To be on the competitive edge, all sales representatives need to be updated constantly on new services and products available. With respect to pharmacokinetics, many new products are coming up for each disease. The pharmaceutical sales representative finds it hard to introduce his company’s products.. The physician is more familiar with the diseases and the required medicines than the medical representative. So, in order to be successful as a pharmaceutical sales person, one needs to possess knowledge equivalent to that of a doctor.
For a medical representative to promote his company’s drugs effectively, he needs extensive training that provides reinforcement. So, how do you think this can be done? The answer – training can be imparted using technology, with one click.
One of our esteemed clients has asked us to develop an online training program to train its sales representatives on drug awareness. The client wanted these courses to be developed using Articulate Storyline. Also, the client wanted us to develop 10-15 minute modules. They provided us with the courses which we further divided into micro learning modules.
Introduced every module with ‘WIFM’ questions
Instead of stating the learning objectives directly, we posed a series of questions to the learners about the content to make them think of the answers. We named this slide as ‘What’s In It For Me?’
Presented a ‘Can you recall’ question
We introduced the course with a question, to test the learners’ previous knowledge and reinforce their learning. These can be either single/multiple select questions. We then provided the feedback based on their selection, to highlight how and where the current learning is applicable introducing the learner to a new topic.
Used animations and appropriate images to explain the main points
It is a well-known fact that the first impression on everything is derived from its appearance. When you design a course that is visually rich with info-graphics, animations, images, etc., your work of engaging the learners is half done. Good animations and appropriate images enable the learners to understand concepts much better. For example, in this course, we explained the respiratory system in the human body through animations and images.
Presented ‘nice to know’ information as separate tabs
‘Nice to know’ information is something that is not much important to the learners, but may provide extra information on a topic. We presented examples, additional information, references, and important hints on the topic in the form of nice to know information to the learners.
Provided a summary for each module
At the end, we provided the recap for every module by listing the key points to reinforce learning. We listed all important points in alignment with the learning objectives. Thus, the learners get the complete essence of the course.
Included quiz and clinical application
We provided the learner with a quiz to help him check his understanding. Also, at the end, we created an activity wherein the doctor will ask questions regarding the usage of a particular drug, and then, the sales representative will list both the advantages and disadvantages of that drug.
These were some strategies that were used to train pharmaceutical sales representatives to update their knowledge. Do share your views on the same.