Course Description

The course gives an overview of sales methods and management as well as pharmaceutical industry's sales operations. Topics covered include sales planning, the salesperson, market share, competitors, supply and demand, international sales, effectiveness of global metrics, scheduling and record keeping of after closing sales, strategy, setting profit-based sales targets, quotas, sales forecasting, writing and execution of a sales plan, the recruitment tasks used in a sales management, job description, job qualifications and sales reporting which includes salesmanship. Additional topics are: pharmaceutical sales representatives, the key performance indicators of the sales force and advanced reporting capabilities to satisfy the needs of different stakeholders, buyer behavior, developing consumer profiles. The course also focuses on developing appropriate marketing communication strategies to reach specific target markets, psychology of consumer, psychology of selling, power of attitude, power of attitude, sales performers common traits and how to keep a positive attitude during tough times.