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