Course 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
- 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.