Pharma Field Sales Managers are Field Brand Managers


In this course you will learn the how Field Sales Managers are Brand Managers of their territory & what is the most crucial responsibility they care. Also learn about the difference between leadership & management. This course is to help the integration of the marketing team and sales team. You will learn how a First line Manager in Pharma is an essential part of the brand building process. In fact, he is an extension of the corporate office brand management team in the field. One may even designate him as an Area Brand Manager.

What will you learn:

  • Pre-requisites of eternal brand & role of field sales manager.
  • Brand audit & Vivek’s window for brand audit.
  • Physical, Perceptual & Character of response for a brand.
  • How Field sales managers are Field brand managers.

Language: English

How to download course certificate: Watch Video

Topics for this course

5 Lessons33m 03s

Field Sales Managers are Field Brand Managers

Part 1: Pre-requisites of an eternal brand12:25
Part 2: Brand audit, Brand health and Physical response4:24
Part 3: Vivek’s window for brand audit10:12
Part 4: Perceptual response & Character of response4:48

About the instructor

The only reason why Vivek Hattangadi exists is to help the personnel in the pharma industry get proper learning and development opportunities. His focus is on the developing the skills of the young brand managers and the frontline sales managers who are the future building blocks of the industry. Vivek Hattangadi, a perpetual learner, carries with him 46-years learning experience in the pharma industry. He has been mentored by legends like Late Prof. Chitta Mitra and Late Prof. Tarun Gupta. He started his career as a sales-cum-delivery boy with a pharma stockist, worked hard to become a medical representative. He has substantial experience in sales management as well as brand management. He went on to be the Vice President of an Indian transnational pharma company. Vivek Hattangadi even today (i.e. before Covid-19 era), actively worked in the field along with the field staff of clients. This helps him get deep insights. He has also worked in Dhaka and Gazipur in Bangladesh and knows the pulse of the doctors of Bangladesh. And therefore, the tips he gives in his sessions, both off-line and on-line are in sync with today’s world realities. He then blends his learning’s with academics. Nothing which is theoretical and cannot be applied at the place of work! Vivek Hattangadi has authored six books on pharma branding, marketing and sales. This includes “WHAT THE PHARMA CEO WANTS FROM THE BRAND MANAGER” and “HOW TO GET DOCTOR’S ADDICTED TO YOUR BRAND: 13 UNSHAKABLE LAWS OF PHARMA BRANDING”. The sixth book was very recently released, ‘WHAT MADE YOU A MID-LEVEL MANAGER WILL NOT LEAD YOU TO THE C-SUITE: ARE YOU READY FOR THE BIG JOB?’ Vivek Hattangadi is also a guest faculty in many pharma business schools. Vivek Hattangadi, Mentor & Advisory Panel, PharmaState Academy represents PharmaState Academy at India and International levels.
4.71 (75 ratings)

36 Courses

2050 students

Student Feedback


Total 1 Ratings

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Sir really enjoyed learning in your session by connecting the concept with the story which makes things easy to remember and implement.
Thank you sir for excellent session.


Material Includes

  • 5 Learning Video
  • Certificate of Completion

Enrolment validity: 30 days

Target Audience

  • Field Sales Manager
  • First Line Manager
  • Brand Manager
  • Sales and Marketing Professionals

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