Pharmaceutical Sales Training

Learning Outcomes

• Apply ethical and legal principles in pharmaceutical sales interactions.
• Analyze the needs of healthcare professionals and tailor product presentations accordingly.
• Evaluate market trends and competitor activities to inform sales strategies.
• Demonstrate effective communication and negotiation skills in client engagements.
• Implement customer relationship management techniques to build long-term partnerships.
• Design a comprehensive sales plan for a pharmaceutical product portfolio.

Target Audience

This course is designed for individuals seeking to enter or advance in pharmaceutical sales, including current sales representatives, medical sales liaisons, and professionals transitioning from other sales roles.

Prerequisites

None — open enrollment

Course Outline

Practicals

Overview

Practicals provide supervised hands-on experience in applying sales techniques, product knowledge, and compliance within realistic pharmaceutical sales scenarios. Learners practice delivering product presentations, handling objections, and using CRM tools to reinforce classroom learning.

Practical Activities

• Product Presentation Role-Play — Learners prepare and deliver a 10-minute product presentation to a simulated healthcare professional, receiving feedback on content, delivery, and compliance. (4h)
• Objection Handling and Closing Scenarios — Learners engage in role-play scenarios where they encounter common objections from healthcare professionals and practice closing techniques. (4h)
• CRM and Call Planning Simulation — Using a simulated CRM system, learners plan a call cycle, record interactions, and follow up with virtual customers. (4h)
• Comprehensive Sales Call Assessment — Learners conduct a full sales call from opening to close, integrating product knowledge, sales skills, and compliance, assessed by trainers. (4h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.