Description of this module

Sales Techniques for Commercial / Medical Information Representatives

Sales Techniques for Commercial / Medical Information Representatives


Objectives - With this training, the attendee should be able to:

  • Prepare methodically the commercial contact with the client;
  • Effectively communicate and know more about verbal and non-verbal communication;
  • Detect client's needs and decision criteria;
  • Present the offer persuasively;
  • Handle with objections;
  • Use closing techniques.


  • Introduction: marketing / sales attitude and market notion
  • The commercial: qualities to achieve success
  • The interpersonal relations in the sale: concept of motivation and attitudes
  • How to communicate, how to sell: verbal and non-verbal communication, type of questions, how to listen
  • The client: customer types
  • Sales cycle: the purchasing decision process and its model
  • The prospecting / preparation of the sale: techniques and objectives
  • The sale: contact, presentation, argumentation, objection, closure and complaints
  • Organization: customer card, time management, sales folder
  • Expositive methods (oral exposure of the contents);
  • Demonstrative methods (pictures and videos displayed);
  • Active methods (case studies discussion and constant interaction with participants to consolidate the learned ideas and contents).
  • Final evaluation of the knowledge acquired by the learner;
  • Evaluation of the trainer, the training session and the training provider.
  • This training aims to involve all health professionals: pharmacists, technicians and pharmacy assistants, nurses and assistants, managers and supervisors who exercise their activity in the field of the pharmacy.
  • This training includes material to support the learning and an attendance certificate.