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Training Center of Ukrmedservice offers a wide range of programs in such areas:

Sales

Main topics:

Purpose and basic principles of time and territory management.
Stages of coverage of the territory
Classification of customers.
Strategies and tactics of working with various categories of clients (frequency of visits, short and long term plans, modification of selling proposition).
The principles of time management.
Priorities. Delegation of powers.
Expansion of the territory. Monitoring and reporting.

The basic elements of merchandising.
Characteristics of consumer behavior. Consumer behavior at the pharmacy. Effect of pulsed factors.
The policy of merchandising in pharmaceutical companies.
POS-materials. Effect of POS-materials on impulse purchases. Placement of POS-materials.
Classification of the pharmacy networks. Working with different types of pharmacy outlets.
Merchandising of brands and product lines.
Analysis of merchandising in Kiev pharmacies (learning situation).

The structure of an effective presentation.
Types of presentations.
Production of mation material for the presentation.
Using of technical means during the presentation.
Communications with the audience.
Ending of the presentation and action after its completion.
Identifying the interests of the audience and changing the presentation according to it.

SPIN-technology in the sale and marketing of pharmaceuticals.
Coming into contact, and identifying the needs of the client using the SPIN-model.
The survey as a method of analysis and updating of customer needs
The negative reaction of customers and technology to overcome them.
Methods of rapid transition to close the deal.

Pharmaceutical market. Субъекты рынка. Маркетинговые исследования и использование результатов для оценки потенциала рынка. Маркетинговые прогнозы.
Segmentation of consumers
Differences marketing strategies in promoting prescription and OTC drugs.
USP (Unique Selling Point).Positioning of a product.
Three levels of product. Presentation of benefits.
Competitive advantage and competitive position.
Analysis of the product portfolio.
Distribution channels. Stimulation of resellers.
Purchasing decision. Impulse buying and planning.
Merchandising in pharmacies.

Trainings for regional managers	Content	Result
1. Management of the organization and processes	The principles of successful business objects of management Model development of territory Principles of Sales Planning SWOT, ABC-and GAP-analysis The model of functional management standards of work Control system and methodology of work with them The meeting, as a management tool	The ability to control territory, business processes, resources and functions. Creation and implementation of SOP-standards of work
2. Human Resource Management	Levels of readiness of the employee Management methodology based on the level of readiness Rapid diagnosis of the motives of employees Motivation and stimulation of employees Recruitment Induction Technology and teaching methods in personnel The development of skills and staff loyalty	Ability to develop skills to effectively manage of field team
3. Leadership	Psychological bases of influence on people Methodology for determining and impact on motivation RAPI system The methodology of the individual qualities of the team to achieve results Team-building technology Conflict management.	Ability to form motifs staff

Trainings for medical representatives	Content	Result
1. The territorial management	Evaluation of commercial potential of customers Categorization Sales planning for clients Setting goals for the visit Preparing for the visit Practical tasks	Clear planning of a client sales (To whom and why we go)
2. Fundamentals of psychological impact on the customer	Rapport Channels of perception Levels of communication Nonverbal and paraverbal communication Psychological types of clients and methods of working with them Express-diagnostics: determining customer needs Practical tasks	Ability to use psychological techniques to influence customers (How to get result?)
3. SPIN-technology	Stages of the visit: the typical errors and prevention methods Benefits of Performance-based Applied SPIN The conclusion of a commercial transaction Practical tasks	The ability to identify the hidden needs and conclude a commercial transactions (what, when, where and how)
4. Technology a successful presentation	Technology impact on the audience Methods of using visualization tools The methodology of a successful presentation Practical tasks	Ability to sell the idea of an audience
5. The resistance of the objections	The causes of negative reactions Typical manifestations of adverse reactions Methods for the elimination of negative reactions True and false objections The technology works with different types of objections Practical tasks	Ability to achieve results in any circumstances