Retail Pharmacy Excellence
“If your focus is on educating the customer and providing them with options beyond their expectation, then you do not have to ‘sell’; the customer will decide what will be sold.”
What you'll learn
• Participants will understand the basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale
• Participants will know how to set sales goals and manage sales data
• Participants will become more confident in handling common objections and learning how to be a great closer.
Course description
1. Introduction to community pharmacy (retail Business)
2. Pharma market: RX, OTC and consumer
3. Qualities of successful sales-people (TKS)
4. Triangle of pharmacy selling
5. The difference between sales-person and consultant role
6. Customer growth factors
7. Buying center
8. Communication process
9. Sales call strategy (pharmacy file – sales book)
10.Steps of sales call
Nabil is a Training and Development Leader with extensive experience working with all organizational levels creating, promoting, and delivering training solutions designed to support the organization’s business plan. Nabil is passionate about creating an interactive and enjoyable business environment that supports learning. Nabil’s professional experience includes 30 years of business & management experience in the pharmaceutical industry. Throughout his professional career in the pharmaceutical industry, Nabil worked in sales, Marketing, Medical, and training for both national and international pharmaceutical companies.
Most recently, Nabil was the Group training and development Director. There he set the strategic training direction for 950 employees. Training Department “from the ground up” leading functions such as budgeting, staffing, needs assessment, curriculum, design, and planning. Prior to this role, Nabil served at several organizations designing and delivering successful programs in management development, team building, diversity, communications, customer service, sales, change management, performance management as well as many other topics. His work has always focused on meeting the strategic needs of the organization.
Nabil's outstanding strengths include leadership, communication, facilitation, and influencing.
His successful initiatives include:
• Created and implemented a global communication and training plan for a major change process
• Led the Training Advisory Team to determine business needs and develop creative training solutions
• Created, conducted, and following-up on an employee climate survey
• Facilitated cross-functional project teams
• Led a team to create the organization’s vision and mission statements
• Developed internal and external service standards
• Led a team to create a career path planning process
• Created, implemented, and led an employee reward program
• Planned and conducted employee events
Nabil's approach is hands-on and objective and focuses on what participants need to know. His enthusiastic and interactive style maximizes participation and achieves results through positive involvement. Nabil's style together with his interpersonal skills enables participants to enjoy themselves whilst learning, thereby maximizing benefits for both employer and employee.
