Topics:

• Introduction to selling and marketing concepts.
• Understanding what makes a successful salesperson.
• Key elements of a good presentation.
• Sales process and different styles.
• Understanding the 3Cs: Company, Customers, and Competitors.

Topics:

• Customer classification and selling for key accounts.
• Setting clear sales call objectives.
• Effective opening of a sales call.
• Questioning and probing skills.
• Using the Features, Advantages, and Benefits (F.A.B.) model to structure sales dialogues.

Topics:

• Conducting group presentations effectively.
• Overcoming presentation stress.
• Understanding the audience and preparing tailored messages.
• Opening a presentation and ice-breaking techniques.

Topics:

• Visual communication, body language, and eye contact.
• Basic negotiation concepts such as WATNA, BATNA, WAP, and ZOPA.
• Strategies for successful negotiations and mutual gain.
• Handling objections and difficult audiences.
• Getting feedback and closing sales effectively.
• Conducting post-call analyses and follow-through techniques.

Topics:

• Customer relationship management (CRM) techniques specific to pharmaceutical distribution.
• Enhancing communication and collaboration with healthcare providers and pharmacies.
• Strategies for meeting customer expectations and providing exceptional service.

Topics:

• Action plans for continuous improvement.
• Learning diary for participants to track progress.
• Summary of key takeaways and actionable insights from the course.

• Role-playing exercises and case studies to simulate real-world sales scenarios.
• Post-call evaluations and feedback sessions to improve participants’ sales approach.
• Individual learning diaries to track personal development.