Track Your Sales and Follow Through-Pharmaceutical Selling
Sales Team Management
Training
Provided by The Lausanne Training and Development Group
Track Your Sales and Follow Through!!!
(Pharmaceutical Selling)
Presented By
The Lausanne Group Pte Ltd
Date : 25th of March 06 Time: 0900-1700 hrs
Venue: To be advised
Asking for the Business," "Closing," or "Gaining Commitment " continues to be one of the most challenging activities for the new and experienced Pharmaceutical Sales Representative. However, it is essential for the success of the representative. This program outlines Gain Commitment skills and allows the representative to practice in an environment that encourages individual commitment and ultimate success in the field.
Open Questions as examples will greatly help my ethical sales team detail more effectively. Pre-call preparation techniques and Knowing how to record post-call reports that benefit future follow ups is a skill my team can benefit from S. Jayaraj, GM, Grafton Pharmasia ,Singapore.
Expected Outcomes:
Upon completion, participants should be able to:
---Gain Presentation & Facilitation Skills
---Gain Commitment Skills
---Influence Without Authority
---Negotiation Process
The Negotiation
Developing the offer
Presentation of the offer
The Follow up phase
---Selling to Specialists
---Key Account Management
---Evaluative Growth- Professional Development Skills
Audience:
Pharmaceutical Reps, Managers, Training Managers, HR Mangers
Content:
Identify methods of Gaining Commitment.
Identify and Overcome Obstacles to Gaining Commitment.
Demonstrate Gaining Commitment in the Selling Process.
Write a Follow-up Plan to Manage Commitments
Outline a Successful Facilitated Discussion.
Plan, Prepare, and Present a Presentation.
Utilize Questions.
Handle Difficult Scenarios.
Build Consensus.
Prepare an Action Plan for Group Impact.
Define influence and sources of influence.
Identify sphere of influence and level of influence.
Write a plan to influence cross-functional work peers.
Discriminate between Principled Negotiation vs. Positional Bargaining.
Manage reactions to customer demands.
Orchestrate a collaborative negotiation approach.
Develop a strategic plan for the negotiation process.
Define time spent negotiating and with whom.
Coordinate the options of the agreement.
Determine the values of the segments within the offer.
Define alternatives.
Compare independent standards.
**** Write an effective follow-up plan (Sales Follow UpTool Patented to the company, Free to the trainees of this workshop)
(Pharmaceutical Selling)
Presented By
The Lausanne Group Pte Ltd
Date : 25th of March 06 Time: 0900-1700 hrs
Venue: To be advised
Asking for the Business," "Closing," or "Gaining Commitment " continues to be one of the most challenging activities for the new and experienced Pharmaceutical Sales Representative. However, it is essential for the success of the representative. This program outlines Gain Commitment skills and allows the representative to practice in an environment that encourages individual commitment and ultimate success in the field.
Open Questions as examples will greatly help my ethical sales team detail more effectively. Pre-call preparation techniques and Knowing how to record post-call reports that benefit future follow ups is a skill my team can benefit from S. Jayaraj, GM, Grafton Pharmasia ,Singapore.
Expected Outcomes:
Upon completion, participants should be able to:
---Gain Presentation & Facilitation Skills
---Gain Commitment Skills
---Influence Without Authority
---Negotiation Process
The Negotiation
Developing the offer
Presentation of the offer
The Follow up phase
---Selling to Specialists
---Key Account Management
---Evaluative Growth- Professional Development Skills
Audience:
Pharmaceutical Reps, Managers, Training Managers, HR Mangers
Content:
Identify methods of Gaining Commitment.
Identify and Overcome Obstacles to Gaining Commitment.
Demonstrate Gaining Commitment in the Selling Process.
Write a Follow-up Plan to Manage Commitments
Outline a Successful Facilitated Discussion.
Plan, Prepare, and Present a Presentation.
Utilize Questions.
Handle Difficult Scenarios.
Build Consensus.
Prepare an Action Plan for Group Impact.
Define influence and sources of influence.
Identify sphere of influence and level of influence.
Write a plan to influence cross-functional work peers.
Discriminate between Principled Negotiation vs. Positional Bargaining.
Manage reactions to customer demands.
Orchestrate a collaborative negotiation approach.
Develop a strategic plan for the negotiation process.
Define time spent negotiating and with whom.
Coordinate the options of the agreement.
Determine the values of the segments within the offer.
Define alternatives.
Compare independent standards.
**** Write an effective follow-up plan (Sales Follow UpTool Patented to the company, Free to the trainees of this workshop)
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Track Your Sales and Follow Through-Pharmaceutical Selling
http://www.thelausannegroup.com/lausanne_seminars/show_course_details.php?course_id=19
About The Training Provider: The Lausanne Training and Development Group
The Lausanne Training and Development Group - It is a training providing company into Soft skills, Management skills etc.WE also conduct in-house trainings and customise the same as per the client's requirements. We cater to different industry to say : Service Industry, Pharmaceutical Industry, Retails industry etc etc. WE have esteemed Associate Trainers who are masters in their fields, thus no one trainer conducts all the classes instead...
