TypeOnline Course
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Certificate Course for Medical Representatives is conceptualized with vision to create effective Sales Professionals for Pharma Industry. This course gives practical knowledge of the functionalities of Medical Representatives with practical exposure.

Features of the Course:

  • Orientation to job related practical aspects of the pharma sales management is covered in this course.
  • Simulation based learning provides advanced selling skill techniques for pharma sales executives.
  • Understanding/ Decision Making/ Strategy Creation in the field of  Pharmaceutical selling.

Who should attend this course:

  • Medical Representatives who want to enhance their skills in pharma selling
  • Freshers who want to join in pharma sales and marketing 


  • 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).
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 4Job Description of Medical Representatives 
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 10In Clinic Performance | Guideline | Dos and Don’ts | Detailing Talk
Lecture 11In Clinic Presentation (Detailing)
Lecture 12Usage of different Promotional Inputs
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 2Hierarchy of Pharma Sales Department
Lecture 18Hierarchy of Pharma Sales Department : Case Study
Lecture 19Job Functions of Medical Representatives
Lecture 20Job Function Differentiation MR vs. Managers
Lecture 211st Line Manager / Area Manager Job Function
Lecture 222nd Line Manager / Regional Manager Job Function
Lecture 233rd Level Manager / Zonal Manager Job Function
Lecture 24National Sales Manager Job Function
Section 3Fundamental Sales - Marketing Knowledge Training
Lecture 25Difference Between Marketing and Sales Job
Lecture 26Product Life cycle
Lecture 27Advance - Strategic Planning in Product Life cycle Management
Lecture 28Pricing
Lecture 29Branding - Basics 
Lecture 30Segmentation, Targeting and Positioning
Lecture 31A Pharmaceutical Segmentation outlook
Section 4Advance Selling Skills Training
Lecture 32Classification of Doctors
Lecture 33Hierarchy of Pharma Sales Department
Lecture 34Selling Tools and Techniques
Lecture 35RCPA
Lecture 36Sales Territory Management
Lecture 37Bifurcation of Sales Territory
Section 5Final Certification Examination