Pharmaceutical Representative Sales Excellence


Upon successful completion of the Program, participants will:

- Comprehend Medicare and Medicaid issues and how they affect the selling process

- Gain knowledge of government reimbursement programs, drug discount cards, major concepts and components of managed care, main stakeholders in the managed-care marketplace, drug marketing, and group-purchasing organizations

- Grasp the concept of pharmaceutical sales territory planning and information gathering and learn the importance of call planning and record keeping, how to handle appointment calls and impromptu calls and strategies for no-see offices and downtime

- Have the knowledge to effectively use sales brochures and support literature and know how to sell new products versus established products

- Understand how to prepare for hospital calls, security concerns of a hospital, and sampling rules in hospitals


The goal of the program Pharmaceutical Sales Training Program is to develop your knowledge in clinical pharmacology, physiology, pharmaceutical sales guidelines/techniques, and medical terminology. This knowledge will greatly enhance your understanding of the pharmaceutical sales industry, its regulatory selling process. This unique training program will will present the competences needed by a pharmaceutical sales representative. The goal of the Training Program will help candidates to enhance their career in pharmaceutical sales. All pharmaceutical sales representatives must be familiar with effective pharmaceutical selling techniques

Training Topics

How to work with doctors

Meeting request

The importance of preparation (Visit Plan)

Meeting the doctor

Meetings's structure

How to open the conversation,

Discover doctor's happiness with your competitor's products. Is he satisfied?

You will have to prepare yourself to prove him/her that he/she should not be satisfied.

How to introduce the drugs and how to promote the drug and company

The secret of your Presentation Skills

Characteristics/features of your product & Benefits for the doctor

Exlaining the key WHY: Why to choose your product

Identify his decision/selection criteria

Handling Objections : How to handle doctors’ objections.

Exercising influence : How to influence Doctors

Closing the sales meeting

Getting the commitment

The importance of follow up

Increasing Doctors' Experience

The difference between customer service and customer experience

Why customer experience will differentiate you from your competitors' medical representatives

Duration : Two days (16 hrs)


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