InstructorRoyed Training
TypeOnline Course
Price$180 USD / 9900 INR.
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pharma sales analysis techniques


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About Sales Analysis

Sales Analysis Techniques for Pharmaceutical Sales Professionals

A sales analysis is critical for success of the sales person as report shows the trends of brands performance over time. In its most basic form, a sales analysis report shows whether sales are increasing or declining. At any time during the fiscal year, sales managers may analyze the trends in the report to determine the best course of action. In this online certification course, one will be trained to different terminologies, tools for pharmaceutical sales analysis. Course also provide effective simulation for self assessment with real life sales data.

Course Title: Fundamental Training on Sales Analysis Techniques for Pharmaceutical Sales Professionals
Course Code: RYD-044

Online distance learning course. Course can be accessed online across anywhere 24×7.


  • 24×7 self paced learning.
  • E-lecture – Instructor enabled.
  • Simulation and case studies
  • Self assessment tests.
  • Online online final examination

Who Should Attend:

  • Those who are working in Pharmaceutical Sales Department – MR, ABM, RBM or even senior managers.
  • Those who are working in Pharmaceutical Companies in Marketing Coordinators.
  • Pharma Product Manager or those working in Pharma Product Management Team

3 Days microlearning course.

Graduation in any discipline.

Certificate will be provided at the end of the successful completion of the course

  1. Attend the course 24×7 by login to your dashboard. You can attend lectures, simulation, self assessment tests and final certification examination.
  2. You will also eligible to receive the course study modules, which you can download by login to your course page.

Sales Analysis

Sales analysis is mining your data to evaluate the performance of your sales team against its goals. It provides insights about the top performing and underperforming products/services, the problems in selling and market opportunities, sales forecasting, and sales activities that generate revenue.

Sales Trend Analysis

Sales Trend Analysis looks at historical revenue data to identify patterns, used extensively in budgeting and forecasting. It is a useful method to detect short-term changes in revenue growth and performance.

Sales Key Performance Indicators

  • Sales Target
  • Sales Forecasting
  • Sales Achievement
  • YTD
  • QTD
  • MTD
  • Monthly Sales Growth
  • PCPM analysis
  • No. of doctor visited
  • Missed call report
  • DCR
  • Value Sales Report
  • Product wise sales reports
  • Advanced Trend Analysis
  • Sales Consolidation Report
  • Sales and Stock Statement Analysis
  • MAT
  • CAGR
  • ROI analysis
Section 1
Lecture 1Sales Forecasting in Life Science Industry
Lecture 2New Product Forecast Algorithm
Lecture 3Patient Based Forecasting Model | Applying more filters and variables
Lecture 4Prescription Based Forecasting Model | Differences between Patient Based and Prescription Based Forecasting Model | Which model to use and when?
Lecture 5Prevalence Vs. Incidence Model
Lecture 6EPI Based Forecasting | Sales Based Forecasting | When and where to apply which forecasting model
Lecture 7Sales Forecasting Tools | New Product Forecasting | In Market Forecasting
Section 2
Lecture 8Market Size Assignment 1 [Oncology Brand] - Applying sales forecasting tools to carry out next 6 years sales forecast | Excel Based Model
Lecture 9Market Size Assignment 2 [Asthma Brand] - Applying sales forecasting tools to carry out multiple years sales forecast | Excel Based Model
Lecture 10Patient Based Model Vs. Patient Flow Model | Critical Differences in Model | Concept of Black Box in Patient Flow Model | Application of both model
Section 3
Lecture 11Bottom-up or Top-down Forecasting | LRx | Significance of LRx data analysis
Lecture 12Simulation on Bottom-up forecasting
Lecture 13Assessment on Bottom-up forecasting
Section 4
Lecture 14Moving Average | Moving Annual Total | YTD | How to calculateĀ 
Lecture 15Compound Annual Growth Rate | CAGR Calculation
Section 5
Lecture 16Sales Territory PlanningĀ 
Lecture 17Doctor List Preparation | SVL | MSL | Call Average | Call Frequency | Missed call analysis | Doctor Territory Matrix | Call Average | Day Wise work Plan
Lecture 18Retail Chemist Prescription Audit - RCPA
Lecture 19Sales Territory Management
Lecture 20Evaluation Technique For Sales Force
Section 6
Lecture 21Brands Sales Trend Analysis | How to do trend analysis | Case Study
Lecture 22Single Brand Trend Analysis
Lecture 23Quarterly Sales Performance Monitoring
Lecture 24Annual Sales Budgeting | Quarterly Phasing | Monthly Sales Target
Lecture 25PCPM Calculation
Lecture 26Monthly Work Analysis
Lecture 27Core Doctor Visit Pattern
Lecture 28Sales Volume Analysis
Lecture 29Sales Volume Target against last year | Practical decision making
Lecture 30Sales Consolidation Format