TypeOnline Course
Student Enrolled4
Price$495 / Rs. 24750
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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 15Target Audiences for Pharma Promotion : Types and Specialization
Section 2Fundamentals of Drug Discovery to Commercialization Process
Lecture 16Introduction: Drug Discovery
Lecture 17Investigational New Drug
Lecture 18Concept of New Drug Application
Lecture 19Concept of Generic Drugs
Section 3Hierarchy of Pharma Sales Department
Lecture 20Hierarchy of Pharma Sales Department : Case Study
Lecture 21Job Functions of Medical Representatives
Lecture 22Job Function Differentiation MR vs. Managers
Lecture 231st Line Manager / Area Manager Job Function
Lecture 242nd Line Manager / Regional Manager Job Function
Lecture 253rd Level Manager / Zonal Manager Job Function
Lecture 26National Sales Manager Job Function
Section 4Fundamental Sales - Marketing Knowledge Training
Lecture 27Difference Between Marketing and Sales Job
Lecture 28Product Life cycle
Lecture 29Advance - Strategic Planning in Product Life cycle Management
Lecture 30Pricing
Lecture 31Branding - Basics 
Lecture 32Segmentation, Targeting and Positioning
Lecture 33A Pharmaceutical Segmentation outlook
Section 5Pharma Brand
Lecture 34What is the difference between BRAND, IDENTITY and LOGO?
Lecture 35Purpose of Brand Logo
Lecture 36Few Case Studies related to brand names and logos
Lecture 37Brand Logo : Simulation
Lecture 38Significance of Colour in Pharma Branding
Section 6Marketing / Sales Plan & Campaign Management
Lecture 39Basic Understanding how to launch a pharmaceutical product into the market
Lecture 40Fundamental of Pharma Marketing Plan 
Lecture 41Basic Understanding how to launch a pharmaceutical product into the market 
Lecture 42Marketing Campaign Development : Importance of Target Audience Segmentation for effective targeting 
Lecture 43New Product Launch Framework
Lecture 44Preparing Detailed Marketing Plan
Lecture 45Sample Marketing Plan
Lecture 46Sample Marketing Plan
Lecture 47Sample Marketing Plan
Lecture 48How to prepare promotogram. Download sample Promotogram
Lecture 49Cost Based Working for Sample Allocation
Lecture 50Increase the brand reach with advance segmentation
Lecture 51Concept of uniform branding for better brand acceptability
Lecture 52Concept of Brand Differentiation
Lecture 53Brand Plan to Marketing Campaign - Objective setting to effective execution
Section 7Sales Input
Lecture 54Importance of Visual Aid in Pharma Industry
Lecture 55Visual Aids Works around "BUYING SIGNAL"
Lecture 56Indications for Drugs: Approved vs. Non-approved
Lecture 57Case Study : Indication approval to extend the usage of the brands (molecule)
Lecture 58Step By Step Visual Aid / Literature Design Process
Lecture 59 Guideline of Visual Aid Designing
Section 8Analytical Skills
Lecture 60Moving Annual Total
Lecture 61Compound annual growth rate (CAGR
Lecture 62Determining Brand Potential with case study
Lecture 63Sales Forecasting Methods
Lecture 64Work Analysis Tools and Techniques
Lecture 65Sales Analysis - Trend Analysis
Lecture 66Sales Incentives and Calculations
Lecture 67Calculation of Running Average
Lecture 68Currency - India Vs. international
Section 9Advance Selling Skills Training
Lecture 69Classification of Doctors
Lecture 70Hierarchy of Pharma Sales Department
Lecture 71ABM Role & Responsibility 
Lecture 72RBM Role & Responsibility 
Lecture 73Selling Tools and Techniques
Lecture 74Manager Vs. Operative Employees
Lecture 75Sales Territory Management
Lecture 76Bifurcation of Sales Territory
Lecture 77Evaluation Techniques for sales force
Lecture 78KOL Management Skills - A Must Have Dose for Managerial Success
Lecture 79Market Size Determination - Market Share | Relative Market Share | Total Vs. Actual Vs. Penetrated Market
Lecture 80Sales Forecasting : Tools and Techniques
Lecture 81Promotion in Pharmaceutical Industry : Communication Model, Effective promotional communication, Push Vs. Pull Strategy and Buying Decision Process
Lecture 82Practical understanding on Prescription Accelerating Materials used in pharmaceutical promotion
Lecture 83Method of Promotional Budgeting
Lecture 84Target Audience Selection Based on Products
Lecture 85Negotiation Skill Training for Pharma Sales Professionals
Lecture 86Attitude - Key for Success in Pharma Sales
Lecture 87Stress Management for Sales Professionals
Lecture 88How to close the sales effectively
Lecture 89Effective Management of Logistics - A Key to pharma sales success!
Lecture 90Importance of Joint Field Work