Pharma Selling: In conversation with Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd. Issue 4 (December 2018)

• Record Type: Journal Article
• Authors: Guda, Sridhar; Lyngdoh, Teidorlang
• Is Part Of: IIMB management review. Volume 30:Issue 4(2018:Dec.)
• Page Start: 385
• Page End: 390
• Publication Date: 2018-12
• Subjects: Personal selling -- Sales management -- Distribution management -- Pharmaceutical industry; Management -- Periodicals; Industrial management -- Periodicals; Industrial management; Management; India; Periodicals; 658
• DOI: 10.1016/j.iimb.2018.05.010
• Languages: English
• ISSNs: 0970-3896

Abstract

Abstract: The Indian pharmaceutical industry has grown steadily in recent years, as indicated by the increase in production, capital creation, and arrival of new players in the market. While the pharmaceutical sector has had a significant impact on the Indian economy, managing it in today's complex environment has become challenging. Changes in the global economy, intensifying competition, and evolving industry policies pose challenges for pharma companies. This article is an excerpt from the interview with Mr. Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd. that explains the current state of the Indian pharmaceutical sector, and the sales and distribution challenges faced by its players.