Training Program for Medical Representatives by Anup Soans

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This document discusses training for medical representatives in the pharmaceutical industry. It describes medical representatives as the first line of action in a company's marketing strategy but often lacking the tools to implement strategies. It then promotes a training program called "Hardknocks for the Greenhorn" which covers topics like the healthcare industry, the role of medical representatives, teamwork, knowledge management, presentation skills, marketing, personal growth, and illustrated anatomy and pharmacology. The training can be customized and delivered by the author to build cohesive sales teams.

Education Business

Medical Representatives form the first line of action in any Pharma Company’s marketing strategy. … as its weakest link ! Yet they are often ill-equipped to translate strategy crafted by Marketing into action on the field.

Give Your Salesforce the Tools to Achieve Breakthrough Performance !! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],Contact: [email_address] +91 93422 32949

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Too many leaders are like travel agents – they want to send people where they’ve never been. - John Maxwell. Travel agents are terrific salesmen - they sell exotic holiday packages to gullible tourists, who discover ramshackle accommodation and poor amenities to their disappointment. Once the payment is made, the travel agent is often unhelpful and the tourist is left to his own devices to discover the destination through his own efforts. Indian Pharma sales team leaders (FLMs) are often like travel agents - directing their field force to achieve sales targets, they themselves have no clue about. Instead they should be like veteran tour guides who take people along with them to places, they know thoroughly. Pharma field sales work is a really long journey of discovery - a tough one at that; full of hurdles, challenges and disappointments. The results are often not commensurate with efforts and without the expertise of FLMs, medical reps can give up quickly or become cynical. But for those who persist and learn how the business works, pharma sales is a rewarding career. The single most important factor in making this journey worthwhile is the FLM’s character (to build trust) and his competence (to solve problems). Character and competence together will determine the quality of FLM’s relationship with his team of medical reps and their ability to generate demand for their brands.

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