Predicting product sales in the Iranian pharmaceutical industry using artificial intelligence

Subject Areas : Jounal of Marketing Management

aidin mahban ¹ , کریم حمدی ² , پیمان غفاری ³

1 - Department of Business Management, Management and Economics, Islamic Azad University, Science and Research Brand, Tehran, Iran
2 - Department of Business Management, Science and Research Brand, Islamic Azad University, Tehran, Iran
3 - Department of Business Management, Arak Branch, Islamic Azad University, Arak, Iran

Received: 2024-03-02 Accepted : 2025-04-09 Published : 2025-05-28

Keywords: Sales forecast, demand forecast, pharmaceutical products, supplier, distributor, pharmaceutical industry.,

Abstract :

This research deals with the forecasting of pharmaceutical product sales in the Iranian pharmaceutical industry using artificial intelligence. This research is an applied study conducted with a quantitative approach. The data were carefully collected and analyzed to examine the relationships and dependencies between therapeutic areas and the distributing and supplying companies. The purpose of these analyses is to identify the active distributors in each therapeutic area and to examine the impact of these activities on the success of pharmaceutical product sales. Correlation matrices are used to understand the dependencies between distributors and suppliers to help better manage inventory and optimize sales. Python software has been used in this research as the main tool for data analysis and product sales forecasting in the Iranian pharmaceutical industry. Forecasting models using artificial intelligence algorithms such as regression and neural networks have accurately predicted sales trends, monthly growth rates, and market share. This research emphasizes the importance of accurate sales forecasting for strategic decision-making, optimizing resource allocation, and improving supply chain management in the Iranian pharmaceutical industry. Based on the results obtained, the level of fluctuations in pharmaceutical product sales was identified and the percentage of distribution companies' dependence on the top five suppliers was determined. In addition, an index was defined for the degree to which the distribution company's sales growth was aligned with industry growth.

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