Syllabus Pharmaceutical Industrial Management 4.7.3. Theory 4 hrs /week 1.

Concept of Management : Administrative Management (Planning, Organizing, Staffing, Directing and Controlling), Entrepreneurship development, Operative Management (Personnel, Materials, Production, Financial, Marketing, Time/space, Margin/Morale). Principles of Management (Co-ordination, Communication, Motivation, Decision-making, leadership, Innovation, Creativity, Delegation of Authority / Responsibility, Record Keeping). Identification of key points to give maximum thrust for development and perfection. 2. Accountancy: Principles of Accountancy, Ledger posting and book entries, preparation of trial balance, columns of a cash book, Bank reconciliation statement, rectification of errors, Profits and loss account, balance sheet, purchase, keeping and pricing of stocks, treatment of cheques, bills of exchange, promissory notes and hundies, documentary bills. 3. Economics: Principles of economics with special reference to the laws of demand and supply, demand schedule, demand curves, labor welfare, general principles of insurance and inland and foreign trade, procedure of exporting and importing goods. 4. Pharmaceutical Marketing : Functions, buying, selling, transportation, storage, finance, feedback, information, channels of distribution, wholesale, retail, departmental store, multiple shop and mail order business. 5. Salesmanship: Principles of sales promotion, advertising, ethics of sales, merchandising, literature, detailing. Recruitment, training, evaluation, compensation to the pharmacist. 6. Market Research: (a) Measuring & Forecasting Market Demands-Major concept in demand measurement, Estimating current demand, Geodemographic analysis, Estimating industry sales, Market share & Future demand. (b) Market Segmentation & Market Targeting. 7. Materials Management: A brief exposure or basic principles of materials management-major areas, scope, purchase, stores, inventory control and evaluation of materials management. 8. Production Management: A brief exposure of the different aspects of Production Management-Visible and Invisible inputs, Methodology of Activities, Performance Evaluation Technique, Process-Flow, Process Knowhow, Maintenance Management.

RUHS syllabus

B.Ph. 413T Pharmaceutical Industrial Management 50 Hrs Unit-I 1.Man ag em ent : Meaning, Evolution - Scientific, administrative and human relation approach. Process of management: Planning, organizing, staffing, directing, coordinating and controlling a preliminary idea of their concepts, processes and techniques. Functional areas of management: Production management, marketing management, personnel management, financial management - their meaning and functions. Entrepreneurship development. 2.Eco nomi cs: Principles of economics with special reference to the laws of demand and supply, demand schedule, demand curves, labour welfare. Unit-II 3.Production management: Nature and scope of production and operations management, strategic operations management A brief exposure of different aspects of production management- visible and invisible inputs, methodology of activities, performance evaluation techniques, process flow, process know how and maintenance management. Production planning and control, production processes - mass, job and project; plant location and lay out; work study (preliminary idea only). manufacturing and services operations, product and process design, process planning, plant utilities, production technology, materials handling, factory building, shop floor planning. Materials management, purchasing, purchasing policies, materials storing and inventory management. Unit-III 4. Market research: Marketing research and information system Market demands- major concepts in the demand measurement, estimating current demands, geo-demographic analysis, estimating industry sales, market share and future demand. 5.Pharmaceutical marketing: Evolution of modern concept; market segmentation; concept of marketing mix; product planning; pricing, promotion; channels of distribution developing the marketing mix product and service strategies, new product development and product life cycle strategies. Field sales management, sales organization, training of sales personnel, compensation

of sales force, field sales planning control and risk, sales forecasting, sales budget and budgetary control, sales literature, catalogue and price list. Concepts and nature of advertising, advertising and marketing, effects of advertising, social effects of advertising, ethics, advertising process, media selection, massages, planning and budget. Unit-IV 6. Personnel management: Marketing objective an scope, developing marketing opportunities and strategies Recruitment and selection of employees, orientation and training, evaluation and compensation, retrenchment, lay off and discharge. General principles of insurance and inland and foreign trade, procedure of exporting and importing goods

Pune university

3.7 (T) Pharmaceutical Business Management

(Theory) 60 Hrs. (2 Hrs./week) Sr. No SECTION- I Hrs. 1. Fundamentals of management i) Management basic Concepts:Definition, Need for management, Function of management, Management thoughts, Contribution of Taylor, Fayol, Peter Drucker in modern management. Functions and responsibilities of a manager. 3 ii) Planning: Nature and purpose of planning, important steps in planning, types of planning, planning process, advantages and limitations. Sales forecasting methods, analysis, advantages and limitations. 3 iii) Objectives: Types of objectives, Importance of objective, Management by objectives, Advantages and Limitations 2 iv) Organizing: Organizational structure, basic principals of organization, Departmentalization, Delegation, Decentralization, Staffing, Line & Staff organization. 2 v) Decision making: Types of strategies, Policies, Definition and Importance of decision making, Decision making process 2 1. vi) Controlling: Concepts and purpose of control techniques, Budgetary and non budgetary control, Management audit, Manage--ment information system, Break even analysis, Network techniques (PERT & CPM), Profit and loss account, Balance sheets 3

Pharmaceutical industry and operation management i) Historical perspective of pharmaceutical industry in India, Current status and growth scenario. 1 ii) Operation management in Pharmaceutical Industry: Controlling of manufacturing operation, Importance and function of Q.C and Q.A. 2 iii) R&D in Pharma industry, Drug discovery process, Drug development process, Clinical research organization. 3 2. iv) Material management: Classification of materials, objectives and principals of purchasing, inventory control. 3 3. 3. Industrial relations. Meaning, Scope, Causes of disputes, Tribunals, Strikes, Lock outs. Labor law. Trade unions, Job satisfaction, Personal counseling. Introduction to Factories Act,1948, Trade unions Act 1926 and Industrial Disputes Act 1947. 5 SECTION- II 1. Pharmaceutical Marketing i) Difference between marketing and selling, Channels of distribution, Wholesale, Retail, Departmental. 3 ii) Sales promotions, Objective, Principles & Techniques. Ethics of sales, Advertising- Needs & Methods, Merchandising, Detailing 3 iii) Medical representative: Role & Qualities. 1 iv) Marketing research: Nature & Importance 2 1. v) Product management: Product life cycle, Launching a new product, 3 Branding, Packaging vi) Price: Definition, Factors affecting , procedure for determination of price, types of price 3 2. Human Resource and Development i) Motivation: definition, concept, Theory s- Maslow s Theory, Hertzberg s theory, Vroom s theory, Expectancy theory, Reinforcement theory, Equity or social comparison theory X & Y. 4 ii) Leadership: definition, importance, qualities of leadership, leadership styles, trait theory, managerial grid 3 iii) Communication: importance, functions, communication process, forms of communication, types of communication 2 iv) Interview techniques: - presentation skills - group discussion

2 2. v) Performance appraisal: need and techniques, recruitment and training 2 3. 3. International market. Pharmaceutical export, procedure, documentation. Export, registration authorities, regulatory agencies 2 Recommended Books 1) Peter Drucker; The Practice of management, Harper and Row, New York, 1954. 2) Harold Koontz, Cyril ODonnel & Heinz Weihrich; Management, 7th edition, 1980. 3) P.C. Tripathi & P.N. Reddy; Principals of Management, Tata McGraw Hill publishing Co/ Ltd, 2nd edition, New Delhi. 4) Koontz H. & Weihrich H.; Essentials of Management, Tata McGraw Hill publishing Co/ Ltd, 5th edition, New Delhi, 1998. 5) Satya Saran Chatterjee; An Introduction to Management, The world Press Pvt. Ltd, 12th Edition, Calcutta, 1998. 6) G. Vidyasagar; Pharmaceutical Industrial Management, Pharma book Syndicate, Hyderabad, 2005.