1)Harvest -Key Hospital Selling (Basic)

The market changes  require increasing adaptation of this traditional sales model towards greater integration and synchronization of sales efforts and towards a stronger regional responsibility for the top and bottom lines.
Pharma companies need to establish new sales strategies and tactics to face this challenging environment as new stakeholders gain importance. The influence of governments, payor groups, pharmacists, and patients is increasing while the autonomy of physicians is decreasing in many if not most countries. Finally, the resulting interdependncy among customers also needs to be reflected in the sales model.

The training model of Harvest invade  this changing and increasingly complex market environment by approaching customers with integrated multifunctional teams and solutions.

This workshop is designed to provide you with an overview of the KHS concept, an understanding of the skills needed, and the opportunity to practise and actively engage in developing those skills. The ultimate objective of the workshop is to provide you with the knowledge and skills you need to effectively develop long-term strategic relationships with key accounts and to deliver breakthrough results for you and your company.

- At the completion of KHS workshop, you will have:

  • Enables Company associates to establish and develop strategic Relationships that deliver breakthrough value and success
  • A clear understanding of intergrated Hospital Management
  • Training on key skills that are an enhancement of existing skills to help you achieve breakthrough business goals
  • Provide you with the knowledge and skills you need to effectively develop long-term strategic relationships
  • Identify the different roles of decision makers
  • Understand the steps of hospital Management
  • A workshop and simulations to make the learning actionable and retainable
  • Using the own participants practical examples


- Program Content:

The workshops will incorporate both Theoretical Models and Experiential Learning Activities. e.g

*KHS Workshop could includes:

- Subtopics

  • Understanding the process of business planning
  • Importance of Major Accounts /defining key hospitals
  • Analyzing your customers
  • Identifying your resources
  • Planning for the “executive suite” meeting
  • Communicating with the key decision maker (KDM)
  • Implementing the customized, strategic portfolio
  • Profile of an Ideal Major Accounts Representative ,Competency Dimensions
  • Hurman Model for communication/negotiation
  • Understanding the Hospital. The hospital sales cycle
  • Profiling a Hospital. Types of institutions/category
  • Applied Hospital Selling The decision making process
  • Hospital Committees.

Role playing, case studies and exercises
More Details concerning the contents ,program agenda ,cases etc…on request after agreement

- Who should attend?
Experienced Med.Reps. who need to develop their performance in selling
specially in hospitals and key accounts.



2)Concept of Hospital & Account management( Cham)intermediate

- Introduction:

  • Our business environment is changing.
  • The health care environment is becoming more complex.
  • Our customers are becoming more complex.
  • Disruptive trends mandate evolution of Pharma “go-to-market” model.
  • KAM is vital solution


- You will learn to:

  • Recognize the difference between private and institutional selling
  • Identify the different roles of decision makers
  • Understand the steps of hospital selling
  • Recognize the importance of key account management.
  • Differentiate between the different purchasing methods in institutions.


- By focusing on:

What is the difference between tender, direct orders, ?

  • The hospital sales cycle
  • Promotion mix to hospitals
  • Kinds of customers
  • The decision making process
  • Types of institutions
  • Role playing, case studies and exercises
  • Pre workshop assignment: own  cases per participant/preparation
  • Wrap Up: Keeping the Message Alive /Action plan & follow up


- Duration: 2.5 days

- Who Should Attend?

Hospital Reps., First line managers ( supervisors) &  Senior  
Medical Reps.


3) Basic Key Account management( KAMII)intermediate

- topics:

  • Pre workshop assignment: own  cases per participant/preparation
  • Introduction:   Approach to integrated hospital Management
  • Skill Module 1: Mining for Marketable Knowledge
  • Skill Module 2: understanding and profiling Your Customer
  • Skill Module 3: Leveraging Company Capabilities
  • Skill Module 4: Communicating at Executive   Levels
  • Skills module 5:Negotiating/selling your business (optional)
  • Wrap Up:          Keeping the Message Alive /Action plan & follow up


- Duration: 3 days

- Who Should Attend?

First line managers ( supervisors) &  SeniorMR, area managers  


4)Integrated Account management( IAM)advanced

- Introduction:

  • Our business environment is changing.
  • The health care environment is becoming more complex.
  • Our customers are becoming more complex.
  • Disruptive trends mandate evolution of Pharma “go-to-market” model.
  • KAM is vital solution.


- You will learn to:

Consider our objective for Integrated Account Management:

  • “Integrated Account Management Fundamental enables Company associates to establish and develop strategic relationships that deliver breakthrough value and success for both your company and our key customers.”


- Duration: 2.5 days

- Who Should Attend?

First line managers ( supervisors) &  BUMs ,line managers ,PMs ,Sales managers