New Pharmaceutical Sales Rep Guide Module 1: Overview

Objective

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

• i) information gathering
• ii) call planning

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