Medical representatives face many problems while promoting their companies’ products to doctors. It’s a well-known fact that doctors are more knowledgeable about medicines than the pharmaceutical sales representatives. So, how can a representative gain as much knowledge as the doctor about the medicine? Well, e-learning is the best solution for this problem because it helps to impart highly effective training.
At CommLab India, we have been developing online training programs for pharmaceutical sales reps and using the following best practices to make these trainings highly effective.
1. What’s in it for me?
It is a best practice to tell learners what’s in it for them early in the course. It can contain a series of questions related to the concept that learners usually get. The answers to these questions must be revealed in the subsequent slides. It greatly helps sales reps understand what they would gain if they take up the module.
If you are dealing with a product, then you need to ask a series of questions such as:
- What is the recommended dosage of the product?
- What is the mechanism of action?
- What are the adverse effects, indications and contraindications of it?
- What does it contain? How can it treat the disease?
2. Learning objectives
Adding clear learning objectives helps specify the intended outcome of the module. They describe what the sales representatives will be able to do after completing the course.
For example, if you are dealing with the topic “complications of migraine”, you can say:
By the end of this module, you will be able to :
- List the complications of migraine
- Explain the treatment options available for migraine
3. Do You Know? or Can You Recall?
Ask thought-provoking questions before going into the concept to make the module more engaging and interesting. It can be done by including a teaser in the form of “Do You Know?” or “Can You Recall?” And give explanatory feedback to the learner’s response instead of just indicating whether the response is right or wrong.
For example, If you’re dealing with the topic “Anatomy and Physiology of the Liver”, you can ask basic questions related to liver such as “What is the second largest organ of the human body?”
4. Clinical application
It is a best practice to include clinical application of the drug at the end of the module to enable sales reps handle questions asked by the doctor. This goes a long way in helping the sales representatives answer the doctor’s questions confidently.
You could include questions such as:
- Why should I prescribe this drug?
- What are the complications arising out of its usage?
- In which patients is it contraindicated?
Keep these best practices in mind to create highly effective online courses for medical representatives.
Editor’s Note: This post was originally published in August 2015 and has appeared in learning design category whereas now it is updated in Training solutions category.
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