Prepare yourself for a position in the Pharmaceutical Sales Management Industry, an industry that offers you professional development and the satisfaction of contributing to people's lives” 

Why study at TECH?

TECH is the world's largest 100% online business school. It is an elite business school, with a model based on the highest academic standards. A world-class centre for intensive managerial skills training.   

TECH is a university at the forefront of technology, and puts all its resources at the student's disposal to help them achieve entrepreneurial success"     

At TECH Global University

Innovation

The university offers an online learning model that combines the latest educational technology with the most rigorous teaching methods. A unique method with the highest international recognition that will provide students with the keys to develop in a rapidly-evolving world, where innovation must be every entrepreneur’s focus. 

"Microsoft Europe Success Story", for integrating the innovative, interactive multi-video system.  

The Highest Standards

Admissions criteria at TECH are not economic. Students don't need to make a large investment to study at this university. However, in order to obtain a qualification from TECH, the student's intelligence and ability will be tested to their limits. The institution's academic standards are exceptionally high... 

95% of TECH students successfully complete their studies.

Networking

Professionals from countries all over the world attend TECH, allowing students to establish a large network of contacts that may prove useful to them in the future.

100,000+ executives trained each year, 200+ different nationalities.

Empowerment

Students will grow hand in hand with the best companies and highly regarded and influential professionals. TECH has developed strategic partnerships and a valuable network of contacts with major economic players in 7 continents.    

500+ collaborative agreements with leading companies.

Talent

This program is a unique initiative to allow students to showcase their talent in the business world. An opportunity that will allow them to voice their concerns and share their business vision. 

After completing this program, TECH helps students show the world their talent. 

Show the world your talent after completing this program. 

Multicultural Context

While studying at TECH, students will enjoy a unique experience. Study in a multicultural context. In a program with a global vision, through which students can learn about the operating methods in different parts of the world, and gather the latest information that best adapts to their business idea. 

TECH students represent more than 200 different nationalities. 

Learn with the best

In the classroom, TECH’s teaching staff discuss how they have achieved success in their companies, working in a real, lively, and dynamic context. Teachers who are fully committed to offering a quality specialization that will allow students to advance in their career and stand out in the business world. 

Teachers representing 20 different nationalities. 

TECH strives for excellence and, to this end, boasts a series of characteristics that make this university unique: 

Analysis

TECH explores the student’s critical side, their ability to question things, their problem-solving skills, as well as their interpersonal skills.    

Academic Excellence

TECH offers students the best online learning methodology. The university combines the Relearning method (a postgraduate learning methodology with the highest international rating) with the Case Study. A complex balance between tradition and state-of-the-art, within the context of the most demanding academic itinerary.  

Economy of Scale

TECH is the world’s largest online university. It currently boasts a portfolio of more than 10,000 university postgraduate programs. And in today's new economy, volume + technology = a ground-breaking price. This way, TECH ensures that studying is not as expensive for students as it would be at another university.   

At TECH, you will have access to the most rigorous and up-to-date case studies in the academic community”

The Advanced master’s degree in MBA in Pharmaceutical Sales Management will offer a wide range of content, designed to provide professionals with a comprehensive and specialized understanding of the sector. Therefore, it will include modules focused on strategic management and sales tactics, where topics such as commercial planning, pharmaceutical product development, market analysis and customer management will be addressed. In addition, specific aspects of the industry, such as government regulation, 
ethics in the marketing of pharmaceutical products and risk management and regulatory compliance. 

You will delve into sustainable innovation, responsible supply chain,and sustainable corporate governance.What are you waiting for to enroll?” 

Syllabus

The MBA in Pharmaceutical Sales Management at TECH Global University is an intensive program that prepares students to face challenges and business decisions internationally. Its content is designed to promote the development of managerial skills that enable more rigorous decision-making in uncertain environments.   

Throughout this course, students will analyze a multitude of practical cases through individual work, achieving a high quality learning that can be applied, later, to their daily practice. It is, therefore, a real immersion in real business situations.    

This program deals in depth with the main areas of management of sales in the pharmaceutical industry and is designed for managers to understand business management from a strategic, international and innovative perspective.   

A plan designed for students, focused on their professional improvement and that prepares them to achieve excellence in the field of sales management in the pharmaceutical industry. A program that understands your needs and those of your company through innovative content based on the latest trends, and supported by the best educational methodology and an exceptional faculty, which will provide you with the competencies to solve critical situations in a creative and efficient way.   

This program takes place over 24 months and is divided into 20 modules:   

Module 1. Leadership, Ethics and Social Responsibility in Companies
Module 2. Strategic Managementand Executive Management 
Module 3. People and Talent Management
Module 4. Economic and Financial Management
Module 5. Operations and Logistics Management
Module 6. Information Systems Management
Module 7. Commercial Management, Strategic Marketing and Corporate Communications
Module 8. Market Research, Advertising and Commercial Management
Module 9. Innovation and Project Management
Module 10. Executive  Management
Module 11. Pharmaceutical Industry.
Module 12. Structure of the Pharmaceutical Industry
Module 13. Pharmaceutical Industry Market Research
Module 14. The Sales Process in the Pharmaceutical Industry
Module 15. Leadership and Team Management in the Pharmaceutical Industry  
Module 16. Pharmaceutical Marketing Plan
Module 17. Marketing Management applied to the Pharmaceutical Industry
Module 18. New Technologies Applied to the Pharmaceutical Sector 
Module 19. Finance for the Marketing Department  
Module 20. The Consumer

Where, When and How is it Taught?

TECH offers the possibility of developing this MBA in Pharmaceutical Sales Management completely online. During the 24 months that the specialization lasts, students will be able to access all the contents of this program at any time, allowing them to self-manage their study time. 

Module 1. Leadership, Ethics and Social Responsibility in Companies

1.1. Globalization and Governance 

1.1.1. Governance and Corporate Governance 
1.1.2. The Fundamentals of Corporate Governance in Companies 
1.1.3. The Role of the Board of Directors in the Corporate Governance Framework 

1.2. Leadership 

1.2.1. Leadership A Conceptual Approach 
1.2.2. Leadership in Companies 
1.2.3. The Importance of Leaders in Business Management 

1.3. Cross Cultural Management 

1.3.1. Cross Cultural Management Concept
1.3.2. Contributions to Knowledge of National Cultures 
1.3.3. Diversity Management 

1.4. Management and Leadership Development 

1.4.1. Concept of Management Development 
1.4.2. Concept of Leadership 
1.4.3. Leadership Theories 
1.4.4. Leadership Styles 
1.4.5. Intelligence in Leadership 
1.4.6. The Challenges of Today's Leader 

1.5. Business Ethics 

1.5.1. Ethics and Morality 
1.5.2. Business Ethics 
1.5.3. Leadership and Ethics in Companies 

1.6. Sustainability 

1.6.1. Sustainability and Sustainable Development 
1.6.2. The 2030 Agenda 
1.6.3. Sustainable Companies 

1.7. Corporate Social Responsibility 

1.7.1. International Dimensions of Corporate Social Responsibility 
1.7.2. Implementing Corporate Social Responsibility 
1.7.3. The Impact and Measurement of Corporate Social Responsibility 

1.8. Responsible Management Systems and Tools 

1.8.1. CSR: Corporate Social Responsibility 
1.8.2. Essential Aspects for Implementing a Responsible Management Strategy 
1.8.3. Steps for the Implementation of a Corporate Social Responsibility Management System 
1.8.4. CSR Tools and Standards 

1.9. Multinationals and Human Rights 

1.9.1. Globalization, Multinational Companiesand Human Rights 
1.9.2. Multinational Companies vs.International Law 
1.9.3. Legal Instruments for Multinationals in the Area of Human Rights 

1.10. Legal Environment and Corporate Governance 

1.10.1. International Rules on Importation and Exportation 
1.10.2. Intellectual and Industrial Property 
1.10.3. International Labor Law

Module 2. Strategic Management and Executive Management 

2.1. Organizational Analysis and Design 

2.1.1. Conceptual Framework
2.1.2. Key Elements in Organizational Design
2.1.3. Basic Organizational Models
2.1.4. Organizational Design: Typologies 

2.2. Corporate Strategy 

2.2.1. Competitive Corporate Strategy
2.2.2. Types of Growth Strategies
2.2.3. Conceptual Framework 

2.3. Strategic Planning and Strategy Formulation 

2.3.1. Conceptual Framework
2.3.2. Elements of Strategic Planning
2.3.3. Strategy Formulation: Strategic Planning Process 
2.4. Strategic Thinking 
2.4.1. The Company as a System
2.4.2. Organization Concept

2.5. Financial Diagnosis 

2.5.1. Concept of Financial Diagnosis
2.5.2. Stages of Financial Diagnosis
2.5.3. Assessment Methods for Financial Diagnosis 

2.6. Planning and Strategy 

2.6.1. The Plan from a Strategy
2.6.2. Strategic Positioning
2.6.3. Strategy in Companies 

2.7. Strategy Models and Patterns 

2.7.1. Conceptual Framework
2.7.2. Strategic Models
2.7.3. Strategic Patterns: The Five P’s of Strategy 

2.8. Competitive Strategy 

2.8.1. The Competitive Advantage
2.8.2. Choosing a Competitive Strategy
2.8.3. Strategies Based on the Strategic Clock Model
2.8.4. Types of Strategies According to the Industrial Sector Life Cycle 
2.9. Strategic Management 
2.9.1. The Concept of Strategy
2.9.2. The Process of Strategic Management
2.9.3. Approaches in Strategic Management 

2.10. Strategy Implementation 

2.10.1. Indicator Systems and Process Approach
2.10.2. Strategic Map
2.10.3. Strategic Alignment 

2.11. Executive Management 

2.11.1. Conceptual Framework of Executive Management
2.11.2. Executive Management The Role of the Board of Directors and Corporate Management Tools 

2.12. Strategic Communication 

2.12.1. Interpersonal Communication 
2.12.2. Communication Skills and Influence 
2.12.3. Internal Communication 
2.12.4. Barriers to Business Communication

Module 3. People and Talent Management 

3.1. Organizational Behavior 

3.1.1. Organizational Behavior Conceptual Framework
3.1.2. Main Factors of Organizational Behavior 

3.2. People in Organizations 

3.2.1. Quality of Work Life and Psychological Well-Being
3.2.2. Work Teams and Meeting Management
3.2.3. Coaching and Team Management
3.2.4. Managing Equality and Diversity 

3.3. Strategic People Management 

3.3.1. Strategic Human Resources Management
3.3.2. Strategic People Management 

3.4. Evolution of Resources An Integrated Vision 

3.4.1. The Importance of HR
3.4.2. A New Environment for People Management and Leadership
3.4.3. Strategic HR Management

3.5. Selection, Group Dynamics and HR Recruitment 

3.5.1. Approach to Recruitment and Selection
3.5.2. Recruitment.
3.5.3. The Selection Process 

3.6. Human Resources Management by Competencies 

3.6.1. Analysis of the Potential
3.6.2. Remuneration Policy
3.6.3. Career/Succession Planning 

3.7. Performance Evaluation and Compliance Management 

3.7.1. Performance Management
3.7.2. Performance Management: Objectives and Process 

3.8. Training Management 

3.8.1.  Learning Theories
3.8.2. Talent Detection and Retention
3.8.3. Gamification and Talent Management
3.8.4. Training and Professional Obsolescence 

3.9. Talent Management 

3.9.1. Keys for Positive Management
3.9.2. Conceptual Origin of Talent and its Implication in the Company
3.9.3. Map of Talent in the Organization 
3.9.4. Cost and Added Value 

3.10. Innovation in Talent and People Management 

3.10.1. Strategic Talent Management Models
3.10.2. Identification, Training and Development of Talent
3.10.3. Loyalty and Retention 
3.10.4. Proactivity and Innovation 

3.11. Motivation 

3.11.1. The Nature of Motivation 
3.11.2. Expectations Theory
3.11.3. Needs Theory
3.11.4. Motivation and Financial Compensation 

3.12. Employer Branding 

3.12.1. Employer Branding in HR
3.12.2. Personal Branding for HR Professionals 

3.13. Developing High Performance Teams 

3.13.1. High Performance Teams: Self-Managed Teams 
3.13.2.  Methodologies for the Management of High Performance Self-Managed Teams

3.14. Management Skills Development 

3.14.1. What are Manager Competencies? 
3.14.2. Elements of Competencies 
3.14.3. Knowledge 
3.14.4. Management Skills 
3.14.5. Attitudes and Values in Managers 
3.14.6. Managerial Skills 

3.15. Time Management 

3.15.1. Benefits
3.15.2. What Can be the Causes of Poor Time Management? 
3.15.3. Time 
3.15.4. Time Illusions 
3.15.5. Attention and Memory
3.15.6. State of Mind
3.15.7. Time Management
3.15.8. Being Proactive
3.15.9. Be Clear About the Objective
3.15.10. Order 
3.15.11. Planning 

3.16. Change Management 

3.16.1. Change Management
3.16.2. Type of Change Management Processes
3.16.3. Stages or Phases in the Change Management Process 

3.17.    Negotiation and Conflict Management 

3.17.1 Negotiation 
3.17.2 Conflicts Management 
3.17.3 Crisis Management 

3.18.    Executive Communication 

3.18.1. Internal and External Communication in the Corporate Environment 
3.18.2. Communication Departments 
3.18.3. The Person in Charge of Communication of the Company. The Profile of the Dircom 

3.19. Human Resources Management and PRL Teams 

3.19.1.    Management of Human Resources and Teams
3.19.2.     Prevention of Occupational Hazards

3.20. Productivity, Attraction, Retention and Activation of Talent 

3.20.1. Productivity 
3.20.2. Talent Attraction and Retention Levers 

3.21.    Monetary Compensation Vs. Non-Cash

3.21.1.    Monetary Compensation Vs. Non-Cash 
3.21.2.    Wage Band Models 
3.21.3.    Non-cash Compensation Models 
3.21.4.    Working Model 
3.21.5.    Corporate Community 
3.21.6.    Company Image 
3.21.7.    Emotional Salary 

3.22.    Innovation in Talent and People Management

3.22.1.    Innovation in Organizations 
3.22.2.    New Challenges in the Human Resources Department 
3.22.3.    Innovation Management
3.22.4.    Tools for Innovation

3.23.    Knowledge and Talent Management 

3.23.1.    Knowledge and Talent Management
3.23.2.    Knowledge Management Implementation 

3.24.    Transforming Human Resources in the Digital Era 

3.24.1.    The Socioeconomic Context
3.24.2.    New Forms of Corporate Organization
3.24.3.    New Methodologies

Module 4.  Economic and Financial Management 

4.1. Economic Environment 

4.1.1. Macroeconomic Environment and the National Financial System 
4.1.2. Financial Institutions 
4.1.3. Financial Markets 
4.1.4. Financial Assets 
4.1.5. Other Financial Sector Entities 

4.2. Company Financing 

4.2.1. Sources of Financing 
4.2.2. Types of Financing Costs 

4.3. Executive Accounting 

4.3.1. Basic Concepts  
4.3.2. The Company's Assets  
4.3.3. The Company's Liabilities  
4.3.4. The Company's Net Worth  
4.3.5. The Income Statement  

4.4. From General Accounting to Cost Accounting 

4.4.1. Elements of Cost Calculation 
4.4.2. Expenses in General Accounting and Cost Accounting 
4.4.3. Costs Classification 

4.5. Information Systems and Business Intelligence 

4.5.1. Fundamentals and Classification 
4.5.2. Cost Allocation Phases and Methods 
4.5.3. Choice of Cost Center and Impact 

4.6. Budget and Management Control 

4.6.1. The Budget Model  
4.6.2. The Capital Budget 
4.6.3. The Operating Budget  
4.6.5. Treasury Budget  
4.6.6. Budget Monitoring  

4.7. Treasury Management

4.7.1. Accounting Working Capital and  Necessary Working Capital 
4.7.2. Calculation of Operating Requirements of Funds 
4.7.3. Credit Management 

4.8. Corporate Tax Responsibility 

4.8.1. Basic Tax Concepts  
4.8.2. Corporate Income Tax  
4.8.3. Value Added Tax  
4.8.4. Other Taxes Related to Commercial with the Mercantile Activity  
4.8.5. The Company as a Facilitator of the Work of the of the State  

4.9.    Systems of Control of Enterprises 

4.9.1.    Analysis of Financial Statements  
4.9.2.    The Company's Balance Sheet  
4.9.3.    The Profit and Loss Statement  
4.9.4.    The Statement of Cash Flows  
4.9.5.    Ratio Analysis  

4.10.    Financial Management 

4.10.1.    The Company's Financial Decisions  
4.10.2.    Financial Department  
4.10.3.    Cash Surpluses  
4.10.4.    Risks Associated with Financial Management  
4.10.5.    Financial Administration Risk Management  

4.11.    Financial Planning 

4.11.1.    Definition of Financial Planning 
4.11.2.    Actions to be Taken in Financial Planning 
4.11.3.    Creation and Establishment of the Business Strategy  
4.11.4.    The Cash Flow Table 
4.11.5.    The Working Capital Table 

4.12.    Corporate Financial Strategy 

4.12.1.    Corporate Strategy and Sources of Financing 
4.12.2.    Financial Products for Corporate Financing  

4.13.    Macroeconomic Context 

4.13.1.    Macroeconomic Context 
4.13.2.    Relevant Economic Indicators 
4.13.3.    Mechanisms for Monitoring of Macroeconomic Magnitudes 
4.13.4.    Economic Cycles  

4.14.    Strategic Financing 

4.14.1.    Self-Financing  
4.14.2.    Increase in Equity  
4.14.3.    Hybrid Resources  
4.14.4.    Financing Through Intermediaries  

4.15.    Money and Capital  Markets 

4.15.1.    The Money Market  
4.15.2.    The Fixed Income Market  
4.15.3.    The Equity Market  
4.15.4.    The Foreign Exchange Market  
4.15.5.    The Derivatives Market  

4.16.    Financial Analysis and Planning 

4.16.1.     Analysis of the Balance Sheet 
4.16.2.    Analysis of the Income Statement 
4.16.3.    Profitability Analysis 

4.17.    Analysis and Resolution of Cases/Problems 

4.17.1.    Financial Information on Industria de Diseño y Textil, S.A. (INDITEX)

Module 5. Operations and Logistics Management 

5.1. Operations Direction and Management

5.1.1. The Role of Operations 
5.1.2. The Impact of Operations on the Management of Companies.  
5.1.3. Introduction to Operations Strategy 
5.1.4. Operations Management

5.2. Industrial Organization and Logistics 

5.2.1. Industrial Organization Department
5.2.2. Logistics Department

5.3. Structure and Types of Production (MTS, MTO, ATO, ETO, etc)  

5.3.1. Production System 
5.3.2. Production Strategy  
5.3.3. Inventory Management System
5.3.4. Production Indicators 

5.4. Structure and Types of Procurement  

5.4.1. Function of Procurement 
5.4.2. Procurement Management
5.4.3. Types of Purchases 
5.4.4. Efficient Purchasing Management of a Company 
5.4.5. Stages of the Purchase Decision Process 

5.5. Economic Control of Purchasing 

5.5.1. Economic Influence of Purchases
5.5.2. Cost Centers 
5.5.3. Budget
5.5.4. Budgeting vs. Actual Expenditure
5.5.5. Budgetary Control Tools

5.6. Warehouse Operations Control 

5.6.1. Inventory Control
5.6.2. Location Systems
5.6.3. Stock Management Techniques
5.6.4. Storage Systems

5.7. Strategic Purchasing Management

5.7.1. Business Strategy
5.7.2. Strategic Planning
5.7.3. Purchasing Strategies

5.8. Typologies of the Supply Chain (SCM) 

5.8.1. Supply Chain
5.8.2. Benefits of Supply Chain Management
5.8.3. Logistical Management in the Supply Chain

5.9. Supply Chain Management 

5.9.1. The Concept of Management of the Supply Chain (SCM)
5.9.2. Supply Chain Costs and Efficiency
5.9.3. Demand Patterns
5.9.4. Operations Strategy and Change

5.10. Interactions Between the SCM and All Other Departments

5.10.1. Interaction of the Supply Chain 
5.10.2. Interaction of the Supply Chain. Integration by Parts
5.10.3. Supply Chain Integration Problems 
5.10.4. Supply Chain

5.11. Logistics Costs 

5.11.1. Logistics Costs
5.11.2. Problems with Logistics Costs
5.11.3. Optimizing Logistic Costs  

5.12. Profitability and Efficiency of Logistics Chains: KPIS 

5.12.1. Logistics Chain
5.12.2. Profitability and Efficiency of the Logistics Chain
5.12.3. Indicators of Profitability and Efficiency of the Supply Chain

5.13. Process Management

5.13.1.  Process Management 
5.13.2. Process-Based Approach: Process Mapping 
5.13.3. Improvements in Process Management 

5.14. Distribution and Transportation and Logistics

5.14.1. Distribution in the Supply Chain 
5.14.2. Transportation Logistics 
5.14.3. Geographic Information Systems as a Support to Logistics 

5.15. Logistics and Customers

5.15.1. Demand Analysis 
5.15.2. Demand and Sales Forecast 
5.15.3. Sales and Operations Planning
5.15.4. Participatory Planning, Forecasting and and Replenishment Planning (CPFR) 

5.16. International Logistics 

5.16.1.  Export and Import Processes 
5.16.2. Customs 
5.16.3. Methods and Means of International Payment
5.16.4. International Logistics Platforms

5.17. Outsourcing of Operations

5.17.1. Operations Management and Outsourcing 
5.17.2. Outsourcing Implementation in Logistics Environments 

5.18. Competitiveness in Operations

5.18.1. Operations Management 
5.18.2. Operational Competitiveness 
5.18.3. Operations Strategy and Competitive Advantages 

5.19. Quality Management

5.19.1. Internal and External Customers
5.19.2. Quality Costs
5.19.3. Ongoing Improvement and the Deming Philosophy

Module 6. Information Systems Management

6.1. Technological Environment

6.1.1. Technology and Globalization 
6.1.2. Economic Environment and Technology 
6.1.3. Technological Environment and its Impact on Companies 

6.2. Information Systems and Technologies in the Enterprise 

6.2.1. The Evolution of the IT Model
6.2.2. Organization and IT Departments
6.2.3. Information Technology and Economic Environment

6.3. Corporate Strategy and Technology Strategy 

6.3.1. Creating Value for Customers and Shareholders
6.3.2. Strategic IS/IT Decisions
6.3.3. Corporate Strategy vs Technological and Digital Strategy

6.4. Information Systems Management

6.4.1. Corporate Governance of Technology and Information Systems 
6.4.2. Management of Information Systems in Companies 
6.4.3. Expert Managers in Information Systems: Roles and Functions 

6.5. Information Technology Strategic Planning

6.5.1. Information Systems and Corporate Strategy
6.5.2. Strategic Planning of Information Systems  
6.5.3. Phases of Information Systems Strategic Planning 

6.6. Information Systems for Decision-Making

6.6.1. Business Intelligence
6.6.2. Data Warehouse
6.6.3. BSC or Balanced Scorecard

6.7. Exploring the Information

6.7.1. SQL: Relational Databases. Basic Concepts
6.7.2. Networks and Communications
6.7.3. Operational System: Standardized Data Models 
6.7.4. Strategic System: OLAP, Multidimensional Model and Graphical Dashboards 
6. 7.5. Strategic DB Analysis and Report Composition 

6.8. Enterprise Business Intelligence

6.8.1. The World of Data
6.8.2. Relevant Concepts
6.8.3. Main Characteristics
6.8.4. Solutions in Today's Market
6.8.5. Overall Architecture of a BI Solution
6.8.6. Cybersecurity in BI and Data Science

6.9. New Business Concept  

6.9.1. Why BI
6.9.2. Obtaining Information
6.9.3. BI in the Different Departments of the Company
6.9.4. Reasons to Invest in BI

6.10. BI Tools and Solutions 

6.10.1. How to Choose the Best Tool?
6.10.2. Microsoft Power BI, MicroStrategy y Tableau
6.10.3. SAP BI, SAS BI and Qlikview
6.10.4. Prometheus

6.11. BI Project Planning and Management  

6.11.1. First Steps to Define a BI Project
6.11.2.  BI Solution for the Company
6.11.3. Requirements and Objectives 

6.12. Corporate Management Applications 

6.12.1. Information Systems and Corporate Management 
6.12.2. Applications for Corporate Management 
6.12.3. Enterprise Resource Planning or ERP Systems 

6.13. Digital Transformation

6.13.1.  Conceptual Framework of Digital Transformation 
6.13.2. Digital Transformation; Key Elements, Benefits and Drawbacks 
6.13.3. Digital Transformation in Companies 

6.14. Technology and Trends

6.14.1. Main Trends in the Field of Technology that are Changing Business Models 
6.14.2. Analysis of the Main Emerging Technologies 

6.15. IT Outsourcing

6.15.1. Conceptual Framework of Outsourcing 
6.15.2. IT Outsourcing and its Impact on the Business 
6.15.3. Keys to Implement Corporate IT Outsourcing Projects

Module 7. Commercial Management, Strategic Marketing and Corporate Communication

7.1. Commercial Management

7.1.1. Conceptual Framework of Commercial Management
7.1.2. Business Strategy and Planning
7.1.3. The Role of Sales Managers

7.2. Marketing 

7.2.1. The Concept of Marketing
7.2.2. Basic Elements of Marketing
7.2.3. Marketing Activities of the Company

7.3. Strategic Marketing Management

7.3.1. The Concept of Strategic Marketing
7.3.2. Concept of Strategic Marketing Planning
7.3.3. Stages in the Process of Strategic Marketing Planning

7.4. Digital Marketing and E-Commerce

7.4.1. Digital Marketing and E-Commerce Objectives  
7.4.2. Digital Marketing and Media Used 
7.4.3. E-Commerce General Context 
7.4.4. Categories of E-Commerce 
7.4.5. Advantages and Disadvantages of E-Commerce Versus Traditional Commerce 

7.5. Managing Digital Business

7.5.1. Competitive Strategy in the Face of the Growing Digitalization of the Media 
7.5.2. Design and Creation of a Digital Marketing Plan 
7.5.3. ROI Analysis in a Digital Marketing Plan 

7.6. Digital Marketing to Reinforce the Brand

7.6.1. Online Strategies to Improve Your Brand's Reputation
7.6.2. Branded Content and Storytelling

7.7. Digital Marketing Strategy

7.7.1. Defining the Digital Marketing Strategy 
7.7.2. Digital Marketing Strategy Tools 

7.8. Digital Marketing to Attract and Retain Customers 

7.8.1. Loyalty and Engagement Strategies Through the Internet
7.8.2. Visitor Relationship Management
7.8.3. Hypersegmentation

7.9. Managing Digital Campaigns

7.9.1.  What is a Digital Advertising Campaign?
7.9.2. Steps to Launch an Online Marketing Campaign
7.9.3. Mistakes in Digital Advertising Campaigns

7.10. Online Marketing Plan

7.10.1. What is an Online Marketing Plan?
7.10.2. Steps to Create an Online Marketing Plan
7.10.3. Advantages of Having an Online Marketing Plan

7.11. Blended Marketing

7.11.1. What is Blended Marketing?
7.11.2. Differences Between Online and Offline Marketing
7.11.3. Aspects to be Taken into Account in the Blended Marketing Strategy 
7.11.4. Characteristics of a Blended Marketing Strategy
7.11.5. Recommendations in Blended Marketing
7.11.6. Benefits of Blended Marketing

7.12. Sales Strategy 

7.12.1. Sales Strategy 
7.12.2. Sales Methods

7.13. Corporate Communication 

7.13.1 Concept
7.13.2 The Importance of Communication in the Organization
7.13.3 Type of Communication in the Organization
7.13.4 Functions of Communication in the Organization
7.13.5     Components of Communication
7.13.6    Communication Problems
7.13.7    Communication Scenarios

7.14. Corporate Communication Strategy 

7.14.1. Motivational Programs, Social Action, Participation and Training with HR 
7.14.2. Internal Communication Tools and Supports
7.14.3. Internal Communication Plan

7.15. Digital Communication and Reputation

7.15.1. Online Reputation 
7.15.2. How to Measure Digital Reputation? 
7.15.3. Online Reputation Tools 
7.15.4. Online Reputation Report 
7.15.5. Online Branding

Module 8. Market Research, Advertising and Commercial Management

8.1. Market Research 
8.1.1. Marketing Research: Historical Origin  
8.1.2. Analysis and Evolution of the Conceptual Framework of Marketing Research  
8.1.3. Key Elements and Value Contribution of Market Research  

8.2. Quantitative Research Methods and Techniques 

8.2.1. Sample Size  
8.2.2. Sampling  
8.2.3. Types of Quantitative Techniques   

8.3. Qualitative Research Methods and Techniques 

8.3.1. Types of Qualitative Research 
8.3.2. Qualitative Research Techniques 

8.4. Market Segmentation 

8.4.1. Market Segmentation Concept  
8.4.2. Utility and Segmentation Requirements  
8.4.3. Consumer Market Segmentation  
8.4.4. Industrial Market Segmentation  
8.4.5. Segmentation Strategies  
8.4.6. Segmentation Based on Marketing - Mix Criteria  
8.4.7. Market Segmentation Methodology 

8.5. Research Project Management 

8.5.1. Market Research as a Process 
8.5.2. Planning Stages in Market Research 
8.5.3. Stages of Market Research Implementation 
8.5.4. Managing a Research Project  

8.6. International Market Research  

8.6.1. International Market Research 
8.6.2. International Market Research Process 
8.6.3. The Importance of Secondary Sources in International Market Research 

8.7. Feasibility Studies    

8.7.1. Concept and Usefulness 
8.7.2. Outline of a Feasibility Study 
8.7.3. Development of a Feasibility Study 

8.8. Publicity 

8.8.1. Historical Background of Advertising  
8.8.2. Conceptual Framework of Advertising; Principles, Concept of Briefing and Positioning  
8.8.3. Advertising Agencies, Media Agencies and Advertising Professionals  
8.8.4. Importance of Advertising in Business 
8.8.5. Advertising Trends and Challenges  

8.9. Developing the Marketing Plan  

8.9.1. Marketing Plan Concept 
8.9.2. Situation Analysis and Diagnosis 
8.9.3. Strategic Marketing Decisions 
8.9.4. Operational Marketing Decisions 

8.10. Promotion and Merchandising Strategies 

8.10.1. Integrated Marketing Communication 
8.10.2. Advertising Communication Plan 
8.10.3. Merchandising as a Communication Technique 

8.11. Media Planning  

8.11.1. Origin and Evolution of Media Planning   
8.11.2. Media  
8.11.3. Media Plan  

8.12. Fundamentals of Commercial Management  

8.12.1.   The Role of Commercial Management 
8.12.2. Systems of Analysis of the Company/Market Commercial Competitive Situation 
8.12.3. Commercial Planning Systems of the Company 
8.12.4. Main Competitive Strategies 

8.13. Commercial Negotiation 

8.13.1. Commercial Negotiation   
8.13.2. Psychological Issues in Negotiation 
8.13.3. Main Negotiation Methods 
8.13.4. The Negotiation Process 

8.14. Decision-Making in Commercial Management 

8.14.1. Commercial Strategy and Competitive Strategy 
8.14.2. Decision Making Models 
8.14.3.  Decision-Making Analytics and Tools 
8.14.4. Human Behavior in Decision Making 

8.15. Leadership and Management of the Sales Network 

8.15.1.  Sales Management. Sales Management 
8.15.2. Networks Serving Commercial Activity 
8.15.3. Salesperson Recruitment and Training Policies 
8.15.4. Remuneration Systems for Own and External Commercial Networks 
8.15.5. Management of the Commercial Process Control and Assistance to the Work of the Sales Representatives Based on the Information. 

8.16. Implementing the Commercial Function 

8.16.1. Recruitment of Own Sales Representatives and Sales Agents 
8.16.2. Controlling Commercial Activity  
8.16.3. The Code of Ethics of Sales Personnel 
8.16.4. Compliance with Legislation 
8.16.5. Generally Accepted Standards of Business Conduct 

8.17. Key Account Management 

8.17.1. Concept of Key Account Management   
8.17.2. The Key Account Manager 
8.17.3. Key Account Management Strategy  

8.18. Financial and Budgetary Management  

8.18.1. The Break-Even Point 
8.18.2. The Sales Budget Control of Management and of the Annual Sales Plan 
8.18.3. Financial Impact of Strategic Sales Decisions 
8.18.4.  Cycle Management, Turnover, Profitability and Liquidity
8.18.5. Income Statement

Module 9. Innovation and Project Management

9.1. Innovation

9.1.1. Introduction to Innovation 
9.1.2. Innovation in the Entrepreneurial Ecosystem 
9.1.3. Instruments and Tools for the Business Innovation Process 

9.2. Innovation Strategy

9.2.1. Strategic Intelligence and Innovation 
9.2.2. Innovation from Strategy 

9.3. Project Management for Startups

9.3.1.  Startup Concept
9.3.2. Lean Startup Philosophy
9.3.3. Stages of Startup Development
9.3.4. The Role of a Project Manager in a Startup

9.4. Business Model Design and Validation

9.4.1. Conceptual Framework of a Business Model 
9.4.2. Business Model Design and Validation 

9.5. Project Management

9.5.1. Project Management: Identification of Opportunities to Develop Corporate Innovation Projects 
9.5.2. Main stages or Phases in the Direction and Management of Innovation Projects 

9.6. Project Change Management: Training Management 

9.6.1. Concept of Change Management
9.6.2. The Change Management Process
9.6.3. Change Implementation

9.7. Project Communication Management

9.7.1. Project Communications Management
9.7.2. Key Concepts for Project Communications Management
9.7.3. Emerging Trends
9.7.4. Adaptations to Equipment
9.7.5. Planning Communications Management
9.7.6. Manage Communications
9.7.7. Monitoring Communications

9.8. Traditional and Innovative Methodologies

9.8.1. Innovative Methodologies
9.8.2. Basic Principles of Scrum
9.8.3. Differences between the Main Aspects of Scrum and Traditional Methodologies

9.9. Creation of a Startup

9.9.1. Creation of a Startup 
9.9.2. Organization and Culture
9.9.3. Top Ten Reasons Why Startups Fail 
9.9.4. Legal Aspects

9.10. Project Risk Management Planning

9.10.1.  Risk Planning
9.10.2. Elements for Creating a Risk Management Plan
9.10.3. Tools for Creating a Risk Management Plan
9.10.4. Content of the Risk Management Plan

Module 10. Executive Management

10.1. General Management

10.1.1.  The Concept of General Management  
10.1.2. The General Manager's Action 
10.1.3. The CEO and their Responsibilities 
10.1.4. Transforming the Work of Management 

10.2. Manager Functions:Organizational Culture and Approaches 

10.2.1. Manager Functions: Organizational Culture and Approaches 

10.3. Operations Management  

10.3.1.  The Importance of Management 
10.3.2. Value Chain 
10.3.3. Quality Management 

10.4. Public Speaking and Spokesperson Education 

10.4.1. Interpersonal Communication 
10.4.2. Communication Skills and Influence 
10.4.3. Communication Barriers 

10.5. Personal and Organizational  Communications Tools 

10.5.1. Interpersonal Communication 
10.5.2. Interpersonal Communication Tools 
10.5.3.  Communication in the Organization 
10.5.4. Tools in the Organization 

10.6. Communication in Crisis Situations 

10.6.1. Crisis 
10.6.2. Phases of the Crisis 
10.6.3. Messages: Contents and Moments 

10.7. Preparation of a Crisis Plan 

10.7.1. Analysis of Possible Problems 
10.7.2. Planning 
10.7.3. Adequacy of Personnel 

10.8. Emotional Intelligence  

10.8.1. Emotional Intelligence and Communication 
10.8.2.  Assertiveness, Empathy, and Active Listening 
10.8.3. Self-Esteem and Emotional Communication 

10.9. Personal Branding 

10.9.1. Strategies to Develop Personal Branding 
10.9.2. Personal Branding Laws 
10.9.3. Tools for Creating Personal Brands 

10.10. Leadership and Team Management 

10.10.1. Leadership and Leadership Styles 
10.10.2. Leader Capabilities and Challenges 
10.10.3. Managing Change Processes 
10.10.4. Managing Multicultural Teams

Module 11. Pharmaceutical Industry.

11.1.    Pharmaceutical Market 

11.1.1.    Structure of the Pharmaceutical Market 
11.1.2.    Pharmaceutical Market Players 
11.1.3.    Fundamentals of the Pharmaceutical Market 
11.1.4.    Development of the Pharmaceutical Market 

11.2.    Product Types 

11.2.1.    Oral Drugs 
11.2.2.    Injectable Drugs 
11.2.3.    Topical Drugs 
11.2.4.    Inhaled Drugs 

11.3.    Clinical Trials and Regulatory Approval 

11.3.1.    Clinical Trial Design 
11.3.2.    Clinical Trial Planning 
11.3.3.    Clinical Trial Participant Selection 
11.3.4.    Clinical Trial Methodology 

11.4.    Supply Chain 

11.4.1.    Supply Chain Information Systems 
11.4.2.    Technology in the Supply Chain 
11.4.3.    Cold Chain Management 
11.4.4.    Transportation and Logistics Management 

11.5.    Distribution of Medicines 

11.5.1.    Distribution Channels 
11.5.2.    Inventory Management 
11.5.3.    Order Management 
11.5.4.    Risk Management 

11.6.    Marketing 

11.6.1.    Marketing Fundamentals 
11.6.2.    Competitive Analysis 
11.6.3.    Positioning 
11.6.4.    Health Professional Relationships 

11.7.    Technological Innovations in the Pharmaceutical Industry 

11.7.1.    Disruptive Technologies 
11.7.2.    Artificial Intelligence 
11.7.3.    Big Data 
11.7.4.    Bioinformatics 

11.8.    Price 

11.8.1.    Cost Analysis 
11.8.2.    Pricing Strategies 
11.8.3.    Pricing Policies 
11.8.4.    Differential Pricing 

11.9.    Drug Manufacturing 

11.9.1.    Good Manufacturing Practices 
11.9.2.    Manufacture Process 
11.9.3.    Sterilization Techniques 
11.9.4.    Validation Process 

11.10. Quality Control of Drugs 

11.10.1. Good Laboratory Practices 
11.10.2. Physicochemical Analysis Methods 
11.10.3. Analytical Method 
11.10.4. Microbiological Analysis

Module 12. Structure of the Pharmaceutical Industry

12.1. Pharmaceutical Development 

12.1.1. Drug Discovery 
12.1.2. Pharmacokinetics 
12.1.3. Pharmacodynamics 
12.1.4. Preclinical Trials 

12.2. The Pharmaceutical Laboratory 

12.2.1. Good Laboratory Practices 
12.2.2. Laboratory Equipment 
12.2.3. Laboratory Instrumentation 
12.2.4. Microbiological Analysis 

12.3. R&D 

12.3.1. Screening Techniques 
12.3.2. Validation Techniques 
12.3.3. Rational Design 
12.3.4. Medicinal Chemistry 

12.4. Patents  

12.4.1. Fundamentals of Intellectual Property 
12.4.2. Patent Application Procedures 
12.4.3. Patentability Analysis 
12.4.4. Protection Strategies 

12.5. Generics 

12.5.1. Therapeutic Equivalence 
12.5.2. Bioequivalence 
12.5.3. Development Process  
12.5.4. Manufacture Process 

12.6. Stock Management 

12.6.1. Stock Control 
12.6.2. Inventory Management 
12.6.3. Demand Forecasting Methods 
12.6.4. Stock Management Software 

12.7. Discounts 

12.7.1. Volume Discounts 
12.7.2. Prompt Payment Discounts 
12.7.3. Loyalty Discounts 
12.7.4. Profitability Analysis of Discounts 

12.8. Pharmaceutical Industry Value Chain 

12.8.1. Risk Management 
12.8.2. Information Technologies 
12.8.3. Sustainability 
12.8.4. Social Responsibility 

12.9. Strategic Partnerships 

12.9.1. Collaborations 
12.9.2. License Agreements 
12.9.3. Joint Ventures 
12.9.4. Negotiation of Strategic Alliances 

12.10. Regulatory Agencies 

12.10.1. Post-Marketing Surveillance  
12.10.2. Regulatory Audits 
12.10.3. Regulatory Harmonization 
12.10.4. Mutual Recognition of Registrations 

Module 13. Market Research in the Pharmaceutical Industry 

13.1. Types of Market Research 

13.1.1. Qualitative Research 
13.1.2. Quantitative Research 
13.1.3. Collection Types 
13.1.4. Market Research Design 

13.2. Business Intelligence 

13.2.1. Data Management 
13.2.2. BI Tools 
13.2.3. Data Extraction 
13.2.4. Data Upload 

13.3. Demand Analysis  

13.3.1. Statistical Analysis 
13.3.2. Pattern Analysis 
13.3.3. Segment Analysis 
13.3.4. Factor Analysis 

13.4. Market Segmentation 

13.4.1. Benefits of Segmentation 
13.4.2. Segmentation Methods 
13.4.3. Segmentation Techniques 
13.4.4. Analysis of Demographic Variables 

13.5. Competitor Research 

13.5.1. Competitive Structure Analysis 
13.5.2. Analysis of Direct Competitors 
13.5.3. Evaluation of The Competitive Position 
13.5.4. Competitive Advantages 

13.6. Trend Analysis 

13.6.1. Information Sources 
13.6.2. Analysis Tools 
13.6.3. Trend Monitoring 
13.6.4. Technological Trends 

13.7. Company Image 

13.7.1. Company Image Benefits 
13.7.2. Key Elements of Corporate Image 
13.7.3. Reputation Management 
13.7.4. Corporate Communication 

13.8. Pricing Trends 

13.8.1. Price Trend Analysis 
13.8.2. Price Trend Analysis Tools 
13.8.3. International Price Analysis 
13.8.4. Value Assessment 

13.9. Market Access Study 

13.9.1. Key Factors 
13.9.2. Health Systems Analysis 
13.9.3. Financing Models 
13.9.4. Pricing Strategies 

13.10. Latest Technological Trends in Market Research 

13.10.1. Machine Learning 
13.10.2. Massive Data Analysis 
13.10.3. Social Network Analytics 
13.10.4. Virtual Reality 

Module 14. Sales Process in the Pharmaceutical Industry

14.1. Commercial Department Structure 

14.1.1. Hierarchical Structure 
14.1.2. Organizational Design 
14.1.3. Responsibility of the Sales Department 
14.1.4. Talent Management 

14.2. The Medical Visit 

14.2.1. Responsibilities of The Medical Sales Representative 
14.2.2. Ethics of The Medical Sales Representative 
14.2.3. Effective Communication 
14.2.4. Product Knowledge 

14.3. Point-of-Sale Promotional Actions 

14.3.1. Objectives of The Actions 
14.3.2. Visual Merchandising 
14.3.3. Materials Management 
14.3.4. Impact Evaluation 

14.4. Sales Techniques 

14.4.1. Principle of Persuasion 
14.4.2. Negotiation Skills 
14.4.3. Scientific Update 
14.4.4. Handling Objections 

14.5. Sales Communication 

14.5.1. Analysis of The Different Channels 
14.5.2. Verbal Communication 
14.5.3. Non-Verbal Communication 
14.5.4. Written Communication 

14.6. Loyalty Strategies 

14.6.1. Loyalty Program 
14.6.2. Personalized Customer Service 
14.6.3. Follow-Up Programs 
14.6.4. Therapeutic Compliance Programs 

14.7. Client Follow-Up 

14.7.1. Tools For Client Follow-Up 
14.7.2. Satisfaction 
14.7.3. Communication Techniques 
14.7.4. Use of Data 

14.8. Sales Cycle Analysis 

14.8.1. Data Interpretation 
14.8.2. Cycle Analysis 
14.8.3. Sales Cycle Planning 
14.8.4. Sales Cycle Management 

14.9. Sales Performance Evaluation 

14.9.1. KPI Performance Indicators 
14.9.2. Effectiveness Analysis 
14.9.3. Productivity Evaluation 
14.9.4. Product Profitability Evaluation 

14.10. Technological Tools for Sales 

14.10.1. Customer Relationship Management (CRM) 
14.10.2. Sales Force Automation 
14.10.3. Route Optimization 
14.10.4. E-Commerce Platforms 

Module 15. Leadership and Team Management in the Pharmaceutical Industry

15.1.    Leadership in the Pharmaceutical Industry 

15.1.1.    Leadership Trends and Challenges 
15.1.2.    Transformational Leadership 
15.1.3.    Leadership in Risk Management 
15.1.4.    Continuous Improvement Leadership 

15.2.    Talent Management 

15.2.1.    Recruitment Strategies 
15.2.2.    Profile Development 
15.2.3.    Succession Planning 
15.2.4.    Talent Retention 

15.3.    Team Development and Training 

15.3.1.    GMP Good Manufacturing Practices 
15.3.2.    Technical Skills Development 
15.3.3.    Safety Training 
15.3.4.    R&D Development 

15.4.    Internal Communication Strategies 

15.4.1.    Development of an Open Communication Culture 
15.4.2.    Communication of Objectives and Strategies 
15.4.3.    Communication of Organizational Changes 
15.4.4.    Communication of Policies and Procedures 

15.5.    Performance Management 

15.5.1.    Establishment of Clear Goals and Objectives 
15.5.2.    Definition of Performance Indicators 
15.5.3.    Continuous Feedback 
15.5.4.    Performance Evaluation 

15.6.    Change Management  

15.6.1.    Diagnosis of The Need for Change 
15.6.2.    Effective Change Communication 
15.6.3.    Creating a Sense of Urgency 
15.6.4.    Identifying Change Leaders 

15.7.    Quality Management 

15.7.1.    Definition of Quality Standards 
15.7.2.    Implementation of Quality Management Systems 
15.7.3.    Quality Control in Production 
15.7.4.    Supplier Management 

15.8.    Marketing Budget Management 

15.8.1.    Strategic Marketing Planning 
15.8.2.    Establishing the Total Marketing Budget 
15.8.3.    Budget Distribution by Marketing Channels 
15.8.4.    Return on Investment (ROI) Analysis 

15.9.    Planning and Execution of Marketing Campaigns 

15.9.1.    Market and Target Audience Analysis 
15.9.2.    Establishment of Campaign Objectives 
15.9.3.    Development of Marketing Strategies 
15.9.4.    Selection of Marketing Channels 

15.10. Updating Market News 

15.10.1. Market Trend Analysis 
15.10.2. Competition Monitoring 
15.10.3. Monitoring of Industry Developments 
15.10.4. Participation in Events and Conferences 

Module 16. Pharmaceutical Marketing Plan

16.1. Basis of the Pharmaceutical Marketing Plan 

16.1.1. Analysis of the Environment 
16.1.2. Opportunities 
16.1.3. Threats 
16.1.4. Implementation 

16.2. The Objectives of The Marketing Plan 

16.2.1. SMART Objectives 
16.2.2. Market Penetration Objectives 
16.2.3. Sales Growth Objectives 
16.2.4. Customer Loyalty Objectives 

16.3. The Overall Strategy of the Marketing Plan 

16.3.1. Definition of The Vision 
16.3.2. Objectives Setting 
16.3.3. Marketing Plan Tools 
16.3.4. Conclusions 

16.4. OTC Marketing 

16.4.1. Analysis of The OTC Products Market 
16.4.2. Strategy Development 
16.4.3. Packaging Design 
16.4.4. Development of Expansion Strategies 

16.5. Consumer CareMarketing 

16.5.1. Branding 
16.5.2. Use of Digital Marketing 
16.5.3. Definition of Key Strategies 
16.5.4. Conclusions 

16.6. Medical Marketing 

16.6.1. Specific Needs 
16.6.2. Public Relations 
16.6.3. Medical Conference Management 
16.6.4. Strategies for Clinics 

16.7. Marketing of Nutritional Components 

16.7.1. Performance Measurement 
16.7.2. Nutritional Marketing Trends 
16.7.3. Advances in Nutrition Marketing 
16.7.4. Conclusions 

16.8. Marketing of Generic Products 

16.8.1. Consumer Education 
16.8.2. Branding and Labeling 
16.8.3. PPV 
16.8.4. Conclusions 

16.9. Marketing of Hospital Products 

16.9.1. Identifying The Target Market 
16.9.2. Collaboration With Suppliers 
16.9.3. Demonstrations 
16.9.4. Conclusions 

16.10. Digital Marketing in the Pharmaceutical Industry 

16.10.1. Search Engine Optimization 
16.10.2. PPC 
16.10.3. Mobile Marketing Strategies 
16.10.4. E-Mail Marketing 

Module 17. Marketing Management Applied to the Pharmaceutical Industry

17.1. Communication  

17.1.1. Effective and Efficient Communication 
17.1.2. Participation in Events 
17.1.3. Communicative Team 
17.1.4. Internal Communication 

17.2. Advertising 

17.2.1. Print Advertising 
17.2.2. Television Commercials 
17.2.3. Radio Advertisement 
17.2.4. Social Media Advertisements 

17.3. Direct Marketing 

17.3.1. Direct Mail 
17.3.2. Text Messages 
17.3.3. Telephoning 
17.3.4. Loyalty Programs 

17.4. E-Marketing 

17.4.1. Web Site 
17.4.2. Partner Marketing 
17.4.3. Content Marketing 
17.4.4. Online Advertising

17.5. Market Trend Research 

17.5.1. Technological Innovations 
17.5.2. Epidemiological Changes 
17.5.3. Access to Emerging Markets 
17.5.4. Digitalization in Healthcare 

17.6. Differentiation 

17.6.1. Innovative Drugs 
17.6.2. Improved Formulations 
17.6.3. Safety Approach 
17.6.4. Patient Support Services 

17.7. Advertising Campaigns 

17.7.1. Got Milk 
17.7.2. Share a Coke 
17.7.3. The Truth 
17.7.4. Like a Girl 

17.8. Content Creation 

17.8.1. Scientific Publications 
17.8.2. Educational Materials 
17.8.3. Online Content 
17.8.4. Webinars 

17.9. Consumer Needs 

17.9.1. Security 
17.9.2. Efficacy 
17.9.3. Quality 
17.9.4. Accessibility 

17.10. Consumer Behavior 

17.10.1. Health Problems 
17.10.2. Medical Influence 
17.10.3. Information Research 
17.10.4. Previous Experiences

Module 18. New Technologies Applied to the Pharmaceutical Sector

18.1. Artificial Intelligence (AI) 

18.1.1. Drug Discovery 
18.1.2. Clinical Research 
18.1.3. Medical Analysis 
18.1.4. Personalized Therapy 

18.2. Technology Blockchain 

18.2.1. Supply Chain 
18.2.2. Traceability 
18.2.3. Authentication 
18.2.4. Data Management 

18.3. Big Data 

18.3.1. Genomic Data 
18.3.2. Molecular Data 
18.3.3. Clinical Data 
18.3.4. Data Analysis 

18.4. Digital Health 

18.4.1. Mobile Applications 
18.4.2. Telemedicine 
18.4.3. Virtual Consultations 
18.4.4. On-Line Communities 

18.5. Intelligent Medical Devices 

18.5.1. Smart Insulin Pumps 
18.5.2. Connected Glucose Meters 
18.5.3. Smart Inhalers 
18.5.4. Cardiac Monitoring Devices 

18.6. 3D Printing 

18.6.1. Personalized Drug Manufacturing 
18.6.2. Drug Formulation 
18.6.3. Design of Complex Pharmaceutical Forms 
18.6.4. Anatomical Models 

18.7. Nanotechnology 

18.7.1. Genetic Therapy 
18.7.2. Disease Detection 
18.7.3. Photothermal Therapy 
18.7.4. Regenerative Nanomedicine 

18.8. Robotics  

18.8.1. Automation of Production Lines 
18.8.2. Drug Synthesis 
18.8.3. Automated Pharmacy 
18.8.4. Robot-Assisted Surgery 

18.9. Biosensors 

18.9.1. Glucose Biosensors 
18.9.2. PH Biosensors 
18.9.3. Oxygen Biosensors 
18.9.4. Lactate Biosensors 

18.10. Augmented Reality 

18.10.1. Product Promotion 
18.10.2. Training of Professionals 
18.10.3. Dosage Guide 
18.10.4. Medical Data Visualization

Module 19. Finance for the Marketing Department 

19.1. Marketing Budget 

19.1.1. Traditional Advertising 
19.1.2. Digital Marketing 
19.1.3. Media Relations 
19.1.4. Public Relations 

19.2. Cost-Benefit Analysis 

19.2.1. ACE 
19.2.2. ACU 
19.2.3. CBA 
19.2.4. ACM 

19.3. Performance Measurement 

19.3.1. Market Share 1
19.3.2. Return on Investment 
19.3.3. Research and Development 
19.3.4. Operational Efficiency 

19.4. Financial Planning 

19.4.1. Budget 
19.4.2. Inventory Management 
19.4.3. Risk Management 
19.4.4. Capitalization 

19.5. Financial Risk Management 

19.5.1. Product Diversification 
19.5.2. Supply Chain Management 
19.5.3. Financial Risk Hedging 
19.5.4. Conclusions 

19.6. Profitability 

19.6.1. Efficiency in Production  
19.6.2. Marketing Strategies 
19.6.3. Geographic Expansion 
19.6.4. Conclusions 

19.7. Future Investments 

19.7.1. Risk Analysis 
19.7.2. Market Opportunity 
19.7.3. Choice of Timing 
19.7.4. Conclusions 

19.8. The Company's Financial Resources  

19.8.1. Equity Capital 
19.8.2. Debt Financing 
19.8.3. Venture Capital 
19.8.4. Subsidies 

19.9. Return on Investment 

19.9.1. Patents 
19.9.2. Research 
19.9.3. Analysis 
19.9.4. Conclusions 

19.10. Feasibility of New Products 

19.10.1. Efficacy and Safety 
19.10.2. Demand 
19.10.3. Supply 
19.10.4. Intellectual Property 

Module 20. The Consumer

20.1. Knowing the Consumer 

20.1.1. Sales Data Analysis 
20.1.2. Consumer Profile 
20.1.3. Public Opinion Research 
20.1.4. Customer Satisfaction Study 

20.2. Demand Trends 

20.2.1. Aging Population 
20.2.2. Health Awareness 
20.2.3. Technological Advances 
20.2.4. Preventive Medicine 

20.3. Effective Communication 

20.3.1. Clear Messages 
20.3.2. Scientific Information 
20.3.3. Transparency 
20.3.4. Bidirectional Communication 

20.4. Previous Experiences 

20.4.1. Pharmaceutical Manufacturing 
20.4.2. Pharmacovigilance A
20.4.3. Reimbursement 
20.4.4. Data Analytics 

20.5. Product Accessibility 

20.5.1. Product Packaging 
20.5.2. Information in Braille 
20.5.3. Unit Dose Containers  
20.5.4. Adaptation of Formats 

20.6. Consumer Education 

20.6.1. Adherence Promotion 
20.6.2. Safe Use of OTC Drugs 
20.6.3. Chronic Disease Education 
20.6.4. Side Effects 

20.7. Product Development 

20.7.1. Pre-Clinical Development 
20.7.2. Clinical Trials 
20.7.3. Manufacture 
20.7.4. Packaging and Labeling 

20.8. The Doctor-Patient Relationship 

20.8.1. Open Communication 
20.8.2. Transparent Communication 
20.8.3. Shared Decision Making 
20.8.4. Respect and Empathy 

20.9. Social Responsibility 

20.9.1. Ethics 
20.9.2. Social Responsibility 
20.9.3. Environmental Sustainability 
20.9.4. Transparency and Accountability 

20.10. Technological Influence 

20.10.1. Research and Development 
20.10.2. Precision Medicine 
20.10.3. Data Security 
20.10.4. Machine Learning 

You will delve into leadership and sales team management, negotiation and conflict resolution, as well as the use of emerging technologies in pharmaceutical sales and marketing.”