area manager survey

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%


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%


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%


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.


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

area manager survey

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