Selling Skills for Medical Representatives
in Professionals On-boarding Journey
Created by
Meel Edafi
About this course
Overview
The Selling Skills Course is the second program in the Professionals On-boarding Journey. It equips Participants with the needed skills to thrive as medical representatives.
Course Outlines
- Understanding the Pharmaceutical Market
- Customer-Centric Selling: Needs & Motives
- Sales Call Planning & Execution Steps
- Selling Skills Steps: Open-ended Questions & Active Listening (Probing)
- Selling Skills Steps: Product Presentation, Demonstration Techniques (Presentation), Handling Objections, Price Negotiations (Handling Objections).
- Closing the Sale: Techniques & Strategies
- Building Long-term Pharmacy Relationships
- The Power of You
- Wrap-up & Next Steps
Course Objectives
- Define the pharmaceutical industry.
- Explain the market key segments, such as generic drugs.
- Apply market knowledge to better position products during customer interactions and identify high-potential opportunities.
- Define the principles of customer-centric selling and explain why understanding HCP needs is essential for building long-term relationships.
- Outline the key steps in effective sales call planning, including prospecting, pre-call research, and goal setting.
- Implement a structured approach for sales activities to maximize efficiency and impact.
- Apply questioning and listening skills to guide clients’ conversations effectively.
- Demonstrate effective product demonstration techniques that highlight ease of use, clinical benefits, and workflow integration.
- Develop confident, evidence-based responses to objections using clinical data and customer insights.
- Apply the LAARC method (Listen, Acknowledge, Assess, Respond, Clarify) to address objections professionally.
- Apply closing techniques tailored to the client’s needs.
- Implement a value-added engagement strategy to position yourself as a trusted advisor.
- Apply market knowledge to better position products during customer interactions and identify high-potential opportunities.
- Define your professional value proposition by synthesizing your key strengths.
- Apply Sales Call Steps effectively.
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Day 1 - Selling Skills
3 Parts
- 8:00 Hr
Selling Skills Day 1
8:00 Hours
1/10/2025 | 09:00 am
Selling Skills Training Manual
1.14 MB
Activity: Market Positioning Application (case Study)
Answer the case study that is assigned to your group by the trainer, whether it's 1 or 2
0.11 MB
0
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