By the end of this course, you will be able to
Understand the principles of sales and how these principles are applied, especially in the pharmaceutical market. Learn about market dynamics and the key factors that influence buying and selling.
Boost your communication and sales skills. Master effective sales calls with techniques in opening, exploring, questioning, handling objections, and closing.
Understand the psychology of selling, identify and analyze potential barriers to the selling process and how to overcome these challenges.
Recognize the importance of ethical behavior and trustworthiness in building long-term relationships with clients, and how this can positively impact professional performance.
Effectively analyze and evaluate sales plans, set realistic goals and track progress toward achieving those goals, including the use of analysis tools such as post-call analysis and flash technology.
Develop emotional intelligence and flexibility in dealing with different situations, which enhances your ability to adapt to different situations and maintain your positivity.
Course details
- 2 h 31 m/50 lessons
- Last updated: 23/6/2024
- Course completion certificate
Course Content
Development in Sales Techniques in the Drug Market
Setting Goal and Call Objective
Analytical Skills
Post Call Analysis
Course Introduction
Introduction to the Concept of Partnership
Development in Sales Techniques in the Drug Market
Fundamentals and Concepts of Sales
Barriers That Affect Selling Process in Pharma Industry
Are Our Challenges Like Others or Not?
Enemies of Productive Call
Let's Analyze!
Good Call Vs. Productive Call
Introduction to Module 2
Self-esteem
Trustworthiness
Ethical Behavior
General Knowledge
Analytical Skills
Communication Skills
Flexibility & Agility
Creativity
Optimism
Emotional Intelligence
Skill 11?
Introduction to Module 3
Definition of Preparation Stage
Feedback & Pre-call Analysis
Setting Goal and Call Objective
Call Objective Matrix.com 1
Call Objective Matrix.com 2
Call Objective Matrix.com 3
Call Objective Matrix.com 4
Module 3 Conclusion
Introduction to Module 4
Opening and Probing
Questioning Techniques
2nd Question Technique
The 3 Dimensions: 1. The Customer
The 3 Dimensions: 2. The Patient
The 3 Dimensions: 3. The Product
Objection Handling
Buying Signals
Closing & Commitments
Post Call Analysis
Module 4 Conclusion
Introduction to Module 5
The Effect of the Time Factor
Flash Technology - Flash Call
Black Call
Check the Results!
Detailed Analysis of the Sales Plan
Module 5 Conclusion
Course Wrap Up
About this course
In the rapidly evolving pharmaceutical industry, it's crucial for sales professionals to continuously update their skills to stay competitive. This course offers a comprehensive approach that emphasizes the psychological and strategic elements essential for excelling in this sector. Participants will explore advanced selling techniques and scientific methods, learn how to build strong customer relationships, and effectively meet the needs of both customers and patients. The course also focuses on data analysis to enhance sales decisions, and techniques for managing and evaluating sales communications post-interaction. Through this training, participants will better understand the challenges and opportunities in the sales process, improve their selling techniques, and build confidence. Join this course to advance your sales capabilities and succeed in the pharmaceutical industry.
Course requirements and prerequisites
There are no requirements for this course. Your interest in the topic and your commitment to learning are all you need to achieve the utmost benefit from this course.
Mentor
Dr. Mina Magdy
HMLI Founder for Learning & Development
2,456 Learners
3 Courses