Taking Pharmaceutical Sales into the Consultative Era
The pharmaceutical industry faces a number of daunting challenges in the coming years. Expiring patents (“the patent cliff”), increased competition from generics, and new restrictions on industry sales practices are forcing pharmaceutical manufacturers to develop new sales strategies to maintain profitability and growth.
This white paper discusses new strategies leading pharmaceutical companies are adopting to meet these challenges, including consultative selling methods, customer-needs training, and virtual environments for learning.
By combining live webcasts, social networking tools, and collaboration tools, within a virtual classroom, virtual environments provide highly adaptable and engaging learning experiences — ideal for pharmaceutical companies’ wide-ranging sales-training needs. Sales reps can access course libraries, personalized training, and coaching sessions at their convenience on any device at any time.
- Decrease training costs by up to 90%
- Provide certified training programs on consultative sales skills and new drugs
- Offer opportunities to learn from remote subject matter experts
- Tailor instruction based on product, department, and hierarchy