Case Study Based Learning For Pharma Sales

Case studies are one of the most effective ways to learn new skills by analysing various outcomes. All the case studies in this series have been taken from real life scenarios.

Interactive Session With 2 Case Studies for 3 hours  

Coming Soon!

Case Study - 1

Case Study - 1

Promotions within the internal team / vacant territory management

Case Study - 2

Case Study - 2

Emotional intelligence and sensitivity / how to navigate group thinking?

Learning Objectives from Case Study 1 & 2

  • How decisions pertaining to maximizing resources are taken?
  • How managers should spend their time?
  • What qualities managers should identify when Medical Representatives have to be promoted?
  • How Managers should take decisions while having emotional intelligence?
  • How union leaders should be handled in a team?

This is what our learners say

Learning Process

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Program Details

Learn new skills in small and simple steps

If you require more information before you join, please contact us through Email: academy@pharmastate.com or WhatsApp message or Call: +91-8587874143

Upcoming Session

Case Study - 3

Case Study - 3

Understanding Team Dynamics

Case Study - 4

Case Study - 4

Working Style and Motivation

Learning Objectives from Case Study 3 & 4

  • Why there are arguments between Manager and subordinates?
  • How RBMs must analyse the issues with in the team?
  • How to have a congenial atmosphere in team?
  • How personal bias impacts the team dynamics?
  • How non delegation of work impacts the employees?
  • How a motivated employee becomes negative?
  • What introspection RBMs should do about their working styles?

Learning Objectives from Case Study 5 & 6

Case Study - 5

Case Study - 5

Trying circumstances: Task or People orientation?

Case Study - 6

Case Study - 6

Job responsibilities and Compliance issues

  • In case change in leadership is required then what type of leader should be selected.
  • What a leader should do in challenging circumstances?
  • When you are in position of power, what behaviour one should exhibit?
  • How the accountability is to be fixed when things are not very clear?
  • How a team manager should probe the matters?

Learning Objectives from Case Study 7 & 8

Case Study - 7

Case Study - 7

How to tackle emotions & decisions during business negotiations?

Case Study - 8

Case Study - 8

Impact of inappropriate behavior on career/Image

  • What you need to know while going for any negotiation meeting?
  • How should you control your emotions during negotiations?
  • Importance of anger management during negotiations?
  • Choice of personnel to be sent for negotiation?
  • How a briefing to be done with the person going for the negotiation?
  • What is an inappropriate Behaviour?
  • How can one avoid such situation which may lead to awkward situation ?
  • Importance of certain guidelines especially while dealing with opposite gender?
  • What should be role of HR in any organization to prevent such happenings?
  • How to deal with such persons who indulge in indecent behaviour?

Know your coach

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Pankaj Srivastava

Pharma Consultant, Certified Trainer & Coach, Master Trainer, National Skill Development Corporation

Pankaj Srivastava (MSc. (Zoology) ISTD diploma in Training & Development) is having 37 years of pharmaceutical experience. Worked in Sanofi and MSD as RBM, Marketing Manager & Training Manager with MSD. Last assignment was GM Training and Business Development with Shield Healthcare. Apart from conducting sessions to up-skill pharma professionals, my special interest area is also to conduct soft skill sessions with Doctors/ Paramedical staff and for students in Business schools. With Doctors( Profs/HODs) Endocrinologists/Diabetologists as well as in International Diabetic conferences conducted more than 50 sessions with them. I have a deep desire to bring a positive change to the careers of Pharma Professionals by sharing the experience & knowledge that I gained during my career.