Course curriculum

    1. Welcome to ProPharma Distribution (Video)

    2. ProPharma Department Overview

    3. Human Resources Introduction - Employees

    4. ProPharma Distribution Branding

    5. Human Resources Overview (Video)

    6. ProPharma’s Key Personnel Policies (not for Remotes)

    7. Organization Structure & Department Managers

    8. Legal Department Duties and Requirements

    1. Pharmaceutical Industry & Market Overview (Video)

    2. Regulatory Compliance (Video)

    3. ⚖️ Lesson: Understanding Regulatory Oversight in Pharmaceutical Distribution

    4. Regulatory Compliance (Quiz)

    5. Overview of Medical Practices (Video)

    6. 🩺 Lesson: Understanding Medical Specialties & Supply Categories

    7. 🏥 Lesson: Identifying Key Job Titles & Decision-Makers in Healthcare Facilities

    8. 🏥 Core Supply Categories & Specialty Applications

    1. 💼 Learning a New Sales Role & Building Grit and Hustle

    2. PPD's 6 Sales Drivers

    3. Prospecting and Creating Contacts

    4. 🏥 Key Roles in Healthcare Procurement & Supply Management

    5. The Chameleon Approach – Adapting to Buyer Personas and Building Rapport

    6. Building Strong & Lasting Business Relationships at ProPharma

    7. 💡 The “Yes, And…” Technique — Turning Any Conversation Positive

    8. 💬 Communication Strategies for Hospitals & Surgery Centers

    9. Selling to the Hospital In-Patient Pharmacy

    10. Selling to Surgery Centers

    11. 💡Understanding Market Pricing During Supply Chain Disruptions

    12. 💼Performance Standards & Expectations

    13. ProPharma New Sales Rep Weekly Routine

    14. QUIZ: Pricing Explanation for Market Shortages.

    1. Understanding NDC Numbers & Internal Coding for Medication & Supplies

    2. Understanding Brand-Name vs. Generic Drugs

    3. Targeted Product Sales by Facility Type

    4. 🏆 ProPharma Value Adds for Healthcare Buyers

    5. Popular crash cart items used in the Operating Room (OR)

    6. Effective Introduction Script

    7. Introduction Sales Script — Starting the Conversation Right

    8. Selling with the Busy Professional Frame — “I’m in High Demand, but Always Deliver”

    9. Mastering Transitions to Move Conversations Forward

    10. Mastering the First Full Contact — Relationship Building & Qualification

    11. 💡 Building Trust Through Follow-Up & Action Calls

    12. Qualify BEFORE You Price – The Foundation of Smarter Sales

    13. Start High — The Strategic Power of Pricing Upfront

    14. 💬 Overcoming Common Buyer Objections

    15. 📦 Assumptive Closing Strategies – ProPharma Sales Lesson

    16. Assertive Account Management Mastery

    17. 💥Creating Urgency to Drive Immediate Purchases

    18. Leveraging Vendor Availability to Close Sales

    19. Every Order is the opening for the next

    20. 📞 ProPharma Call Intake

    21. Sales Calculators

    22. Phone Calls by Veteran reps (examples)

    1. Tools & Software Resources to Support Your Role at ProPharma

    2. Understanding Lead in Acumatica CRM

    3. Converting a Qualified Lead to a Contact

    4. Adding Items to an Opportunity & Creating a Sales Quote for Client Review

    5. Opportunity Stages in Acumatica CRM

    6. Task and Opportunity Management in Acumatica CRM

    7. Converting a Sales Quote to a Sales Order

    8. Closing Opportunities – Won or Lost

    9. 🧭 Using Favorites & Reports in Acumatica

    10. 🧾 New Account Contact & Account Creation (Acumatica)

    11. New Customer and Winback Applications

    1. Full Sales Workflow — From Introduction to Signed Sales Quote & Sales Order Conversion

    2. 📦 Checking Product Availability in ProPharma Systems

    3. 🚫 Shipping Restrictions by Warehouse

    4. 🏷️ UPS Shipping Cost Estimates and Logistics Overview

    5. 💌 Standardized Email Signatures & Communication Protocols

    6. 🔎 How to Search Availability, Price, and Submit Requests

    7. Signed Sales Orders

    8. 🚚 Lesson: Shipment Code Guide & Controlled Substance Shipping Procedures

    9. Purchase Order Tracking Request

    10. 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.