TypeOnline Course
Price$390 / Rs. 19500
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pharma sales management course



Course Fees



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. 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

16500 Indian Rupees (for payment within India) / 330 USD for payment other than India.

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.

  • 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 
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 8Lecture Session: Retail Chemist Prescription Audit - RCPA
Lecture 9Concept of Vital 3 Minutes | Understanding Prescribing Motives | Call Objective Setting
Lecture 10In Clinic Performance | Guideline | Dos and Don’ts | Detailing Talk
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 Reason for unsuccessful calls
Lecture 15Classification of Doctors
Lecture 16Target Audiences for Pharma Promotion : Types and Specialization
Section 2Fundamentals of Drug Discovery to Commercialization Process
Lecture 17Introduction: Drug Discovery
Lecture 18Investigational New Drug
Lecture 19Concept of New Drug Application
Lecture 20Concept of Generic Drugs
Section 3Hierarchy of Pharma Sales Department - Key Responsibility Areas (KRAs)
Lecture 21Hierarchy of Pharma Sales Department : Case Study
Lecture 22Job Functions of Medical Representatives
Lecture 231st Line Manager / Area Manager Job Function - Role & Responsibility 
Lecture 24ABM VS. RBM Role and Responsibility Differentiation
Lecture 252nd Line Manager / Regional Manager Job Function
Lecture 263rd Level Manager / Zonal Manager Job Function
Lecture 27National Sales Manager Job Function
Lecture 28Importance of Joint Field Work
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
Lecture 36Promotion in Pharmaceutical Industry : Communication Model, Effective promotional communication, Push Vs. Pull Strategy and Buying Decision Process
Lecture 37Practical understanding on Prescription Accelerating Materials used in pharmaceutical promotion
Section 5Pharma Brand
Lecture 38What is the difference between BRAND, IDENTITY and LOGO?
Lecture 39Purpose of Brand Logo
Lecture 40Few Case Studies related to brand names and logos
Lecture 41Brand Logo : Simulation
Lecture 42Significance of Colour in Pharma Branding
Section 6Marketing / Sales Plan & Campaign Management
Lecture 43Basic Understanding how to launch a pharmaceutical product into the market
Lecture 44Marketing Campaign Development
Lecture 45How to prepare a Pharma Brand Plan
Lecture 46Marketing Plan : Sample - Glimiperide + Metformin
Lecture 47How to prepare promotogram. Download sample Promotogram
Lecture 48Importance and Handling of Cycle Meeting and its importance
Lecture 49Sample Marketing Plan
Lecture 50Sample Marketing Plan
Lecture 51Sample Marketing Plan
Lecture 52Case Study: New Molecule Launch
Lecture 53Cost Based Working for Sample Allocation
Lecture 54Method of Promotional Budgeting
Lecture 55Effective Management of Logistics - A Key to pharma sales success! - Distribution Channel in Pharmaceutical Industry 
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 for Pharma Sales Professionals
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 76Market Size Determination - Market Share | Relative Market Share | Total Vs. Actual Vs. Penetrated Market
Lecture 77Sales Forecasting : Tools and Techniques
Section 9Advance Selling Skills Training
Lecture 78RBM Role & Responsibility 
Lecture 79Selling Tools and Techniques
Lecture 80Manager Vs. Operative Employees
Lecture 81RCPA
Lecture 82Sales Territory Management
Lecture 83Bifurcation of Sales Territory
Lecture 84Evaluation Techniques for sales force
Lecture 85Relationship Marketing : KOL Management and Patient Advocacy Group 
Lecture 86Negotiation Skill Training for Sales Professionals
Lecture 87Stress Management for Sales Professionals
Lecture 88How to close the sales effectively