Pharmaceutical Sales (MR) Practice Exam

About Pharmaceutical Sales (MR)
Pharmaceutical sales representatives (formerly drug dealers) are salespeople employed by pharmaceutical companies to persuade doctors to prescribe their drugs to patients.

Companies provide an educational service by keeping doctors updated on the latest changes in medical science. Critics point to a systematic use of gifts and personal information to befriend doctors to influence their drug prescriptions.

Medical Representatives are the building blocks of a company. They form the platform of the company in front of customers and share the vision, promote the products of the company and achieve the given objectives, in turn, which get converted into revenue for the company.


Why is Pharmaceutical Sales (MR) important?
Medical representatives are the key point of contact between pharmaceutical and medical companies and health care professionals, promoting product awareness, answering queries, providing advice and introducing new products. Excellent sales skills are a key requirement for medical representatives.
 
Responsibilities and Role of Medical Representative
•    Launching new products in the market
•    Sales Achievement
•    Customer Support and Customer Service
•    Pharma Product Promotion
•    Market Feedback about the product
•    Company Representation
•    Record Keeping and Reporting


Who should take the Pharmaceutical Sales (MR) Exam?
•    Sales professionals
•    Anyone who wants to assess their pharmaceutical sales skills
•    Anyone interested in pharmaceutical sales
•    Sales managers and senior executives
•    Sales consultants
•    Professionals working in outsourced pharmaceutical sales companies

Knowledge and Skills required for the Pharmaceutical Sales (MR)

Candidates having good communication, negotiation and selling skills, gain quick success in Pharmaceutical Sales (MR) career.

Pharmaceutical Sales (MR) Practice Exam Objective

Pharmaceutical Sales (MR) exam focuses on assessing your skills and knowledge in concepts and application of sales forecasting, sales management and pharmaceutical basics.

Pharmaceutical Sales (MR) Practice Exam Pre-requisite

There are no prerequisites for the Pharmaceutical Sales (MR) exam.

Pharmaceutical Sales (MR) Certification Course Outline

1. Theories of Selling
1.1  “Right Set of Circumstances” Theory Of Selling
1.2  “Buying Formula” Theory of Selling
1.3  “Behavioral Equation” Theory

2. Prospecting, Objection Handling and Closing
2.1 Prospecting
2.2 Formulating Prospect Definitions
2.3 Searching out Potential Accounts
2.4 Sales Resistance
2.5 Closing Sales

3. Sales Forecasting
3.1 Market Potential
3.2 Sales Potential and Sales Forecasting
3.3 Sales Forecasting Methods
3.4 Qualitative Forecasting Methods
3.5 Projection of Past Sales
3.6 Moving Average Method
3.7 Regression Analysis
3.8 Econometric Model Building and Simulation

4. Functions of Salesperson
4.1 The Effective Sales Executive
4.2 Nature of Sales Management Positions
4.3 Position Guide-Sales Manager
4.4 Functions Of The Sales Executive
4.5 Qualities of Effective Sales Executives
4.6 Relations with Top Management
4.7 Relations with Managers of Other Marketing Activities

5. Sales Management
5.1 Sales Budget
5.2 Sales Territories    
5.3 Building Customer Loyalty
5.4 Marketing Channels and Intermediaries
5.5 Physical Distribution, Marketing Logistics, and Supply Chain Management

6. Pharmaceutical Sales Management
6.1 B2B customers and targeting the right person
6.2 Unique Selling Proposition
6.3 Digital Marketing Models
6.4 Delighting Customers
6.5 E-Commerce and Social Media
6.6 Buyer-Seller relationship
6.7 Closing Techniques

Exam Format and Information
Certification name – Pharmaceutical Sales (MR) Certification
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees  - INR 1199