Course curriculum

    1. Welcome to ProPharma Distribution (Video)

    2. Building trust with Customers and our Staff

    3. ProPharma Distribution Branding

    4. Human Resources Overview (Video)

    5. ProPharma’s Key Personnel Policies

    6. Organization Structure & Department Managers

    7. Legal Department Duties and Requirements

    1. Pharmaceutical Industry & Market Overview (Video)

    2. Pharmaceutical Industry & Market Overview (Text)

    3. Pharmaceutical Industry & Market Overview (Quiz)

    4. Regulatory Compliance (Video)

    5. Regulatory Compliance (Text)

    6. Regulatory Compliance (Quiz)

    7. Overview of Medical Practices (Video)

    8. Overview of Medical Practices (text)

    9. Key Personnel within the Practice

    10. DVT Sales Training (Video)

    11. Outfitting Surgery Centers with Capital Equipment

    1. Performance factors and Attitude for New Sales Role

    2. PPD's 6 Sales Drivers

    3. Work Ethic Drivers (WED) Expectations

    4. Weekly Sales Preparation

    5. Prospecting and Creating Contacts

    6. Procurement Roles and Responsibilities

    7. Building Rapport with Clients

    8. Building Relationships with Customers

    9. Best Conversation Technique Yes, And... (Needs new video)-CLB

    10. Effective Communication Strategies with Healthcare Facilities

    11. Selling to Surgery Centers

    12. Selling to the Hospital In-Patient Pharmacy

    13. Economics 101: Pricing and Shortages

    14. QUIZ: Pricing Explanation for Market Shortages.

    15. Performance Standards and Expectations

    16. Every Order is the opening for the next

    1. Targeted Product Sales by Facility Type

    2. Understanding NDC Numbers and Common Medications for Surgical Procedures

    3. Brand vs. Generic Prescription Drugs

    4. 🏆 ProPharma Value Adds for Healthcare Buyers

    5. Cold Call - Script and Strategies

    6. Effective Introduction Script

    7. Introduction Cold Call Script

    8. Receiving Incoming Calls

    9. Transitions for further conversations

    10. Creating Conversation, Building relationships with Contacts

    11. Follow-Up Action calls.

    12. Qualify before Pricing

    13. Strategic Pricing and Negotiation

    14. Objections and Rebuttals

    15. Pricing Tip and Sales Strategies (video)

    16. Phone Call training (examples)

    17. Sales Calculators

    18. Getting Past the Receptionist

    19. Pricing Out Higher-Priced Items

    20. Setting Up a New Account

    21. Creating Urgency and Prompt Purchases

    1. Lead Qualification in Acumatica CRM

    2. Qualifying a Lead – Converting to a Contact and Opportunity

    3. Opportunity Management and Sales Stages

    4. Using Opportunity Stages (Class IDs) to Track Progress

    5. Closing an Opportunity – Won or Lost

    1. Computer Software and Websites used daily

    2. Lead, Contacts and Opportunities

    3. Acumatica Reports used by Sales

    4. New Customer and Winback Applications

    5. General Department Operations and Emails

    6. Creating Customers Step by Step

    7. Guide to Creating a Sale (Step by Step)

    8. Checking Systems and Vendors for Product availability

    9. Product Sales Request

    10. Purchase Order Tracking Request

    11. Breakdown Inventory into Individuals

    12. Signed Sales Orders

    13. Shipping Restrictions by state and Cost of shipping

    14. Shipment Requests including Controlled Substances

    15. Product Return Process

About this course

  • Free
  • 80 lessons
  • 0.5 hours of video content

You get better daily...

Daily Focus on the process and how you can make them faster for you. Refine your routine!

  • Market yourself, attain emails from Contacts.

  • Converts Leads to Marketable Contacts.

  • Convert Marketable Contacts to Customers.