1. Improving Field force long term
employability and effectiveness in
Pharma Industry
If it is to be, it is up to me. 1

2. On one hand the pharmaceuticals industry is grappling with the
high level of attrition rate of 30 to 35 per cent at the level of
M.R., according to a recent survey by Interlink Marketing
Consultancy.
On the other hand it is becoming difficult to get talented new
people for the job of M.R.
If it is to be, it is up to me. 2

3. GS Academy is primarily engaged in recruiting and training of fresh
graduates for the job of Medical Representatives and experienced
Med. Reps as Area Managers
The interested candidates are oriented and trained in basic job,
Role & Responsibilities and Expected Behaviors / traits of a
successful Medical Representative / Area Manager and are
groomed for the job.
If it is to be, it is up to me. 3
GS Academy

4. If it is to be, it is up to me. 4

5. If it is to be, it is up to me. 5

6. 1. Sales people with better understanding, orientation and
liking for the job;
2. Sales people trained in basic selling skills, attitude for selling
and Pharma Selling process;
3. Sales people with basic knowledge of Industry, clarity of
understanding about expectations and career path.
If it is to be, it is up to me. 6
Company gets benefitted by getting…

7. If it is to be, it is up to me. 7
4. Sales people with better understanding and orientation
likely to stay longer – reduced attrition in first 6 -12 months;
5. Reduced cost of recruitment & selection;
6. Increased field force effectiveness, more satisfied field force
& increased productivity.
Company gets benefitted by getting…

8. If it is to be, it is up to me. 8
Our offerings:
1) Recruitment and selection of new sales people & Area
Managers
Register / Recognise GS Academy to supply candidates for the
vacancies for a mutually agreed service fee;
We supply trained candidates for the selection process,
company pays for the selected and joined candidates

9. If it is to be, it is up to me. 9
2. Skill Development of existing field force (M.Rs.)
S.No Program Major topics covered Duration
1 IMPACT (having 6
months to 2 years’
experience)
Interactive Selling Skills / Objection Handling
Techniques / Closing Techniques / Planning Skills
3 days
2 ENHANCE (having >
2 years of
experience)
Enhancing Productivity / Handling TOUGH
customers / ROI / Implementation
2 - 3 days

10. If it is to be, it is up to me. 10
3. Management Development Programs (For First Line
Managers)
S.No Program Major topics covered Duration
1 MOVE UP
(For newly
promoted
Area
Managers)
Level 0 to 1 / Expectations from A FLM /
Key skills of a FLM / EPIC
3 days
2 STEP UP (For
Experienced
Managers)
Team Management / Performance
improvement / Implementation /
Communication skills of a FLM
3 days

11. If it is to be, it is up to me. 11
4. Coaching: Coaching, world over has been accepted and used to help Individuals as
well as organisations unlocking their inner potentials to maximise their performance levels.
In fact, benefits of coaching have been established in the recent study by ICF, which shows
50% to 70% improvement in areas like Work performance, Team effectiveness and improved
relationships etc.
I provide coaching in the areas:
 Career Coaching
 Performance Coaching
 Personal Coaching
 Team Coaching
 Goal Coaching

12. GS Academy is promoted and managed by Suniel Guptaa, a
seasoned professional with over 32 years of experience in
Pharmaceutical Industry entailing Business Development, Sales
Management, Sales Force Effectiveness and Sales Training.
If it is to be, it is up to me. 12
GS Academy

13.  Have proven expertise in understanding the requirements of the
Industry, Trade and Customers;
 Overall understanding of Business Management, Man management
and Training Function;
 Accredited for Training app.10,000 Medical Reps, 1000 Area
Managers and 150 Regional Managers in last 11 years;
If it is to be, it is up to me. 13
Know the person

14. A science Graduate with MBA in Marketing;
• Certified Coach – Approved by ICF
• Certified Learning & Development Manager (CLDM) by Middle Earth
Consultants;
• Certified Trainer by ACTS – India;
• Certified in Training Need Identification – Scientifically and
Systematically by ACTS – India;
• Certified in Advanced Content Creation;
If it is to be, it is up to me. 14
Know the person

15. GS Academy – Excellence in Pharma Selling
Suniel Guptaa
Mobile: 9869 229 424 / 9920 736 522
Email: gsacademy.pharmaselling@gmail.com
If it is to be, it is up to me.