how to develop effective pharma front-line managers
DESCRIPTION
One ineffective Medical Rep will negatively the impact the productivity of his territory. But one ineffective front-line manager will negatively the impact the productivity of his entire team of Medical Reps. Front-line Managers – whether first-line, second-line or third-line need clear understanding about their role, responsibilities, contribution and accountability. SuperVision for the SuperWiser Front-line Manager is an Indian Pharma specific book written to develop effective Front-line Managers – whether first-line, second-line or third-line. SuperVision for the SuperWiser Front-line Manager, along with HardKnocks for the GreenHorn, provides the complete curriculum to develop an effective Field Force.TRANSCRIPT
INR 799-
OVERVIEW
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SuperVision for the SuperWiser Front-line Manager is mini-MBA for pharma front-line managers to develop Business Management Skills and People Leadership Skills to produce break-through performance from their teams There are three parts to the book Part 1 focuses on Essential Management Skills for Front-line Managers Part 2 focuses on Leadership Skills for Front-line Managers Part 3 focuses on Breaking Barriers in Performance and Progress
1 Career Progression in the Pharma Industry
PART 1 Essential Management Skills for Front-line Managers
OVERVIEWChapters in this section11 Pharma Career prospects in the 21st Century12 Moving from Selling to Managing13 Leading Medical Reps in the New Economy14 Preparing for the Role of a Front-line Manager15 Front-line Managers in Pharma Business Management
2 The Making of a SuperWiser Front-line Manager with a SuperVision
3 Management Skills for Front-Line Managers
Chapters in this section21 Professional Knowledge22 Managerial Competence23 Emotional Intelligence24 The Competence Learning Model25 SuperWiser FM with a SuperVision
Chapters in this section31 Pharma Sales Management and the new Front-line Manager32 Management Skills for the Front-line Manager33 Time Management and the Front-line Manager34 Communication Skills for the Front-line Manager35 Rapport Building for Better Relationships36 Team Building Skills37 Decision Making Skills for the Front-line Manager38 Problem Solving Skills for the Front-line Manager
The book features illustrative cartoons by noted cartoonist Abe Gowda
4 Functions of a Front-Line Manager
OVERVIEWChapters in this section41 Functions of a Front-line Manager42 Goal Setting and Sales Planning43 The Front-line Manager as a Training Manager44 The Front-line Manager a Performance Manager45 Effective Field Sales Management46 Field Sales Management Styles47 How to Conduct Productive Meetings amp Event Management
5 Emotional Intelligence for Motivating Medical Reps
6 Leadership Skills for the SuperWiser Front-line Manager
Chapters in this section51 An Introduction to Multiple Intelligence52 What is Emotional Intelligence53 Emotional Intelligence for the SuperWiser Front-line Manager54 Apathy Sympathy and Empathy55 Understanding the Dynamics of Motivation56 Role of Emotions in Motivation
Chapters in this section61 Understanding Leadership62 Principles and Values of Ethical Leadership63 Character and Qualities of an Emotionally Intelligent Leader64 Are Leaders Born or Made65 Styles of Leadership67 Leadership Skills for the SuperWiser FM
PART 2 Leadership Skills for Front-line Managers
7 Leading and Managing Pharma Sales Teams
OVERVIEWChapters in this section71 Pharma Sales Team Leadership72 Ten Steps to Lead Medical Reps Successfully73 Know Your Medical Reps and How to Motivate them74 New Business Development75 Consultative Selling A New Approach to Pharma76 Field Sales77 CRM for Doctor Loyalty78 Information Technology and the Front-line Manager79 New Trends in Pharma Distribution710 Human Resource Development Role of Front-line Manager
8 How to Achieve Breakthrough Performance
9 Preparing for the Next Level of Leadership
Chapters in this section81 Breaking Performance Barriers82 Eight Facets of a Breakthrough Front-line Manager83 Engaging Medical Reps for Breakthrough Performance84 Five Steps of Breakthrough Performance85 Coaching for Breakthrough Performance86 Retaining Breakthrough Medical Reps and Managing Attrition87 Tipping Point - Discovering New Ways to Achieve
Chapters in this section91 Networking for Growth92 Crisis to Maturity93 Ethics Management and Leadership94 Leading Managing and Engaging95 Books for Progress and Productivity96 Carrot Eggs and Coffee and the Young Front-line Manager
PART 3 Breaking Barriers in Performance and Progress
Anup Soans is the Editor of MedicinMan and the author of 3 books for pharma professionals He is a learning and development faciliator for Medical Reps and Front-line ManagersAnup is a well-known figure on social media where he connects with several thousand industry professionals to discuss industry issues and facilitate virtual learning and development
f i l
Contact 934-2232-949 | anupsoansgmailcom
About the Author
SuperVision for the SuperWiser Front-line Manager is mini-MBA for pharma front-line managers to develop Business Management Skills and People Leadership Skills to produce break-through performance from their teams There are three parts to the book Part 1 focuses on Essential Management Skills for Front-line Managers Part 2 focuses on Leadership Skills for Front-line Managers Part 3 focuses on Breaking Barriers in Performance and Progress
1 Career Progression in the Pharma Industry
PART 1 Essential Management Skills for Front-line Managers
OVERVIEWChapters in this section11 Pharma Career prospects in the 21st Century12 Moving from Selling to Managing13 Leading Medical Reps in the New Economy14 Preparing for the Role of a Front-line Manager15 Front-line Managers in Pharma Business Management
2 The Making of a SuperWiser Front-line Manager with a SuperVision
3 Management Skills for Front-Line Managers
Chapters in this section21 Professional Knowledge22 Managerial Competence23 Emotional Intelligence24 The Competence Learning Model25 SuperWiser FM with a SuperVision
Chapters in this section31 Pharma Sales Management and the new Front-line Manager32 Management Skills for the Front-line Manager33 Time Management and the Front-line Manager34 Communication Skills for the Front-line Manager35 Rapport Building for Better Relationships36 Team Building Skills37 Decision Making Skills for the Front-line Manager38 Problem Solving Skills for the Front-line Manager
The book features illustrative cartoons by noted cartoonist Abe Gowda
4 Functions of a Front-Line Manager
OVERVIEWChapters in this section41 Functions of a Front-line Manager42 Goal Setting and Sales Planning43 The Front-line Manager as a Training Manager44 The Front-line Manager a Performance Manager45 Effective Field Sales Management46 Field Sales Management Styles47 How to Conduct Productive Meetings amp Event Management
5 Emotional Intelligence for Motivating Medical Reps
6 Leadership Skills for the SuperWiser Front-line Manager
Chapters in this section51 An Introduction to Multiple Intelligence52 What is Emotional Intelligence53 Emotional Intelligence for the SuperWiser Front-line Manager54 Apathy Sympathy and Empathy55 Understanding the Dynamics of Motivation56 Role of Emotions in Motivation
Chapters in this section61 Understanding Leadership62 Principles and Values of Ethical Leadership63 Character and Qualities of an Emotionally Intelligent Leader64 Are Leaders Born or Made65 Styles of Leadership67 Leadership Skills for the SuperWiser FM
PART 2 Leadership Skills for Front-line Managers
7 Leading and Managing Pharma Sales Teams
OVERVIEWChapters in this section71 Pharma Sales Team Leadership72 Ten Steps to Lead Medical Reps Successfully73 Know Your Medical Reps and How to Motivate them74 New Business Development75 Consultative Selling A New Approach to Pharma76 Field Sales77 CRM for Doctor Loyalty78 Information Technology and the Front-line Manager79 New Trends in Pharma Distribution710 Human Resource Development Role of Front-line Manager
8 How to Achieve Breakthrough Performance
9 Preparing for the Next Level of Leadership
Chapters in this section81 Breaking Performance Barriers82 Eight Facets of a Breakthrough Front-line Manager83 Engaging Medical Reps for Breakthrough Performance84 Five Steps of Breakthrough Performance85 Coaching for Breakthrough Performance86 Retaining Breakthrough Medical Reps and Managing Attrition87 Tipping Point - Discovering New Ways to Achieve
Chapters in this section91 Networking for Growth92 Crisis to Maturity93 Ethics Management and Leadership94 Leading Managing and Engaging95 Books for Progress and Productivity96 Carrot Eggs and Coffee and the Young Front-line Manager
PART 3 Breaking Barriers in Performance and Progress
Anup Soans is the Editor of MedicinMan and the author of 3 books for pharma professionals He is a learning and development faciliator for Medical Reps and Front-line ManagersAnup is a well-known figure on social media where he connects with several thousand industry professionals to discuss industry issues and facilitate virtual learning and development
f i l
Contact 934-2232-949 | anupsoansgmailcom
About the Author
4 Functions of a Front-Line Manager
OVERVIEWChapters in this section41 Functions of a Front-line Manager42 Goal Setting and Sales Planning43 The Front-line Manager as a Training Manager44 The Front-line Manager a Performance Manager45 Effective Field Sales Management46 Field Sales Management Styles47 How to Conduct Productive Meetings amp Event Management
5 Emotional Intelligence for Motivating Medical Reps
6 Leadership Skills for the SuperWiser Front-line Manager
Chapters in this section51 An Introduction to Multiple Intelligence52 What is Emotional Intelligence53 Emotional Intelligence for the SuperWiser Front-line Manager54 Apathy Sympathy and Empathy55 Understanding the Dynamics of Motivation56 Role of Emotions in Motivation
Chapters in this section61 Understanding Leadership62 Principles and Values of Ethical Leadership63 Character and Qualities of an Emotionally Intelligent Leader64 Are Leaders Born or Made65 Styles of Leadership67 Leadership Skills for the SuperWiser FM
PART 2 Leadership Skills for Front-line Managers
7 Leading and Managing Pharma Sales Teams
OVERVIEWChapters in this section71 Pharma Sales Team Leadership72 Ten Steps to Lead Medical Reps Successfully73 Know Your Medical Reps and How to Motivate them74 New Business Development75 Consultative Selling A New Approach to Pharma76 Field Sales77 CRM for Doctor Loyalty78 Information Technology and the Front-line Manager79 New Trends in Pharma Distribution710 Human Resource Development Role of Front-line Manager
8 How to Achieve Breakthrough Performance
9 Preparing for the Next Level of Leadership
Chapters in this section81 Breaking Performance Barriers82 Eight Facets of a Breakthrough Front-line Manager83 Engaging Medical Reps for Breakthrough Performance84 Five Steps of Breakthrough Performance85 Coaching for Breakthrough Performance86 Retaining Breakthrough Medical Reps and Managing Attrition87 Tipping Point - Discovering New Ways to Achieve
Chapters in this section91 Networking for Growth92 Crisis to Maturity93 Ethics Management and Leadership94 Leading Managing and Engaging95 Books for Progress and Productivity96 Carrot Eggs and Coffee and the Young Front-line Manager
PART 3 Breaking Barriers in Performance and Progress
Anup Soans is the Editor of MedicinMan and the author of 3 books for pharma professionals He is a learning and development faciliator for Medical Reps and Front-line ManagersAnup is a well-known figure on social media where he connects with several thousand industry professionals to discuss industry issues and facilitate virtual learning and development
f i l
Contact 934-2232-949 | anupsoansgmailcom
About the Author
7 Leading and Managing Pharma Sales Teams
OVERVIEWChapters in this section71 Pharma Sales Team Leadership72 Ten Steps to Lead Medical Reps Successfully73 Know Your Medical Reps and How to Motivate them74 New Business Development75 Consultative Selling A New Approach to Pharma76 Field Sales77 CRM for Doctor Loyalty78 Information Technology and the Front-line Manager79 New Trends in Pharma Distribution710 Human Resource Development Role of Front-line Manager
8 How to Achieve Breakthrough Performance
9 Preparing for the Next Level of Leadership
Chapters in this section81 Breaking Performance Barriers82 Eight Facets of a Breakthrough Front-line Manager83 Engaging Medical Reps for Breakthrough Performance84 Five Steps of Breakthrough Performance85 Coaching for Breakthrough Performance86 Retaining Breakthrough Medical Reps and Managing Attrition87 Tipping Point - Discovering New Ways to Achieve
Chapters in this section91 Networking for Growth92 Crisis to Maturity93 Ethics Management and Leadership94 Leading Managing and Engaging95 Books for Progress and Productivity96 Carrot Eggs and Coffee and the Young Front-line Manager
PART 3 Breaking Barriers in Performance and Progress
Anup Soans is the Editor of MedicinMan and the author of 3 books for pharma professionals He is a learning and development faciliator for Medical Reps and Front-line ManagersAnup is a well-known figure on social media where he connects with several thousand industry professionals to discuss industry issues and facilitate virtual learning and development
f i l
Contact 934-2232-949 | anupsoansgmailcom
About the Author
Anup Soans is the Editor of MedicinMan and the author of 3 books for pharma professionals He is a learning and development faciliator for Medical Reps and Front-line ManagersAnup is a well-known figure on social media where he connects with several thousand industry professionals to discuss industry issues and facilitate virtual learning and development
f i l
Contact 934-2232-949 | anupsoansgmailcom
About the Author