Program Overview
This program, led by an industry expert with 25+ years of pharma experience, equips participants with the essential skills to thrive in today’s competitive pharmaceutical sales environment. The course blends conceptual frameworks with real-life examples, situational awareness, and interactive simulations to cover the entire selling journey—from building personal and corporate brand image, understanding doctor psychology, and executing a structured selling process, to handling objections, negotiating effectively, and fostering sustainable HCP and institutional relationships. Participants will gain practical tools and confidence to elevate their selling performance while adhering to compliance and ethical standards.
Features
- Build a credible personal and corporate brand image aligned with pharma ethics and compliance.
- Apply a structured pharma selling process to improve doctor engagement and outcomes.
- Confidently handle objections and negotiations with HCPs, hospitals, and procurement bodies.
- Develop sustainable relationships with doctors, KOLs, and distributors to drive long-term growth.
Target audiences
- Pharma Sales Professionals
- Business Development Managers
- Key Account Managers
- Institutional Sales Teams
Curriculum
- 7 Sections
- 28 Lessons
- 1 Day
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- Creating Your Pharma Brand Image3
- Corporate Image & Compliance in Pharma4
- Logic-Emotion Balance in Pharma Selling3
- Pharma Selling Process6
- 4.1Pre-call preparation: Territory planning, Rx data analysis, understanding doctor profile.
- 4.2Approach: Establishing rapport with doctors and pharmacists.
- 4.3During the call: Scientific discussion, brand positioning, clinical trial references.
- 4.4Closing the call: Identifying cues & securing commitment.
- 4.5Post-call follow-up: Call notes, samples, and CRM updates.
- 4.6Role Play: Simulated doctor call with structured feedback.
- Handling Objections in Pharma4
- Pharma Negotiation Skills4
- Building Sustainable Relationships4
Instructor
