Key Topics:

• Facing competitor – Understanding Gx paradigm – Understanding Innovative paradigm Originator’s paradigm vs. Gx paradigm – identifying differences in market approach – competitive advantages

Objectives:

• Identifying the best possible response/defence
• Safeguarding our portfolio (what can I do?)
• Gx vs. Innovative pharma business strongly recommended for all S&M Personnel

Designed for:

• First Line Sales Manager, Medical Representatives, Product Manager, Product Specialist, Brand Manager, Key Account Manager

Key Topics:

• Ground rules – Sources of negotiating power – Negotiation styles & characteristics – 4×5 Rules for negotiations -Negotiation aide-memoire
• Including: Managing conflict Common (false) assumptions – Why avoiding conflicts? -
• Resolution methods (+ 5 ineffective approaches) -8 useful steps

Objectives:

• “Getting under the skin” of prescriber
• Persuiting win-win outcome in every call

Designed for:

• First Line Sales Manager
• Medical Representatives
• Product Manager
• Product Specialist
• Brand Manager
• Key Account Manager

Key Topics:

• Presentation – Communication – Responding to resistance – Open/Closed Questions – Unique Selling Point – Sales Meeting Phases – Reading the Signals etc.

Objectives:

• Increase awareness for details that are generating sales
• Responding to resistance
• Improving customer relationship

Designed for:

• First Line Sales Manager, Medical Representatives, Key Account Manager

Recommended for:

• Brand Manager

Key Topics:

• Profiling – Influence Networks – Individual Priorities – Sales PoA – Implementation – Follow up Objectives
• Formalise a solid and implementable planning process
• Provide a framework to analyze and strategically approach their Accounts;
• Specifically target customers with a relevant approach based on their roles and needs
• Analyse decision making units and understand influence networks
• Create individual Sales Action Plans

Designed for:

• Product Manager, Product Specialist, Key Account Manager

Recommended for:

• First Line Sales Manager, Brand Manager

Key Topics:

• Creating rapport – Body language – Moves – Voice – Language
• Tips&Techiques for great presentations

Objectives:

• Controlling influence in presentation (being “in charge”)
• “Getting under the skin” of prescriber/customer
• Pursuiting win-win outcome in every call

Designed for:

• First Line Sales Manager
• Medical Representatives
• Product Manager
• Product Specialist
• Brand Manager
• Key Account Manager

Key Topics:

• Changes – Motivation (4 kinds of Motivation)
• Non- vs. Intrapreneurial Factors
• Understanding Sales Process
• Success – Why some people fail? (16 reasons) Objectives
• Inducing Internal Entrepreneurship in a big System
• Encourage Innovation, Out-of- Box thinking and spuring risk&accountability-taking attitude

Designed for:

• First Line Sales Manager
• Medical Representatives
• Product Manager
• Product Specialist
• Brand Manager
• Key Account Manager

Key Topics:

Four steps operation:

1. Opportunities and Threats – review analysis and synthesise into one weighted list of key Os & Ts
2. Streghts and Weaknesses – review analysis and synthesise into one weighted list of key Ss & Ws
3. Pull S, W, O, T together in one graphical conclusion – relating S&Ws to O&Ts – see picture
4. Interpret information to derive Key Sucess Factors – Objectives – Resources

Enabling to:

• develop a competitive strategy for the company/product/brand based on the analysis of
  • (i) market opportunities (O&T) and
  • (ii) business strengths (S&W)
• understand the balance environmental attributes (i.e. O&T) and our attributes (i.e. S&W)
• isolate Key Success Factors, crucial to the successful implementation of the strategy
• start elaborating on marketing objectives and resources

Designed for:

• First Line Sales Manager
• Medical Representatives
• Product Manager
• Product Specialist
• Brand Manager
• Key Account Manager