Advanced Pharmaceutical Selling Skill

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Advanced Pharmaceutical Selling Skill
Masum Chowdhury
BPharm, MBA (Marketing), PGDSCM,
ACMC (IBA,DU), PGDHRM, CIBS (IBA,DU)
Key Activities: Marketing, Branding, Promotions,
Medico Marketing and Training
E-mail : masum.pha@gmail.com
Tel : +880-01717642874
Overview of this training
Pharmaceutical selling is different…entire different from the usual ‘Selling’. The primary difference is that the
person who is in fact paying for the drugs is not the decision maker. The decision maker authority is someone
else… The Doctor. The patient or the end user, in turn is the doctor’s customer. So basically two customers
need to be satisfied, the doctor as well as the patient.
The job of a pharmaceutical salesperson is also very interesting in the sense that he has nothing to ‘sell’ to his
customer on the spot, nor can he deliver a live demonstration. He has to sell the concept, the research, the
features and benefits and the scientific knowledge, a job much more difficult than is perceived. But still there
are thousands and thousands of pharmaceuticals sales people in Bangladesh doing a job and satisfying their
ever-demanding customers.
The role of a pharmaceutical salesperson has shifted over the years from a typical salesperson to that of a
consultant or a facilitator. Knowledge has made the difference. A lot of customers now depend on him for
advice on the use of one drug or the other as the bank of information is increasing in size day by day.
A full day training specifically designed with a very practical knowledge for Brand Management team, Sales
Management team and Marketing Management team. This training will cover Health care system in
Bangladesh, Retail Chemist Prescription Survey, Market and Territory Management, SMART sales call
objectives, opening Skill, Exploring Skill, Satisfying Skill and Closing Skill and Relationship Selling skill. All the
topics will be covered through real life illustration.

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Overview of this training
After successful completion of the training the participants will be able to:
 Understand Health Care System in Bangladesh
 Know new technique of Retail Chemist Prescription Survey and Audit
 Manage Market and Territory
 Make a powerful first impression during sales call
 Building a profitable customer relationships
 Become an expert on Sales call opening, exploring, satisfying and closing
 Realize that preparedness is important for every sales cal
 Set Clear Targets and Goals for all sales call.
 Rehearse and practice all sales calls through role plays
 Know how to develop liaison with total practice
 Focus on benefits of your product rather than its features
 Understand the complete model of selling skills
Who can Attend
 All entry and mid level sales and marketing professionals
 Brand Management Team
 Sales Management Team
 Marketing Management Team
 Market Services Team
 Customer Relationship Management Team
 Medical Services Management Team
Training Methodology
Interactive Lecture, PowerPoint presentation, Role Play, Practical and Real life examples.
Course Fee – 5,000 Tk. (Per Person)
Contents of Training:
Session 1: Time : 9.00 AM to 11.00 AM
Part - 1 Healthcare System in Bangladesh
 Primary Healthcare System
 Secondary Healthcare System
 Tertiary Health System
Part - 2 Retail Chemist Prescription Survey and Audit
 Importance of Prescription Survey
 Prescription Audit Technique
Part - 3 Pharma Sales Call Opening
 Sales Call Opening Skill
 Relationship Building Technique

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 Relationship building in pharmaceutical selling
 Relationship building outside doctor chamber
 Relationship building inside doctor chamber
 Purpose of sales call opening
 When to open the sales call
 How to open sales call
 Uncommon ways of Opening
 Opening for the coach
 Summary of Opening Skill
 Role Play of Opening Skill
Session 2: Time : 11.20 AM to 1.30 AM
Part - 1 Overcoming double blind visit in the Pharma market
 What is Double blind visit?
 Conventional work of Field Manager & Medical Promotion Officer
 Productive Field Visit of Field Manager & Medical Promotion Officer
Part - 2 Exploring Skill (Customer need assessment)
 Why exploring is important?
 What is Need?
 What is a need gap?
 Types of needs
 When to explore
 How to explore
 The Characteristics of good questions
 Types of questions
 Exploring Technique
 Summary of Probing skill
Session 3: Time : 2.00 AM to 4.00 AM
Part - 1 Satisfying Skill
 What is satisfying?
 When to satisfy?
 How to satisfying
 Respect the customer needs
 Provide appropriate feature and benefits
 Check for acceptance
 Sell technique for effective satisfying
 Summary of Satisfying skill
 Role Play
Part – 2 Steps to Powerful Pharmaceutical Brand Management
 How do you measure Pharmaceutical Brands Power
 How your brand is performing
 Why do some brands excel and others fail

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Session 4: Time : 4.15 AM to 6.00 AM
Part - 1 Closing Skill
 When to close
 How to close
 Avoid closing in the following ways
 Summary of closing skill
 Role play
Part – 2 Pharmaceutical waiting Time utilization (New Technique for Sales People)
Certificate Giving Ceremony