Learning Objectives
❖ Know the basics/fundamentals of the job of the medical representative.
❖ Acquire the skills needed to effectively deal with the different customers (physicians – pharmacists …etc.) in order to achieve the sales objectives.
Through
❖ Developing the skills necessary to effectively communicate with physicians, pharmacists…etc.
❖ Identifying the steps of the selling process highlighting the importance of every step.
❖ Knowing how to identify, qualify and classify new prospects.
❖ Planning for the call by gathering information, getting feedback and setting objectives.
❖ Knowing the different questioning techniques.
❖ Making a positive first impressions and using the right approaches for selling the product benefits according to the specific needs of every physician.
❖ Properly handling and taking advantage of the opportunity of physicians’ objections.
❖ Identifying the correct time for closing and the effective techniques of closing.
❖ Performing post-call analysis.
❖ Identifying customers’ communication styles and adapting the sales story according to the customers’ styles.
❖ Role play.
