Even if the world's best strategy is devised, it is impossible for sales managers, who are key salespersons, to guide and lead Medical Researchers (MRs) unless sales managers themselves understand the strategy. Also, the strategy cannot be implemented without acceptance of MRs thereof. In other words, a strategy does not lead to the enhancement of sales force efficiency and the improvement of performance unless it is understood and accepted.

Several steps are required to implement a strategy.

IMS assists in bringing about a change in attitude and behavior for the purpose of enabling sales managers, who are key salespersons, and MRs to undertake activities independently.

Learning Programs

Tactical Marketing Course (TM)
This is a three-day course designed for marketing beginners and intermediates. Participants will be able to enhance their basic planning skills of a product strategy.

For the first step, they will learn key points of strategic marketing planning process in a pharmaceutical company through theoretical concepts.

In the second step, they will then test their own marketing plans on a virtual product in a risk-free, yet realistic, virtual environment using a simulation.

Senior Sales Management Training Course (SSMT)
In SSMT participants study the scale and structure of the sales unit and the method of decision-making by top management regarding the overall operation of the sales unit, as well as learn the concept and methodology for making important decisions, and the trends and standards of the industry. This program offers a two-day course in which participants experience and learn various methods of operating the sales unit by means of simulations.

Area Management Course (AM)
The management ability of sales managers, who are key salespersons at pharmaceutical companies, is enhanced through theoretical and experiential learning. Participants are put in charge of a computerized virtual area and learn by experience how their own judgment and decision affect sales through the guidance and nurturing of six MRs and the allocation of sales resources. This program offers a two-day course for learning business management entailing the analysis of performance, market potential and extent of execution, goal setting, and resource allocation by MR and the area in which the MR is in charge of.

Hospital Management Course (HM)
This is a 1-day course focusing on the idea of key account management in hospital. In Phase 1, participants will be asked to make their own territory plan including resource allocation. In Phase 2, they will then be able to learn the importance of profiling all the contact persons in their territory and of understanding their relationships that affect decisions made in a hospital. The course consists of a good combination of theoretical lectures and exercises using a computer simulation.

Targeting & Segmentation MR Program (T&S MR)
In this program MRs learn how to formulate effective territory plans.

Participants learn how to obtain the understanding, acceptance and commitment regarding the importance of strategically conducting analysis (performance, activities, market potential) and formulating action plans through virtual experience of such formulation by means of simulations. This program offers a one-day course aimed at ensuring the implementation of optimal behavioral changes and new strategies as well as improving sales and enhancing sales effectiveness.

Databased Call Planning Program (DCP)
In this program MRs learn a more adequate targeting and the best distribution of the resource to plan an effective activity, by using DDD. Also, MRs acquire the method of planning a strategic activity plan by the concept learning by the theory lecture and the on-site training by the simulation.

Contact:
Learning Solution & Change Management
Tel: Tokyo 03-5425-9025
E-mail　ims_kenshu@jp.imshealth.com

Please click here for the schedule of each training program.