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.
Time management
Main topics:
- Time as a resource. The main plunderers of time.
- Principles and techniques of time management.
- Planning events. Priorities of "important-urgent".
- Procrastination and its control.
- The rules of time management.
- Delegation as a way to reduce the shortage of time.
- Secrets of effective time management.
Merchandising in Pharmacy
Main topics:
- 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 effective sale of pharmaceuticals
Main topics:
- Goals and objectives of the company for sale of pharmaceuticals.
- The structure of the process of personal selling.
- Analysis of the product portfolio. Features and Benefits.
- The structure of the customer.
- Analysis of client needs.
- Basic selling skills for medical representatives.
- Working with mation and promotional materials.
- Building long-term relationships with clients.
Professional presentation of a medical representative
Main topics:
- 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.
Actualization needs in pharmaceutical products by SPIN
Main topics:
- 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.
Trade marketing
Main topics:
- 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.
Specialized training programs for field teams of the pharmaceutical market
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
|
|