Course Description
This comprehensive 5-day training course is designed to equip medical sales representatives with the essential skills and knowledge needed to excel in the pharmaceutical industry. Participants will gain a deep understanding of medical products, develop effective sales strategies, and learn how to build lasting relationships with healthcare professionals.
Learning Objectives
- Understand the pharmaceutical industry landscape and regulatory environment
- Develop effective communication and presentation skills for medical sales
- Learn to identify and address customer needs in the healthcare sector
- Master techniques for building and maintaining professional relationships
- Gain proficiency in product knowledge and competitive positioning
Course Modules
Day 1: Introduction to Medical Sales
- Overview of the pharmaceutical industry
- Regulatory framework and compliance
- Role and responsibilities of a medical sales representative
- Understanding the healthcare market and key stakeholders
Day 2: Product Knowledge and Medical Terminology
- Basic anatomy and physiology
- Common diseases and treatments
- Pharmacology fundamentals
- Mastering product features and benefits
Day 3: Sales Techniques for Medical Representatives
- Consultative selling approach
- Needs analysis and solution positioning
- Handling objections in medical sales
- Effective presentation skills for healthcare professionals
Day 4: Building and Managing Customer Relationships
- Networking in the medical community
- Key account management
- Building trust and credibility with healthcare providers
- Maintaining long-term professional relationships
Day 5: Advanced Sales Strategies and Ethics
- Competitive analysis and differentiation
- Territory management and planning
- Ethical considerations in medical sales
- Measuring and improving sales performance
Practical Wins for Participants
- Develop a personalized sales pitch for a medical product
- Create a territory management plan
- Practice objection handling through role-play scenarios
- Build a professional network within the healthcare industry
Credits: 5 credit per day
Course Mode: full-time
Provider: Blackbird Training Centre
