Area Management
Key Topics:
- REGIONAL PLANNING PROCESS
- Role of Area Manager
- Analysing Area …
- – Setting Objectives for Medical Representatives – Allocating Resources – Building Territory Plan of Action
- MANAGING SALES FORCE EFFICIENCY TRIANGLE
- Activity – Targeting – Capabilities
- REPORTING
- Post Call Analysis
Objectives:
- Understanding & combining strategy & tactics (semanthics)
- Ensuring best possible implementation
- Developing/coaching Medical Representatives
- Establishing feedback to senior management.
Designed for:
- First Line Sales Manager
Medical Representative Basic Skills-Call
Key Topics:
- PREPARING A CALL
- ASKING RIGHT QUESTIONS IDENTIFICATION,
- CREATION AND RESPONDING TO NEEDS
- TURN FEATURES INTO BENEFITS
- VARIOUS SITUATIONS
- CALL OBJECTIVE
- CONVEYING THE MESSAGE
- CLOSING (the deal)
- CALL ANALYSIS
- REPORTING
Objectives:
- Identifying customer’s need(s)
- Conveying basic S&M paradigm
- Alignement with company policy
Designed for:
- Medical Representatives, Key Account Manager
Recommended for:
- First Line Sales Manager
Territory Management
Key Topics:
- TERRITORY MANAGEMENT PROCESS
- ANALYSIS OF POTENTIAL
- RESULTS
- ACTIVITY
- SETTING PRIORITIES BY BRICKS
- ACTION (SEGMENTATION, FREQUENCY, PROMO)
Objectives:
- Inducing efficiency (doing right things right)
- Improved implementation of corporate strategy
Designed for:
- First Line Sales Manager
- Medical Representatives
- Product Manager
- Product Specialist
Recommended for:
- Brand Manager
- Key Account Manager
Segmentation and Targeting
Key Topics:
- SEGMENTATION FRAMEWORK
- POTENTIAL
- LEVEL OF ADOPTION
- FINE-TUNING OF SEGMENTATION NETWORK
- STRATEGY PER SEGMENT
- PLAN OF ACTION
- MONITORING
Objectives:
- Profiling customers
- Enabling Preparation & Implementation of Strategies by Segments
- Preparation of Questionnaire (deliverable)
Designed for:
- First Line Sales Manager
- Medical Representatives
- Product Manager
- Product Specialist
Recommended for:
- Brand Manager
- Key Account Manager
