Selling Skills Masterclass for Pharma Marketing Professionals

Program Details

Batch constitutes 20 candidates.

Learn from the expert

Without strategy, execution is
aimless. Without execution,
strategy is useless.

Why should pharma marketing
professionals learn selling skills?

Pharma marketing professionals prepare the plans & strategy for the pharma field force. To create a strategy which has maximum chances of success, pharma marketing managers should be well versed with the various nuances of pharma selling. This is never a choice but a mandate!

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Transformative Learning

This Masterclass is specially designed to provide transformative learning which results in direct applications of these learnings in work behaviour.

1. What are the rules of professionalism in Pharma Marketing?

It’s all about the patient, you are in marketing and sales and you must be competent. What are the standards of professional behavior in Pharma Marketing?

2. Effective in-clinic and on-line interaction

Selling skills are like “muscles”. They give strength to professionals. Just as you tone up your muscles, you exercise every day, you need to hone selling skills on a regular basis for effective in-clinic and on-line interaction.

3. Art of asking the right questions at the right time

Encouraging interactive communication in a way that elicits questions from the HCPs. They need to learn the art of asking the right questions at the right time. The skill is to make the HCP do the talking and you understand the situation or problem of the patient for you to offer a solution.

4. Curiosity skills

Encouraging interactive communication in a way that elicits questions from the HCPs. They need to learn the art of asking the right questions at the right time. The skill is to make the HCP do the talking and you understand the situation or problem of the patient for you to offer a solution.

5. Develop probing and listening skills

This will help them understand what the doctors want. Objections from HCPs are opportunities.
The SLUSA technique helps to handle all kinds of objections be it Relevant, Irrelevant, Subjective or Silent.

6. Emotional intelligence

Emotional intelligence with special emphasis on empathy and developing social skills.
This helps in finding out the need, preference, behavior, and problems of the doctor keeping the patient in mind.
This also develops Relationship Skills.

What's More? Get Digital Skills

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7. Developing an online personality

Developing an online personality is the need of the new normal. This includes tone of the voice, body language, gestures and etiquettes during Virtual Meetings. Differentiating yourself is the key. Hone your Skills regarding the communication needed for WhatsApp messages, and e-mails.

8. Story telling skills

How can we detail covering the salient points and connect the Features to Advantages and Benefits. You need to keep updating your Product Knowledge for this.

9. Closing the call for commitment

A Sales call is successful only if it results in Prescriptions or an Order. Close for commitment on every call.

10. Market Intelligence

Develop the skills in retailing and gather specific market information and intelligence.

Program Fees

For any further Query you can connect us through our WhatsApp Support No. for WhatsApp or Call: +91-8587874143 & Email: academy@pharmastate.com

Know your coaches

Bhaskar Chakravorti
Bhaskar Chakravorti
Bhaskar Chakravorti has 38 years of experience in Pharma Sales and Marketing. He is arguably one of the first MBAs who started his career as a Medical Representative. He has a B.Sc in Physiology from the reputed Presidency College ,Kolkata (now an University). He has worked with seven companies namely Raptakos, Brett; Pfizer; German Remedies; Cipla; Parke-Davis; Ipca and Micro Labs. His journey has taken him from Med Rep, District Manager, Product Manager, Group Product Manager, Marketing Manager, Country Manager and Vice President. He has had a long stint with Micro Labs in Sudan. He switched into Academics in the last two years teaching Marketing to MBA students in Bengaluru. He is an enthusiast of Digital Marketing.
Vivek Hattangadi
Vivek Hattangadi
Vivek Hattangadi, carries with him a 46-year learning experience in the pharma industry both in sales management, brand management. Vivek Hattangadi has authored six books on pharma branding, marketing and sales. This includes “WHAT THE PHARMA CEO WANTS FROM THE BRAND MANAGER” and “HOW TO GET DOCTOR’S ADDICTED TO YOUR BRAND: 13 UNSHAKABLE LAWS OF PHARMA BRANDING”. The sixth book was very recently released, ‘WHAT MADE YOU A MID-LEVEL MANAGER WILL NOT LEAD YOU TO THE C-SUITE: ARE YOU READY FOR THE BIG JOB? He is a guest faculty in many pharma business schools.