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



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About this course

Selling Skills Training for Area Business Manager

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.


  • 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.

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 1Basic Selling Skills
Lecture 1What is Pharma Selling? Definition and Fundamental Understanding 
Lecture 2Growth Path / Career for Pharma Sales professionals
Lecture 3Qualities of Dynamic Sales Person 
Lecture 4Job Description of Medical Representatives 
Lecture 5Sales Territory Planning 
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 11Advance Concept - Total Practice Call (TPC) |Pharma Brand Building Ladder (PPBL) | Top of Mind
Lecture 12Probable Reason for unsuccessful calls
Lecture 13Training on Handling Promotional Material
Lecture 14Preparing Checklist before sales call
Lecture 15Key Performance Indicator For Medical Representative Job
Lecture 16Effective Sales Reporting | understanding sales review formats | Daily Report | Tour Plan | Territory Coverage Plan | Weekly Report | Sales Performance Management
Lecture 17Classification of Doctors
Lecture 18Detailing Guideline | How to do detailing | Do and Don'ts
Lecture 19Review Test
Section 2Managerial Selling Skills
Lecture 20Role and Responsibility of 1st line manager / Area Sales Manager
Lecture 21Selling Tools and Techniques for 1st line manager
Lecture 22Manager Vs. Operative Employees 
Lecture 23Sales Territory Management
Lecture 24Bifurcation of Sales Territory
Lecture 25Sales Territory Management | Simulation | Case Study
Lecture 26Evaluation Technique For Sales Force