Course Objective: Advance Diploma in Sales Management is conceptualized with vision to create effective Sales Professionals for Pharma Industry. This course gives practical knowledge of the functionalities of sales Manager with practical exposure.
Features of the Course:
1. Orientation to job related practical aspects of the pharma sales management is covered in this course
2. Simulation to real life working in pharma sales.
3. Understanding/ Decision Making/ Strategy Creation in the field of Pharmaceutical selling.
4. 143 Case Live Pharmaceutical Case Study (Online Databank) File for easy understanding in the process of sales Strategy Creation.
4. Support : Resume Development, Placement Assistance.
B.Pharma/D.Pharma/ B.Sc/ Any graduates or those who are in 3rd / final year of those courses, who want to make career in pharmaceutical marketing can pursue the course.
Who should attend this course:
- Sales Representatives, 1st line manager working in sales department of Pharmaceutical and allied industry
- Sales Manager – To enhance the skills further
- Freshers – who is willing to join in the rewarding career of pharma sales
Overview of Pharmaceutical Industry – Market Size, Valuation, Top Players, Leading segments, Classification / Segmenting Pharmaceutical Market, Leading brands.
Overview of Drug Discovery to commercialization Process. A brief understanding to Generic Market
Introduction to Pharma Sales – Importance, Job and key responsibilities of pharma sales professionals.
Hierarchy of pharma sales department – Designations and their responsibilities.
Medical Representative – Evergreen Profession. Career focus and growth path. Detailed and practical study and analysis of the medical representatives job profile with real life case studies.
Roles & Responsibilities of 1st Line Manager (Area Sales Manager) – Planning, Directing and Controlling etc., Evaluation of the Sales Force – on the job and off the job assessment, Sales Routine in Joint Field Work by ASM.
Roles & Responsibilities of 2nd Line Manager (Regional Sales Manager)
Brief overview of pharmaceutical marketing – Definitions, related terminologies.
Managing Market & Sales Information – Introduction, Market Survey – RCPA (Retail Chemist Prescription Audit), Analysis of Information from Market Survey, Identifying the customer needs. Action plans on outcome of the market research, designing and managing services in Pharmaceutical Marketing.
Case Study based understanding on differentiating pharma sales with allied product selling – Difference between FMCG and Pharma Selling, Difference between Surgical Product and Pharma Product selling, medical devices selling and pharma selling
Selling skills – Introduction. Product knowledge, territory management skills and attitude.
Management of Sales Territory & Sales Target – Introduction to management of sales territory and sales target, Sales Promotional Inputs, Designing and allocation of sales territory and sales target.
Competitor Knowledge – Introduction, Ways of gathering information for Market Research, Implication of Market Analysis, Checklist for market analysis. Competitor analysis.
Pharma Sales Tools – Visual aid, Leave Behind Literature, Catch Cover, Physician Samples, Reminder Card etc.
Sales Planning & Forecasting Process – Importance, case based analysis.
Emerging Trend in Sales Management – Introduction, Field Monitor Control and the Sales Promotion Linkage – Concept, Tools Available, and Persons Responsible and Self-Monitoring.
Sales Analysis – Skill – Collection of Data, Assessment of Historical Data, Trend Analysis and Projection, Identifying Problems in allocation of Sales Territories and Sales Target.
Sales Reporting – Representative Reporting – Daily Call Report, Tour Program, Doctor List, Expense statement, Standard Fare Chart.
Sales Target – Organizing the Sales Territory to Accomplish Sales Target. Different methods of fixation of target.
Sales Incentive – Performance based incentivizing the sales. Incentive – How to design and how.
Importance of Branding in Pharma Selling– Brand Positioning – Definition, Positioning Strategies, Segmentation, Positioning Difference, Why positioning is key to achieve sales mission.
Launching of a new product – Pre-launch of a new product, Project Evaluation and Review Technique, Tips for launching a new product, Launch of a new product (Post Launch), The specific goals of Feedback.
Key Opinion Leader (KOL) Management in pharma sales – Introduction, Importance and skills / know how for effective management of Key Opinion Leaders.
Preparing Sales Presentation – Case based analysis
Sales Meeting for progress monitoring – Annual Sales Meeting, Half yearly / Quarterly Sales Meeting (Cycle Meeting) and Monthly meeting.
- Upon admission you will be providing the user id and password to access all the content online.
- You will also be receiving the soft copy of the e-module (which you can download from your dashboard).
Course registrant will be receiving hard copy of the printed module within India only.
International participant will be receiving pdf modules (books) by email.