+ 971 2 555 9394

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

 



Contact us at + 91 98672 67661 or info@pharmawisdom.com

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Anatomy, physiology, clinical pharmacology, responsibilities of a salesperson, prospectin, handling objections,
closing sales, selling skills, distribution management