PROGRAM OUTLINE

Medical Reps. Basic Training

• Introduction to the pharmaceutical industry
• Clinical Pharmacology - terminology and definitions
• Biomedical Basis of Disease
  
  
  • Anatomy
  • Physiology
  • Infectious diseases
  • Inflammatory / immunological diseases
  • Cardiology
  • Endocrinology
  • Oncology
  
  
• Medical management of diseases related to specific Brands
• Role & Responsibilities of Pharmaceutical Salesperson
• Pharmaceutical marketing – basic concepts
• Pharmaceutical Salesmanship & management
  
  
  • Selling process
    
    
    • Prospecting and qualifying of customers
    • Pre-approach
    • Approach - Attention (or awareness), Interest
    • Presentation - Desire, Action
    • Trial Close
    • Handling Objections
    • Closing of sale
    • Follow up
    
    
  • Sales administration – reporting systems, rules, union etc.
  • Distribution management
    
    
    • Distribution network
    • Association NOCs
    • Return of goods & credit policy
    • Payment realization
    
    
  • Selling skills - “Art of Selling” or Salesmanship
  • Communication skills
    
    
    • Persuasive skills
    • Listening skills
    • Objection handling skills
    • Probing skills
    
    
  • Interpersonal skills
  • Time management

On successful completion of the course, the salesperson will be able to:

• Achieve a detailed understanding of the pharmaceutical industry and medical management of diseases
• Thoroughly understand the marketing and sales techniques including the regulatory, ethical, and commercial aspects of pharmaceutical industry
• Demonstrate the practical application of selling skills, communication skills, and interpersonal skills
• Gain a better career opportunity in the area of pharmaceutical selling that offers excellent growth prospects for deserving persons