School of Pharmaceutical Sciences has established itself as one of the best Pharma colleges in Delhi NCR. The six-month Certificate Course in Pharma Sales & Management is jointly offered by Apeejay Stya University (ASU) and National Skill Development Corporation (NSDC).

This is a unique course to cater to the contemporary sales management needs of the Pharmaceutical industry. This is conceptualized with a vision to create an effective Pharma sales manager for the Pharma industry. This course will give practical knowledge of the functionalities of Sales Manager with practical exposure. This will help the participants to cross the threshold of their present assignment(s) and also help them to take up higher responsibilities. It will help the participants to increase their horizon of knowledge & skills and to aim for better positions.

Objectives of Course

  • To learn to manage various activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising.
  • To develop skills required in planning, direction, and control of the personnel, selling activities of a business unit including recruiting, selecting, training, assigning, rating, supervising, paying, motivating.
  • To develop skills for long term relationship with the customer and Skills to manage their “territories” as if they were running their own business.

Collaborations

Eligibility

  • Minimum qualification – Diploma in Pharmacy /any relevant science discipline
  • Maximum qualification – Graduate in any discipline, preferably in Life Sciences / B. Pharma / M. Pharma / MBA
  • Experience – No prior experience required. The maximum age for job entry is 25 years.
  • However, a wonderful opportunity for already employed MR in the Pharma and allied industry.

Duration

Six months (As per NSQF level 4).
All module will be cover in 600 hr. Classes would be conducted for 30 hours per week.
Industrial training of 80 hours in three weeks would be provided to the candidate.

Program Fee

Rs. 25000/- (including printed training and study material)

Course Outline

This course encompasses 3 out of 3 National Occupational Standards (NOS) of “Medical Sales Representative” Qualification Pack issued by “Life Sciences Sector Skill Development Council”.

Click here for detailed course outline

Sr. No. Module Key Learning Outcomes Equipment Required
1 Orientation Module
  • Collect information of key persons at hospitals, pharmacies and dealers.
  • Summarize the healthcare ecosystem including relevant govt. scheme and social security benefits.
  • Gather information about health and other relevant standards and the possible company’s tie up with various regulatory bodies and authorities,
  • Explain regulatory authorities and government policies, rules and regulations (CDSCO/NPPA/ MRTP Act) and their impact on business  dynamics relevant to Life Sciences industry.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
2 Understand Role of MSR and
Regulations for MSR
  • Perform the occupation effectively as per company’s standard guidelines.
  • Recall the organization structure and employment benefits in Life Sciences organizations.
  • Outline the role of MSR, required skills and knowledge (As per qualification pack) including its career path as well as identify the MCI code of conduct guidelines for MSR and UCP-MP Act.
  • Practice soft communication skills while communicating with doctors, physicians, pharmacists & cross functional colleagues.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
3 Major
Stakeholders and Sale & Distribution System in Pharma & Bio Pharma
  • Follow-up with key persons at hospitals, pharmacies and dealers to ensure smooth coordination with product distribution related stakeholders.
  • Describe drug distribution system of pharmaceutical, vaccines, ayurvedic and homeopathic products and role of various stakeholders involved like CFA, distributor, stockist, and liasioning agents.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip charts.
4 Understanding of Human Body: Anatomy and
Physiology
  • Summarize technical/ scientific data presentations and briefings about product and market.
  • Use the basics of general anatomy, physiology, and various systems of the human body while performing the product presentation to healthcare professionals.
  • Correlate medical specialities and their common diseases.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ chalk, duster, flip charts, Charts of Human Anatomy and Physiology.
5 Pharmaceutical
Science Basics for MSR
  • Use fundamentals of pharmacology by defining related terms and their significance and basics of drug metabolism while performing the product presentation to healthcare professionals.
  • Classify methods of drug administration and various routes of drug administration.
  • Classify the therapeutic drug classes & categories and their use in understanding the product
  • Recall drug formularies and their relevance for product presentation.
  • Interpret technical/ scientific data presentations and briefings to deliver convincing presentations to doctors, pharmacists and other potential customers.
  • Summarize technical/ scientific data, presentations, briefings and clinical data supplied by company.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
6 Orientation of Disease Management
  • Monitor the activities of health services in a specific area/ locality.
  • Describe the concept of disease management & its importance.
  • Describe process & factors influencing the disease management processes at gross level.
  • Outline disease management for common diseases and various projects being run nationally and internationally.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
7 Organizational Policy & Internal
Processes at Work
  • Follow the company’s guidelines, process and standard.
  • Follow generic organizational policy & various internal process relevant for MSR.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster, Flip Charts and Sample Forms for various organizational processes.
8 Market Research and Analysis and Retail Chemist
Prescription Audit
  • Gather information about competitor’s products, selling and promotional activities, current market information on pricing, new products, delivery schedules, promoting techniques
  • Use the techniques of market research.
  • Perform the retail chemist prescription audit (RCPA)
  • Identify needs of potential customers by going through the prescriptions given by the doctors to their patients in the defined geography.
  • Capture market information using appropriate IT tools and identify the strategies to meet the physician and pharmacist needs considering their working environment.
  • Perform the data analysis for the information collected during RCPA.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster, Flip Charts, Sample Brochure of Pharma Products and Role Play Skits/ Write Ups.
9 Pharmaceutical Marketing
  • Identify the role of marketing across product life cycle.
  • Outline trends in life sciences marketing and implications of changing marketplace on promotional activities in Pharma/Biopharma/AYUSH sub sectors.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
10 Orientation with Pre-Sales
Activities
  • Arrange appointments with medical professionals.
  • Perform pre-sales activity in reference to communication strategies for products.
  • Deliver presentations to doctors, pharmacists and other potential customers/ healthcare professionals.
  • Practice basics of effective business communication and conduct effective business meetings.
  • Identify Patient-Physician relationship and Physician-MSR relationship.
  • Develop strategies to increase opportunities to meet and connect with contacts in the medical and healthcare sector.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster, Flip Charts, Sample Brochures, Medicines and Role Play Skits.
11 Sales in Life Sciences
  • Sell and promote medical and pharmaceutical products and services using basics of selling process.
  • Develop strategies to increase opportunities to meet and connect with contacts in the medical and healthcare sector.
  • Identify different sales approaches in life sciences sales.
  • Engage the potential customers using various methods, tolls and approaches to convince him/her to prescribe your products.
  • Handle healthcare professional’s objections by applying basics of emotional quotient (EQ) and product literature given by company.
  • Identify the target population and strategy to reach sales and collection targets.
  • Follow company’s legal guidelines and pharmacovigilance process while selling products and providing after-sales service, including channelling queries through the company defined process understand importance of ethics, privacy and confidentiality for MSR.
  • Deliver in-clinic presentations to healthcare professionals.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster, Flip Charts, Sample Brochures, Medicines, Sample Visiting Cards, Sample Promotional Material (Visuals), Role Play Skits, Daily Sales Call Report Sample,
Inventory Report Sample and Sample Tour Plan.
12 Orientation on
Pharmacovigilance for MSR
  • Follow company’s legal guidelines and pharmacovigilance process.
  • Identify common terms used and their reference in pharmacovigilance system.
  • Outline national & international harmacovigilance regulatory authorities.
  • Perform basic processing of a typical “pharmacovigilance case” through case studies as and when required.
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
13 Organizing Medical Conferences and promotional events
  • Develop contact with maximum people within and outside the company to gather inputs on arranging the conference/ promotional event (CMEs).
  • Use techniques for collaborating with other groups and divisions.
  • Outline ideas from the event related to business/ brand/ company in identifying partnering opportunities during meetings/ seminars and providing support for event management.
  • Manage events within the approved budget.
  • Cover all important aspects related to the topic of the conference in the agenda/ theme of promotional event and to plan and complete all logistical arrangements to execution.
  • Practice planning & organizing skills at work.
  • Use information technology tools in organising conferences and events (CMEs).
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster, Flip Charts, Sample Brochures and Medicines.
14 Core Skills and
Professional Skills related to MSR
  • Practice the required skill set and learn application of related Core Skills and Professional Skills to gather information about the product and competitors.
  • Practice the required skill set and learn application of related Core Skills and Professional Skills to promote and sell pharmaceutical/ biopharmaceuticals and AYUSH products to potential customers and for providing after sales service.
  • Practice the required skill set and learn application of related Core Skills and Professional Skills to organize medical conferences and promotional events (CMEs).
Participant Manual, Power point presentation, Case Studies, Computer system, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk, Duster and Flip Charts.
15 Information Technology Skills for MSR
  • Compile and analyse the reports.
  • Deliver presentations using basic computer operating skills.
  • Communicate using email.
  • Submit the online sales reports and facilitate the online product surveys.
Participant Manual, Power point presentation, Computer Lab, LCD Projector & Screen/ LCD Monitor, Mike, Sound System, Laser Pointer, White/ Black Board, White Board Marker/ Chalk and Duster.
16 English Speaking and Personality Development
  • Practice basics of communication while communicating with stakeholders, doctors, traders & with other regulatory bodies.
  • Pronounce the product name correctly.
  • Practice basic English grammar while communicating product specifications to target customers/ clients.
  • Practice corporate manners & etiquettes while interacting with customers and stakeholders.
  • Deliver presentation & demonstration of the product with confidence.
  • Follow dress code as per organisation guidelines.
Audio - Video lesson plan covering topics from Real life situation,
Lecture, Games, Group Discussion, Case Studies Alison Free Courses to be covered in these modules:
Social English Language Skills (https://alison.com/course/social- english-language-skills)
Practising English Language Grammar Skills (https://alison.com/course/practising- english-language-grammar-skills)
Introduction to English Grammar- Vocabulary, Pronunciation and Listening(https://alison.com/course/introduction- to-english-grammar-vocabulary- pronunciation-and-listening) Speaking and Writing English Effectively (https://alison.com/course/speaking- and-writing-english-effectively)
Skills for Speaking Effectively: The Art of Speaking (https://alison.com/course/skills-for- speaking-effectively-the-art-of- speaking)
Effective Communication and Sales Techniques (https://alison.com/course/effective- communication-and-sales-techniques) Sales Techniques- Interacting with Customers
(https://alison.com/course/sales- techniques-interacting-with-customers)
17 On the job Training
  • Perform information gathering about product and competitor under supervision of a mentor.
  • Interact with customers for promoting and selling products and assist in providing after sales service to the mentor.
  • Assist in organizing medical conferences and execution of promotional events.
OJT Monitoring Report

Key Highlights

  • Industry experienced faculty with avant-garde research
  • Cutting edge research labs with sophisticated and latest instruments
  • Industry-centric curriculum
  • Research opportunities at all levels
  • Hands-on training and placement in varied Pharma sectors
  • Strong industry-academia linkages

Program Outcomes

  • Outline industry ecosystem, regulations, and ethical practice to enable him/herself for establishing the industry standards in his/her performance.
  • Monitor competitors by gathering market data on pricing/ new products/ marketing techniques and trade offers, analysing the same and in turn recommend the changes/ improvements in products/ services of the company.
  • Promote and sell products to potential and existing customers by managing the customer relationship without compromising on the standards and ethics.
  • Deliver product presentations including product specifications and product market image to health care professionals and recall pharmacology, drug composition, key characteristics and its mode of action, drug transport mechanism in the human body, therapeutic drug and its classes, pharmacovigilance and disease management to enable him/herself for participation in discussion and establish the industry contacts.
  • Perform after sales services to the stakeholders in distribution chain.
  • Organise medical conferences and events.

Training & Placements

Faculty Profile

ASU has learned faculty, highly qualified with industrial experience.

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