How Do I Become a Medical Sales Representative?
This course carefully extracted the successful sales experience of foreign pharmaceutical companies such as Xi'an Janssen, GlaxoSmithKline, Bristol-Myers Squibb, Merck, etc., systematically taught medical representatives how to master and apply pharmaceutical sales skills in the new situation, and steadily in fierce market competition Improve sales performance.
Pharmaceutical professional sales skills
- This course carefully refined Xi'an Janssen,
- "Pharmaceutical Professional Selling Skills" Author:
- Correct understanding
- The main contents of each lecture of "Pharmaceutical Professional Sales Skills":
- Lecture 1 Overview of Pharmaceutical Sales Skills
- 1 Introduction
- 2. Definition of Medical Professional Sales
- 3. The role of doctors
- 4. Role recognition of medical representatives
- 5. Professional Quality Requirements of Medical Representatives
- Preparation for Lecture 2
- 1 Introduction
- 2. Preparation for work
- 3. Psychological and dress preparation
- 4. Expected results of the visit
- Lecture 3 Observation Skills
- 1 Introduction
- 2.How to discover customer needs
- 3. Five observation methods
- 4. The significance of using observation skills
- Lecture 4 Opening remarks
- 1 Introduction
- 2. Types of opening remarks
- 3. Opening Techniques and Purpose
- 4. What a good opening remark will bring to successful sales
- Lecture 5 Inquiry Techniques
- 1 Introduction
- 2. Purpose and obstacles of inquiry
- 3. Inquiry techniques
- Lecture 6 Empathic Listening Skills
- 1 Introduction
- 2. Covey's listening level
- 3. Listening skills for medical representatives
- 4. Effective communication and sales relationship
- Lecture 7 Presentation Techniques
- 1 Introduction
- 2. Presentation timing
- 3. Transforming the characteristics and benefits of medicines
- 4. Case study
- Lecture 8 Closing Tips
- 1 Introduction
- 2. Capture the timing of a deal
- 3. How to close
- 4. What to do when the agreement is not closed
- Lecture 9: Handling Objections (Part 1)
- 1 Introduction
- 2. What is doubt
- 3. How to find doubts
- 4. How to analyze doubts
- Lecture 10 Tips on Handling Objections (Part 2)
- 1. Action to remove doubts
- 2. Case study
- Eleventh follow-up skills
- 1 Introduction
- 2. The significance of follow-up
- 3. Follow-up tips
- 4. Satisfied customers are the best partners
- 5. Follow-up to successful visits
- 6. Follow-up of failed visits
- Lecture 12 Duties of Medical Representatives
- 1. Identification of opportunities and needs
- 2. Find selling points
- 3. Tap the potential of the market
- Thirteenth day of medical representatives
- 1. Visiting process of medical representatives
- 2. Medical Representative's Day
- 3. Lesson summary