TypeOnline Course
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Price$550 / Rs. 27500
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Admission Process

Admission Process

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Admission Process


kperegsiteredlogoCourse 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.


Frequently asked questions

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  • 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.

Section 1Pharma Sales Basic Orientation
Lecture 1What is Pharma Selling?
Lecture 2Growth Path / Career for Pharma Sales professionals
Lecture 3Qualities of Good Sales Person
Lecture 4Medical Representatives Job Description - Functional understanding
Lecture 5Sales Territory Planning for pharma sales professionals
Lecture 6Doctor List Preparation | SVL | MSL | Call Average | Call Frequency | Missed call analysis | Doctor Territory Matrix | Call Average | Day Wise work Plan
Lecture 7Understanding Sales Process | Call Planning | Pre-call Planning Process
Lecture 8RCPA - Retail Chemist Prescription Audit
Lecture 9Product Knowledge
Lecture 10Easy Call In Clinic Performance | Guideline | Dos and Don’ts | Detailing Talk Objective setting format
Lecture 11Easy Call Objective setting format 
Lecture 12Advance Concept - Total Practice Call (TPC) |Pharma Brand Building Ladder (PPBL) | Top of Mind
Lecture 13Post Call Analysis
Lecture 14Probable Reasons for Unsuccessful Calls
Lecture 15New Product Launch Mechenique
Lecture 16Time Allocation (Tour Programme)
Lecture 17Checklist - Effective Sales Person
Section 2Fundamentals of Drug Discovery to Commercialization Process
Lecture 18Introduction: Drug Discovery
Lecture 19Investigational New Drug
Lecture 20Concept of New Drug Application
Lecture 21Concept of Generic Drugs
Section 3Hierarchy of Pharma Sales Department
Lecture 22Hierarchy of Pharma Sales Department : Case Study
Lecture 23Job Functions of Medical Representatives
Lecture 24Job Function Differentiation MR vs. Managers
Lecture 251st Line Manager / Area Manager Job Function
Lecture 262nd Line Manager / Regional Manager Job Function
Lecture 273rd Level Manager / Zonal Manager Job Function
Lecture 28National Sales Manager Job Function
Section 4Fundamental Sales - Marketing Knowledge Training
Lecture 29Difference Between Marketing and Sales Job
Lecture 30Product Life cycle
Lecture 31Advance - Strategic Planning in Product Life cycle Management
Lecture 32Pricing
Lecture 33Branding - Basics 
Lecture 34Segmentation, Targeting and Positioning
Lecture 35A Pharmaceutical Segmentation outlook
Section 5Pharma Brand
Lecture 36What is the difference between BRAND, IDENTITY and LOGO?
Lecture 37Purpose of Brand Logo
Lecture 38Few Case Studies related to brand names and logos
Lecture 39Brand Logo : Simulation
Lecture 40Significance of Colour in Pharma Branding
Section 6Marketing / Sales Plan & Campaign Management
Lecture 41Basic Understanding how to launch a pharmaceutical product into the market
Lecture 42Fundamental of Pharma Marketing Plan 
Lecture 43Basic Understanding how to launch a pharmaceutical product into the market 
Lecture 44Marketing Campaign Development : Importance of Target Audience Segmentation for effective targeting 
Lecture 45New Product Launch Framework
Lecture 46Preparing Detailed Marketing Plan
Lecture 47Sample Marketing Plan
Lecture 48Sample Marketing Plan
Lecture 49Sample Marketing Plan
Lecture 50How to prepare promotogram. Download sample Promotogram
Lecture 51Cost Based Working for Sample Allocation
Lecture 52Increase the brand reach with advance segmentation
Lecture 53Concept of uniform branding for better brand acceptability
Lecture 54Concept of Brand Differentiation
Lecture 55Brand Plan to Marketing Campaign - Objective setting to effective execution
Section 7Sales Input
Lecture 56Importance of Visual Aid in Pharma Industry
Lecture 57Visual Aids Works around "BUYING SIGNAL"
Lecture 58Indications for Drugs: Approved vs. Non-approved
Lecture 59Case Study : Indication approval to extend the usage of the brands (molecule)
Lecture 60Step By Step Visual Aid / Literature Design Process
Lecture 61 Guideline of Visual Aid Designing
Lecture 62Packaging Design for Sales Process
Lecture 63Product List and Reminder card
Lecture 64Catch Cover Development
Lecture 65Packaging Development
Lecture 66Prescribing Information and Patient Information Leaflet
Lecture 67Pharma Packaging Case Study
Section 8Analytical Skills
Lecture 68Moving Annual Total
Lecture 69Compound annual growth rate (CAGR
Lecture 70Determining Brand Potential with case study
Lecture 71Sales Forecasting Methods
Lecture 72Work Analysis Tools and Techniques
Lecture 73Sales Analysis - Trend Analysis
Lecture 74Sales Incentives and Calculations
Lecture 75Calculation of Running Average
Lecture 76Currency - India Vs. international
Section 9Advance Selling Skills Training
Lecture 77Overview of Indian Pharmaceutical Industry
Lecture 78Classification of Doctors
Lecture 79Hierarchy of Pharma Sales Department
Lecture 80ABM Role & Responsibility 
Lecture 81RBM Role & Responsibility 
Lecture 82Selling Tools and Techniques
Lecture 83Manager Vs. Operative Employees
Lecture 84Sales Territory Management
Lecture 85Bifurcation of Sales Territory
Lecture 86Evaluation Techniques for sales force
Lecture 87KOL Management Skills - A Must Have Dose for Managerial Success
Lecture 88How to Motivate Sales Team !
Lecture 89Sales Target Fixation - Tools and Techniques
Lecture 90Advance Sales Reporting Tools and Techniques
Lecture 91How to Groom Team members - Few Self Initiation what manager should take !
Lecture 92How to inculcate "Attitude for Success" among team members
Lecture 93Innovative Way of Designing Sales Incentives
Lecture 94Role Differentiations - Managers Vs. Operative Employees
Lecture 95Role Differentiations - Traditional Managers Vs. Successful Leaders
Lecture 96Pharma Manager as Leader !
Lecture 97Dialogue Detailing – a Medicomarketing vistas
Lecture 98Effective Planning - Key to Achieve Planned Sales
Lecture 99Goal Setting - Key Task for Pharma Manager
Lecture 100ABC.. of Building Dynamic Sales Personality !
Lecture 101Three obstacles to closing a sales
Lecture 102Effective Management of Logistics - A Key to pharma sales success!
Lecture 103Managing Market and Sales Information