Pharmaceutical Sales Training
Best Practices and New Techniques to Maximize Return on Sales Force Investments
February 26 - 28, 2007 · Venue to be confirmed, Philadelphia, PA

Register Now
Register yourself and a team online now!

Why should I attend?

Pharmaceutical companies have increased the numbers of their field force to maximize time with doctors in their effort to increase sales. Effective training is immensely important to optimize sales initiatives and the overall investments in the field force. The ability to properly train sales representatives is essential due to the increasingly diminishing time with doctors. Learn best practices for training your field force and and maximize return on sales force investments.

Speakers include:

  • Aaron Tackett, National Training Manager, Alpharma Branded Products
  • Tom Carey, Regional Sales Director, Alpharma Branded Products
  • Seana Ziliak, Associated Director Training, Managed Markets, Serono, Inc.
  • Marcus Elrod, Senior VP, Marketing & Sales Training, ProEthic Pharmaceuticals, Inc.
  • Kenneth Sanchez, Director, Marketing & Sales Effectiveness, Merck & Co., Inc.
  • Todd Smith, Director of Marketing, Abbott Laboratories
  • Douglas Willner, Vice President Sales Training, MedImmune Inc.
  • Mike Capaldi, AVP, Sales Training & Management Development, Sanofi-Aventis
  • Sam Rotella, Director of Training and Development, PAR Pharmaceuticals
  • John P. Oroho, Principal, Porzio, Bromberg & Newman PC
  • Mark Petersen, MBA, Director, Communication & Coordination, Critical Care, Astellas Pharma US, Inc.

Some Stats on Sales Training:

  • 1 in 5 sales calls results in a face-to-face
  • Average face time with physician: 2.5 minutes
  • Spending by drug companies on their sales forces: $12 billion
  • Budget for training new representatives is more than double the average for the whole sales force
  • Sales training budget for each new representative during representative’s first year: $10,500

Speakers and delegates will include VPs, Directors and Managers of:

  • Sales and Marketing
  • (Regional or District) Sales
  • Sales Operations
  • Sales Training
  • Leadership and Organizational Development
  • Learning
  • Sales Strategy
  • Training
  • Field Force Effectiveness
  • Training and Development
  • (Global) Brand Strategy
  • Others with roles involved in pharmaceutical sales training

Don't miss this event because...

Pharmaceutical Sales Training is the premiere event to discuss effective ways to train your field force, which is crucial in driving sales and increasing your company’s profitability. This unique 3-day conference features an end-user based speaker faculty presenting on topics including:

  • Selecting the Most Effective Sales Training Design to Optimize ROI
  • Implementing the Blended Learning Training Model
  • Practice Makes Perfect: Integrating Role Plays into Training Methodology
  • New Frontiers in Sales Training Tactics
  • Defining the Most Critical Skills for Sales Representatives
  • Implementing Cost Effective E-Learning Solutions
  • Developing Metrics for Pharmaceutical Sales Success
  • Post-Classroom and Follow-Up Training Strategies
  • Training Initiatives for Upper Management: Advanced Learning Program Design
  • Managing the Sales Force Structure
  • Integrating Sales Training and Marketing Concepts to Achieve Brand Clarity
  • Using Scalability for the Most Effective Training Distribution
  • Creating Customer Value to Share Ownership in the Conversation
  • Specialty Sales vs. Primary Care Approaches
  • Optimizing Limited Time with or Access to Physicians
  • Incentives for Increasing Sales Rep Motivation and Maintaining Momentum
  • Effective Sales Force Compliance Training
  • Elevating Training Department Competence
If you have questions about the IQPC conference call Brad at the NAPSR at (800) 913-0701 x 104 or visit http://www.iqpc.com/cgi-bin/templates/singlecell.html?topic=237&event=11865.