Emphasizes the Role, Applications and Impact of Artificial Intelligence in Pharmaceutical Sales and Marketing

Mitali Balasaheb Chougule, Sairaj Shamrao Patil and Shravni Girigosavi
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Mitali Balasaheb Chougule: D. Y. Patil Agriculture and Technical University, Talsande, Kolhapur, Maharashtra, India.
Sairaj Shamrao Patil: D. Y. Patil Agriculture and Technical University, Talsande, Kolhapur, Maharashtra, India.
Shravni Girigosavi: D. Y. Patil Agriculture and Technical University, Talsande, Kolhapur, Maharashtra, India.

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Abstract: Artificial Intelligence (AI) is rapidly transforming pharmaceutical sales and marketing by enabling data-centric and technology-driven decision-making. Through the application of machine learning, natural language processing, predictive analytics, and intelligent automation, AI assists pharmaceutical organizations in analyzing large volumes of structured and unstructured healthcare data. These technologies support the identification of market opportunities, optimization of promotional strategies, and enhancement of engagement with healthcare professionals and patients. AI-based systems automate routine operational tasks such as customer data management, performance reporting, and sales forecasting, thereby improving productivity and operational efficiency. Predictive analytics enables organizations to anticipate prescribing behaviours, evaluate physician preferences, and forecast product demand with greater accuracy. In addition, AI facilitates advanced customer segmentation and personalized communication, leading to improved marketing effectiveness and stronger professional relationships. The integration of AI-powered tools, including chatbots, virtual assistants, and recommendation systems, enhances real-time customer interaction and ensures consistent and compliant information delivery. From a practical perspective, AI-driven insights help sales teams prioritize high-value customers, optimize field force deployment, and improve return on marketing investment. Although challenges such as data privacy concerns, infrastructure limitations, ethical considerations, and reduced human interaction exist, AI continues to play a vital role in reshaping pharmaceutical marketing. Overall, AI-driven approaches contribute to a more efficient, compliant, and patient-focused pharmaceutical sales ecosystem.

Date: 2026-01-21
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Published in Journal of Economics, Management and Trade, 2026, 11 (1), pp.111-122

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