Hi, I would greatly appreciate any information that professionals at this forum can share about the Industry Best Practices for Training and Development Programs in Pharma Marketing. Thanks Abhay
From India, Indore
Dhiren Vyas
Sales,marketing And Soft Skill In Pharmaceutical
+1 Other


Dear Abhay

Pharma marketing L&D programs can be classified in two categories. First, L&D program for Freshers and Second for Seasoned employees. Now, within these two Groups, there can be many sub groups, e.g. Freshers in the Industry or freshers in the organization?? Similarly, what level of competency we are looking at within seasoned employees?? Are they the foot soldiers or Managers?? As a standard practice you always start with Product Trainings first. Sales trainings is next level which are classroom simulations as well OJT, where a reporting manager is suppose to take care of lot many aspects like territory familiarization, Planning, Call execution, Competitor knowledge, Retail/Stockist Management, Different formats of M.I.S.. Now, all this we are talking from a fresher point of view, within industry or Organization. For seasoned employees, thrust is more on Skill area as they are supposed to know the tricks of this trade. People management skills are required for Managers essentially and as they grow in careers they need periodic management trainings like Problem Solving and Analytical skills, Decision Making, Strategic Management etc.

What i have shared is just a standard practice in the industry. Within the Industry, organizations follow different methodology to achieve the same goal i.e. Growing Top Lines and Bottom Lines.


Tarun Salwan

From India, Delhi

While the details provided by Tarun are highly appreciated, I have a slight problem with the line of the question i.e. What are the industry best practices in L&D for pharma marketing.
This approach is quite like asking a pharmacist/doctor - What all do you have for a man of 45 years of age? Can such an approach work? You have to tell him what your problem is, or at least, what general benefits are you seeking.
Seek, not find.
My views on a somewhat related issue ( though not entirely same ) can be seen at <link no longer exists - removed> . You may find the blogpost interesting.
Alok Asthana
Innovators & Leaders

From India, Mumbai
Dhiren Vyas

Dear Abhay
With 35 years being in Phrama field sales, I strongly feel that there is always room for learning and development. Every time you are exposed to better understanding of subject. It helps you to practice the concepts of Pharma marketing and refreshes your knowledge and skills. In organiized pharma companies there are regular product training and selling skills training conducted for sales force. For higher level Management development programs ( MDP) are conducted. for PMT brand management courses are conducted.This builds up confidence of the team. Implementation and monitoring is a crucial step.

From India, Ahmadabad

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