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Sales Management & Consumer Behavior

course code : SMCB001

course hours : 30 hours

PREREQUISITE : N/A

Course Description

The course gives an overview of sales methods and management as well as pharmaceutical industry's sales operations. Topics covered include sales planning, the salesperson, market share, competitors, supply and demand, international sales, effectiveness of global metrics, scheduling and record keeping of after closing sales, strategy, setting profit-based sales targets, quotas, sales forecasting, writing and execution of a sales plan, the recruitment tasks used in a sales management, job description, job qualifications and sales reporting which includes salesmanship. Additional topics are: pharmaceutical sales representatives, the key performance indicators of the sales force and advanced reporting capabilities to satisfy the needs of different stakeholders, buyer behavior, developing consumer profiles. The course also focuses on developing appropriate marketing communication strategies to reach specific target markets, psychology of consumer, psychology of selling, power of attitude, power of attitude, sales performers common traits and how to keep a positive attitude during tough times.

Learning Outcomes

By the end of the course, the participant will be able to:

  • Apply pharmaceutical marketing principles
  • Recognize the major components of the marketing management process
  • Implement the process and legal steps of new product development and promotion
  • Employ marketing and communication activities for a specific product
  • Detect the theoretical concepts and applied techniques of marketing analysis, planning, and management

Date

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