What pharmaceutical company has the best sales training?
Most pharmaceutical companies provide state-of-the-art, expensive and comprehensive training for their newly-hired sales representatives. Topics covered are the following: product knowledge (includes the product's mechanism of action, pharmacodynamics and pharmacokinetics, adverse effects, clinical trials, etc.); competitive intelligence (backgrounder on the product's competitors in the market); disease state (for the particular product/s you will be representing); sales presentation (includes presenting the product's features and benefits in a fair-balance fashion, as well as handling objections); managed care and how to leverage the product's positioning on certain health plan formularies.
Each company, whether it be Pfizer, GSK, sanofi-Aventis, Merck, etc., differs in their approach, but one thing is common: they all seem like a crash course in medical school and all prepare the new-hire for the challenges that lie ahead in the field.
Source(s):
Many years in pharmaceutical sales and multiple years recipient of top performance awards.
Med-Am
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