Sales Management Pharma

This seminar provides fundamental information and experiences, how sales in pharmaceutical industry works more efficiently.

3 days


Tuchlauben 7a, 1010 Vienna   View map

New customers of the pharmaceutical industry need to be targeted!

Selling of medical and pharmaceutical innovations on the one hand and the regulations by the health policy framework on the other have a fundamental impact on the careers of the pharmaceutical industry. New customers of the pharmaceutical industry need to be targeted and classical conservative client-relationships to be revised. Less and less companies can take the liberty of “visiting” doctors or pharmacists – business acumen of employees is the key to success.

Target Audience

  • Experts and executives from pharmaceutical companies that qualify in sales management.
  • High-potential and future managers of pharmaceutical companies and companies distributing food supplements / OTC.
  • Pharmaceutical sales representatives.
  • First Line Sales Manager from other branches, newcomer.

Number of participants

Maximum 15 persons

Learning success

  • You gain insight and in-depth knowledge in sales management Pharma / OTC
  • You get effective tools for successful Key Account Management Pharma / Market Access
  • You get ideas for increasing efficiency of the sales force and suggestions for professional perception of corporate interests

Business acumen


  • Pharmaceutical distribution channels and processes
  • Key Account Management Pharma
  • Analyses as a basis for Sales Manager Pharma
  • Gemba
  • Planning activities in the field
  • CRM models / Sales Controlling

Your advantages

Structure and content are practise oriented and have been developed by experts of pharmaceutical industry.

High expertise – Real case studies