Course curriculum

    1. ProPharma Distribution Culture

    2. Welcome to ProPharma Distribution (Video)

    3. ProPharma Department Overview

    4. Building trust with Customers and our Staff

    5. ProPharma Distribution Branding

    6. Human Resources Overview (Video)

    7. ProPharma’s Key Personnel Policies

    8. Organization Structure & Department Managers

    9. 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 Surgery Centers

    10. Selling to the Hospital In-Patient Pharmacy

    11. 💡Understanding Market Pricing During Supply Chain Disruptions

    12. 💼Performance Standards & Expectations

    13. ProPharma New Sales Rep Weekly Routine

    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. 💥Creating Urgency to Drive Immediate Purchases

    17. Leveraging Vendor Availability to Close Sales

    18. Every Order is the opening for the next

    19. 📞 ProPharma Call Intake

    20. Sales Calculators

    21. 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
  • 79 lessons
  • 0 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.