TypeOnline Course
Price$390 / Rs. 19500
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Admission Process


kperegsiteredlogoCourse Objective: 1 Month 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:

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.

]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:

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

Introduction to Pharma Sales – Importance, Job and key responsibilities of pharma medical representatives.

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.

Traits of Medical Representatives  – What must have !

Roles & Responsibilities of Medical Representatives

Brief overview of pharmaceutical Selling – 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.

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.

Basic Training on Human Anatomy and Physiology (Optional)

Introduction and Basic Terminologies in Pharmacology 

Classifications of Dosage Forms and Drugs


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Online Admission Process

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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 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