Introduction
Who should attend
Features
Related Courses
Course Deliverables
Course Highlights
About Pharma Sales
The PG Certification in Pharmaceutical Sales Management is a comprehensive online program designed to develop and enhance the selling skills of pharmaceutical sales professionals. Tailored for both entry-level representatives and experienced managers, this course equips learners with practical tools, real-world simulations, and job-relevant knowledge essential for success in the dynamic world of pharma sales.
This certification program emphasizes hands-on training through simulated scenarios that mirror real-life responsibilities in pharmaceutical selling. From sales planning to performance analytics and customer engagement, participants will gain a strong foundation in pharmaceutical sales strategy and execution.
- Title of the course: Executive PG Certification in Pharmaceutical Sales Management [EPGPSM]
- Course Code: RYD-002
- Nature of the course: Online distance learning course. Course can be accessed online across anywhere 24×7.
- Course Duration : 1 Year from the date of initiation of the course.
- Eligibility : Graduation in any discipline. 3rd and final year students can apply for this course.
- Certification : Certificate will be provided at the end of the successful completion of the course
Who should attend this course?
- Fresher or Beginners who want to have the career in pharmaceutical sales.
- Pharma sales representatives who are already working in pharmaceutical sales and want to grow further.
- Pharmaceutical Sales Managers who require a detailed understanding of the pharma sales process.
- This course is also ideal for the sales trainers who want to train the pharmaceutical medical representative and managers.
Course Features
- Job related practical training for the pharmaceutical sales representative and managers.
- Simulation to real life working in Pharma Sales. For instance, daily work plan management by sales representative and managers.
- The course is designed on step on approach. Firstly focus on pharma sales process and selling skills. Secondly, on promotion management tools and techniques. Thirdly on sales analysis skill training. For example, sales forecasting tools and techniques, sales performance review, incentive management etc. Finally the focus on work knowledge enhance like sales territory management, in-clinic performance and soft skills for the pharma sales professionals.
- Above all, this course is provided access to Case Studies data bank. This is to enhance the strategic planning and decision making skill.
List of similar courses
- Medical Representative Selling Skill training >> Learn more
- Biopharma Medical Representative Training >> Learn more
- Retail chemist prescription audit (RCPA) training >> Learn more
- Communication Skill for pharma sales professionals >> Learn more
- Territory Management Skill Training for Pharma Sales Professionals >> Click here
- 1 Month advance certification in pharma product management >> Click here
- Pharma marketing course >> Click here
- Training for Pharma Brand Manager >> Click here
- FMCG sales management training >> Click here
Course Deliverables
- 24×7 access to online learning dashboard
- Interactive video lectures, real-life job simulations, and self-assessment tests
- Downloadable course study materials and resources
- Final certification examination
- Case studies for strategic insight and decision-making skills
Course Highlights
- Practical Training: Focus on real-world tasks performed by pharmaceutical sales reps and managers.
- Simulation-Based Learning: Includes planning daily work schedules, managing field activities, and handling in-clinic promotions.
- Step-by-Step Learning Path:
- Stage 1: Pharma sales process and core selling skills
- Stage 2: Promotion management tools and customer engagement strategies
- Stage 3: Sales analysis and performance metrics—sales forecasting, incentive design, and territory-wise review
- Stage 4: Advanced knowledge areas like territory management, communication skills, and in-clinic performance enhancement
- Access to Case Studies and Data Bank: Designed to develop critical thinking, strategic planning, and decision-making capabilities
About pharma sales
The Pharmaceutical sales Department is the core functional team who brings revenue back to the company. Knowledge and relationship management are the two major building blocks of Pharma sales. It is a pharma sales representative and pharma sales manager who visits the physician to promote the molecule. And in turn, they generate the prescription. Being physicians are highly knowledgeable, it is important to train and groom the sales team effectively. Otherwise representing the company, in front of the physician will be a tough task. That is the reason all pharma companies are looking for the trained employees.
Royed’s Pharma Sales Courses
In Royed’s pharmaceutical sales management course focuses on pharma selling skill development for pharma sales representatives and pharma sales managers. In fact, it is important for pharmaceutical companies to have leaders who can run tomorrow’s pharmaceutical business. That can only happen through the periodic training. And that is the reason why Royed Sales Management Training is found to be effective. Online course is designed with simulation, case studies, games on selling skills, so that sales representatives and managers can learn the pharma sales process effectively.This course is also ideal for the pharmaceutical sales training managers. Firstly, the course will help them to understand the training areas for the pharma sales training. Secondly, various sales training content ideas, he will be able to get from studying this course. Moreover, this course will also help them how to present the content effectively, for better understanding by sales professionals.
Learn about Pharma Sales Representatives >> Click here
Section 1PHARMA SALES BASIC ORIENTATION
Lecture 1What is Pharma Selling? Definition and Fundamental Understanding
Lecture 2Growth Path / Career for Pharma Sales professionals
Lecture 3Qualities of Good Sales Person
Lecture 4Job Description of Medical Representatives | In-depth understanding on Medical Representative Jobs
Lecture 5Territory Knowledge & Customer Knowledge | Effective Management of Sales Territory
Lecture 6Doctor List Preparation | SVL | MSL | Call Average | Call Frequency | Missed call analysis | Doctor Territory Matrix | Call Average | Day Wise work Plan
Lecture 7Understanding Sales Process | Call Planning | Pre-call Planning Process
Lecture 8Retail Chemist Prescription Audit - RCPA
Lecture 9Concept of Vital 3 Minutes | Understanding Prescribing Motives | Call Objective Setting
Lecture 10In Clinic Performance | Guideline | Dos and Don’ts | Detailing Talk
Lecture 11RCPA - Retail Chemist Prescription Audit
Lecture 12Advance Concept - Total Practice Call (TPC) |Pharma Brand Building Ladder (PPBL) | Top of Mind
Lecture 13Post Call Analysis
Lecture 14Probable Reason for unsuccessful calls
Lecture 15Classification of Doctors
Lecture 16In Clinic Presentation (Detailing)
Lecture 17Simulation in Inclinic Performance
Lecture 18MRP / PTS / PTR / SS Rate Calculation
Section 2FUNDAMENTALS OF DRUG DISCOVERY TO COMMERCIALIZATION PROCESS
Lecture 19Introduction: Drug Discovery
Lecture 20Investigational New Drug
Lecture 21Concept of New Drug
Lecture 22Basic concept and understanding of the Generic Drug
Section 3HIERARCHY OF PHARMA SALES DEPARTMENT
Lecture 23Hierarchy of Pharma Sales Department : Case Study
Lecture 24Job Functions of Medical Representatives
Lecture 251st line Manager / ABM Role & Responsibility
Lecture 26ABM to RBM | ABM VS. RBM Role and Responsibility Differentiation
Lecture 272nd Line Manager / Regional Manager - Role, Responsibility and Job Description
Lecture 283rd Level Manager / Zonal Manager Job Function
Lecture 29National Sales Manager Job Description
Section 4FUNDAMENTAL SALES - MARKETING KNOWLEDGE TRAINING
Lecture 30Difference Between Marketing and Sales Job
Lecture 31Product Life cycle
Lecture 32Advance - Strategic Planning in Product Life cycle Management
Lecture 33Segmentation, Targeting and Positioning
Lecture 34A Pharmaceutical Segmentation outlook
Lecture 35Distribution Channel in Pharmaceutical Industry
Lecture 36Promotion in Pharmaceutical Industry : Communication Model, Effective promotional communication, Push Vs. Pull Strategy and Buying Decision Process
Section 5PHARMA BRAND
Lecture 37Brand Name, Brand Logo and Trademarking
Lecture 38Advance Understanding of Pharmaceutical Brand Logo Development
Lecture 39How to design an excellent brand logo : Tricks of the trade
Lecture 40Logo colour theme | Colour system | Colour coding | Significance of colour
Lecture 41Few Case Studies related to brand names and logos
Lecture 42Logo Important Key Question
Lecture 43Brand Logo Development: Real Life Simulation
Section 6MARKETING / SALES PLAN & CAMPAIGN MANAGEMENT
Lecture 44Basic Understanding how to launch a pharmaceutical product into the market
Lecture 45Practical Training on Marketing Plan Preparation with real life example
Lecture 46Marketing Campaign Development : Importance of Target Audience Segmentation for effective targeting
Lecture 47Decide about brand USP -What to promote
Lecture 48How to prepare promotogram. Download sample Promotogram
Lecture 49Importance and Handling of Cycle Meeting and its importance
Lecture 50Sample Marketing Plan
Lecture 51Sample Marketing Plan
Lecture 52Sample Marketing Plan
Lecture 53Increase the brand reach with advance segmentation
Lecture 54Cost Based Working for Sample Allocation
Lecture 55Concept of Brand Differentiation
Section 7SALES INPUT
Lecture 56Introduction to visual aid designing | V3M Concept | Components of the visual aid page
Lecture 57Practical Training in visual aid designing | Step By Step Visual Aid Preparation | Creative Designing | Guideline on Proofing | USPs to differentiate the visual aid
Lecture 58Visual Aid Printing | Establishing Visual Aid Printing Specs for effective management of the vendors
Lecture 59Visual Aid Analysis with practical example
Lecture 60Guideline on visual aid development
Lecture 61Marketing Plan followed by Visual Aid Development
Lecture 62Visual Aid, Literature reference Sample
Lecture 63Interactive Visual Aid | E-detailing | Remote Detailing | Analysis of Animated Video based e-detailing visual aids
Lecture 64Visual aid detailing story writing
Section 8Pharma Sales Forecasting | Market Sizing
Lecture 65Moving Annual Total
Lecture 66Compound annual growth rate (CAGR
Lecture 67Sales Forecasting in Life Science Industry
Lecture 68New Product Forecast Algorithm
Lecture 69Patient Based Forecasting Model | Applying more filters and variables
Lecture 70Prescription Based Forecasting Model | Differences between Patient Based and Prescription Based Forecasting Model | Which model to use and when?
Lecture 71Prevalence Vs. Incidence Model
Lecture 72EPI Based Forecasting | Sales Based Forecasting | When and where to apply which forecasting model
Lecture 73Sales Forecasting Tools | New Product Forecasting | In Market Forecasting
Lecture 74Market Size Assignment 1 [Oncology Brand] - Applying sales forecasting tools to carry out next 6 years sales forecast | Excel Based Model
Lecture 75Market Size Assignment 2 [Asthma Brand] - Applying sales forecasting tools to carry out multiple years sales forecast | Excel Based Model
Lecture 76Patient Based Model Vs. Patient Flow Model | Critical Differences in Model | Concept of Black Box in Patient Flow Model | Application of both model
Lecture 77Concomitancy and polypharmacy | How it alter the basic forecasting algorithm | Practical Working | Comorbidity
Lecture 78Forecasting Techniques | Simple Conjoint-type Models | Zipf's Law | Simple Elasticity Model | The Bass Model |Simple Extrapolation
Lecture 79Simulation on Bottom-up forecasting
Lecture 80Assessment on Bottom-up forecasting
Lecture 81Oncology Brand Forecasting
Lecture 82Sales Forecasting : Tools and Techniques
Lecture 83Market Size Determination - Market Share | Relative Market Share | Total Vs. Actual Vs. Penetrated Market
Section 9Market Access, Pricing, Reimbursement and Formulary Placement
Lecture 84Introduction to Market Access | Objectives | Various Key Terminologies | Steps of Market Access | Understanding on Pricing and Reimbursement
Lecture 85Market Access Strategic Planning
Lecture 86Pricing
Lecture 87Drug Pricing Methodologies
Lecture 88Formulary Placement | Different Tiers | How to classify the medication in different tiers | Formulary negotiation process | Rebates | Copay differential | Step-edits | Case Simulations - teasers
Section 10Advance Selling Skill Training
Lecture 89Pharma Selling Tools and Techniques
Lecture 90Manager Vs. Operative Employees
Lecture 91Importance of Joint Field Work
Lecture 92How to close the sales effectively
Lecture 93Negotiation Skill Training for Sales Professionals
Lecture 94Attitude - Key for Success in Pharma Sales
Lecture 95Stress Management for Sales Professionals
Section 11Sales territory Management
Lecture 96Sales Territory Management
Lecture 97Bifurcation of Sales Territory
Lecture 98Evaluation Technique For Sales Force
Lecture 99Effective Management of Logistics - A Key to pharma sales success! - Distribution Channel in Pharmaceutical Industry
Section 12KOL Management
Lecture 100KOL Management and Patient Advocacy Group
Lecture 101KOL Profiling and Engagement
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