Course Description
| Course | Code | Semester | T+P (Hour) | Credit | ECTS |
|---|---|---|---|---|---|
| MARKETING and SALES MANAGMENT in PHARMACY | PHA5115615 | Fall Semester | 2+0 | 2 | 3 |
| Course Program |
| Prerequisites Courses | |
| Recommended Elective Courses |
| Language of Course | English |
| Course Level | First Cycle (Bachelor's Degree) |
| Course Type | Elective |
| Course Coordinator | Assist.Prof. İpek EROĞLU |
| Name of Lecturer(s) | Assist.Prof. İpek EROĞLU |
| Assistant(s) | |
| Aim | The purpose of this lesson is to teach, how to use correct marketing sales management techniques in pharmacy practice and how are the effects. |
| Course Content | This course contains; The importance of sales and marketing on pharmacy management and basic concepts about management.,Understanding and evaluating limitations on marketing and sales management in pharmacy that situated in Republic of Turkey promotional Activities of the Ministry of Health Regulation on human medicinal products.,The basic concepts of marketing.,Marketing management in the pharmacy.,Inviting a successful pharmacist to pharmacy courses in the area of pharmacy marketing management and performing case studies on pharmacy marketing management.,The basic concepts of sales.,Pharmacy sales management.,Inviting a successful pharmacist to pharmacy courses in the area of pharmacy sales management and performing case studies on pharmacy sales management.,Applied SWOT analysis.,The effect of coordination and exhibition on marketing and sales management in pharmacy practice, basic rules of coordination and exhibition, coordination and exhibition categories.,The effects of body language on marketing and sales management in the pharmacy, the meaning of the basic movements of body language and the ways of using body language to communicate using the correct paths.,Drugs and OTC products marketing and sales management in the pharmacy market, and the impact of this effect should be born in mind of a pharmacist to be properly managed.,To invite an employee as a guest experienced in the course of Drugs and OTC products market, to explain the effects of the pharmacy market with case studies.,Reading and evaluating current articles on marketing and sales management in pharmacy . |
| Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
| 1. Incorporate basic principles of management science with marketing and sales practices. | 10, 13, 16, 19, 9 | C |
| 1.1. Explains the basic concepts of marketing, management and sales. | 16, 19, 9 | C |
| 1.2. Adapts marketing and sales management to community pharmacy. | 10, 13, 19, 9 | C |
| 1.3. Compares the best marketing and sales management practices in pharmacy over examples. | 10, 13, 16, 19, 4, 9 | C |
| 2. Will be able to discuss the applications that will strengthen marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 2.1. Demonstrates efficient instances for body language that might improve marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 2.2. Generates a SWOT analysis that might establish marketing and sales management. | 10, 16, 19, 9 | C |
| 2.3. Evaluates different presentation and display examples in pharmacy according to marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 3. Utilizes new developments in pharmacy and up-to-date scientific publications for marketing and sales management in community pharmacy. | 10, 13, 16, 19, 9 | C |
| 3.1. Arranges marketing and sales management according to changes of products current in the market in a community pharmacy. | 10, 13, 16, 19, 9 | C |
| 3.2. Evaluates current scientific publications in community pharmacy for invigorating marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 3.3. Makes assumptions on a plan for target marketing and sales management in a community pharmacy. | 10, 13, 16, 19, 9 | C |
| Teaching Methods: | 10: Discussion Method, 13: Case Study Method, 16: Question - Answer Technique, 19: Brainstorming Technique, 4: Inquiry-Based Learning, 9: Lecture Method |
| Assessment Methods: | C: Multiple-Choice Exam |
Course Outline
| Order | Subjects | Preliminary Work |
|---|---|---|
| 1 | The importance of sales and marketing on pharmacy management and basic concepts about management. | 1 |
| 2 | Understanding and evaluating limitations on marketing and sales management in pharmacy that situated in Republic of Turkey promotional Activities of the Ministry of Health Regulation on human medicinal products. | 1 |
| 3 | The basic concepts of marketing. | 1 |
| 4 | Marketing management in the pharmacy. | 1 |
| 5 | Inviting a successful pharmacist to pharmacy courses in the area of pharmacy marketing management and performing case studies on pharmacy marketing management. | 1 |
| 6 | The basic concepts of sales. | 1 |
| 7 | Pharmacy sales management. | 1 |
| 8 | Inviting a successful pharmacist to pharmacy courses in the area of pharmacy sales management and performing case studies on pharmacy sales management. | 1 |
| 9 | Applied SWOT analysis. | 1 |
| 10 | The effect of coordination and exhibition on marketing and sales management in pharmacy practice, basic rules of coordination and exhibition, coordination and exhibition categories. | 1 |
| 11 | The effects of body language on marketing and sales management in the pharmacy, the meaning of the basic movements of body language and the ways of using body language to communicate using the correct paths. | 1 |
| 12 | Drugs and OTC products marketing and sales management in the pharmacy market, and the impact of this effect should be born in mind of a pharmacist to be properly managed. | 1 |
| 13 | To invite an employee as a guest experienced in the course of Drugs and OTC products market, to explain the effects of the pharmacy market with case studies. | 1 |
| 14 | Reading and evaluating current articles on marketing and sales management in pharmacy | 1 |
| Resources |
| 1. The lecture notes will be given to the students. |
Course Contribution to Program Qualifications
| Course Contribution to Program Qualifications | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | PQ-1. Skilfully use information technology to access, follow, evaluate and apply current knowledge in the field of Pharmaceutical Sciences. | X | |||||
| 2 | PQ-2. Have advanced knowledge in APIs and DPs. | ||||||
| 3 | PQ-3. Collaborate with the experts for collection, interpretation, application and declaration of data in Pharmaceutical Sciences field. | X | |||||
| 4 | PQ-4. Provide best patient counseling services and medication therapy management using his/her knowledge and pharmaceutical information systems to improve the quality of life and safety of patient. | X | |||||
| 5 | PQ-5. Capable of organizing and administering a drugstore as per responsibilities prescribed under the Pharmacy Law, using skills, knowledge and advanced technology systems. | X | |||||
| 6 | PQ-6. Skilfully use computer programs and advanced technology related to the Pharmaceutical Sciences. | ||||||
| 7 | PQ-7. Provide solutions to the professional issues using scientific knowledge and data. | X | |||||
| 8 | PQ-8. Perform identification, quality control and standardization of the drug products. | ||||||
| 9 | PQ-9. Prepare and implement developmental plans for his/her subordinates, frequently evaluate their progress and make necessary adjustments. | X | |||||
| 10 | PQ-10. Capable of conducting independent studies with his/her advanced knowledge in pharmaceutical sciences, takes responsibilities in professional organizations and efficiently collaborates with the members of his/her own organization as well as other organizations. | X | |||||
| 11 | PQ-11. Clearly show signs of adoption of life-long learning and openness to further development. | X | |||||
| 12 | PQ-12. Critically evaluate their knowledge in pharmaceutical sciences. | X | |||||
| 13 | PQ-13. Closely follow and evaluate the national and international professional developments. | X | |||||
| 14 | PQ-14. Record and document all professional activities and applications. | X | |||||
| 15 | PQ-15. Communicate all necessary information about medicines to patient, medical personnel and public. | X | |||||
| 16 | PQ-16. Proficient in English to communicate and follow current knowledge in pharmaceutical sciences. | ||||||
| 17 | PQ-17. Inform officials and organizations about the issues with the quality assurance of pharmaceutical products. | X | |||||
| 18 | PQ-18. Actively involve in the preparation of APIs, every stage of the formulation and production of DPs. | ||||||
| 19 | PQ-19. Knowledgable in the regulatory rules of new drug application, data protection and patent issues and understand their interrelationship. | ||||||
| 20 | PQ-20. Have awareness of his/her duties, rights and responsibilities and act based on Pharmacy Law and high professional ethical standards. | X | |||||
| 21 | PQ-21. Familiar with and actively pursue the personal and public health, environmental, and work safety issues. | X | |||||
Assessment Methods
| Contribution Level | Absolute Evaluation | |
| Rate of Midterm Exam to Success | 40 | |
| Rate of Final Exam to Success | 60 | |
| Total | 100 | |
| ECTS / Workload Table | ||||||
| Activities | Number of | Duration(Hour) | Total Workload(Hour) | |||
| Course Hours | 14 | 2 | 28 | |||
| Guided Problem Solving | 14 | 2 | 28 | |||
| Resolution of Homework Problems and Submission as a Report | 0 | 0 | 0 | |||
| Term Project | 0 | 0 | 0 | |||
| Presentation of Project / Seminar | 0 | 0 | 0 | |||
| Quiz | 0 | 0 | 0 | |||
| Midterm Exam | 1 | 11 | 11 | |||
| General Exam | 1 | 21 | 21 | |||
| Performance Task, Maintenance Plan | 0 | 0 | 0 | |||
| Total Workload(Hour) | 88 | |||||
| Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(88/30) | 3 | |||||
| ECTS of the course: 30 hours of work is counted as 1 ECTS credit. | ||||||
Detail Informations of the Course
Course Description
| Course | Code | Semester | T+P (Hour) | Credit | ECTS |
|---|---|---|---|---|---|
| MARKETING and SALES MANAGMENT in PHARMACY | PHA5115615 | Fall Semester | 2+0 | 2 | 3 |
| Course Program |
| Prerequisites Courses | |
| Recommended Elective Courses |
| Language of Course | English |
| Course Level | First Cycle (Bachelor's Degree) |
| Course Type | Elective |
| Course Coordinator | Assist.Prof. İpek EROĞLU |
| Name of Lecturer(s) | Assist.Prof. İpek EROĞLU |
| Assistant(s) | |
| Aim | The purpose of this lesson is to teach, how to use correct marketing sales management techniques in pharmacy practice and how are the effects. |
| Course Content | This course contains; The importance of sales and marketing on pharmacy management and basic concepts about management.,Understanding and evaluating limitations on marketing and sales management in pharmacy that situated in Republic of Turkey promotional Activities of the Ministry of Health Regulation on human medicinal products.,The basic concepts of marketing.,Marketing management in the pharmacy.,Inviting a successful pharmacist to pharmacy courses in the area of pharmacy marketing management and performing case studies on pharmacy marketing management.,The basic concepts of sales.,Pharmacy sales management.,Inviting a successful pharmacist to pharmacy courses in the area of pharmacy sales management and performing case studies on pharmacy sales management.,Applied SWOT analysis.,The effect of coordination and exhibition on marketing and sales management in pharmacy practice, basic rules of coordination and exhibition, coordination and exhibition categories.,The effects of body language on marketing and sales management in the pharmacy, the meaning of the basic movements of body language and the ways of using body language to communicate using the correct paths.,Drugs and OTC products marketing and sales management in the pharmacy market, and the impact of this effect should be born in mind of a pharmacist to be properly managed.,To invite an employee as a guest experienced in the course of Drugs and OTC products market, to explain the effects of the pharmacy market with case studies.,Reading and evaluating current articles on marketing and sales management in pharmacy . |
| Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
| 1. Incorporate basic principles of management science with marketing and sales practices. | 10, 13, 16, 19, 9 | C |
| 1.1. Explains the basic concepts of marketing, management and sales. | 16, 19, 9 | C |
| 1.2. Adapts marketing and sales management to community pharmacy. | 10, 13, 19, 9 | C |
| 1.3. Compares the best marketing and sales management practices in pharmacy over examples. | 10, 13, 16, 19, 4, 9 | C |
| 2. Will be able to discuss the applications that will strengthen marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 2.1. Demonstrates efficient instances for body language that might improve marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 2.2. Generates a SWOT analysis that might establish marketing and sales management. | 10, 16, 19, 9 | C |
| 2.3. Evaluates different presentation and display examples in pharmacy according to marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 3. Utilizes new developments in pharmacy and up-to-date scientific publications for marketing and sales management in community pharmacy. | 10, 13, 16, 19, 9 | C |
| 3.1. Arranges marketing and sales management according to changes of products current in the market in a community pharmacy. | 10, 13, 16, 19, 9 | C |
| 3.2. Evaluates current scientific publications in community pharmacy for invigorating marketing and sales management. | 10, 13, 16, 19, 9 | C |
| 3.3. Makes assumptions on a plan for target marketing and sales management in a community pharmacy. | 10, 13, 16, 19, 9 | C |
| Teaching Methods: | 10: Discussion Method, 13: Case Study Method, 16: Question - Answer Technique, 19: Brainstorming Technique, 4: Inquiry-Based Learning, 9: Lecture Method |
| Assessment Methods: | C: Multiple-Choice Exam |
Course Outline
| Order | Subjects | Preliminary Work |
|---|---|---|
| 1 | The importance of sales and marketing on pharmacy management and basic concepts about management. | 1 |
| 2 | Understanding and evaluating limitations on marketing and sales management in pharmacy that situated in Republic of Turkey promotional Activities of the Ministry of Health Regulation on human medicinal products. | 1 |
| 3 | The basic concepts of marketing. | 1 |
| 4 | Marketing management in the pharmacy. | 1 |
| 5 | Inviting a successful pharmacist to pharmacy courses in the area of pharmacy marketing management and performing case studies on pharmacy marketing management. | 1 |
| 6 | The basic concepts of sales. | 1 |
| 7 | Pharmacy sales management. | 1 |
| 8 | Inviting a successful pharmacist to pharmacy courses in the area of pharmacy sales management and performing case studies on pharmacy sales management. | 1 |
| 9 | Applied SWOT analysis. | 1 |
| 10 | The effect of coordination and exhibition on marketing and sales management in pharmacy practice, basic rules of coordination and exhibition, coordination and exhibition categories. | 1 |
| 11 | The effects of body language on marketing and sales management in the pharmacy, the meaning of the basic movements of body language and the ways of using body language to communicate using the correct paths. | 1 |
| 12 | Drugs and OTC products marketing and sales management in the pharmacy market, and the impact of this effect should be born in mind of a pharmacist to be properly managed. | 1 |
| 13 | To invite an employee as a guest experienced in the course of Drugs and OTC products market, to explain the effects of the pharmacy market with case studies. | 1 |
| 14 | Reading and evaluating current articles on marketing and sales management in pharmacy | 1 |
| Resources |
| 1. The lecture notes will be given to the students. |
Course Contribution to Program Qualifications
| Course Contribution to Program Qualifications | |||||||
| No | Program Qualification | Contribution Level | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | PQ-1. Skilfully use information technology to access, follow, evaluate and apply current knowledge in the field of Pharmaceutical Sciences. | X | |||||
| 2 | PQ-2. Have advanced knowledge in APIs and DPs. | ||||||
| 3 | PQ-3. Collaborate with the experts for collection, interpretation, application and declaration of data in Pharmaceutical Sciences field. | X | |||||
| 4 | PQ-4. Provide best patient counseling services and medication therapy management using his/her knowledge and pharmaceutical information systems to improve the quality of life and safety of patient. | X | |||||
| 5 | PQ-5. Capable of organizing and administering a drugstore as per responsibilities prescribed under the Pharmacy Law, using skills, knowledge and advanced technology systems. | X | |||||
| 6 | PQ-6. Skilfully use computer programs and advanced technology related to the Pharmaceutical Sciences. | ||||||
| 7 | PQ-7. Provide solutions to the professional issues using scientific knowledge and data. | X | |||||
| 8 | PQ-8. Perform identification, quality control and standardization of the drug products. | ||||||
| 9 | PQ-9. Prepare and implement developmental plans for his/her subordinates, frequently evaluate their progress and make necessary adjustments. | X | |||||
| 10 | PQ-10. Capable of conducting independent studies with his/her advanced knowledge in pharmaceutical sciences, takes responsibilities in professional organizations and efficiently collaborates with the members of his/her own organization as well as other organizations. | X | |||||
| 11 | PQ-11. Clearly show signs of adoption of life-long learning and openness to further development. | X | |||||
| 12 | PQ-12. Critically evaluate their knowledge in pharmaceutical sciences. | X | |||||
| 13 | PQ-13. Closely follow and evaluate the national and international professional developments. | X | |||||
| 14 | PQ-14. Record and document all professional activities and applications. | X | |||||
| 15 | PQ-15. Communicate all necessary information about medicines to patient, medical personnel and public. | X | |||||
| 16 | PQ-16. Proficient in English to communicate and follow current knowledge in pharmaceutical sciences. | ||||||
| 17 | PQ-17. Inform officials and organizations about the issues with the quality assurance of pharmaceutical products. | X | |||||
| 18 | PQ-18. Actively involve in the preparation of APIs, every stage of the formulation and production of DPs. | ||||||
| 19 | PQ-19. Knowledgable in the regulatory rules of new drug application, data protection and patent issues and understand their interrelationship. | ||||||
| 20 | PQ-20. Have awareness of his/her duties, rights and responsibilities and act based on Pharmacy Law and high professional ethical standards. | X | |||||
| 21 | PQ-21. Familiar with and actively pursue the personal and public health, environmental, and work safety issues. | X | |||||
Assessment Methods
| Contribution Level | Absolute Evaluation | |
| Rate of Midterm Exam to Success | 40 | |
| Rate of Final Exam to Success | 60 | |
| Total | 100 | |