GS4 · UPSC Mains

You have recently joined as a Regional Sales Manager of a pharmaceutical company and have been given a sales target for the year, which is unusually high as per your assessment. On surveying the market, however, you have observed that the competitors are achieving such targets. On a deeper analysis, you come across unethical practices of giving gifts, payments and hospitality benefits to doctors by their medical representatives. This is prohibited by the Uniform Code of Pharmaceuticals Marketing Practices. You contacted the National Sales Manager in this regard but he hinted at achieving the released targets at whatever cost. You directed the Area Sales Managers to meet their respective targets while not engaging in the practice of unethical incentives to the doctors. They have communicated their concerns regarding their inability to meet the targets without provision of these perks and benefits. (a) What are the ethical dilemmas being faced by you in this context? (b) Discuss the merits and demerits of the options available to you? Which of these will you choose and why? (c) What are the ethical alternatives available to the pharmaceutical sector to market their products? (Answer in 250 words)20

20 marks · 250 words · 6 toppers answered this

GS4 · Case studies on the above issues GS4 · Public/civil service values & ethics in public administration — status & problems; ethical concerns & dilemmas; conflict of interest

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