Course Overview
A comprehensive 5-day intensive programme for aspiring and current medical representatives and pharmaceutical sales professionals. Covers ethical promotion, clinical knowledge, regulatory requirements, and effective healthcare engagement.
Content is aligned with the Southern African ethical code of practice for medicine promotion. Participants gain practical sales skills and a sound knowledge base in clinical pharmacology and therapeutic areas.
Who Should Attend?
Aspiring medical representatives
Current med reps seeking upskilling
Pharmaceutical sales professionals
Medical device sales representatives
Marketing professionals in healthcare
Course Outline
| # | Module / Unit | Key Topics |
|---|---|---|
| 1 | Introduction to Medical Sales | Industry overview, roles, responsibilities, career pathways |
| 2 | Clinical Pharmacology for Med Reps | Drug mechanisms, pharmacokinetics, therapeutic areas |
| 3 | Ethical Code of Medicine Promotion | SAPIA/NAAMPS code, ethical marketing, anti-bribery |
| 4 | Key Therapeutic Areas | Cardiovascular, diabetes, respiratory, infectious disease, oncology basics |
| 5 | Product Knowledge & Detailing | Product dossiers, competitive positioning, key messages |
| 6 | Communication & Selling Skills | Consultative selling, objection handling, closing techniques |
| 7 | Regulatory Framework | NMRC scheduling, prescription vs OTC, advertising regulations |
| 8 | Medical Device Basics | Classification, technical features, clinical evidence, demonstration |
| 9 | CRM & Territory Management | Customer segmentation, call planning, CRM tools |
| 10 | Role Play & Assessment | Simulated detailing visits, product presentation evaluation |
Entry Requirements
- Grade 12 / NSSCO minimum
- Previous sales or healthcare experience preferred
- Valid driver's licence advantageous
- Open to science graduates and health professionals
