Dear sir /madam, I am working as training coordinator(marketing) for a pharmaceutical company, the task what I am assigned with is that I have to build a training module for marketing executives which should result in an increase in sales. Can anyone share assets with me in building the training module or share already built templates for references?
From India, Madras
5From India, Madras
Dear Naveena
Its easy to build a generic module on Selling Skills for your Executives with low ROI.
To start with, i would like to know the profile of these people? Are they Freshers or experienced? Are they experienced but freshers within the organization? What level they are viz. Executive, Sr. Executive, Area Manager etc.? Would like to know What kinda Products they are Marketing? What Kind of communication strategy they use? What are the compititors? Would like to know their current performance and the performance expected? If you have done T.N.A. than what are the findings and on what criteria they are based at?
Regards,
Tarun Salwan
From India, Delhi
Its easy to build a generic module on Selling Skills for your Executives with low ROI.
To start with, i would like to know the profile of these people? Are they Freshers or experienced? Are they experienced but freshers within the organization? What level they are viz. Executive, Sr. Executive, Area Manager etc.? Would like to know What kinda Products they are Marketing? What Kind of communication strategy they use? What are the compititors? Would like to know their current performance and the performance expected? If you have done T.N.A. than what are the findings and on what criteria they are based at?
Regards,
Tarun Salwan
From India, Delhi
Dear Tarun,
Thank you for your response….let me brief, at this point of time I am concentrating on marketing executives and area development managers, these people hold bachelors degree, (from various background), some have experience and some wont ,mostly they are fresher to ophthalmic industry, we are producing (intraocular lenses, sutures and needles, equipments, pharmaceuticals), communication strategy what we follow is direct selling.
At present training is done but once in a year here we cover all right from organization ,management team, ophthalmology ,their role responsibility ,product details , we found that it was not up to the mark and not giving the desired result so we are planning to build a new training module which should give maximum yield .
i have covered the details ,based on the above information please guide me
thank you sir.
Naveena.
From India, Madras
Thank you for your response….let me brief, at this point of time I am concentrating on marketing executives and area development managers, these people hold bachelors degree, (from various background), some have experience and some wont ,mostly they are fresher to ophthalmic industry, we are producing (intraocular lenses, sutures and needles, equipments, pharmaceuticals), communication strategy what we follow is direct selling.
At present training is done but once in a year here we cover all right from organization ,management team, ophthalmology ,their role responsibility ,product details , we found that it was not up to the mark and not giving the desired result so we are planning to build a new training module which should give maximum yield .
i have covered the details ,based on the above information please guide me
thank you sir.
Naveena.
From India, Madras
Dear Naveena
You said the communication strategy you follow is Direct Selling? Is it Direct to Retailers/Hospital Pharmacies/Nursing Homes or the Traditional ways of Pharma Marketing viz. Promotion Primarily with Doctors of the territory? Now you also shared that you do have training once a year and the Performance is not on expected lines, What your team feels the reasons for this lack luster Performance? Is it that in Ophthalmology space the competition is very tough (where it ain't?) and your Brand Positioning/Communication/Customer Base/Pricing needs a re-look? You must be having an On the Job evaluation of these people, any insights from their reporting managers? How about the Attitude of your people? Are they aggressive enough as Pharma selling is a highly specialized Job requiring a different mindset than the usual selling jobs? Have you ever spoken to them about their set of Hurdles? What they say? And to what extent they are right? What about Attrition rate among these people?
Well, to make an Effective Training Module we need to address some issues as stated above. Please do a through research before coming up with any solution. I would recommend few field trips to understand and Identify Training Needs.
Hope this will help. You can reach me at
for any further deliberations.
Regards,
Tarun Salwan
From India, Delhi
You said the communication strategy you follow is Direct Selling? Is it Direct to Retailers/Hospital Pharmacies/Nursing Homes or the Traditional ways of Pharma Marketing viz. Promotion Primarily with Doctors of the territory? Now you also shared that you do have training once a year and the Performance is not on expected lines, What your team feels the reasons for this lack luster Performance? Is it that in Ophthalmology space the competition is very tough (where it ain't?) and your Brand Positioning/Communication/Customer Base/Pricing needs a re-look? You must be having an On the Job evaluation of these people, any insights from their reporting managers? How about the Attitude of your people? Are they aggressive enough as Pharma selling is a highly specialized Job requiring a different mindset than the usual selling jobs? Have you ever spoken to them about their set of Hurdles? What they say? And to what extent they are right? What about Attrition rate among these people?
Well, to make an Effective Training Module we need to address some issues as stated above. Please do a through research before coming up with any solution. I would recommend few field trips to understand and Identify Training Needs.
Hope this will help. You can reach me at
Regards,
Tarun Salwan
From India, Delhi
Community Support and Knowledge-base on business, career and organisational prospects and issues - Register and Log In to CiteHR and post your query, download formats and be part of a fostered community of professionals.
Training Module.zip
Training module 1.doc