On 24th October,2014,SABRE PSF medical sales simulation symposium was successfully held.Nearly 30 students took part in the program,including Merck,CPGJ,Chenpon,UCB,Xian Janssen,Novartis,Luye Pharm etc.
Here is the background of the program:A Canadian medical company B is going to list a new drug.At the same period,the competitor company J listed the same kind of drug.The company J has four times employees more than B!Entrusted by company B,we offered them some consultants,designed medical sales simulation and trained 500 local managers of company B.Now,the market share makes no distinction of rank between company B and company J.
The PSF medical program focuses on the theme SFE,cutting over from the “Ten Equal”theory,analyzes external customer market.The program also combined its internal “procurement climbing ladder(customer collaboration degree)” to analyze different kinds of clients and related strategy.
The program focused on the senior sales manages and line managers.After many programs held by SABRE,we find that the students can vary from second-tire managers to majordomos.It also indicates that SFE has always been the concern for medical industry.Also,enterprises wants more advanced participation to push forward the development of SFE.Having a more strategic sales thinking is more and more important,especially considering today’s resource crunch and clients’ more detailed requirements.
In one day’s symposium,we did modules including SPP(medical sales strategy planning procedure),customer segmentation,the introduction and list of new products,strategic integration.The introduction and list of new products and the strategic integration will be adjusted based on the communication before class.In the current participant enterprises,CPGJ is just going to list the new ME TOO drugs.Chenpon Pharm will hold the analysis meeting for the new listed products just in the next day.
In this program,we severed medical simulation of the market background.As the medical sales representatives,the students need to analyze 25 doctor clients in the area and allocate the related sales resources.In the first round of the simulation,starting with their experiences,the group six finally got ahead at 25.1%(versus the starting pointing 23.1%).
Then,the students discussed the ways and tools used in strategic sales. Using the simulation,6 teams,5 market shares got promoted.Finally,the first group(members from CPGJ,Chenpon pharm,Xian Janssen,UCB and Merck) gained laurels at 26.8%(versus the starting point 23.1%)
The arrangement of SABRE Simulation open class:
17-19th November,FNF Finance for Non-finance Simulation.
20-21th November,PSM Pharm Sales Manager Simulation
27-28th November,CTM City Manager Simulation
Looking forward for your accession!
Contact us for more details:
Tel:021-61652252
E-mail:course@sabresim.com.cn