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Pharma Industry

Pharma Industry

Entry level
  • Basic selling skills
  • Customer coverage, conversion and retention
  • Territory Management and expansion, new business avenues
Front line Manager Level
  • Basic induction and orientation
  • Selling to Managing - How to manage change
  • Role and responsibilities of a Front Line Manager
  • Purpose of field work and methodology, preparation and implementation
  • On the Job Training
  • Induction of a new Team member
  • Sales Analysis and action plan
  • Conducting review meetings
  • Performance appraisal and performance feed back
  • Development of team members and create successors
  • Managing day to day work and business
  • Importance of target and target achievement
  • New product launch
  • Vacant territory management
  • Monitoring work of team members
Second line Manager level
  • Role clarity and difference from that of first line
  • Basic induction and orientation
  • Managing the managers
  • How to manage the region as profit centre
  • How to build team
  • How to build brands
  • Tackling regional competition
  • Reporting
  • Analysis and action plans
  • Planning market expansion
  • CRM
  • Retention of team members
Product Managers
  • Basic induction and orientation
  • Basic role and responsibilites
  • Strategy development
  • Promo inputs plans
  • Importance of incentive scheme and how to plan a lucrative scheme
  • Budgeting and brand profitability
  • Brand leadership and market share
  • New product launch
  • How to manage old brands
  • How to manage PLC
  • Handling competition
  • Writing simple and effective copy matter
  • Ensuring implementation
  • Field work observation, feedback and action plan
  • Analysis of ORG, C – Mark – action plan
NSM/GM Sales/Sales Head Level
  • Role responsibilities at a senior level as a sales head
  • Contemporary Sales management
  • How to make people accountable
  • Time management
  • How to propel the division to surge ahead
  • How to make the subordinates tick
  • Conjunction with marketing and strategy development
  • Sales head role in launching new products
  • Training and development of team members
  • Developing a sales Organisation and building a cohesive sales team
  • How to make the division grow and take it to newer heights
  • Managing Productivity and make the division grow
Train the Trainer
  • Basic induction orientation
  • Follow up of training and accountability
  • Regional programs and follow up
  • Managing senior level field staff
  • Field work and follow up and field training
  • Training as an essential function