TypeOnline Course
Student Enrolled2
Price$390 / Rs. 21500
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Introduction

Eligibility

Syllabus

Admission Process

Deliverables

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.

Course Accreditation :

  • The Internationally Accredited course – Accredited by International Association of Distance Learning (IADL), UK iadl logo
  •  Knowledge Process Enhancer is registered under Trademark Registry of India, under class 42.

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.

FAQ RELATED TO THE COURSE

Frequently asked questions

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ADMISSION PROCESS

  • 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 4Key Skills for Pharma Sales Professionals
Lecture 5Territory Knowledge & Customer Knowledge
Lecture 6MSL (must see list) or SVL (standard visiting list)
Lecture 7Call Coverage, Missed Call, Call Frequency
Lecture 8Day wise work plan
Lecture 9Pre Approch – Planning The Sale
Lecture 10Pre-approach Source of Information
Lecture 11RCPA - Retail Chemist Prescription Audit
Lecture 12Product Knowledge
Lecture 13Concept of Vital 3 Minutes & AIDS
Lecture 14Call Objective
Lecture 15Easy Call Objective setting format
Lecture 16In Clinic Presentation (Detailing)
Lecture 17Usage of different Promotional Inputs
Lecture 18Post Call Analysis
Lecture 19Probable Reasons for Unsuccessful Calls
Lecture 20New Product Launch Mechenique
Lecture 21Time Allocation (Tour Programme)
Lecture 22Checklist - Effective Sales Person
Section 2Fundamentals of Drug Discovery to Commercialization Process
Lecture 23Introduction: Drug Discovery
Lecture 24Investigational New Drug
Lecture 25Concept of New Drug Application
Lecture 26Concept of Generic Drugs
Section 3Hierarchy of Pharma Sales Department
Lecture 27Hierarchy of Pharma Sales Department : Case Study
Lecture 28Job Functions of Medical Representatives
Lecture 29Job Function Differentiation MR vs. Managers
Lecture 301st Line Manager / Area Manager Job Function
Lecture 312nd Line Manager / Regional Manager Job Function
Lecture 323rd Level Manager / Zonal Manager Job Function
Lecture 33National Sales Manager Job Function
Section 4Fundamental Sales - Marketing Knowledge Training
Lecture 34Difference Between Marketing and Sales Job
Lecture 35Product Life cycle
Lecture 36Advance - Strategic Planning in Product Life cycle Management
Lecture 37Pricing
Lecture 38Branding - Basics 
Lecture 39Segmentation, Targeting and Positioning
Lecture 40A Pharmaceutical Segmentation outlook
Section 5Pharma Brand
Lecture 41What is the difference between BRAND, IDENTITY and LOGO?
Lecture 42Purpose of Brand Logo
Lecture 43Few Case Studies related to brand names and logos
Lecture 44Brand Logo : Simulation
Lecture 45Significance of Colour in Pharma Branding
Section 6Marketing / Sales Plan & Campaign Management
Lecture 46Basic Understanding how to launch a pharmaceutical product into the market
Lecture 47Marketing Campaign Development
Lecture 48How to prepare a Pharma Brand Plan
Lecture 49Marketing Plan : Sample - Glimiperide + Metformin
Lecture 50How to prepare promotogram. Download sample Promotogram
Lecture 51Importance and Handling of Cycle Meeting and its importance
Lecture 52Sample Marketing Plan : Febuxostat 
Lecture 53Sample Marketing Plan : Orlistat
Lecture 54Sample Marketing Plan : Pregabalin
Lecture 55Lipaglyn launch in India
Lecture 56Cost Based Working for Sample Allocation
Section 7Sales Input
Lecture 57Importance of Visual Aid in Pharma Industry
Lecture 58Visual Aids Works around "BUYING SIGNAL"
Lecture 59Indications for Drugs: Approved vs. Non-approved
Lecture 60Case Study : Indication approval to extend the usage of the brands (molecule)
Lecture 61Step By Step Visual Aid / Literature Design Process
Lecture 62 Guideline of Visual Aid Designing
Lecture 63Packaging Design for Sales Process
Lecture 64Product List and Reminder card
Lecture 65Catch Cover Development
Lecture 66Packaging Development
Lecture 67Prescribing Information and Patient Information Leaflet
Lecture 68Pharma Packaging Case Study
Section 8Analytical Skills
Lecture 69Moving Annual Total
Lecture 70Compound annual growth rate (CAGR
Lecture 71Determining Brand Potential with case study
Lecture 72SVL / MSL - Importance in Sales Promotion
Lecture 73Sales Forecasting Methods
Lecture 74Work Analysis Tools and Techniques
Lecture 75Sales Analysis - Trend Analysis
Lecture 76Sales Incentives and Calculations
Lecture 77Calculation of Running Average
Lecture 78Currency - India Vs. international
Section 9Advance Selling Skills Training
Lecture 79Overview of Indian Pharmaceutical Industry
Lecture 80Classification of Doctors
Lecture 81Hierarchy of Pharma Sales Department
Lecture 82ABM Role & Responsibility 
Lecture 83RBM Role & Responsibility 
Lecture 84Selling Tools and Techniques
Lecture 85Manager Vs. Operative Employees
Lecture 86RCPA
Lecture 87Sales Territory Management
Lecture 88Bifurcation of Sales Territory
Lecture 89Evaluation Techniques for sales force
Lecture 90Stress Management Skills for Pharma Managers
Lecture 91Sales Meeting for progress monitoring - Daily to weekly to monthly !
Lecture 92KOL Management Skills - A Must Have Dose for Managerial Success
Lecture 93How to Motivate Sales Team !
Lecture 94Sales Target Fixation - Tools and Techniques
Lecture 95Advance Sales Reporting Tools and Techniques
Lecture 96How to Groom Team members - Few Self Initiation what manager should take !
Lecture 97How to inculcate "Attitude for Success" among team members
Lecture 98Innovative Way of Designing Sales Incentives
Lecture 99Role Differentiations - Managers Vs. Operative Employees
Lecture 100Role Differentiations - Traditional Managers Vs. Successful Leaders
Lecture 101Pharma Manager as Leader !
Lecture 102Dialogue Detailing – a Medicomarketing vistas
Lecture 103Effective Planning - Key to Achieve Planned Sales
Lecture 104Goal Setting - Key Task for Pharma Manager
Lecture 105ABC.. of Building Dynamic Sales Personality !
Lecture 106Three obstacles to closing a sales
Lecture 107Effective Management of Logistics - A Key to pharma sales success!
Lecture 108Managing Market and Sales Information