Introduction
Features
Who should attend
Related Courses
About this course
This Pharmaceutical Selling Skills Training is designed for Area Business Manager. The objective is to make them effective in performing managerial role.
This selling skill training course focus on how to function as Area Sales Manager in a pharmaceutical sales. This interactive skill training makes is simple to understand Area Manager’s job function effectively.
- Course Code: RYD-054
- Course Title: Fundamental Training on Selling Skills for Area Business Manager (1st Line Manager)
- Duration: 1 Month
- Nature of the course: Online micro-learning course. So, course can be accessed online across anywhere 24×7.
- Certification: Certificate will be provided at the end of the successful completion of the course.
Features:
- 24×7 self paced learning.
- E-lecture – Instructor enabled.
- Simulation and case studies
- Self assessment tests.
- Online online final examination
Who should attend this course?
- Medical Representatives who are having at least one year experience.
- Medical Representatives who want to grow to next level.
- Newly promoted Area Sales Manager who want to have detail understanding on Area Manager’s job function.
- Pharma Sales Training Managers, who want to train pharmaceutical area sales manager or newly promoted area sales manager.
Few of the similar courses
Why selling skill training is required for Area Sales Manager?
Medical representative works in individual role. They are responsible for the performance of the territory. Medical representative, in turn, reports to Area Sales Manger. Hence, when medical representative promoted, they moves to next level as Area Sales Manager. Area Sales Manager manages team of 4-5 representatives. Therefore, we can say, it is the first promotion of the medical representatives. As there is a shift of individual role function to managerial role function, it is important for pharmaceutical company to groom the new managers effectively. So that they can function as company expects.
Section 1Understanding the ABM Role
Lecture 1ABM Strategic Leadership Pathways
Lecture 2The ABM Evolution | Mastering Role Clarity and Team Execution
Lecture 3Transition from MR to ABM: Role Clarity
Lecture 4MR to ABM | Managing KPI drivers | FW management | Optimizing Territories | Stockist & Retailer Management
Lecture 5Responsibilities of a 1st Line Manager
Lecture 6The Multiplier Arc Leadership Basics
Lecture 7Leadership Expectations and Deliverables
Lecture 8Why do top MRs fail as managers? From Hero to Guide
Lecture 9Mapping ABM KPIs to Business Goals
Lecture 10ABM KPI Framework – What an Area Business Manager Should Track
Lecture 11ABM KPI Red-Flag Thresholds and Action Triggers
Lecture 12From Execution to Enablement
Lecture 13High-Performance Leadership | Case Based Discussion
Lecture 14ABM Team Management | Core Fundamentals of Effective Team Management
Lecture 15The Synergistic Team | Building Culture & Collaboration in Field | Guide to Multiplying Performance
Lecture 16ABM Hub-and-Spoke Model
Lecture 17Precision Segmentation : Doctor Segmentation and Advanced Targeting Strategy | Moving from Volume Based Coverage to Precision Execution
Lecture 18Cycle of Reactive Firefightings | Manager's Trap
Section 2Team Management Skill Training
Lecture 19Managing and Leading a Team of MRs
Lecture 20Field Force Motivation and Engagement
Lecture 21Delegation and Task Allocation
Lecture 22Coaching and On-the-Job Training Techniques
Lecture 23Building Team Synergy and Culture
Lecture 24Objectives and Strategic Role of Joint Field Work | Understand the purpose of JFW – observation, coaching, skill reinforcement, and territory insights
Lecture 25Planning and Preparing for Effective JFW Visits | Learn how to pre-plan JFW |
Lecture 26How to do conduct constructive On-the-Call Coaching
Lecture 27Post-JFW Action Plan
Lecture 28JFW Reporting, Escalation, and Follow-up Mechanism
Section 3Territory Management
Lecture 29Fundamental of Territory Planning
Lecture 30MR Territory Planning and Route Rationalization
Lecture 31Case Based Analysis on Territory Coverage
Section 4Doctor Management
Lecture 32Doctor Segmentation and Advanced Targeting Strategy
Lecture 33Tracking and Improving Doctor Coverage
Lecture 34KOL Management
Section 5Retailer and Stockist Management
Lecture 35ABM Stockist Handling Skill Training
Lecture 36ABM Retailer Management Skill Training
Section 6Performance Planning & Review
Lecture 37Setting SMART Targets for MRs
Lecture 38Monitoring Daily and Monthly MR Performance
Lecture 39Field Work Planning and Joint Field Visits
Lecture 40Conducting Effective One-on-One Reviews
Lecture 41Identifying and Handling Underperformance
Lecture 42Anchoring Team Meeting for performance effectiveness
Section 7Campaign and Input Management
Lecture 43Campaign Execution at Field Level
Lecture 44Monitoring and Ensuring Input Utilization
Lecture 45Coordination with Supply Chain and Stockists
Lecture 46Promotional Effectiveness Review
Section 8Communication & Influence
Lecture 47Internal Communication with RBM and HO
Lecture 48Internal Communication - Best Practices | do's and don'ts
Lecture 49Field Communication Strategy with MRs
Lecture 50Handling Doctor/Distributor Escalations
Lecture 51Presentation and Meeting Skills
Section 9Sales Analysis & Business Planning
Lecture 52Weekly, Monthly, and Quarterly Sales Analysis
Lecture 53Territory-Wise Business Opportunity Mapping
Lecture 54Territory Bifurcation Strategic Planning
Lecture 55Aligning Field Execution with Brand Strategy
Section 10Leadership Role
Lecture 56Preparing for Next Level – Leadership Readiness
Lecture 57ABM’s Role in Regional Strategy
Lecture 58Self-Development and Learning as a Manager
Lecture 59Conducting Induction for New MRs
