Effective Selling Skills
Whether you are new at selling or a professional sales, this workshop will equip you with the selling techniques such as recognizing the Primary Buying Motivators of different customer types, and converting opportunities into sales. It contains many exercises, role plays, and guidelines to help the delegates master the sales skills and start applying their newly acquired knowledge to their professional lives.
Time and Territory Management
Through taking a goal-focused approach, this workshop helps medical representatives to plan and increase their available time to productive work in order to cover all the customers in their territory.
Integrating Sales and Marketing Mindset
This workshop is designed to enable participants to build and define a marketing and sales approach that will allow them to better reach and engage customers in the pharmaceutical market. Attendees will gain a deeper understanding of the buying psychology that motivates today’s prospective buyers.
Key Opinion Leaders Management
Managing relations with KOLs has been always a challenging day-to-day interaction which should be coordinated and worked out at different corporate levels and processes. The delegates will Identify, prioritize, segment, profile and validate the right KOLs from all relevant geographies based on their involvement in journal publications, congresses, clinical trials and various affiliations.
Key Account Management
The purpose of this workshop is to introduce the concept, process and planning of key accounts that will enable medical representatives to manage major accounts. It will allow participants to have a systematic approach to managing and growing an organization’s key customers to maximize value and achieve goals.
Adoption ladder training helps to maintain a logical sales dialogue with the doctor, designed to move him quickly to a more advanced stage in the adoption process. It helps the medical representatives in selecting and using the most appropriate promotional material and activities to advance the doctor’s behavior through the adoption ladder.
Pharmacy and Hospital Selling
Attendees will leave this training workshop better equipped to develop presentations that meet their clients’ real needs, create a specific sales plan to achieve their sales goals, and influence the right buyers and close the sale with ease. The delegate will win the confidence and trust of prospective pharmacies and hospitals by learning as much as possible about their needs.