Art of Pharmaceutical Sales training centre in Bangladesh

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Art of Pharmaceutical Sales

  • Date : Saturday, October 12, 2019
  • Duration : Day(9.30 am-5.30 pm)
  • No. of Classes/ Sessions : 1 Day
  • Class Schedule : Saturday
  • Last Date of Registration : 10 October, 2019
  • Venue : Bdjobs Training, BDBL Building (Level 19), 12 Kawran Bazar C/A, Dhaka 1215.


The current pharmaceutical industry in Bangladesh is more competitive than ever. Pharmaceutical companies always look for excellent sales people which is a rare find. Because selling skills are natural for only some people. They tend to know what customers would like in products and have an intuitive insight on what they expect to hear from a sales man. Selling is not only telling, it’s more than that – an art! When it comes to pharmaceutical sales this is specially true, since the health care market is a very particular one, continuously changing and updating with new regulations and products. People can be trained to have good selling skills, all it takes is the will to learn, a can do attitude and a good training program.

How participants will benefit after the course:
• After being enrolled in the course Participants will know about pharma market and their importance in this market

• Core competency of a sales person

• Effective selling steps

• How to incorporate selling steps effectively while detailing to doctor

• Post call analysis as a mean of day to days improvement in detailing

• Types of customers objection and how to handle those

• How to make a successful sales plan



Contents of Training:

First session
• An overview of pharmaceutical industry and market
• Sales promotion – the concept
• Sales force objectives and strategy in the perspective of pharma industry
• Group work
• Core competency of a pharmaceutical sales person

Second session
• Detailing demo
• Precall analysis
• Effective selling steps
• How to open the call
• Question/answer and wrap up

Third session
• Exploring and need identification of customer
• Exercise on closed and open ended questions
• Satisfying and closing the call
• Managing objections
• Exercise on identifying objections

Fourth session
• practice incorporating all the steps of a sales call
• Exercise and Post call analysis
• Detailing presentation on making a sales plan
• Gap analysis and discussion on effective sales plan
• Question/answer and closing

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Resource Person

Wahiduz Zaman

Head Commercial & Value Creation

Mr. Zaman has more than 14 years of experience in multi-national and local industries in the areas of Strategic Marketing, Portfolio Management, Launch Readiness, Product Life Cycle Management, Sales Management, Training & Organizational Development and Recruitment. Currently he is working in the leadership position in world largest Switzerland based pharmaceutical company.

He has completed Executive Marketing Education under Marketing Champions Programme from INSEAD, world's leading and largest graduate business school, Fontainebleau France.

He has certified in the Strength Based Leadership (8 months course) under EXPLORE program aim at developing leadership skills and personal transformation at Dehradun, Delhi & Mumbai at India. He has attended Leadership Skill Building Program in Coaching Boot Camp by atrain – a Hong Kong based training academy. Since 2014, he has been working on employees’ innate talent theme that transforms personal and professional development. He is pioneer in Bangladesh to design the course focused on the strengths of individuals.

He has attended training in several modules on Marketing Planning Excellence & Managing for Marketing Success and Successful Sales Management at Switzerland. He has trained on Negotiation Skills & Persuasive Force at Istanbul, Turkey. He has explored his capabilities attending a course on Consultative Selling Skill at Mumbai, India. Recently he sharpens his thinking ability by joining a workshop on Design Thinking at KL, Malaysia.

Nevertheless, he has attended various conferences all around the world including San Francisco & Chicago at USA, Australia, Austria, Italy, Spain, Czech Republic, Hong Kong, Singapore, Malaysia, Thailand, Macao, Vietnam & Sri Lanka.

He has obtained Master’s degree from Pharmaceutical Technology & Bachelor’s degree from Pharmacy in the University of Dhaka. He also obtained Advanced Certificate in Business Administration (ACBA) from IBA, University of Dhaka and AMDISA Secretariat, University of Hyderabad, India.