This document introduces training modules for the sales and marketing team of a pharmaceutical company. It aims to address common behavioral, technical, and clinical problems faced by first line field forces and managers. The training will consist of 5 modules to help overcome these issues. Module 1 focuses on team management and motivation. Module 2 addresses inhibitions. Module 3 develops a positive attitude and self-esteem. Module 4 enhances technical selling skills. Module 5 improves communication skills for interactions inside clinics. The overall training philosophy is to enhance proficiency, communication, leadership, and teamwork among the field force. Details are provided on the trainer and his background in pharmaceutical sales, marketing, training and publishing articles on related topics.

1. WELCOME
to
Training Zone
Of
Pharma
Sales & Marketing People

2. There may be some inhibitions
in
your mind
regarding the
Training

3. Training…… Why ?

4. 1. To Develop & sustain high sales performance.
2. To improve the technical skills of the team
member.
3. To develop managerial and interpersonal
relation within the team .
4. To meet current and future challenges
successfully.
5. To keep the team member committed and
motivated.

5. General Problems faced
by
first line field force & managers
Behavioral Problem – Negative attitude, Low self esteem,
Lack of motivation, Lack of team
spirit, Perceptual problem.
Technical Problem - Lack of knowledge about selling
environment, Lack of selling skills
Clinical Problem - Lack of dressing sense, Lack of
product knowledge, Communication
problem (general & message
communication).

6. Relation between Problem & Solution
Overcome
Behavioral Problem - To keep team member committed &
motivated.
To develop managerial & interpersonal
relation within the team.
Overcome
Technical Problem - To develop & sustain high sales performance.
To improve technical skills of the team member.
Overcome
Clinical Problem - To meet current & future challenges
successfully.

7. How the Training capsule will help ?

8. Module 1 - Team Management: Know & Motivate
your team.
Module 2 - Let’s Explore Inhibitions.
Module 3 - Get a Winning Edge.
Above module will help to cope up with the
Behavioral Problem
of the team member

9. Module 1
Team Management: Know & Motivate Your Team
Beneficiary : First Line Mangers
Learning Objective : To make aware the participant about
perceptual problems faced in
perceiving the field force and way to
cope up with said problem. To bridge
up the attitudinal gap, to know about
the motivational issues of sales force
and ways to motivate them and how
to get best out of the sales force.

10. Module 2
Let’s Explore Inhibitions
Beneficiary : First Line Field Force & Mangers
Learning Objective : Above segment of stakeholders of
the company sometime surrounded
by aura of inhibitions regarding
their career which effects their
productivity adversely. This module
will help them to come out of their
demoralizing inhibitions

11. Module 3
Get a Winning Edge
Beneficiary : First Line Field Force & Mangers
Learning Objective : To discuss about different factors
affecting attitude and its impact on
working. How to build a positive
attitude. Motivating pills and to
develop a high self esteem of the
participants. Develop a killing
instinct

12. Module 4 - Sharp Your Axe.
This module will help to overcome the
Technical Problem
of the field force

13. Module 4
Sharp Your Axe
Beneficiary : First Line Field Force & Mangers
Learning Objective : To discuss the crucial elements of
personal selling in pharma
industry. Understanding the
prescribing behavior of your
customer / prospects and how to
motivate them to prescribe your
brand. To discuss some myopic
conditions in pharma marketing.

14. Module 5 - Smart Move Inside The Clinic
This module will help to overcome major
Clinical Problem
of Field Force

15. Module 5
Smart Move Inside The Clinic
Beneficiary : First Line Field Force & Mangers
Learning Objective : This module will give in depth
understanding of marketing
communication generally used
inside the clinic like its basic
elements, barriers to effective
communication, understanding the
customer inside the clinic by his
gesture, how to create a
memorable message.

16. A Common HR Philosophy
The people are encouraged to enhance
their
Proficiency, Communication Skills,
Potential Leadership
and
Team Work

17. Your Field Force will meet your philosophy
Our module will provide an edge to their Endeavor

18. Know about the
Trainer

19. Name : Ajit Kumar Singh
Qualification : B.Sc.(Chemistry), M.B.A.(Marketing)
Contribution : Several Articles related to pharma
sales & marketing have already been published in Pharma Pulse &
Express Pharma titled as Psychographic Segmentation – MakingPsychographic Segmentation – Making
detailing easierdetailing easier,, Need for Personal TouchNeed for Personal Touch,, Communication – ACommunication – A
Promotion MixPromotion Mix,, Managing Field ForceManaging Field Force,, Medical Reps: Look intoMedical Reps: Look into
yourselfyourself , Changing MindsetChanging Mindset,, The Number GameThe Number Game,, Challenges facedChallenges faced
by pharma start upsby pharma start ups etc. Some more articles are in pipeline.

20. Past Experience…
With : Cipla Ltd.
Level : Middle Management
Job Profile : Sales & Marketing,
Training & Development of
Sales & Marketing People
Several assignments done as Freelance Pharma Sales Trainer

21. Catch the Trainer on….
ajit15a@rediffmail.com
Mob. – 09450775217, 8423651112