Pharmaceutical marketing channels

Authors

Dr. B. Senthilnathan
Professor & HOD, Department of Pharmaceutics, College Of Pharmacy, Sri Venkateswaraa University, Redhills, Chennai.
Kalpana V
Assistant Professor, Department of Pharmaceutical Chemistry, College Of Pharmacy, Sri Venkateswaraa University, Redhills, Chennai.

Synopsis

Pharmaceutical marketing channels:
Designing channel, channel members, selecting the appropriate channel, conflict in channels, physical distribution management: Strategic importance, tasks in physical distribution management.
Professional sales representative (PSR) & Sales Strategy:
Duties of PSR, purpose of detailing, selection and training, supervising, norms for customer calls, motivating, evaluating, compensation and future prospects of the PSR.

Author Biographies

Dr. B. Senthilnathan, Professor & HOD, Department of Pharmaceutics, College Of Pharmacy, Sri Venkateswaraa University, Redhills, Chennai.

Dr. B. Senthilnathan M.Pharm Ph.D., holds the positions of Vice-Principal, Head of the Department, and Professor in the Department of Pharmaceutics at the College of Pharmacy, Sri Venkateswaraa University, Chennai. He obtained his B.Pharm and M.Pharm degrees from Madras Medical College, Chennai, and completed his Ph.D. in Pharmaceutics at The Tamil Nadu Dr.M.G.R. Medical University, Guindy, Chennai.

With over 21 years of professional experience, including 17 years in academia and 4 years in the pharmaceutical industry, Dr.B.Senthilnathan has developed a robust expertise in teaching, research, and academic administration. He has supervised more than 50 postgraduate research projects and currently serves as a doctoral committee member for several esteemed universities across India. Additionally, he was a recognized Ph.D. research supervisor at The Tamilnadu Dr.M.G.R. University and  Bharath Institute of Higher Education and Research (BIHER), Chennai.

Dr.B.Senthilnathan has authored and co-authored over 75 research and review articles published in esteemed national and international journals. He is the inventor of six granted patents, including those from South Africa, India, and the United Kingdom. Additionally, he has authored six textbooks and contributed chapters to several edited volumes. His primary research interests include novel drug delivery systems, nanotechnology-based formulations, bioavailability enhancement, and pharmaceutical regulatory sciences.

Kalpana V, Assistant Professor, Department of Pharmaceutical Chemistry, College Of Pharmacy, Sri Venkateswaraa University, Redhills, Chennai.

Mrs.Kalpana V MPharm, (Ph.D)., is a dedicated and passionate Associate Professor with specialised expertise in the Department of Pharmaceutical Chemistry & Analysis, College of Pharmacy, Sri Venkateswaraa University, RedHills, Chennai. With a solid academic foundation and practical understanding, she brings a unique blend of academic insight and industry relevance to her teaching and writing. She obtained her Bachelor’s & Master of Pharmacy in Pharmaceutical  Analysis from C.L. Baid Metha College of Pharmacy, affiliated with The Tamil Nadu Dr. M.G.R. Medical University. Her teaching approach focuses on real-world applications, case-based learning, and integrating current industry trends into academic discourse. She has supervised undergraduate projects and, additionally, she has taken on responsibilities as both a coordinator and mentor in a range of Academic and Institutional endeavours and has authored research papers in prestigious National and International journals.

Forthcoming

26 July 2025

How to Cite

(Ed.). (2025). Pharmaceutical marketing channels. In A Glimpse of Pharma Marketing Skills and Management. Rubatosis Publications. https://press.rubatosis.org/index.php/rbp/catalog/book/14/chapter/111