Pharma Selling: In conversation with Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd.

• Main Authors: Sridhar Guda, Teidorlang Lyngdoh
• Format: Article
• Language: English
• Published: Elsevier 2018-12-01
• Series: IIMB Management Review
• Online Access: http://www.sciencedirect.com/science/article/pii/S0970389617301568

The Indian pharmaceutical industry has grown steadily in recent years, as indicated by the increase in production, capital creation, and arrival of new players in the market. While the pharmaceutical sector has had a significant impact on the Indian economy, managing it in today's complex environment has become challenging. Changes in the global economy, intensifying competition, and evolving industry policies pose challenges for pharma companies.This article is an excerpt from the interview with Mr. Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd. that explains the current state of the Indian pharmaceutical sector, and the sales and distribution challenges faced by its players. Keywords: Personal selling, Sales management, Distribution management, Pharmaceutical industry