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1. Curriculum 01
2. Trainer Prerequisites 05
3. Annexure: Assessment Criteria 06
This program is aimed at training candidates for the job of a “Medical Sales Representative”, in the “Life
Sciences” Sector/Industry and aims at building the following key competencies amongst the learner
Training Outcomes After completing this programme, participants will be able to:
Gain knowledge about Industry Eco System, Regulations and
Ethical Practices (MCI Code of Conduct/ UCP-MP Guidelines/ MRTP
Act) to enable him/herself for establishing the Industry Standards in
his/her performance
Gain scientific knowledge about Human Anatomy & Physiology and
medical terms related to it, Pharmacology, Drug and its
composition and key characteristics, Various Drug Formularies,
Drug Transport Mechanism in human body, Therapeutic Drug and
its Classes, Pharmacovigilance and Disease Management to enable
him/herself for participation in discussion and establish the Industry
Contacts
Learn how to monitor competitors by gathering market data on
pricing/ new products/ marketing techniques and trade offers,
analysing the same and in turn recommend the changes/
improvements in products/ services of the company
Gain knowledge about Trends in pharmaceutical marketing,
technological advancements and Use of Information Technology in
Pharma Sale, Basics of Market Research and Sales Process and
approaches in Life Sciences
Promote and sell products to potential and existing customers by
managing the customer relationship without compromising on the
Standards and Ethics
Provide required after sales services to the customer
Organize medical conferences and events
Practice the professional Skills at work; like Decision Making,
Planning & Organizing, Customer Centricity, Problem Solving,
Objection Handling, Analytical Thinking, Critical Thinking
4 Market Research and Monitor competitor’s products and selling Participant Manual,
Analysis and RCPA and promotional activities and gather Power point
current market information on pricing, presentation, Case
Theory Duration new products, delivery schedules, Studies, Computer
(hh:mm) promoting techniques, etc, know the system, LCD
03:00 techniques of Market Research Projector & Screen/
Practical Duration Conduct the retail chemist prescription LCD Monitor, Mike,
(hh:mm) audit effectively and to identify needs of Sound System,
06:00 potential customers by going through the Laser Pointer,
prescriptions given by the doctors in the White/ Black Board,
Corresponding NOS defined geography to their patients, know White Board
Code how to conduct and analyse retail call Marker/ chalk,
LFS/N0401; LFS/N0402 audits and how to use IT to Capture Market duster, flip charts,
information and also gain the orientation Sample Brochure of
with Physician and Pharmacist needs and Pharma Products,
working environment role play skits/ write
ups
5 Understanding of Understand technical/ scientific data Participant Manual,
Human Body: Anatomy presentations and briefings about product Power point
and Physiology and market, know the basics of general presentation, Case
Anatomy and general Physiology, and Studies, Computer
Theory Duration learn various systems of the Human body system, LCD
(hh:mm) in tandem with physiology of that organ Projector & Screen/
08:00 and system as whole and Familiarise with LCD Monitor, Mike,
Practical Duration medical specialities and their common Sound System,
(hh:mm) diseases Laser Pointer,
02:00 White/ Black Board,
White Board
Corresponding NOS Marker/ chalk,
Code duster, flip charts,
LFS/N0401 Charts of Human
Anatomy and
Physiology
6 Basics of Pharmacology Understand technical/ scientific data Participant Manual,
presentations and briefings and to Power point
Theory Duration understand and interpret clinical data presentation, Case
(hh:mm) supplied by company, learn fundamentals Studies, Computer
02:00 of pharmacology; understand related system, LCD
Practical Duration terms and their significance and Projector & Screen/
(hh:mm) understand basics of Drug metabolism LCD Monitor, Mike,
00:30 Sound System,
Laser Pointer,
Corresponding NOS White/ Black Board,
Code White Board
LFS/N0401; Marker/ chalk,
duster, flip charts
7 Overview of Drug Understand technical/ scientific data Participant Manual,
Administration presentations and briefings and to Power point
understand and interpret clinical data presentation, Case
15 Orientation with Pre To sell and promote medical products and Participant Manual,
Sales Activities services and to arrange appointments with Power point
medical professionals gain orientation presentation, Case
Theory Duration with Pre-Sales Activity in reference to Studies, Computer
(hh:mm) Communication strategies for products system, LCD
04:00 To deliver presentations to doctors, Projector & Screen/
Practical Duration pharmacists and other potential LCD Monitor, Mike,
(hh:mm) customers , learn basics of effective Sound System,
09:00 business communication and learn how to Laser Pointer,
conduct effective business meetings White/ Black Board,
Corresponding NOS White Board
Code Marker/ chalk,
LFS/N0402 duster, flip charts,
sample brochures,
medicines, Role
Play Skits
16 Sales in Life Sciences To sell and promote medical and Participant Manual,
pharmaceutical products and services Power point
Theory Duration learn basics of Selling Process. presentation, Case
(hh:mm) To develop strategies to increase Studies, Computer
09:00 opportunities to meet and connect with system, LCD
Practical Duration contacts in the medical and healthcare Projector & Screen/
(hh:mm) sector understand different Sales LCD Monitor, Mike,
44:00 Approaches in Pharma Sound System,
To engage the potential customers using Laser Pointer,
Corresponding NOS various methods, tolls and approaches to White/ Black Board,
Code convince him/her to prescribe your White Board
LFS/N0402 products learn how to effectively handle Marker/ chalk,
Objections, basics of Emotional Quotient duster, flip charts,
(EQ) sample brochures,
To ensure the target orientation to reach medicines, sample
sales and collection targets learn the visiting cards,
process and importance of daily reporting sample promotional
for MSR material (Visuals),
To follow company’s legal guidelines and Role Play Skits,
pharmacovigilance process while selling Daily Sales Call
products and providing after-sales service, Report Sample,
including channeling queries through the Inventory Report
company defined process understand Sample, Sample
Tour Plan
Corresponding NOS
Code
LFS/N0402
20 Information Technology Compile and analyse the reports and Participant Manual,
Skills deliver presentations using Basic Power point
Computer operating Skills like Ms Office presentation,
Theory Duration (Word, Excel, Power point and Outlook); Computer Lab, LCD
(hh:mm) know to work on Internet i.e. searching Projector & Screen/
05:00 information on search engine, mail writing LCD Monitor, Mike,
Practical Duration To communicate on email learn how to Sound System,
(hh:mm) write mails Laser Pointer,
15:00 To analyse the reports and deliver White/ Black Board,
presentations how to compile office White Board
Corresponding NOS presentations, How to make the online Marker/ chalk,
Code sales reporting and facilitate the online duster
LFS/N0401; product surveys
LFS/N0402;
LFS/N0403
(This syllabus/ curriculum has been approved by Life Sciences Sector Skill Development Council)
Sr.
Area Details
No.
1 Description To deliver accredited training service, mapping to the curriculum detailed
above, in accordance with the Qualification Pack “LFS/Q0401 Ver2.0”.
Assessment Criteria
Job Role Medical Sales Representative
Qualification Pack LFS/Q 0401, v1.0
Sector Skill Council Life Sciences Sector Skill Development Council
Total 100 36 64
LFS/N0403 PC1. cover all important aspects related to the topic
(Organize of the conference in the agenda/ theme of 14 6 8
medical promotional event
conferences and PC2. establish contact with maximum people within
promotional and outside the company to gather inputs on 20 8 12
events) arranging the conference/ promotional event
PC3. suggest names of relevant people to be invited
100 12 8 4
to the conference/ promotional event
PC4. manage arrangements within the approved
20 8 12
budget
PC5. plan and complete all logistical arrangements
18 6 12
to execution
PC6. gain and spread knowledge from the event
16 6 10
related to business/ brand/ company
Total 100 42 58
Grand Total 300 300 137 163
45. 54.3
Percentage Weightage:
7% %
Minimum Pass% to qualify (aggregate): 60%