New Pharmaceutical Sales Rep Guide Module 1: Overview

New pharma sales rep guide free online course overview


Upon completion of a new pharmaceutical sales rep guide on selling to health care practitioner Module 1, you'll be able to:

  1. List at least 9 steps of the selling process
  2. Identify each step during practice and the actual sales call.
  3. State features and benefits of promoted products

Let's take a look at what we'll be covering:

  • A) Steps of the Selling Process
  • B) Material Quiz

A. Steps of the Selling Process

A.1 Prepare to make the sales call

A. 2 Call opening

A. 3 Product presentation

  • i) benefit statements
  • ii) adding features and benefits

A. 4 Prove sales message

  • i) using reprints
  • ii) using visual aids

A. 5 Check for buy-in

  • i) Looking at verbal and nonverbal signs
  • ii) Probing for more info
  • iii) Move to commitment

A. 6 Handling objection

A. 7 Gaining commitment

A. 8 Product bridge

A. 9 Follow up

B. Material Quiz

Please refer to your product brochure or detail aid, and answer these questions:

  1. What is your product prescribed for?
  2. How is it prescribed?
  3. Describe three features and related benefits for the product, e.g., Long half-life that allows once a day dose - function, so it increases patients' compliance since it's easy to remember the time to take medicine - benefit.
  4. Describe how your product differs compares to competitor A
  5. Describe how it is compared to competitor B
  6. Describe how your product compares with competitor C

Check other modules for this free training series:

Module 2 | Module 3 | Module 4 | Module 5 | Module 6 | Module 7 | Module 8 | Module 9


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