Session

Management, Business and Economics

Description

Ongoing competition between international pharma companies and local companies has brought the pharmaceutical sales and marketing approach in Kosovo in a very complex level. In particular, the paper looks at the perspective of a local pharmaceutical producer in Kosovo facing challenges in the pharmaceutical market in Kosovo. Current methodology of sales and marketing approach needs to be revisited and strategies of these companies need to include more innovative approaches in order to institute a differentiated approach between these companies. This paper looks at the current approach of companies, positive and negative remarks of these approaches of perception by both medical doctors and pharmacies. This document concludes with recommendations for improvement in sales approach, marketing approach of communication, use of industry leaders in explaining the recent trends and research, continuous facilitation of conferences and seminars in the topic of general interest.

Keywords:

Sales Methodology, Pharmaceutical Industry Kosovo, Kosovo medicine manufacturer

Proceedings Editor

Edmond Hajrizi

ISBN

978-9951-437-34-9

First Page

151

Last Page

153

Location

Durres, Albania

Start Date

8-11-2014 5:00 PM

End Date

8-11-2014 5:15 PM

Included in

Business Commons

Share

COinS
 
Nov 8th, 5:00 PM Nov 8th, 5:15 PM

Sales approach in driving pharmaceutical industry in Kosovo

Durres, Albania

Ongoing competition between international pharma companies and local companies has brought the pharmaceutical sales and marketing approach in Kosovo in a very complex level. In particular, the paper looks at the perspective of a local pharmaceutical producer in Kosovo facing challenges in the pharmaceutical market in Kosovo. Current methodology of sales and marketing approach needs to be revisited and strategies of these companies need to include more innovative approaches in order to institute a differentiated approach between these companies. This paper looks at the current approach of companies, positive and negative remarks of these approaches of perception by both medical doctors and pharmacies. This document concludes with recommendations for improvement in sales approach, marketing approach of communication, use of industry leaders in explaining the recent trends and research, continuous facilitation of conferences and seminars in the topic of general interest.