Pharma & Biotech Sales and Marketing: CRM Business Concepts

This course is designed to provide a quick introduction to pharmaceutical and biotech sales and marketing viewed from a CRM (customer relationship management) perspective. Through a combination of lectures, students will learn the key principles and practices of successful pharmaceutical and biotech sales and marketing. The course will cover topics such as the sales process, product positioning, promotional strategies, and team structure of pharmaceutical and biotech sales and marketing.

Sales professionals are responsible for promoting and selling prescription drugs to healthcare providers, such as doctors, nurses, and pharmacists.

Overview:

• Overview of the pharmaceutical and biotech industry
• Key principles and practices of successful sales and marketing
• How CRM is used

If you are new to the industry or a consultant that wants to learn more, this is the perfect course for you.  We will discuss what a sales rep is, a MSL, and a Key Account Manager.  We will dive into concepts like drug sampling and event management.  At the end of this course, you should feel confident discussing how pharmaceutical sale and marketing works.  Some of the topics covered in this course:

• Face to face calls
• Emails
• Different channels
• Samples
• Recording signatures
• Events Management
• Closed Loop Marketing
• Territory Alignment
• Recap of key concepts and takeaways
• Opportunities for further learning and development in the field