With TECH, you will strengthen your skills for the commercialization of products in the pharmaceutical sector"

Technological innovation, together with the improvement of techniques to gain a deeper understanding of the market, has allowed the pharmaceutical industry to continue to maintain significant annual economic growth worldwide. The marketing of products requires not only knowledge of their characteristics, but also the application of proprietary techniques for sales, communication, customer acquisition and loyalty. 

In this sense, it is essential for pharmacists to be aware of the most notorious advances in this area of their sector in order to be able to maintain an adequate marketing strategy. For this reason, TECH has created this Postgraduate certificate in Sales Process in the Pharmaceutical Industry. 

Therefore, throughout 150 hours of classes, the graduate will obtain a complete update on the commercial departmental structure, the skills to make medical visits, carry out promotional actions at the point of sale or apply customer follow-up or personalization programs. All this, with a theoretical-practical approach and the best pedagogical material in the current academic panorama.  

In this way, the professional is faced with a unique academic option that stands out for its quality content and flexibility to access it. Students only need a digital device with an Internet connection to visualize, at any time of the day, the content hosted on the virtual platform.  

You will delve into the ethical and communicative responsibilities of the medical sales representative, essential for building trust and establishing solid relationships"

This Postgraduate certificate in Sales Process in the Pharmaceutical Industry contains the most complete and up-to-date scientific program on the market. The most important features include:

• The development of practical cases presented by experts in Pharmacy
• The graphic, schematic, and practical contents with which they are created, provide scientific and practical information on the disciplines that are essential for professional practice
• Practical exercises where self-assessment can be used to improve learning
• Its special emphasis on innovative methodologies  
• Theoretical lessons, questions to the expert, debate forums on controversial topics, and individual reflection assignments 
• Content that is accessible from any fixed or portable device with an Internet connection  

You will enhance your promotional strategies at the point of sale thanks to this university qualification, designed by TECH"

The program’s teaching staff includes professionals from the sector who contribute their work experience to this educational program, as well as renowned specialists from leading societies and prestigious universities.

Its multimedia content, developed with the latest educational technology, will allow the professional a situated and contextual learning, that is, a simulated environment that will provide an immersive training programmed to train in real situations.

The design of this program focuses on Problem-Based Learning, in which the professional will have to try to solve the different professional practice situations that will arise throughout the academic course. This will be done with the help of an innovative system of interactive videos made by renowned experts.

You will expand your persuasive and negotiating skills to close successful business deals"

You will improve your sales communication skills thanks to the theoretical and practical approach of this program"

This Postgraduate certificate will provide pharmacists with a complete up-to-date on Sales Process in the Pharmaceutical Industry. To this end, this academic study path will lead them to delve into the structure of the sales department, communication in sales relationships, loyalty strategies and the evolution of sales performance. All this, in addition, complemented by an extensive library of educational resources, available 24 hours a day, from any digital device with Internet connection.  

The Relearning method will give you the opportunity to consolidate key concepts in a very short time and reduce the long hours of study"

Module 1. Sales Process in the Pharmaceutical Industry

1.1. Commercial Department Structure

1.1.1. Hierarchical Structure
1.1.2. Organisational Design
1.1.3. Responsibility of the Sales Department
1.1.4. Talent Management

1.2. Medical Visit

1.2.1. Responsibilities of medical sales representative
1.2.2. Ethics of health visitor
1.2.3. Effective Communication
1.2.4. Product knowledge

1.3. Point-of-sale promotional actions

1.3.1. Objectives of actions
1.3.2. Visual Merchandising
1.3.3. Material management
1.3.4. Impact assessment

1.4. Sales Techniques

1.4.1. Principle of persuasion
1.4.2. Negotiation skills
1.4.3. Scientific update
1.4.4. Handling objections

1.5. Sales communication

1.5.1. Analysis of different channels
1.5.2. Verbal Communication
1.5.3. Non-Verbal Communication
1.5.4. Written Communication

1.6. Loyalty Strategies

1.6.1. Loyalty program
1.6.2. Personalized customer service
1.6.3. Follow-up programs
1.6.4. Therapeutic compliance programs

1.7. Customer tracking

1.7.1. Customer tracking tools
1.7.2. Satisfaction
1.7.3. Communication Techniques
1.7.4. Use of data

1.8. Sales Cycle Analysis

1.8.1. Data interpretation
1.8.2. Cycle analysis
1.8.3. Sales cycle planning
1.8.4. Sales Cycle Management

1.9. Sales performance evaluation

1.9.1. KPI Performance Indicators
1.9.2. Efficiency Analysis
1.9.3. Productivity Assessment
1.9.4. Evaluation of product profitability

1.10. Technological tools for sales

1.10.1. Customer Relationship Management (CRM)
1.10.2. Sales Force Automation
1.10.3. Optimization of routes
1.10.4. eCommerce Platforms

You will deepen in the evaluation of your sales performance with key performance indicators (KPI), analyzing the effectiveness through the most accurate techniques"