InstructorRoyed Training
TypeOnline Course
Price$390 USD / 22500 INR
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pharma second line manager training


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About selling Skills Training

Selling Skills for Regional Business Manager

This Pharmaceutical Selling Skills Training is designed for Regional Business Manager. The objective is to make them effective in performing managerial role.

This selling skill training course focus on how to function as Regional Sales Manager in a pharmaceutical sales. Regional Sales Manager are the second line manager in pharmaceutical industry. Hence, there is lot of chnage in job function if you will be promoted to Regional Manager from first line manager, that is area manager. This interactive skill training makes is simple to understand Regional Manager’s job function effectively.

Course Code: RYD-055
Course Title: Advance Certification on Selling Skills for Regional Business Manager (2nd Line Manager)

Online advance certification course. So, course can be accessed online across anywhere 24×7.

1 month.


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

Any body who wants to acquire communication skills competency should attend the course.

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

Who should attend this course? 

  • Area Sales Manager’s who want to grow to next level.
  • Area Sales Manager’s who are going to attend the Regional Manager’s interview.
  • Newly promoted Regional Sales Manager who want to have detail understanding on Regional Manager’s job function.
  • Pharma Sales Training Managers, who want to train pharmaceutical second line pharmaceutical sales managers.

Why Selling Skills Training is required for Regional Business Manager (Second Line Manager)?

In pharmaceutical industry, when Area Managers are promoted, they move to next level, i.e. Regional Business Manager. With this promotion, there is lot of change in job role. As Area Sales Manager, they probably monitoring  3-4 medical representatives. Here, as Regional Manager they are going to handle a team of 16-25 sales professionals, including 4-5 area manager. Hence, there is a huge change in job function. Therefore, it is important to learn what company wants to perform as second line manager in pharmaceutical company.

Section 1Role and Responsibility of the Regional Business Manager
Lecture 1Pharma Sales - Introduction
Lecture 2Growth Path / Career for Pharma Sales professionals
Lecture 3Qualities of Dynamic Sales Person 
Lecture 4Job Description of Medical Representatives 
Lecture 5ABM - 1ste Line  Manager - Role & Responsibility 
Lecture 6RBM - 2nd Line Manager - Role & Responsibility 
Section 2Team Management | Fundamental Working of the sales teams | Key Areas to focus for success
Lecture 7Sales Territory Management
Lecture 8Doctor List Preparation | SVL | MSL | Call Average | Call Frequency | Missed call analysis | Doctor Territory Matrix | Call Average | Day Wise work Plan
Lecture 9Managing Sales Process | Call Planning | Pre-call Planning Process
Lecture 10Retail Chemist Prescription Audit - RCPA
Lecture 11Concept of Vital 3 Minutes | Understanding Prescribing Motives | Call Objective Setting
Lecture 12In Clinic Performance | Guideline | Dos and Don’ts | Detailing Talk
Lecture 13Advance Concept - Total Practice Call (TPC) |Pharma Brand Building Ladder (PPBL) | Top of Mind
Lecture 14Determining the reason for unsuccessful calls
Lecture 15Post Call Analysis
Lecture 16Preparing Checklist before and after sales call
Lecture 17Key Performance Indicator for Medical Representative Job
Lecture 18Classification of Doctors
Lecture 19Types of Doctor and Physician
Lecture 20Medical Degrees
Lecture 21Rejection handling in pharma sales
Section 3Sales and Marketing Strategies Development and Implementation
Lecture 22Promotion in Pharmaceutical Industry : Communication Model, Effective promotional communication, Push Vs. Pull Strategy and Buying Decision Process
Lecture 23Practical understanding on Prescription Accelerating Materials used in pharmaceutical promotion
Lecture 24Fundamental of Pharma Marketing Plan 
Lecture 25Basic Understanding how to launch a pharmaceutical product into the market 
Lecture 26Marketing Plan Preparation
Lecture 27Marketing Campaign Development and Execution
Lecture 28New Product Launch Framework
Lecture 29Decide about brand USP -What to promote 
Lecture 30Brand Plan to Marketing Campaign
Section 4Advance Selling Skills for 2nd line Manager
Lecture 31Selling Tools and Techniques
Lecture 32Manager Vs. Operative Employees 
Lecture 33Advanced learning on Sales Territory Management
Lecture 34Bifurcation of Sales Territory | When and How to carry out carry out sales bifurcation?
Lecture 35Evaluation Technique For Sales Force
Lecture 36KOL Management and Patient Advocacy Group 
Lecture 37Target Audience Selection Based on Products
Lecture 38Negotiation Skill Training
Lecture 39Stress Management for Sales Professionals
Lecture 40Sales Closing
Lecture 41Effective Management of Logistics - A Key to pharma sales success! - Distribution Channel in Pharmaceutical Industry 
Lecture 42Joint Field Work
Section 5Financial planning for sales and marketing | Sales forecasting
Lecture 43Advanced finance skills for 2nd Line Manager
Lecture 44Market Size Determination - Market Share | Relative Market Share | Total Vs. Actual Vs. Penetrated Market
Lecture 45Moving Average | Moving Annual Total | YTD | How to calculate 
Lecture 46How to calculate MAT?
Lecture 47Sales Forecasting : Tools and Techniques
Lecture 48Method of Promotional Budgeting
Section 6Standard Operating Procedure
Lecture 49How to induct a new employee : MR and ABM
Lecture 50Induction Report Preparation
Lecture 51How to appraise a team member : MR and ABM
Lecture 52Reporting Management
Lecture 53Market Payment and Outstanding Management