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所在平台: Udemy |
课程主页: https://www.udemy.com/course/fundamental-pharmaceutical-selling-skills/
课程评论：没有评论
课程名称：制药销售技能 课程概述：本课程将提供有关制药和医疗设备预售及盈利销售流程的原则、实践和工具的详尽信息，并帮助您创造忠实客户。讲师将分享其在制药和医疗健康领域拥有28年的经验，曾任职于如赛诺菲、巴斯夫化学和诊断产品公司等跨国公司。在课程中，您将通过各种类型的学习材料（视频课程、案例研究、小测验等）进行学习和挑战，以确保您对制药和医疗设备销售环境及销售艺术有充分了解和获得宝贵经验。 课程内容包括： 1. 制药推广导论：制药市场的特殊性，医药代表的重要角色。 2. 客户开发与筛选：收集信息并建立客户数据库，精准定位潜在客户以实现最佳投资回报。 3. 召回计划与准备：产品技术知识、市场与竞争分析、设定具体且富有挑战性的目标，掌握推广工具的使用。 4. 适应性销售：引导、发展和保持客户的关注，提出明确目标的问题，深入挖掘客户的潜在需求，按照客户需求定制信息。 5. 产品详细介绍：特性、利益、价值。 6. 处理异议：把异议视作机会，专业自信地回应和管理客户异议，分辨真实异议与虚假异议，信任定价。 7. 成功成交：部署关键策略以赢得业务和获得客户承诺。 8. 通话后的分析：自我反馈和记录以备下次访问，跟进以维持和发展长期的客户关系，实现可持续盈利。 通过本课程的学习，您将能够掌握制药销售的各个环节，提高销售能力，并为客户提供更具价值的服务。
This course will provide you with detailed information about the principles, practices and tools involved in all aspects of the pharmaceutical and medical devices pre selling and profitable selling process and creating loyal customers.I will share with you the best practices of my 28 years of experience in the pharmaceutical and healthcare fieldwithin multinational companies, like SANOFI, BASF Chemicals, DPC(DIAGNOSTIC PRODUCTS CORPORATION).During this course you will learn and challenge your learning through different types of articles:video sessions, case studies quizzes and more, to guarantee that you became familiar with and gained a respectable experience in the pharmaceutical and medical equipment selling environment & the art of selling which includes:Introduction to the pharmaceutical promotion:Pharmaceutical market specificity.The vital role of the Medical Representative.Prospecting and qualifying your prospect: Gathering information and creating customer data base.Targeting the right prospects to achieve the best ROI.Precall planning & preparation:Product technical knowledge.Market and competition.Setting specific & ambitious objectives.Master the use of your promotional tools.The adaptive selling:Gain, develop and retain your customers' attention.Ask objective driven questions to fully understand your customers' needs.Dig and probe deeply to uncover customer's hidden needs.Customize your message according to each customer needs.Product detailing: Features>>Benefits>>Values.Customer responses.Handling objections:Objections are opportunities, are they?.Respond to and manage objections confidently and professionally.How to differentiate true objection from false one.Trust your price.A successful closing:Deploy key strategies for winning business and gaining customer commitment.Post call analysis:Self- feedback of what you have already done.Writing notes for the next visit.Follow up to maintain and keep developing your client relationships for long term and profitable business.
