November, 2007

Partnership with a group of SOS (Service Oriented Solutions). SOS is known as Research and Development center for data digitalizing and providing software industry services and solutions. See more

Regarding to training activity, we focus on selling skills course for sales or medical representatives, on product orientation management course for product specialists and presentation skills course for both.
In selling skills, we know that "Closing," or "Gaining Commitment " is one of the most challenging points for the new and experienced pharmaceutical sales representatives.

Our course’s outline “Gain Commitment” skills and allows the medical representative to practice in an environment that encourages individual commitment and ultimate success in the field. Representatives are trained:

1. Utilize questions eg. how to make open questions (open questions as examples will greatly help my ethical sales team detail more effectively)
2. Pre-call preparation techniques.
3. Define time spent negotiating and with whom.
4. Develop a strategic plan for the negotiation process (identify methods of gaining commitment - build consensus).
5. Orchestrate a collaborative negotiation approach.
6. Identify and overcome obstacles to gain commitment. (Handle Difficult Scenarios)
7. Demonstrate gaining commitment in the selling process.
8. Knowing how to record post-call reports that benefit future follow-ups.
9. Write a follow-up plan to manage commitments.
10. Manage reactions to customer demands.

Upon completion, participants should be able to:

1. Gain Presentation & Facilitation Skills.
2. Gain Commitment Skills.
3. Influence Without Authority

Negotiation process

1. Developing the offer.
2. Presentation of the offer.