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Sales and Business Development

Introduction to Pharmaceutical Sales

By The end of this course, you will learn 

  •  Recognize the selling process goal.
  •  Recognize the selling process steps.
  •  Recognize the major ingredients of a well-performing salesperson.
  •  Recognize the buying decision.
  •  Recognize the customer’s different personality styles.
  •  Recognize how to approach and close the sales cycle with each style.
  •  Recognize how to set your plan and forecast your sales 
  •  Recognize how to sustain your business
  • Medical representatives willing to enhance their performance
  • Fresh graduates starting their pharmaceutical selling career
  • Anyone planning to shift his career to pharmaceutical selling ‎

  • Intro

    2 minutes 25 seconds

  • Sales Definition

    3 minutes 22 seconds

  • Characteristics Affecting Performance & PDP

    8 minutes 7 seconds

  • Attitude Enhancement & Toxic People in the Workplace

    7 minutes 36 seconds

  • About the Buyer and Buying Cycle

    11 minutes 21 seconds

  • The Sales Cycle

    7 minutes 53 seconds

  • Time and Task Management

    12 minutes

  • Prospection and Road Sequencing

    15 minutes 29 seconds

  • Activity Planning

    4 minutes 8 seconds

  • Goal Setting and Orientation

    8 minutes 46 seconds

  • Avoid Procrastination

    8 minutes 45 seconds

  • Call Preparation

    12 minutes 46 seconds

  • Personality Styles (Disclaimer)

    6 minutes 25 seconds

  • Personality Styles (DISC Model)

    5 minutes 10 seconds

  • The DISC Model (C Personality)

    11 minutes 19 seconds

  • The DISC Model (S Personality)

    10 minutes 18 seconds

  • The DISC Model (I Personality)

    8 minutes 42 seconds

  • The DISC Model (D Personality)

    6 minutes 15 seconds

  • Personality Styles (The Blind Self)

    3 minutes 40 seconds

  • Adoption Styles

    5 minutes 28 seconds

  • The Approach

    6 minutes 53 seconds

  • Rapport Building

    8 minutes 57 seconds

  • The Art of Questioning

    13 minutes 52 seconds

  • Presentation Tips

    8 minutes 40 seconds

  • Negotiation Tips

    4 minutes 21 seconds

  • Customer Response Management

    8 minutes 20 seconds

  • Selling the Price Effectively

    7 minutes 25 seconds

  • Closing Phase

    5 minutes 10 seconds

  • Post Call Analysis

    2 minutes 37 seconds

  • Depletion Plan

    9 minutes 13 seconds

  • Forecasting

    7 minutes 52 seconds

  • Recap

    1 minute 55 seconds

Meet your instructor

Ahmed Abdeladl

Ahmed Abdeladl

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