Вы находитесь на странице: 1из 46

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

Dahisar, Borivali, Kandivli, Malad, Goregaon,


Western Suburbs Jogeshwari, Andheri, Vile Parle, Santacruz, Bandra.

Central Mumbai Sion, Dadar, Lower Parel, Wadala, Matunga, Mahim.

Eastern Suburbs Ghatkopar, Mulund, Chembur, Kurla, Bhandup.

Four Roads(Peddar Road, Altamount Road, Warden


South Mumbai Road, Napeansea Road), Mumbai Central, Grant
Road, Byculla.

Thane Bhayander, Dombivali, Thane

AREA – WISE NUMBER OF DOCTORS INTERVIEWED

6
N = 540

AREAS DOCTORS

COVERED INTERVIEWED
ANDHERI 45
GHATKOPAR 23
DADAR 23
THANE 13
GOREGAON 29
VASHI 22
MALAD 23
CHEMBUR 18
MULUND 21
BYCULLA 18
VILLE PARLE 37
DAHISAR 17
FOUR ROADS 13
SANTACRUZ 17
KURLA 11
LOWER PAREL 17
JOGESHWARI 16
BANDRA 18
BHAYANDER 12
BORIVALI 30
SION 22
WADALA 06
BHANDUP 15
NERUL 14

7
N = 540

KANDIVLI 20
MAHIM 17
MUMBAI CENTRAL 13
DOMBIVALI 10
TOTAL 540

8
N = 540

SAMPLE BREAK - UP

Q.1

When was the last time an Area Manager


and a MR made a joint call?

9
N = 540

[N = 540]

1) When was the last time an Area manager and a MR made a


joint call?
Sr. Responses from Total number of Percentage
no. doctor responses (540)
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%
6. Last month 36 7%
7. 2 – 6 months 28 5%
8. More than 6 months 9 2%
9. Do not remember 33 6%

10
N = 540

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?

11
N = 540

Q.2

In the last visit, what did the Area


Manager do?

[N = 540]

Multiple Responses = 750

2) In the last visit what did the Area Manager do?

12
N = 540

Total Responses Percent


Sr. No Responses
(750) Responses

1. Gave knowledge about 236 31.5%


product
2. Supervised MR 125 16.7%
3. Elaborated MR’s detailing 105 14.0%
4. Insisted to prescribe their 71 9.5%
product
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 %

13
N = 540

1) In the last visit what did the Area Manager do?


OTHER RESPONSES

Comments Other Percent


responses 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 1 0.13%
complete knowledge of the product
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 1 0.13%
effective
He convinced better than MR 1 0.13%
He did not visit me along with his Medical 1 0.13%
Representative
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%

14
N = 540

Missed earlier since outstation 1 0.13%


Pointed out the negative points of other 1 0.13%
competitive products
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 1 0.13%


the other person is Area manager
They try to impress by seniority 1 0.13%
Useless 1 0.13%
Usually they come when there is a launch of 1 0.13%
new product
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%
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.

15
N = 540

➢ 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?

16
N = 540

Q.3

What do you think is the real role of an


Area Manager?

[N = 540]

Multiple Responses = 835

1) What do you think is the real role of an Area Manager?

Total
Responses
Sr. Responses Percent Responses
no.

17
N = 540

(835)
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 49 5.82%
prescription
9. Extra information apart 39 4.63%
from MR
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 5 0.59%
from market
23. See that gifts are given 4 0.48%

18
N = 540

24. Same as MR 4 0.48%


TOTAL 835 100%

3) What do you think is the real role of an Area Manager?

19
N = 540

Other Percentage
Other Comments
responses response

Focus on new and selected doctors 4 1.03%


Incharge of a new area and MR
4 1.03%
responsibility
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
3 0.7%
good english
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%
0.2%
Soft corner and helpful for company 1

Should be aware of ethical and rational


1 0.2%
physicians

20
N = 540

3) What do you think is the real role of an Area Manager?

Interpretations:
➢ 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.

21
N = 540

➢ 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.

22
N = 540

3) What do you think is the real role of an Area manager?

Q.4

In what way the Area Manager enhances


the value of a joint call?

[N = 540]

23
N = 540

Total Multiple Responses N = 750

1) In what way the Area Manager enhances the value of joint call?
P
ercentage
Sr. Total responses
Responses
No. (750)
181
1. Does not enhance 24%

Area Manager (AM) has better


2. knowledge than Medical 176 24%
Representatives (MR)
3. AM guides & corrects the MR 77 10%
4. AM explains better than MR 71 9%
AM makes the doctor feel more
5. 61 8%
important
Am builds better relation with
6. 39 5%
doctors

24
N = 540

AM persuades doctor to increase


7. 33 4%
the number of prescriptions
8. Enhances the call 21 3%
AM has better communication skills
9. 20 3%
than MR
AM has more impact being a senior
10. 16 2%
person
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, 0.53%
4
gifts and samples
• Takes the feedback from 0.53%
4
doctor
0.4%
• More presentable than MR 3

0.26%
• Thanks the doctor 2

0.13%
• Is a better listener 1

• Switches off the mobile


1 0.13%
phones of MR

4)In what way the Area Manager enhances the value of a joint
call?

25
N = 540

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.
➢ 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

Q.5

What should an Area Manager not do


inside the clinic?

[N = 540]

Total Multiple Responses = 698

27
N = 540

1) What should an Area Manager not do inside the clinic?

Responses Total no of responses


Percentage
(698)

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 15 2%
Products
Should not misbehave and 15 2%
Irritate
Should not be repetitive 13 2%
Should not come 10 1%

28
N = 540

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:
➢ 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.

29
N = 540

➢ 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 Percentage
responses
Should do something and not just sit 7 7.6%
Should not 7 7.6%

keep on talking about his business and


explaining all the products
Should not chat with the MR or prompt 4 4.3%
the MR
Should encourage and support the MR 4 4.3%
Should be cordial and create a good 4 4.3%
impression
Should have knowledge about pharma 4 4.3%
and should update about new products

30
N = 540

I don’t know 4 4.3%


Should talk about products pertaining to 3 3.2%
the doctors specialty
Should not be too bossy 3 3.2%
Should not be overfriendly 3 3.2%
Should not wear dirty socks or should 3 3.2%
not smell
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 2 2.1%
other than English
Should not indirectly spy on the MR 2 2.1%
Should not collect information from the 2 2.1%
staff or pass comments on the staff
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 2 2.1%
supervise him
They accompany the MR every time and 2 2.1%
ask for the doctors well being
Should come in the prescribed time and 2 2.1%
see if the doctor is interested
Should not sit on the doctors stool and 2 2.1%
should not carry a heavy bag
AM’s are more mature and sensible 2 2.1%
Should understand the doctor better & 2 2.1%
not encourage the MR to read
everything
Should not pressurize the doctor 1 1%

31
N = 540

Should not link up cross information 1 1%


among consultants
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

CODES FOR DOCTOR’S SPECIALISATIONS AND LIST OF


DOCTORS

33
N = 540

CODE SPECIALISATION CODE SPECIALISATION

ANT
Anaesthetist MD Doctor of Medicine

CAR
Cardiologist MS Master in Surgery

CHP
Chest Physician NEU Neurologist

DBT
Diabetologist OPT Ophthalmologist

DEN
Dentist ORT Orthopaedic surgeon

DRM
Dermatologist PDT Paediatrician

ENT Ear, Nose & Throat


PSY Psychiatrist
Specialist

GNP
General Physician SXT Sexologist

GYN
Gynecologist URO Urologist

34
N = 540

LIST OF DOCTORS
Doctor’s Name Specialisation Doctor’s Name Specialisation

Dr. Pratibha Walinjkar DEN Dr. Nikunj Panwala GNP

Dr. J. J. Gotur GNP Dr. Sudha Mody CRD

Dr. Manjur GNP Dr. Jatin Soni GNP

Dr. Alok Shah MD Dr. Hasmukh Patel MS

Dr. Ajay Desai GNP Dr. Kavita Mody MD

Dr. Pranav Sheth GNP Dr. Dinesh Patel DEN

Dr. Sunanda Khanna DEN Dr. Dharit Mehta ORT

Dr. Anant Pal Singh GNP Dr. Sachin Shah DEN

Dr. Prabhakar Khaire DEN Dr. Rajesh Mishra GNP

Dr. Vikram Thakkar GNP Dr. Sujal Panchal GNP

Dr. Uttam Kelkar GNP Dr. G.D Katkar GNP

Dr. Shirish Choksi GNP Dr. Charuta Gaiki ENT

Dr. Abhijit Kher GYN Dr. Anita Soans GNP

Dr. Shreenath Kanojiya GNP Dr. Swati Despande DEN

Dr. Navin Fadnis DEN Dr. Fahimudin Shaikh DEN

Dr. Hiren Mehta OPT Dr. Savita Gondhali CRD

Dr. Shailesh Gathani GNP Dr. Mahesh Padsalge MD

Dr. Krishna Kini GNP Dr. Bade Krishna GNP

Dr. K. V. Venkatachalam GNP Dr. Thejokrishna DEN

Dr. Neera Parmar GNP Dr. Rahul Patoria OPT

35
N = 540

Dr. Rishabh Shah GNP Dr. Banani Saha DEN

Dr. Harshad P. Ghatalia GNP Dr. Shouvik Deb GNP

Dr. Dilip Desai GNP Dr. Deepa Kambli DEN

Dr. Vinay G. Pandurangi DEN Dr. Rahul Mahadar MS

Dr. Dilip D. Joshi GNP Dr. B. B. Yadav MD

Dr. Sonali Raut GNP Dr. Mangesh Pate MD

Dr. Reena Mokal MD Dr. S. Ramanath Iyer MD

Dr. Rakesh Valotia GNP Dr. Vijay Vanjari GNP

Dr. S.S. Kasbekar GNP Dr. Avinash Tiwari MD

Dr. Sachin Kamat GNP Dr. P.K. Moyade OPT

Dr. Prashant Patel GNP Dr. Mahesh Kulkarni OPT

Dr. Prakash Amonkar GNP Dr. R.G Torsekar MD

Dr. Ulhas Kulkarni ORT Dr. Gayatri Shenoy GYN

Dr. Sudhir Joshi ORT Dr. D.B. Rathore GNP

Dr. R.G.Valia DRM Dr. N.J. Jain GNP

Dr. Sachin Sawant DRM Dr. Subhash D. Bhalerao GNP

Dr. R.N.Momin GNP Dr. Sharad J. Shah GNP

Dr. I.M. Maknojia DEN Dr. Mahesh Gupta GNP

Dr. M.B.Mistry DEN Dr. Rajesh Tarkas GNP

Dr. K.R. Maredia GNP Dr. Prakash S. Borana GNP

Doctor’s Name Specialisation Doctor’s Name Specialisation

Dr. Anis Maknojia DEN Dr. Rajiv D. Pukhatankar GNP

Dr. Sanjay Desai CAR Dr. Ameeta Gunderia ENT

Dr. Krishna Desai GYN Dr. Bhupendra Dalal GNP

Dr. Aditi Parmar GYN Dr. Ramesh Rathod GNP

Dr. Suruchi Desai GYN Dr. Abhay Lotikar DEN

Dr. Hansa Bedha GYN Dr. D.R. Sheregar GNP

Dr. Kesar Shah GNP Dr. Harish Dhuri GNP

36
N = 540

Dr. A.V.Divekar GNP Dr. Sudhir S Shetty DRM

Dr. Nitin Pawaskar GNP Dr. N.V.Ghoting OPT

Dr. O.P.Poddar GNP Dr. K. N. Bangera GNP

Dr. Mukesh Sejpal GNP Dr. Mary roy GNP

Dr. Rashmi Naik DEN Dr. A. R. Kamath GNP

Dr. Raksha Shah GNP Dr. Dilip Nabar GNP

Dr. Pooja Gala DEN Dr. Y M Dave GNP

Dr. Shalini Shah GNP Dr. Prakash Rege GNP

Dr. Prabhu Solanki ORT Dr. Swaroop Pramanik DEN

Dr. Vasanti Rane GNP Dr. Sanjay K Bubna ENT

Dr. Pranav Sheth GNP Dr. Ajit Shetty PSY

Dr. Sunanda Khanna DEN Dr. Rajan Garg PDT

Dr. Anant Pal Singh GNP Dr. R B Chauhan GNP

Dr. Prabhakar Khaire DEN Dr. S S Shetty GNP

Dr. Vikram Thakkar GNP Dr. G M Joshi GNP

Dr. Shalini Tilve GNP Dr. Manisha Sabnis DEN

Dr. Priya Gambhir DEN Dr. N.N.Moghe DEN

Dr. Vikrant Pawar GNP Dr. Mala Nevrekar GNP

Dr. Vijaya Gowri PDT Dr. Praveen Badwaik DEN

Dr. Preeti Sutaone GNP Dr. Vivek Deshpande ORT

Dr. Archana Nanaware GNP Dr. Bhuma Vashi DEN

Dr. Pandit OPT Dr. Pankaj Telivaala GYN

Dr. Akhsay Biyani DEN Dr. Mohan Gadam GYN

Dr. R. M. Jain MD Dr. Pravina Gandhi GYN

Dr. Chandrashekhar GNP Dr. Sunil Gandhi GNP


Prabhu

Dr. Anupama Mathur DEN Dr. Kumar Jayesh OPT

Dr. Sanjiv Kale PSY Dr. V.S. Patkar MD

37
N = 540

Dr. Maya Kale DRM Dr. V.G. Agarwal GYN

Dr. Sumit Chauhan DEN Dr. Dinesh Lodha PDT

Dr. M. M. Joshi GNP Dr. N. K. Upadhyay MD

Dr. Girish Dhande ENT Dr. M. A. Nadkarni GNP

Dr. Bharat Shah GNP Dr. Lalitha Krishnan GNP

Dr. Vaishali Dalvi ENT Dr. Nirupa Shukla GNP

Dr. Rakesh Matekar GNP Dr. Preeti Atre DRM

Doctor’s Name Specialisation Doctor’s Name Specialisation

Dr. G M Prabhu GNP Dr. Trupti Zemse DEN

Dr. Devesh Desai MD Dr. N. J. S. Saggu GNP

Dr. Suhas Patwardhan GNP Dr. G. M. Sarkar ORT

Dr. Meena Madan GNP Dr. Priti Jain DEN

Dr. Kundan Chaudhary GNP Dr. V. R. Gaonkar GNP

Dr. Rajesh Khanna DEN Dr. Chintamani Lele GNP

Dr. Prashant Bhatia GNP Dr. Manik V. Sardesai DEN

Dr. Tushar Shah GYN Dr. Pratibha Shetty DEN

Dr. Dhimant B. Gala DEN Dr. M. M. Maredia GNP

Dr. Aparna V. Joshi GNP Dr. A. D. Mehta DRM

Dr. Vinay G. Bedagkar DEN Dr. Shobhana Jain GNP

Dr. M. G. Jadhav GNP Dr. N. R. Chaube GNP

Dr. Chandrakant Vira GNP Dr. Haresh Shah GNP

Dr. Naved L. Pathan GNP Dr. D. N. Trivedi DEN

Dr. Dhiraj P. Gala GNP Dr. Sudhir Verma DEN

Dr. Ashok Punjabi CAR Dr. Sushil Shah GNP

Dr. A. V. Vaidya GNP Dr. K. K. S. Bang GNP

Dr. Ashwin Samant ORT Dr. Vimal K. Kabra CRD

Dr. Nirmala S. Tare GNP Dr. Ashit Shah ORT

Dr. J. D. Samant GNP Dr. Supritha A. Shetty DEN

38
N = 540

Dr. Gita Kowshik GNP Dr. Sunil V. Shah CHP

Dr. Nagin G. Nirmal GNP Dr. B. R. Agrawal PSY

Dr. S. L. Trivedi GNP Dr. Gaurang Kapadia GNP

Dr. G. G. Wagh GNP Dr. Kaivalya Thakur DEN

Dr. Prakash P. Gala GNP Dr. Ashok Jain GNP

Dr. Bhavna G. Khetia GNP Dr. Ashiwin Joshi GNP

Dr. Harshad N. Pandya GNP Dr. Viral P. Parikh DEN

Dr. Abhilash Kasabwala DEN Dr. Vishabha Desai GYN

Dr. A. J. Merchant GNP Dr. J. N. Kharkar GNP

Dr. Rahul Jeswani MS Dr. Sachin Sawant DRM

Dr. Imtiyaz . N GNP Dr. P. K. Saple DEN

Dr. Youvraj Shindey DEN Dr. D. M. Nachane MD

Dr. Mahinder Patel PDT Dr. S. K. Savla OPT

Dr. N N desai PDT Dr. Minu Shah GYN

Dr. R T Shetty DRM Dr. Sudhir Medhekar DRM

Dr. Sameer Taskar PDT Dr. Saumeel S. Methalia DBT

Dr. A V Dasputra PDT Dr. Piyush Prabhat GYN

Dr. Gunjan Thaker DEN Dr. Suresh Jain MD

Dr. Sonali Raut GNP Dr. B. R. Boob MD

Dr. Pradeep Kapadia GNP Dr. Sanjay Raut GNP

Dr. Ranjan Maniar GNP Dr. Sushama Jawadekar GNP

Dr. Uday Ghosalkar DEN Dr. Ashok Shetty GNP

Doctor’s Name Specialization Doctor’s Name Specialization

Dr. Biten Gariba GNP Dr. Fatema Nazmi GYN

Dr. Subodh Nadkarni GNP Dr. Suresh Shenoy GNP

Dr. K. K. Goyal GNP Dr. Manorama Prabhu GNP

Dr. Ashish Parekh GNP Dr. Lata Bhatt GNP

Dr. Jnan Basak GNP Dr. Pratibha Maheshwari GNP

39
N = 540

Dr. P. A. Nayak GNP Dr. Jayeshkumar Patel GNP

Dr. Deepika Parikh GNP Dr. Sunil Parvatkar GNP

Dr. N.C. Durve GNP Dr. Purushottam Jangid ENT

Dr. Ram Lakhani DBT Dr. Medha Sawant DEN

Dr. Pankaj Joshi MS Dr. Ninku Jain GNP

Dr. Shantesh Kaushik MS Dr. B. T. Shah GNP

Dr. Kedar M Diwan DEN Dr. Shrikant Patil DEN

Dr. S P Kataria GNP Dr. D. D. Masrani GNP

Dr. S Gopalan GNP Dr. Farid Ansari ORT

Dr. C M Variava GNP Dr. A. V. Shenoy GNP

Dr. Ramchanddra Rao MS Dr. R. R. Dedhia GNP

Dr. Sakshi M. Batla DEN Dr. Rajiv Jain GNP

Dr. M.V Noorani GNP Dr. Iffat DEN

Dr. Meena B. Makhecha MD Dr. Anil Raysoni CHP

Dr. Bhaskar Makhecha GNP Dr. Mario Andrade DRM

Dr. S.K Joshi GNP Dr. Rajan Patel GNP

Dr. P. Jeevanram Shetty ENT Dr. L. C. Ma DEN

Dr. Dharmen Punatatr DBT Dr. Manhar Shah GNP

Dr. D. M. Sadavrati GNP Dr. Pravin Sagotia DEN

Dr. Abhay S. Shah GNP Dr. Harish Mistry GNP

Dr. Siddharth DEN Dr. Dinesh Porwal DEN

Dr. Ashish Sharma MS Dr. Anita Vaz MD

Dr. Atul Panghate MS Dr. V. B. Gajare GNP

Dr. Mehul Dhanoria MS Dr. Sudhir Patil GNP

Dr. D H Patel MS Dr. Shobana Lele GNP

Dr. Bhavesh Dhanoria MS Dr. Manoj Jain GNP

Dr. Mahendra Gada GNP Dr. Shilpa Shinde DEN

Dr. I.J. Chackola GNP Dr. T. S. Rathore GNP

40
N = 540

Dr. Chandra Choksi PDT Dr. A. B. Oke GNP

Dr. Rajan Tamhane DEN Dr. Sarita Dixit GNP

Dr. G. Vijaykumar PDT Dr. Pinky Oberoi DEN

Dr. Savita Tanksale GNP Dr. R. K. Matta GNP

Dr. M. S. Ketkar GNP Dr. Suresh Gupta GNP

Dr. S. G. Desai DEN Dr. D. N. Chheda GNP

Dr. Anmol Pitale DEN Dr. Prashant GNP

Dr. Divya Shetty GNP Dr. P. G. Rao GNP

Dr. R. M. Shah ENT Dr. Pradeep Goud GNP

Doctor’s Name Specialization Doctor’s Name Specialization

Dr. M. R. Muni GNP Dr. Kiran Bhuta DEN

Dr. N. T. Sheth GNP Dr. Sharmistha Jadhav GYN

Dr. Ketan Bhastana GNP Dr. Manish Itolikar MD

Dr. Minal Bakshi DEN Dr. Parmar DEN

Dr. Hitesh Shah DEN Dr. Arvind Patel GNP

Dr. Rajeev Kharkar CAR Dr. Arvind Apte DEN

Dr. Parimal Jariwala GEN Dr. Ketan Karavade OPT

Dr. Dinesh Pandya GEN Dr. V. B. Mulay DEN

Dr. S.K. Shah DEN Dr. Sunil Phalak DEN

Dr. Gautam Sapre GEN Dr. Priti Shah GNP

Dr. V.V.Karkare ORT Dr. Kishor Vernekar CAR

Dr. Sandeep.Kher MD Dr. Ajay Sharma OPT

Dr. N.V.Apte MD Dr. Manjeet Singh SXT

Dr. B. Suhas Naik GNP Dr. R. S. Pradhan DEN

Dr. Meenakshi Rao GYN Dr. Rakesh Singh NEU

Dr. Sushma Wazir DEN Dr. S. B. Redkar GNP

Dr. Sudha Biniwale GNP Dr. Milind Thanekar DBT

Dr. D. M. Narurkar ENT Dr. Rakesh Shah OPT

41
N = 540

Dr. Bharat Rao MD Dr. R. H. Tanna GNP

Dr. Suresh.C.Anand GNP Dr. N. Y. Khankar GNP

Dr. Jagdish Walad OPT Dr. K. K. Agarwal DRM

Dr. Vimmi Sharma DEN Dr. Niraj Khanna MS

Dr. Reshma Phulwar DEN Dr. Neelesh Pandya OPT

Dr. Archana Parab DRM Dr. Rajesh Gaikwad PDT

Dr. C. R. Venkateswaran OPT Dr. Bharat Manek MD

Dr. R.R.Joshi DEN Dr. Avinash Sinha GNP

Dr. Dominic Dsilva ORT Dr. Vimal Mishra GNP

Dr. M.G.Yagnik ORT Dr. Vishwas Shrisat GNP

Dr. Rommel MD Dr. Ravindra Shetty GNP

Dr. Shasikant C Gwalia DRM Dr. Lalit Manek DEN

Dr. Mahesh B Pandya GNP Dr. Prakash Shah PDT

Dr. l. H. Butani DEN Dr. Mamta Jagiasi GYN

Dr. Harsha Patel GNP Dr. K. R. Dubey DEN

Dr. Raj K Sharma DEN Dr. Yogesh Yerolkar GYN

Dr. N.B. Vadgama DEN Dr. Dhaval Parekh DEN

Dr. Anil Maheswari MS Dr. Chandra Pal DEN

Dr. Mehul Savla DEN Dr. Saleem Tole GNP

Dr. S M Maideo DEN Dr. S I Kazi GNP

Dr. Anil Pichad PDT Dr. Shagufta R Ansari GYN

Dr. Vijay Panekar MD Dr. Sampat Sisodia GNP

Dr. Mukund Mehta GNP Dr. Aparna Goel DEN

Dr. Prakash R Mudaliar DEN Dr. Pratap S Badiyani GNP

Doctor’s Name Specialisation Doctor’s Name Specialisation

Dr. Hetal J Kothari DEN Dr. Bhavin Desai GYN

Dr. Mukesh Desai GNP Dr. C S Kothari DBT

Dr. Hemant T Mehta MS Dr. M S Mallesha GNP

42
N = 540

Dr. Shantesh Kaushik CAR Dr. Nisha Doshi GNP

Dr. Anubhai Vora GNP Dr. Umesh Vakil GNP

Dr. K. D. Parekh GNP Dr. Santosh Kate GNP

Dr. Jeevan Mathai DEN Dr. Atul Kadakia GNP

Dr. Hemant Sankpal OPT Dr. Vishakaha DEN

Dr. Satish Nair PDT Dr. Amit Shah DEN

Dr. Vijay P. Thakker GNP Dr. Shailesh Parmar DEN

Dr. Sanjay Kaushal GNP Dr. Rashi kabra DEN

Dr. G. Raj GNP Dr. Yasheesh Maniar MS

Dr. Rajendra R. Mengar GNP Dr. Pradnya Nagle GNP

Dr. Sanjay M. Baiskar DEN Dr. Alok Saxena GNP

Dr. B. Damany NEU Dr. Tushar Doshi GNP

Dr. Meeta Adhiya GNP Dr. Vinayak Moghe MS

Dr. Indur Ramchandani DRM Dr. N.P Gherwara MD

Dr. Amrut Shah GNP Dr. Rana GNP

Dr. Kiran Gandhi GNP Dr. P.P. Asnani GNP

Dr. Deepak Kripalani GNP Dr. Bhavesh Gohil OPT

Dr. Rushitum Mistry DEN Dr. Ajay Shah ORT

Dr. Adi Nazir MS Dr. Tara Soneji GNP

Dr. Ketan Desai URO Dr. S.D. Mokashi GNP

Dr. Navroze Kotwal DEN Dr. Neelam Ghatkar DEN

Dr. Mehli Nazir GNP Dr. Jay Matani DEN

Dr. Yogesh Gupta GNP Dr. U. A. Ghamande GYN

Dr. Asha Jani GNP Dr. Arvind Advani DEN

Dr. Jasmine Tavadia DEN Dr. Dimple Bhankharia DRM

Dr. Mehru GYN Dr. I.P. Velani GNP


Vaghcchipawalla

Dr. Ferzin V. Elavia GNP Dr. Khushal Shah DEN

Dr. Subhash M. Vani GNP Dr. B. C. Lohana GNP

43
N = 540

Dr. Rajesh N. Sheth GNP Dr. Sanjay Mehta GNP

Dr. Vipul Masrani GNP Dr. Kartik Bhanushali DEN

Dr. Pankaj R. Bandarkar GNP Dr. Nikunj Panwala GNP

Dr. Khusboo Sharma DEN Dr. Sudha Mody CRD

Dr. Hemendra Shah OPT Dr. Jatin Soni GNP

Dr. Kamlesh DBT Dr. Shyam Jamalbad DEN


Khandelwas

Dr. Chaitan Bhatt ENT Dr. Santosh Satale MD

Dr. Kalpna Shrimankar GNP Dr. A R Kamat ENT

Dr. Vandana M. Bhutta GNP Dr. Niraj Kasat ORT

Doctor’s Name Specialisation Doctor’s Name Specialisation

Dr. Ramesh Savla GNP DR. Kedar Diwan DEN

Dr. Ashok Habbu PDT Dr. Afshan Laheji DEN

Dr. Manish Acharya GNP Dr. Priya Shah GYN

Dr. R.S. Shetty GNP Dr. Sundeep Amberkar CRD

Dr. S.L. Achrekar GNP Dr. Havovi Madon DEN

Dr. V.L Inamdar GYN Dr. Shermin Ladha GNP

Dr. Prakash Kale GNP Dr. Usha Doshi DEN

Dr. Naveen Nandkumar DEN Dr. Reshma Rafi GYN

Dr. Samir Shinde PDT Dr. Nicholas Antia ORT

Dr. Yasin Nandoliya GNP Dr. Sushila Kapadia DEN

Dr. Anisha Hafizi GNP Dr. Kirit Oza OPT

Dr. M.P. Sanghavi DRM Dr. Ayaz Ali ORT

Dr. D. D. Baheti GNP Dr. K.R. Punjabi GNP

Dr. Bharat Sanghavi GNP Dr. A. E. Amin GNP

Dr. Bhavana Joshi GNP Dr. Ravindra Diddee DEN

Dr. P. B Shah MD Dr. Aruna Vandekar GNP

Dr. Pavan Bharao GNP Dr. R.N. Kini DRM

44
N = 540

Dr. Sandeep Patil ORT Dr. Udayan Palnitkar GYN

Dr. Prakash Patil GNP Dr. Bhupesh Shah PDT

Dr. Rajan Patil GNP Dr. Naseem Qureshi GNP

Dr. Jogendrasinh GNP Dr. Suresh Kandharkar GNP


Solanki

Dr. Yogesh Gandhi GNP Dr. C. Dcosta GNP

Dr. Rajan Harale GNP Dr. Vinay Shetty DRM

Dr. Usha Johari OPT Dr. Harjeet Kalsi DEN

45
N = 540

SVKM’s NMIMS University


MBA, Pharmaceuticals Management, 1st 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.

46