

Apa style reference with in -text citationsdevelopment of a

APA STYLE REFERENCE WITH IN -TEXT CITATIONS Development of a Comprehensive Security Management Plan. In Section II. Security Business Requirement (Week 2) will be 2-3 pages to assess security business requirements for Am ...

  • 4,153,160 Questions Asked
  • 13,132 Experts
  • 2,558,936 Questions Answered

Ask Experts for help!!

Looking for Assignment Help?

Start excelling in your Courses, Get help with Assignment

Write us your full requirement for evaluation and you will receive response within 20 minutes turnaround time.

Ask Now Help with Problems, Get a Best Answer

A cola-dispensing machine is set to dispense 9 ounces of

A cola-dispensing machine is set to dispense 9 ounces of cola per cup, with a standard deviation of 1.0 ounce. The manuf

What is marketingbullwhat is marketing think back to your

What is Marketing? • "What is marketing"? Think back to your impressions before you started this class versus how you

Question -your client david smith runs a small it

QUESTION - Your client, David Smith runs a small IT consulting business specialising in computer software and techno

Inspection of a random sample of 22 aircraft showed that 15

Inspection of a random sample of 22 aircraft showed that 15 needed repairs to fix a wiring problem that might compromise

Effective hrmquestionhow can an effective hrm system help

Effective HRM Question How can an effective HRM system help facilitate the achievement of an organization's strate