Pharmaceutical Purchase and Sales Personnel Training Course

Author: Sun Shijia, Yang Qunhua (editors)
Publisher:
Publish Date: 2007-01-01
Features: This textbook is based on the "National Occupational Standard for Pharmaceutical Goods Purchaser and Seller," combining practical situations in pharmaceutical operations, and is specifically designed and compiled as a practical training manual. The book consists of 12 modules and 53 training sessions.
Module 1 focuses on testing and cultivating skills in observation, attention, memory, reasoning, personality, courage, and willpower.
Module 2 focuses on etiquette training in appearance, posture, and expression.
Module 3 trains basic operational skills for pharmacies (or drugstores) in store layout, pharmaceutical display, customer reception, diagnosis and medication dispensing, and prescription dispensing (for both traditional Chinese and Western medicine).
Module 4, using the Bixin Pharmacy Management System as an example, provides computer-based training for pharmacy operations such as drug procurement, inventory entry, shelf placement, sales, and stocktaking.
Module 5 focuses on pharmaceutical acceptance, in-stock maintenance, and outbound verification for drug storage and maintenance training.
Module 6 trains basic financial accounting skills through manual stocktaking and cost-volume-profit analysis.
Module 7 focuses on pharmaceutical sales skills from perspectives such as home visits, group sales, hospital sales, and pharmacy sales.
Module 8 trains skills in pharmaceutical market research and forecasting through planning, questionnaire design, and report writing.
Module 9 enhances marketing planning skills through the development of comprehensive promotional activity plans.
Module 10 provides business negotiation training through psychological aptitude tests, intelligence gathering, negotiation preparation, negotiation plan drafting, concession strategies during negotiations, and contract writing.
Modules 11 and 12 focus on online bidding and GSP certification application training.
Most of the training content in this textbook comes from the pharmaceutical purchasing and selling line, making it highly operational and free from excessive theoretical discussions. It can serve as a teaching material for secondary and higher vocational schools and is an ideal training manual for schools and enterprises to cultivate and improve the professional competence of pharmaceutical purchasing and selling personnel.