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Pharma & Biotech Sales and Marketing: CRM Business 101
Rating: 3.9 out of 5(53 ratings)
893 students

Pharma & Biotech Sales and Marketing: CRM Business 101

Crash course on biopharma CRM industry concepts
Created byPeter Yeung
Last updated 10/2023
English

What you'll learn

  • Understand how sales and marketing works in pharmaceutical and biotech companies
  • Learn various concepts related to pharmaceutical customer relationship management
  • Understand the data involved in pharmaceutical and biotech sales and marketing
  • Describe what a pharmaceutical sales rep does

Course content

5 sections • 16 lectures • 46m total length

  • Introduction1:24

    This section provides a high level description to pharmaceutical and biotech sales and marketing.  After finishing this section, you should be able to explain what the purpose of sales is in this industry.

  • What is a pharmaceutical sales rep?1:38

    Describe a typical day for a pharmaceutical sales rep, including planning routes, meetings with healthcare professionals, presenting product information, sharing promotional materials and samples, and following up via digital channels.

  • What is a Medical Science Liaison (MSL)?1:54

    This lecture describe what a MSL is and how they have different CRM needs compared to Sales.

  • What is a Key Account Manager (KAM)?1:32

Requirements

  • No requirements required. You will learn about pharmaceutical sales CRM from scratch.

Description

This course is designed to provide a quick introduction to pharmaceutical and biotech sales and marketing viewed from a CRM (customer relationship management) perspective. Through a combination of lectures, students will learn the key principles and practices of successful pharmaceutical and biotech sales and marketing. The course will cover topics such as the sales process, product positioning, promotional strategies, and team structure of pharmaceutical and biotech sales and marketing.


Sales professionals are responsible for promoting and selling prescription drugs to healthcare providers, such as doctors, nurses, and pharmacists. 


Overview:

  • Overview of the pharmaceutical and biotech industry

  • Key principles and practices of successful sales and marketing

  • How CRM is used


If you are new to the industry or a consultant that wants to learn more, this is the perfect course for you.  We will discuss what a sales rep is, a MSL, and a Key Account Manager.  We will dive into concepts like drug sampling and event management.  At the end of this course, you should feel confident discussing how pharmaceutical sale and marketing works.  Some of the topics covered in this course:

  • Face to face calls

  • Emails

  • Different channels

  • Samples

  • Recording signatures

  • Events Management

  • Closed Loop Marketing

  • Territory Alignment

  • Recap of key concepts and takeaways

  • Opportunities for further learning and development in the field





Who this course is for:

  • Beginners in the pharmaceutical and biotech sales and marketing area

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