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Pharmaceutical Sales

Title Sales Representation Pathway
Description This project assisted training management in enhancing its existing training to ensure specific learning outcomes necessary for highly effective sales performances. This included the design of a five-year curriculum grounded in expert modeling and practice with expert feedback in the application of skills and knowledge. This enhancement included establishing a consistent look and feel for all the organizations training programs.
   
Title Account-based Selling
Description This project assisted an organization in a shift to an Account-Based Selling Model rolled out to an entire sales force. Training to support the rollout included a curriculum grounded in a starter kit pre-work, classroom, on-the-job continuous learning, and a master project. This involved evaluations at each step and included expert modeling and practice with expert feedback in the application of key skills and knowledge. Additional training focused on continuous learning.
   
Title Managed Market Account Directors Change Control
Description This project developed a change control policy and related procedures for updating documents related to the Skill Development Pathway, including Leader’s Guides, Participant’s Guides, Field Engagement Guides, and Evaluation Pre-work.
   
Title Managed Market Account Directors Retail Trade
Description This project conducted analysis of the unique training needs of Retail Trade Account Directors and subsequently developed changes to the Managed Market Account Directors pathway to accommodate the Retail Trade Account Directors development.
   
Title Document Management Services-RSD Training
Description The purpose of this project was to provide on-going change management and reproduction services in support of a training program for Regional Sales Directors.
   
Title Managed Market Training Leaders Workshop
Description This two day Train-the-Trainer course was delivered to quality Managed Market Training Leaders and Managed Market Regional Sales Directors in on-the-job training skills.
   
Title Client University
Description This project assisted training management in completing an evaluation presenting recommendations for enhancement of a communication plan. The evaluation skills included all courses segmented by a learning audience. The communication plan
explained the site and how to use it. It communicated features and benefits and contained a Call to Action.
   
Title Regional Sales Director Course
Description This training assisted training management in enhancing existing training to ensure specific learning outcomes identified as necessary for highly effective sales leadership. Achieving this goal included the design of an instructor-led, classroom program grounded in expert modeling and practice with expert feedback in the application of key management skills and knowledge.
   
Title Change Control Document Management
Description This project developed a change control policy and procedures and maintained documents for Sales Training. This also included updating documents related to the Skill Development Pathways, Leader’s Guides, Participant’s Guides, Field Engagement Guides and Evaluation Pre-work.
   
Title Contracting Skills
Description This project supported the design and development of competency-based training related to Revised Standard Contract Offer, Contracting, and Customer Engagement Skills for Managed Market Account Directors.
   
Title Managed Market Account Directors
Description This project supported the design and development of competency-based Training and Qualification/Individual Development for Managed Market Account Directors.
   
Title Trainer Development Program
Description This project supported the design and development of competency-based Training and Qualification/Individual Development for newly hired headquarters based Product and Regional Trainers.
   
Title Sales Video
Description This project developed 12 video segments of approximately 3-5 minutes each for both District Manager Training and Train-the-Trainer.
   
Title Oncology Sales Curriculum
Description This project included competency identification, delineation of learning objectives, developing and implementing strategies for training, and developing new and incumbent oncology sales representatives.
   
Title Oncology Home Study - 2
Description This project was designed to increase the cost-effectiveness and consistency of area managers supervising New Hire Home Study. This program included a Leader’s Guide for Area Sales Trainers and a Participant's Guide for new hires.
   
Title Executive Program
Description The purpose of this program was to identify and analyze Executive Education programs offered by colleges and universities in the United States.
   
Title Phase I Oncology Training
Description This project involved redesigning new hire training to reduce out-of-territory time and the time involved in bringing a new representative to maximum sales efficiency. This two-week curriculum for newly hired sales representatives included product knowledge, selling skills, and territory management courses that contained highly interactive, learner-focused components.
   
Title Competency Identification
Description This project included identifying competencies and learning objectives, matching them to developmental activities, and delivering them in an Access database.
   
Title Female Healthcare
Description This monthly newsletter was developed to keep sales representatives up-to-date on
current issues in women's health.
   
Title Product X Game
Description This project designed an interactive game to develop product knowledge competencies
specifically related to package insert information. The game utilized interactive
challenges with expert feedback in a road rally format designed for small to large groups.
   
Title Performance Appraisal System
Description This project involved development and communication of the company's performance
appraisal system to all employees.
   
Title Compensation System
Description This project involved working with executives to develop and train personnel on the organization's compensation system.
   
Title Customer Development Bundle Book
Description In this project involved revising the existing Customer Development Bundle Book, an
information resource available to General Manufacturing, Sales Directors, Customer Marketing (all), Customer Management and members of Selling Teams, Field Sales Management, Consumer Marketing, Consumer Insights, and other functional heads. This tool was used to leverage existing customer information across the organization. The electronic format was developed in Lotus Notes for residences on the intranet.
   
Title Learning Product Development Tool Kit
Description The purpose of this project was to create an electronic Learning Product Development Tool Kit as an information resource available to all applicable sites. The electronic format was web-enabled for residences on the intranet. It contained templates, guidelines, metrics, and strategies related to training process, program design, evaluation, and continuous
improvement.
   
Title ASSIST Training Program
Description This "How-To" videotape program included a reference manual explaining how to install and operate an automated blood analyzer.
   
Title Focus On…Infectious Disease Specialist
Description This 16-page document explains the role this medical specialist plays in identifying
and treating infectious diseases.
   
Title Core GXP
Description This project included developing core GMP, GLP, and GCP training programs for all
levels of personnel and manufacturing, Research and Development, and the quality laboratory.
   
Title Recordkeeping
Description In this project we conducted a recordkeeping assessment and develop a Strategic Recordkeeping Plan.
   
Title Comprehensive Needs Analysis
Description This project involved a facility-wide analysis of the training needs of 600 employees at two plant sites in two different states. The analysis included written questionnaires and personnel interviews at both plant sites. Personnel included in the analysis were from the manufacturing, maintenance, laboratory and warehouse areas. A comprehensive training plan for the entire company was developed.
   
Title Writing and Utilizing SOPs to Meet GMP Specifications
Description This project involved teaching uniform approaches to writing SOPs to corporate employees at different sites in the U.S.
   
Title District Manager Workshop
Description This project supported the design and development of a new competency-based, interactive training program for new District Managers. We designed and delivered a modularized Regional Director’s Guide and District Manager’s Guide that included detailed instructions and implementation calendar for use of all related program materials.
   
Title Technical Writing II
Description This project involved training personnel in the basics of technical documentation and mentoring participants through their initial writing efforts.
   
Title Strategic 101 Curriculum
Description This project reviewed existing New Hire Training for Sales Representatives to evaluate the instructional methodology against performance objectives. This evaluation led to a redesign of the new hire curriculum as well as the development of a communication and evaluation plan to support the new curriculum.
   
Title Communication Plan-Skill Builder Library
Description This project supported the design and development of a Communication Plan for a Skilled Builder Library. The plan contained all courses segmented by learning audience, management or sales representatives.
   
Title Advancing Relationships
Description This project designed a multi-method, multi-media training initiative to support participants efforts to advance existing relationships within managed market accounts. E-Learning, classroom and on-the-job components were developed including an electronic relationship mapping tool.
   
Title Communication Plan
Description This project created a strategic communication plan for a Training Organization.
   
Title Computer System Validation
Description This comprehensive program trained system administrators on the approved computer system validation process. The program involved development of classroom training, self-instructional training, and a global train-the-trainer.
   
Title Business Acumen
Description This project created Leader’s Guide for a 16-hour Business Acumen Classroom-based training/workshop facilitated by a university faculty.
   
Title Hospital Selling Learning Map
Description This project assisted management in the design of Hospital Selling Curriculum Program Architecture, Learning Map Conceptual Design, Training Modules, Institutional Selling, Patient Flow Process, and Customers.
   
Title Flexible Selling
Description This project designed training materials in support of Flexible Selling Training.
   
Title Business and Financial Program
Description This project revised the existing Business and Financial Training into a competency-based format.
   
Title Continuous Improvement Sales Training Curriculum
Description This project created a complete curriculum including conversion of existing sales training materials into standardized programs for self-study, classroom training and on-the-job training. The curriculum plan detailed training prerequisites and requirements by job title and recommended implementation schedule.
   
Title Advanced Therapeutics Home Study Curriculum
Description This project created a home-study program to prepare sales representatives for Phase I Training. We created an Administrator's Guide and a Sales Representative's Guide that is similar to the Administrator's Guide but written from the perspective of the Sales Representative.
   
Title Oncology Business Plan Development Workshop
Description This 4-hour instructor-led workshop was designed to give new and incumbent sales representatives skills to use quantitative and qualitative information about physicians in their territories to develop detailed business plans to achieve sales objectives.
   
Title Managed Care
Description This project developed a 3-hour workshop on managed care including the four generations of managed care, the difference between traditional and non-traditional managed care, information needed to target sales presentations to physicians participating in managed care plans, and role play.
   
Title Product X Self-Study
Description This modularized, highly interactive training on Product X (treatment of deep knee thrombosis, etc.) covered four approved indications including: technical, product knowledge and selling skills.
   
Title Contract Evaluation Process and Contract Financial Model Training
Description This program was designed for managers to train on proprietary software used to evaluate financial components of contracts. The program included: a Leader's Guide, a Participant's Guide, and Job Aids for training on a new e-contract format.
   
Title Sales Training
Description This project produced a series of instructor-led workshops to be used for initial training of new hires, including: Knee and Hip Replacement Surgery, Hospital Selling, FDA Rules and Regulations, and Making Pharmacy and Therapeutics Committee Presentations.
   
Title Adverse Event Reporting Training and Communications
Description This comprehensive program included Leader's Guide, Participant's Guide, and a Job Aid for training new and incumbent Clinical Research Associates on the new SOPs for Adverse and Serious Event Reporting.
   
Title Training a la Carte
Description This project developed short training programs (4 hrs. or less) for Area Business Managers to administer in their districts. Leader's Guides and Participant's Guides, visual aids, clinical reprints, selling skills, and mastery games were produced.
   
Title Home Study Product Training
Description This 24-hour comprehensive self-study program was a prerequisite for selling skills training for all new hires. This training covered sterilizers, water systems, and freeze driers.
   
Title Competitive Products Manual
Description This comprehensive field reference guide was used by consumer products sales representatives selling to trade customers.
   
Title Product X
Description This project supported in the design and development of a new competency-based, interactive program for the sales forces selling the product in international markets.
   
Title Product X Newsletter Continuation
Description The purpose of this project was to design a 2-page newsletter for use in selling product.
   
Title Negotiation Skills Training
Description Developed the procedure for training program evaluation that captured the process of measuring the on-the-job application of course specific skills and related business.
   
Title Dashboard
Description This project developed a Strategic Electronic Training Evaluation Dashboard. Dashboard is a database that incorporated existing metrics and allowed for easy enhancement of its ability to accommodate other data sources.
   
Title Study Guides
Description This project developed materials to support the ongoing development of competencies within the Sales Training and Management Development group related to Kirkpatrick's levels of evaluation and measuring Return on Investment.
   
Title Product X - Train-the-Trainer
Description This project developed two days of product training for international sales force trainers. The purpose was to increase sales by focusing on real-world applications and "how to's" of presenting a low-spectrum anti-infective to physicians.
   
Title Train-the-Trainer
Description This workshop presented current training trends in the pharmaceutical manufacturing
industry.
   
Title Product X Module Workbook Development
Description Developed product Module Workbook for the purpose of: generating active user
responses from the Package Insert provided by the company and to develop activities surrounding promotion, i.e., benefits, key features, and appropriately answering customer issues.
   
Title Administrative Support
Description This project provided long-term planning, organization, and logistical support to the Account Management Training Team.
   
Title Level 3 Training Evaluation Plan
Description This training defined a Level 3 process suitable for the environment. The process
included both quantitative and qualitative measures of training effectiveness.
   
Title Global Metrics
Description This project enabled global Training Management to identify existing sales force effectiveness data by country.
   
Title Global Training
Description This training assisted company in revising this program for Global Markets to abroad managers in a self-study program.
   
Title Training Continuous Improvement
Description This project supported the design and development of competency-based Training and Qualification/Individual Development for Regional Account Managers.
   
Title Global Medical Affairs
Description This project provided Procedures Management with promotional material specifically designed for use in training medical directors in Asia on how to review and when to approve said material so that it complies with corporate and country regulations.
   
Title Project X Referencing
Description This project provided referencing for previous product training materials including Leader and Participant Guides.
   
Title SOP Review
Description This project participated in the SOP review process at the company’s Distribution Center and provided recommendations on how to implement the entire process.
   
Title Step Up
Description This project developed a curriculum for Phase II Developing Management Skills and Behaviors. Pre-existing materials were modified to meet the instructional needs of the four core content areas that required development. Core content was created for areas in three Training Module Formats: Workshops, Guided Conference Calls, and On-the-Job activities.
   
Title Evaluation Plan
Description This project entailed designing and implementing an evaluation strategy for a classroom based program on Negotiation Skills. The goal was to demonstrate the business impact of this offering.
   
Title Compensation Plans
Description Assisted in ensuring that District Managers know the Compensation Plan so that they can present it to sales representatives in a 30-minute program. Leader’s Guides, PowerPoint Presentations, and a script that explains the Compensation Plan to specific sales audiences were developed.
   
Title Good Promotional Practices Support
Description This project provided project support for Good Promotional Practices training and certification.
   
Title Nutritionals Statistics Database
Description This project developed the Nutritionals Training Statistics Database and Certification Website.
   
Title Customer Satisfaction Model
Description This project developed and conducted a comprehensive evaluation of customer satisfaction with training for a global sales force.
   
Title Oncology
Description This project provided project support in an effort to revise and develop product Training Materials.
   
Title Blue Enriched Nutritionals Launch
Description This project assisted in determining the training required to educate tenured and new representatives, both retail and ethical, with the skills and knowledge they need to effectively recommend formula feeding to bring about optimal nutrition for infants and children.
   
Title Promise Training Program
Description This project involved researching and writing a product reference manual as a basis for designing and producing training programs for classroom and self-instruction.
   
Title Evaluation Plan
Description This project entailed designing and implementing an evaluation strategy for a classroom based program on Negotiation Skills. The goal was to demonstrate the business impact of this offering.
   
Title Competency-Training Database
Description This database was developed linking District Manager competencies with existing training to ensure competencies were being developed.
   
Title Competitive Products Training
Description This project involved developing a Competitive Products Reference Guide and a Leader's Guide for global implementation of a 4-hour, instructor-led program led by local district trainers.
   
Title Time and Territory Management
Description This self-study program for sales representatives focused on techniques for managing time and territory effectively.
   
Title Account Managers Start
Description This project assisted the company in the creation of a comprehensive onboarding and certification program for New Account Managers.
   
Title Product P I Study Guide
Description Developed product IV Study Guide using information from the Package Insert. This study guide was used for: generating active user responses to the product IV insert information and to develop activities for the user to promote product IV, identifying key features and benefits from the product IV Prescribing Information, and appropriately answering customer issues concerning product IV.
   
Title IMPACT/REACH
Description This project developed District Manager training to be facilitated by the area managers.
   
Title NuStart Curriculum
Description This project involved supporting the reformatting of the NuStart curriculum for new company sales representatives.
   
Title Introduction to X
Description This project assisted an organization to introduce a new drug into a field dominated by one competitor. The company educated physicians and sales representative about the product through this slide/tape program which was translated into seven languages for use throughout the world.
   
Title Product X ported the design and development of a new competency-based, one-day, interactive clasLaunch Materials
Description This project supsroom program for sales forces selling Product X. This training was key to developing the ability of the sales representatives to differentiate Product X from the competition using selling resources and the customer-focused selling platform.
   
Title Project Evaluation and White Paper
Description This project evaluated training program and wrote a white paper on the results.
   
Title Progress Training Program
Description This was a stand-up, classroom-based training program to train international sales representatives about a nutritional supplement for young children.
   
Title Product X Training Program
Description This project involved researching and writing a product reference manual as a basis for
designing and producing training programs for classroom and self-instruction.
   
Title Product X
Description Developed competency-based assessments and instructional materials for product.
   
Title Career Development
Description This project developed a Career Development Guide that will direct the Career Development Process. This guide includes goals, roles and responsibilities, requirements, guidelines, rewards, and recognition. Additionally, it contains links to the Career Development Application Log and directions for completion and use in the Career Development.
   
Title HIV Representatives
Description This project developed a modularized Articulate Engage eLearning on Dyslipidemia in HIV patients to educate sales representatives on key issues in this area.
   
Title Antibiotic Resistance eLearning
Description These three (3) eLearning modules were developed using Articulate Engage Software. This project was designed to impact market share through a comprehensive training initiative for sales representatives.
   
Title Business Acumen for Sales Management
Description This project developed a Business Acumen program for Sales Management
   
Title Business Acumen 2008
Description This project provided adaptations for Level III Evaluation and Day 3 for Business Acumen Training initiative.
   
Title Day 3 Business Acumen
Description Supported Business Acumen Day 3 initiative.
   
Title One Day Instructional Systems Design Workshop
Description This project provided a one-day Instructional Systems Design Workshop to the training staff.
   
Title Advancing Customer Relationships
Description This project continued development of a Multimedia Training Tool Kit for "Advancing Customer Relationships" trust and collaboration.
   
Title Directors' WebEx Training
Description This project designed and developed a WebEx Negotiation Skills Curriculum for Account Directors.
   
Title Field Sales Representative Qualification
Description This project created sales curriculum and qualification assessments for new Field Sales Representatives to qualify to sell to Health Care Professionals.
   
Title Institutional Sales Training
Description This project provided support for Institutional Sales Training for Hospital Account Director and Account Manager Guides and creating communication pieces.
   
Title Non-Personal Promotion
Description This project created a comprehensive training eLearning initiative designed to educate selected commercial staff. This program was designed to develop the skills and knowledge needed to effectively develop brand strategies that maximized brand messaging through the development of an integrated cross-channeled Non-Personal Promotion planning approach.
   
Title 3rd Thursday Continuous Learning
Description This project provided instructional design and evaluation for a Continuous Learning Program.
   
Title Psychiatric Care Specialist
Description This project provided consistent, high quality training for all Psychiatry Specialty Managers and built a strong bench of pre-qualified candidates through the Psychiatry Excellence initiative.
   
Title Global Management Training Survey Report
Description This project analyzed responses from five different surveys. After the surveys were reviewed in detail, the results were summarized and recommendations were made to management. The summary included a discussion of responses and sales curriculum recommendations in several categories.
   
Title Pharmacy Benefit Manager Direct Mail
Description This project developed materials to educate internal and external customers on the value of Pharmacy Benefit Managers and Mail Direct Pharmacies.
   
Title Global Accountability Needs Analysis
Description This project conducted a needs assessment to support the Global Accountability Project. The goal of this project was to confirm the content and training methodologies required to inform and educate executive-level leadership in the skills and knowledge needed to communicate responsibly and effectively on sensitive issues.
   
Title Customer Satisfaction Evaluation Model
Description This project developed and conducted a comprehensive evaluation of customer satisfaction for global nutritional sales forces. The goal was to determine the value of this training initiative in relation to on-the-job performance of sales representatives and overall corporate objectives.
   
Title Field Training
Description This project provided project support that included implementing the change management strategy, and developing laptop and Web-based delivery of the program. This program was the subject of and Return on Investment (Level 5) evaluation that showed strong training results.
   
Title Public Relations Train the Trainer
Description This project reorganized, modified and added to an existing PR training program to create a Train-the-Trainer program for use in all global markets.
   
Title Product X
Description This project assisted in the development of a module on febrile neutropenia to fit into an already existing program so that the training program covered all of the indications for markets outside of the U.S.
   
Title Product X
Description This training program was used to help international Sales Representatives present important features of these oral contraceptives to physicians.
   
Title Sales Training Program
Description This project involved providing a product sales training program for international Sales
Representatives.
   
Title Directors' WebEx Training
Description This project designed and developed a WebEx Negotiation Skills Curriculum for Account Directors.
   
Title Field Sales Representative Qualification
Description This project created sales curriculum and qualification assessments for new Field Sales Representatives to qualify to sell to Health Care Professionals.
   
Title Institutional Sales Training
Description This project provided support for Institutional Sales Training for Hospital Account Director and Account Manager Guides and created communication pieces.
   
Title Non-Personal Promotion
Description Created a comprehensive training eLearning initiative designed to educate selected commercial staff. This program was designed to develop the skills and knowledge needed to effectively develop brand strategies that maximized brand messaging through the development of an integrated cross-channeled NPP planning approach.
   
Title 3rd Thursday Continuous Learning
Description This project provided instructional design and evaluation for a Continuous Learning
Program consisting of a topic presented in virtual classroom format on the third Thursday of every month.
   

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