New Pharmaceutical Sales Rep Guide Module 1: Overview

Pharma Sales Training Modules

I hope you’ve landed here because you’re searching for pharma sales training modules. I get it – it's a lot to wrap your head around. When I first started exploring pharmaceutical sales, I remember feeling overwhelmed by all the different training components. But don't worry, I'm here to break it down for you in a way that actually makes sense.

Let me tell you something interesting – pharma sales training modules aren't just boring PowerPoint presentations (though yes, you'll probably see your fair share of those!). They're actually pretty fascinating when you dig into them. I've found they're like pieces of a puzzle that come together to create a complete picture of what it takes to succeed in this field.

Think of these modules as your roadmap to becoming a successful pharmaceutical sales rep. From understanding basic medical terminology to mastering the art of clinical conversations with healthcare providers, each module serves a specific purpose. And trust me, even the parts that might sound dull on paper turn out to be super relevant when you're out in the field.

Objective

Upon completion of a new pharmaceutical sales rep guide on selling to health care practitioner Module 1, you'll be able to:

1. List at least 9 steps of the selling process
2. Identify each step during practice and the actual sales call.
3. State features and benefits of promoted products

Let's take a look at what we'll be covering:

• A) Steps of the Selling Process
• B) Material Quiz

A. Steps of the Selling Process

A.1 Prepare to make the sales call

• i) information gathering
• ii) call planning

A. 2 Call opening

A. 3 Product presentation

• i) benefit statements
• ii) adding features and benefits

A. 4 Prove sales message

• i) using reprints
• ii) using visual aids

A. 5 Check for buy-in

• i) Looking at verbal and nonverbal signs
• ii) Probing for more info
• iii) Move to commitment

A. 6 Handling objection

A. 7 Gaining commitment

A. 8 Product bridge

A. 9 Follow up

B. Material Quiz

Please refer to your product brochure or detail aid, and answer these questions:

1. What is your product prescribed for?
2. How is it prescribed?
3. Describe three features and related benefits for the product, e.g., Long half-life that allows once a day dose - function, so it increases patients' compliance since it's easy to remember the time to take medicine - benefit.
4. Describe how your product differs compares to competitor A
5. Describe how it is compared to competitor B
6. Describe how your product compares with competitor C

Check other modules for this free training series:

Module 2 | Module 3 | Module 4 | Module 5 | Module 6 | Module 7 | Module 8 | Module 9