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4 MIN READ

5 Types of Training Every

Pharmaceutical Sales
Representative Needs

It is well-known that selling is a dynamic profession, and you need to

upgrade your knowledge about your products and services constantly
to be a successful salesman. But, the task of salesmen in the
pharmaceutical sector is tougher when compared to their counterparts
in other industries. Here, the prospect (I mean the doctor) has more
knowledge about medicines and diseases than the salesman. How does
the pharmaceutical representative make an impact on the doctor and
how does he help introduce his company’s medicines? The answer – he
needs to be as knowledgeable as the doctor himself.

When sales representatives join pharmaceutical companies, they

undergo intensive one-month pharmaceutical sales classroom training
sessions, where they are trained aggressively by doctors and medical
sales managers. This is usually a full time certification course. Once this
sales training is complete, they go out to the market and work in the
field.

Here are the five types of training that are covered in the exhaustive
sales training curriculum.

1. Anatomy & Physiology 

The Normal and Abnormal: This includes a thorough training on the
human anatomy and physiology – the functions of the various organs,
the different parts of the organs, and what happens if they function
abnormally. This training is usually conducted by doctors.

2. Diseases

What are the various diseases for which the company offers medicines?
What are their symptoms? What is the future?
3. Drugs

What are the drugs available for a particular disease? How does the
drug help cure the disease, and what are its indications and
contraindications? This training is given by a pharmaceutical specialist.

4. Sales Process
Once sales representatives complete their medical training, the next
step would be a through process training on how to work with doctors,
how to break the ice and open the conversation, how to introduce the
drugs, and how to promote the drug and company. This sales process is
critical for effective communication with the doctor. This training usually
covers soft skills needed to make a sale and is delivered by a senior
sales trainer.

5. Handling Objections

Finally, sales representatives are trained on how to handle the doctors’

objections. How to reply in a dignified way without being harsh with the
prospect.
Once a sales representative completes this training, he is ready to work
with doctors and promote your company’s drugs. This extensive training
of one month should be supported by continuous reinforcement, so
that the sales representatives are always productive.  How can this be
done? With technology, learning can be imparted on-the -go with just a
click.

Byte size eLearning for sales representatives for quick reinforcement

on the go!

You can have byte-sized learning nuggets for your sales representatives
on the various aspects discussed above, which can be accessed
anytime, anywhere, on any device – PC or iPad, and can be used as
ready reckoners before meeting a doctor.
Develop 10 minute microlearning modules on the 5 aspects of medical
and sales training
(https://www.commlabindia.com/resources/ebook/microlearning-for-
sales-team.php).

Use Explore &Learn, animations, and scenario-based learning strategies

to make learning fun and engaging.

Though pharmaceutical sales is very tough, it can be made easy if we

give the sales team the edge of accessing training on the go!

One-time training won’t do your sales representatives any good, you

need to provide them constant information and updates from the
pharmaceutical world. Do you want to know how you can leverage byte
size eLearning for your sales representatives? Check out this E-book
Microlearning – The Mega Advantage to Your On-the-Move Sales Team
to help your pharmaceutical sales representatives do better in the field.
 (https://resources.commlabindia.com/ebook/116-tips-elearning-design-
development)

Originally published June 17 2016

3 Comments CommLab India 

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snsj2 • 3 years ago

Another important training that I think is worth mentioning here is Pharmacovigilance (or in other words - drug
safety), as it is a pharmacological science related to the collection, detection, assessment, monitoring, and
prevention of adverse effects with pharmaceutical products.
△ ▽ • Reply • Share ›

vivanls • 3 years ago • edited

Thanks for sharing this type of blog.i really like this blog..Keep it up..Good job..
△ ▽ • Reply • Share ›

Orange Biotech • 3 years ago • edited

It's amazing blog post. Thanks for sharing great information.
△ ▽ • Reply • Share ›

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