categories: Soft Skills
Level: Specialized
Course Language: Arabic
How to become a successful salesperson, how to do proper prospecting to identify doctors’ needs, and how to close sales calls.
What does the pharmaceutical sales industry look like, what does the market look like locally and globally, and what are the 10 Golden Ps.
The 4 types of objections you will receive from doctors, how to deal with these objections effectively to maximize your sales.
Free lessons
Course Introduction
Defining Pharmaceutical Selling
Why Sales?
Pharmaceutical Sales Worldwide
Course Outline
Challenges Facing Pharmaceutical Sales Rep
Paradigm Shift In Pharmaceutical Sales Industry
The Cone Of Learning 1
Old Sales Model
New Sales Model
The Cone Of Learning 2
1. Introduction
Course Introduction
Course Outline
The Cone Of Learning 1
The Cone Of Learning 2
2. Module 1: Introduction To Pharmaceutical Sales
Defining Pharmaceutical Selling
Pharmaceutical Sales Worldwide
Challenges Facing Pharmaceutical Sales Rep
Paradigm Shift In Pharmaceutical Sales Industry
Old Sales Model
New Sales Model
3. Module 2: A Portrait Of The Super Performing Salespersons
Why Sales?
A portrait Of Super Performing Salespersons 1
A portrait Of Super Performing Salespersons 2
A portrait Of Super Performing Salespersons 3
A portrait Of Super Performing Salespersons 4
A portrait Of Super Performing Salespersons 5
Super Performing Medical Rep Made Or Born?
What Does It Mean To Become A Super Performing Medical Rep?
Success Triangle For Over performing Medical Rep: Knowledge 1
Success Triangle For Over performing Medical Rep: Knowledge 2
Success Triangle For Over performing Medical Rep: Knowledge 3
Success Triangle For Overperforming Medical Rep: Skills & Attitude
Success Triangle For Overperforming Medical Rep: Passion
4. Module 3: DISC 4 Types Of Doctors’ Behavioral Styles
Introduction To The 4 Types Of Personality
Type D
Type I
Type S
Type C
DISC Exercise
5. Module 4: 10 Golden Ps Of Pharmaceutical
Introducing The 10 Golden Ps Of Pharmaceutical Sales
7Ps Of Pre-Call Analysis: Power Of Feedback
Power Of Feedback: Role Of Pharmacist 1
Power Of Feedback: Role Of Pharmacist 2
Important Information About The Pharmacy You Are Visiting
Pharamcits' Two Concerns
Customer Centricity
Pharmacist Centered Relationship
Summary On Role Of Pharmacist
Closing The Pharmacists Call
Profiling Your Customer
Doctor's Potential For Your Product
Doctor's Adoption Level
Portrait Your Call Objective 1
Portrait Your Call Objective 2
Selecting The Right Timing
Pave The Communication Barriers
Prepare Your Belongings
Importance Of Practicing And Rehearsals
Role Play
The Call: Probing 1
The Call: Probing 2
The Call: Probing 3
Prospecting The Need
Prospecting The Need: Types of Questions
Prospecting The Need: Importance of Asking Insightful Questions
Prospecting The Need: Active Listening
Prospecting The Need: Develop Active Listening Skills
Prospecting The Need: Application of Active Listening
Prospecting The Need: ٍReasons of Not Using Active Listening
The Importance Of Practicing
Ping The Need For Change: Circle of Decision Making
Ping The Need For Change: Stages of Decision Making Process
Ping The Need For Change: Creating Necessity
Ping The Need For Change: Steps of Creating Necessity ١
Ping The Need For Change: Steps of Creating Necessity 2
Ping The Need For Change: Steps of Creating Necessity 3
Provide Solutions: Facts
Provide Solutions: Buying Motives 1
Provide Solutions: Buying Motives 2
Provide Solutions: The Game of Features and Benefits
Provide Solutions: Case Study
Provide Solutions: Reinforcement
Professional Handling Of Objections: Types of Objections 1
Professional Handling Of Objections: Types of Objections 2
Professional Handling Of Objections: Types of Objections ٣
Professional Handling Of Objections: Types of Objections 4
Professional Handling Of Objections: Types of Objections 5
Professional Handling Of Objections: Probing
Professional Handling Of Objections: Types of Objections 6
Professional Handling Of Objections: Types of Objections 7
Professional Handling Of Objections: Summary
Put Commitment Into Action 1
Put Commitment Into Action 2: Challenges
Learning from Failure
Put Commitment Into Action 3
Put Commitment Into Action 4: Closing
Styles of Doctors
Closing with Different Doctors Styles 1
Closing with Different Doctors Styles 2
Closing with Different Doctors Styles 3
Put Commitment Into Action: What If
Post Call Analysis
Post Call Analysis: Joint Visit
Post Call Analysis Through Joint Visit
Progress Development 1
Progress Development 2
Power Of Trust
Characteristics of Credible People
Importance of Trust and Credibility
6. Module 5: Supportive Tools For Pharmaceutical Sales Process
The Power Of Visuals
Clinical Trials
Opinion Leader Lectures And Speaker Programs
Group Discussions and Round Table Meetings
Sponsorship
General Advice 1
General Advice 2
Wrap-Up
In this course, you will get a general overview of pharmaceutical sales and the pharmaceutical sales industry. You will learn the characteristics and skills required to become an influential medical rep. You will also learn the primary job responsibilities of a pharmaceutical medical representative, and will learn how to deal with daily market challenges, especially those related to handling different types of doctors’ objections. You will learn the 10 Golden Ps for a successful pharmaceutical sales call, how to do research to determine what physicians need, and how to effectively engage with the four different types of physicians.
This course is particularly suitable for graduates of the faculties of pharmacy, veterinary medicine, science, and all those interested in the field of pharmaceutical sales and marketing.