In-Clinic Excellence for Pharmaceutical Sales

0 (0 reviews) Techno-Functional

Strengthen in-clinic sales execution to improve brand influence and prescription outcomes.

By Prashant Sharma

Last updated April 10, 2026

Current Status

Not Enrolled

Price

₹170,000.00

This training program on in-clinic excellence is designed for Sales professionals in the Pharmaceutical sector. It addresses the challenge of maximizing impact within short, high-stakes clinical interactions. Learners gain the ability to plan effective clinic visits, deliver differentiated value messages, and execute with discipline across diverse prescriber environments. The program uses real in-clinic scenarios, expert-led insights, and practical execution frameworks to ensure immediate field application.

Course Content

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Decoding HCP’s Mind 3 Topics

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Doctors’ persona and behavior model

Prescription drivers and decision science

Mapping emotional and rational triggers

Pre-Call planning like Pro 3 Topics

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Profiling, segmentation, and objective setting

Territory Insights and clinic mapping

SMART call goal mapping

Value based product communication 3 Topics

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FAB technique (Feature, Advantages, and Benefits)

Storytelling using patient narratives

Making clinical claim engaging

Visual-Aid & Detailing Mastery 3 Topics

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Techniques to navigate the Visual-Aid

Scientific to emotional flow of transitions

Handling interruptions and distractions

Objection Handling Techniques 3 Topics

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Identify, understand and defuse objections

Listen, Acknowledge, Explore, Respond

Practice real life objection handling

Advanced HCP Engagement 3 Topics

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Mapping stakeholder networks in Hospitals/clinics

Customizing pitch to clinic ecosystem

Account planning framework.

Scientific Selling & Patient-Centric Dialogue 3 Topics

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Scientific Study uses

Personalizing patient impact stories

Emotional intelligence in engagement

Post Call Reflection and CRM Skills 3 Topics

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Field reporting best practices

Self-reflection tools

Converting learning into performance

Coaching for In-clinic excellence 3 Topics

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On the Job observation tools

Feedback that builds performance

Coaching Do’s and Don’ts

Action Plan Presentation 2 Topics

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Participants action plan presentation

Role play and assessments

Meet Your Instructor

Prashant Sharma

2 Course

0 Student

With 26+ years of experience across Pharma and Consumer Healthcare, Mr. Prashant specializes in driving performance through strategic learning interventions and business coaching. His passion lies in empowering individuals and organizations through structured capability-building frameworks, coaching conversations, and impactful training programs. He helps organizations align training strategies with business objectives, implement coaching cultures, and build digital-first, data-driven learning ecosystems. As an ICF Certified Coach, he brings deep insight into leadership development, performance coaching, and behavioral transformation.