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Pharmaceutical Sales Skills

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Pharmaceutical Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Top 10 Pharmaceuticals in India, 2004 Source: Pharmaceutical Sales Busters , India Business Insight, 31-Dec-04 251 1091 Cadila Healthcare 10 255 1110 Allergan 9 255 1110 Sun Pharmaceutical Industries 8 271 1180 Lupin Laboratories 7 282 1228 Glaxo SmithKline 6 290 1260 Aurobindo Pharma 5 319 1387 Nicholas Piramal India 4 423 1842 Cipla 3 444 1933 Dr. Reddy’s Laboratories 2 1026 4461 Ranbaxy Laboratories 1 Revenue 2004 (USD millions) Revenue 2004 (Rs crore) Company Rank
Pharmaceutical Sales ,[object Object],[object Object],[object Object]
Pharmaceutical Sales Skills ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 1 Territory Planning and Information Gathering Stockist Survey ,[object Object],[object Object],[object Object],[object Object]
Module 1 Territory Planning and Information Gathering Stockist Survey ,[object Object],[object Object],[object Object],[object Object]
Module 1 Territory Planning and Information Gathering Chemist Survey ,[object Object],[object Object]
Module 1 Territory Planning and Information Gathering Doctor Survey ,[object Object],[object Object]
Module 1 Importance of Call Planning and Record Keeping ,[object Object],[object Object],[object Object]
Module 1 How to make the most of your entire selling time ,[object Object]
Module 1 How to make the most of your entire selling time ,[object Object]
Module 2 COMMUNICATION ,[object Object]
Module 2 COMMUNICATION
Module 2 How to be a value add instantly at the key decision maker level. ,[object Object],Words Used – 7% Tone of Voice – 38% Body Language – 55% Face to Face communication How COMMUNICATION is determined ?
Module 2 COMMUNICATION ,[object Object],[object Object],[object Object]
Module 2 How to enhance your COMMUNICATION skill? ,[object Object],[object Object],[object Object],[object Object]
Module 2 THE ART OF LISTENING ,[object Object]
Module 2 How to be a value add instantly at the key decision maker level. ,[object Object],[object Object]
Module 2 THE ART OF LISTENING ,[object Object],[object Object],[object Object]
Module 2 THE ART OF LISTENING How to be a BETTER LISTENER? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 2 How to enhance your COMMUNICATION skill? ,[object Object],[object Object],[object Object],[object Object]
Module 2 How to enhance your COMMUNICATION skill? ,[object Object],[object Object],[object Object],[object Object],REMEMBER What you say is not as important as HOW you say it.
Module 2 How to enhance your COMMUNICATION skill? ,[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Module 3 Utilize more efficient selling techniques to stand out from the crowd ,[object Object],[object Object]

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Pharmaceutical Sales Skills

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  • 2. Top 10 Pharmaceuticals in India, 2004 Source: Pharmaceutical Sales Busters , India Business Insight, 31-Dec-04 251 1091 Cadila Healthcare 10 255 1110 Allergan 9 255 1110 Sun Pharmaceutical Industries 8 271 1180 Lupin Laboratories 7 282 1228 Glaxo SmithKline 6 290 1260 Aurobindo Pharma 5 319 1387 Nicholas Piramal India 4 423 1842 Cipla 3 444 1933 Dr. Reddy’s Laboratories 2 1026 4461 Ranbaxy Laboratories 1 Revenue 2004 (USD millions) Revenue 2004 (Rs crore) Company Rank
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Editor's Notes

  1. Pharmaceutical selling is the promotion of a brand of drug/nutraceutical of a pharmaceutical organization to the medical fraternity. A representative of the pharmaceutical organization meets a doctor either by prior appointment or impromptu at a pre-designated place and promotes the organization’s products through Visual aid/Clinical paper presentation. Based on the presentation made and the confidence of the doctor concerned, the product is Rx-ed by the doctor to a patient. The patient procures the product from the chemist who in turn had procured it from the stockist/wholesaler. The stockist/wholesaler procures the drug from the organization on paying the price of the product purchased. Thus the sales cycle in pharmaceutical selling is complete.