advanced pharmaceutical selling skill

[email protected] 0171 7642874 1

Advanced Pharmaceutical Selling Skill

Masum ChowdhuryBPharm, MBA (Marketing), PGDSCM,

ACMC (IBA,DU), PGDHRM, CIBS (IBA,DU)Key Activities: Marketing, Branding, Promotions,

Medico Marketing and TrainingE-mail : [email protected]

Tel : +880-01717642874Overview of this training

Pharmaceutical selling is different…entire different from the usual ‘Selling’. The primary difference is that theperson who is in fact paying for the drugs is not the decision maker. The decision maker authority is someoneelse… The Doctor. The patient or the end user, in turn is the doctor’s customer. So basically two customersneed to be satisfied, the doctor as well as the patient.

The job of a pharmaceutical salesperson is also very interesting in the sense that he has nothing to ‘sell’ to hiscustomer on the spot, nor can he deliver a live demonstration. He has to sell the concept, the research, thefeatures and benefits and the scientific knowledge, a job much more difficult than is perceived. But still thereare thousands and thousands of pharmaceuticals sales people in Bangladesh doing a job and satisfying theirever-demanding customers.

The role of a pharmaceutical salesperson has shifted over the years from a typical salesperson to that of aconsultant or a facilitator. Knowledge has made the difference. A lot of customers now depend on him foradvice on the use of one drug or the other as the bank of information is increasing in size day by day.

A full day training specifically designed with a very practical knowledge for Brand Management team, SalesManagement team and Marketing Management team. This training will cover Health care system inBangladesh, Retail Chemist Prescription Survey, Market and Territory Management, SMART sales callobjectives, opening Skill, Exploring Skill, Satisfying Skill and Closing Skill and Relationship Selling skill. All thetopics will be covered through real life illustration.


Overview of this training

After successful completion of the training the participants will be able to:

Understand Health Care System in Bangladesh Know new technique of Retail Chemist Prescription Survey and Audit Manage Market and Territory Make a powerful first impression during sales call Building a profitable customer relationships Become an expert on Sales call opening, exploring, satisfying and closing Realize that preparedness is important for every sales cal Set Clear Targets and Goals for all sales call. Rehearse and practice all sales calls through role plays Know how to develop liaison with total practice Focus on benefits of your product rather than its features Understand the complete model of selling skills

Who can Attend

All entry and mid level sales and marketing professionals Brand Management Team Sales Management Team Marketing Management Team Market Services Team Customer Relationship Management Team Medical Services Management Team

Training MethodologyInteractive Lecture, PowerPoint presentation, Role Play, Practical and Real life examples.

Course Fee – 5,000 Tk. (Per Person)Contents of Training:Session 1: Time : 9.00 AM to 11.00 AMPart - 1 Healthcare System in Bangladesh

Primary Healthcare System Secondary Healthcare System Tertiary Health System

Part - 2 Retail Chemist Prescription Survey and Audit Importance of Prescription Survey Prescription Audit Technique

Part - 3 Pharma Sales Call Opening Sales Call Opening Skill Relationship Building Technique


Relationship building in pharmaceutical selling Relationship building outside doctor chamber Relationship building inside doctor chamber Purpose of sales call opening When to open the sales call How to open sales call Uncommon ways of Opening Opening for the coach Summary of Opening Skill Role Play of Opening Skill

Session 2: Time : 11.20 AM to 1.30 AMPart - 1 Overcoming double blind visit in the Pharma market

What is Double blind visit? Conventional work of Field Manager & Medical Promotion Officer Productive Field Visit of Field Manager & Medical Promotion Officer

Part - 2 Exploring Skill (Customer need assessment) Why exploring is important? What is Need? What is a need gap? Types of needs When to explore How to explore The Characteristics of good questions Types of questions Exploring Technique Summary of Probing skill

Session 3: Time : 2.00 AM to 4.00 AMPart - 1 Satisfying Skill

What is satisfying? When to satisfy? How to satisfying Respect the customer needs Provide appropriate feature and benefits Check for acceptance Sell technique for effective satisfying Summary of Satisfying skill Role Play

Part – 2 Steps to Powerful Pharmaceutical Brand Management How do you measure Pharmaceutical Brands Power How your brand is performing Why do some brands excel and others fail


Session 4: Time : 4.15 AM to 6.00 AMPart - 1 Closing Skill

When to close How to close Avoid closing in the following ways Summary of closing skill Role play

Part – 2 Pharmaceutical waiting Time utilization (New Technique for Sales People)

Certificate Giving Ceremony