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ProSalesLaunch Overview
The most critical time in a product's life cycle is the market introduction phase. S. R. Ware Associates, Inc. (SRWA) trains sales representatives how to successfully launch a product.
The average pharmaceutical sales representative has three- to five-years experience and may never have launched a new product.
The successful representative will be the one who plans for the launch long before the actual launch date.
Representatives must stay focused on their current products and learn to balance how much time should be spent on a new product versus existing products.
Representatives must be able to:
Overcome objections to using the product,
Understand how the competition will react to your product launch, and
Learn the value of teamwork during the launch phase.
ProSalesLaunch Course Description:
A one or two-day interactive seminar conducted by SRWA's experienced professional trainers or the client's trainers. SRWA will "train-the-trainers."
SRWA teaches selling and planning skills REPRESENTATIVES need during pre-launch, launch, and post-launch periods.
ProSalesLaunch Course Objectives:
Provide a framework for new and seasoned pharmaceutical sales representatives and managers to develop a professional approach and technique for introducing new products.
Develop individual selling skills through interactive lectures, role playing, and discussion groups.
Teach the value of planning, time management, and teamwork in a new product launch environment.
ProSalesLaunch Two-Day Seminar Course Content:
Day One: 12- to 3-Months Pre-launch
The Importance of Planning for the Launch
How Successful Representatives Plan for the Launch
Developing Launch Teams at the Region or District Level
Beyond Company Product Knowledge: Learn the Competition
Focused Selling Skills
Homework: Above and Beyond Product Knowledge
Case Studies
Group and Individual Exercises
And Other Topics
3-Months Pre-Launch to Launch
Pre-Call Planning and Time Management
Product Knowledge: Know the Competition
Targeting
District and Region Team Coordination
Focused Selling Skills
Case Studies
Group and Individual Exercises
And Other Topics
Day Two: Launch Phase
Implementation of Pre-Launch Plan
Building on Success
Overcoming Objections
Working with Launch Teams
Working in a Competitive Environment
Formulary Approvals: How to Promote a Drug Not on Formulary
Sharing Success Stories
Focused Selling Skills
Case Studies
Group and Individual Exercises
And Other Topics
Post-Launch Phase
What to do When the Launch is Complete
Solidifying Gains Made During Launch
Formulary Approvals: How to Promote a Drug Not on Formulary
Focused Selling Skills
Case Studies
Group and Individual Exercises
Wrap-up and Evaluation
And Other Topics
RETURN TO SRWA.NET
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