CMR Institute | Education for Pharmaceutical Representatives, Biotech, & Medical Device Industries

Field Sales Management

This course differentiates between the competencies that are required for the positions of territory representative and district manager. It explores the district managers’ need for leadership skills and examines responsibilities related to building effective district teams, including attracting, screening, and selecting territory representatives for their teams, and team development. The course focuses on how district managers can achieve results through their territory representatives by motivating, measuring performance, training, coaching, mentoring, and facilitating district meetings. It concludes by examining how district managers can manage their districts as businesses by analyzing sales situations, creating business plans, managing resources, managing change, and coordinating with other groups and divisions.

Prerequisites:

Managing Business Communication
Managing People
Pharmaceutical Marketing
Principles in Pharmaceutical Management

Learning Objectives

Upon successful completion of this course, the student will be able to differentiate between skills and competencies that are required for the positions of healthcare representative and district manager; identify and explain the leadership skills that are needed by district managers; explain the district managers’ responsibilities related to building an effective district team, including attracting, screening, and selecting territory representatives for their teams; characterize the district managers’ responsibilities in team development; explain how district managers can achieve results through their territory representatives; characterize the role of the district manager in training, coaching, mentoring, motivating, measuring performance, and facilitating district meetings; and explain how district managers can manage their districts as businesses by analyzing the sales situation, creating business plans, managing resources, managing change, and coordinating with other groups and divisions.

Who Should Take This Course

District managers, experienced sales representatives, or others who would benefit from an understanding of how to build, develop, and achieve results through a district team, and skills needed to manage a district as a business.

Career Applications/Benefits

Pharmaceutical company district managers have challenging but rewarding positions. They must manage their districts as businesses efficiently and productively so that they achieve district sales goals while contributing to the goals and visions of their regions and companies. In order to do this, district managers build, develop, and lead teams of representatives who are expected to manage the business within their territories in a similar manner. This course provides valuable information needed to successfully meet the challenges encountered by district managers on a daily basis.