Improving Field force long term

employability and effectiveness in

Pharma Industry

If it is to be, it is up to me. 1

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On one hand the pharmaceuticals industry is grappling with the

high level of attrition rate of 30 to 35 per cent at the level of

M.R., according to a recent survey by Interlink Marketing

Consultancy.

On the other hand it is becoming difficult to get talented new

people for the job of M.R.

If it is to be, it is up to me.

3

GS Academy is primarily engaged in recruiting and training of fresh

graduates for the job of Medical Representatives and experienced

Med. Reps as Area Managers

The interested candidates are oriented and trained in basic job,

Role & Responsibilities and Expected Behaviors / traits of a

successful Medical Representative / Area Manager and are

groomed for the job.

If it is to be, it is up to me.

GS Academy

4If it is to be, it is up to me.

5If it is to be, it is up to me.

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1. Sales people with better understanding, orientation and

liking for the job;

2. Sales people trained in basic selling skills, attitude for selling

and Pharma Selling process;

3. Sales people with basic knowledge of Industry, clarity of

understanding about expectations and career path.

If it is to be, it is up to me.

Company gets benefitted by getting…

7If it is to be, it is up to me.

4. Sales people with better understanding and orientation

likely to stay longer – reduced attrition in first 6 -12 months;

5. Reduced cost of recruitment & selection;

6. Increased field force effectiveness, more satisfied field force

& increased productivity.

Company gets benefitted by getting…

8If it is to be, it is up to me.

Our offerings:

1) Recruitment and selection of new sales people & Area

Managers

Register / Recognise GS Academy to supply candidates for the

vacancies for a mutually agreed service fee;

We supply trained candidates for the selection process,

company pays for the selected and joined candidates

9If it is to be, it is up to me.

2. Skill Development of existing field force (M.Rs.)

S.No Program Major topics covered Duration

1 IMPACT (having 6 months to 2 years’ experience)

Interactive Selling Skills / Objection Handling Techniques / Closing Techniques / Planning Skills

3 days

2 ENHANCE (having > 2 years of experience)

Enhancing Productivity / Handling TOUGH customers / ROI / Implementation

2 - 3 days

10If it is to be, it is up to me.

3. Management Development Programs (For First Line Managers)

S.No Program Major topics covered Duration

1 MOVE UP (For newly promoted Area Managers)

Level 0 to 1 / Expectations from A FLM / Key skills of a FLM / EPIC

3 days

2 STEP UP (For Experienced Managers)

Team Management / Performance improvement / Implementation / Communication skills of a FLM

3 days

11If it is to be, it is up to me.

4. Coaching: Coaching, world over has been accepted and used to help Individuals as well as organisations unlocking their inner potentials to maximise their performance levels.

In fact, benefits of coaching have been established in the recent study by ICF, which shows 50% to 70% improvement in areas like Work performance, Team effectiveness and improved relationships etc.

I provide coaching in the areas:

Career Coaching

Performance Coaching

Personal Coaching

Team Coaching

Goal Coaching

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GS Academy is promoted and managed by Suniel Guptaa, a

seasoned professional with over 32 years of experience in

Pharmaceutical Industry entailing Business Development, Sales

Management, Sales Force Effectiveness and Sales Training.

If it is to be, it is up to me.

GS Academy

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Have proven expertise in understanding the requirements of the

Industry, Trade and Customers;

Overall understanding of Business Management, Man management

and Training Function;

Accredited for Training app.10,000 Medical Reps, 1000 Area

Managers and 150 Regional Managers in last 11 years;

If it is to be, it is up to me.

Know the person

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A science Graduate with MBA in Marketing;

• Certified Coach – Approved by ICF

• Certified Learning & Development Manager (CLDM) by Middle Earth

Consultants;

• Certified Trainer by ACTS – India;

• Certified in Training Need Identification – Scientifically and

Systematically by ACTS – India;

• Certified in Advanced Content Creation;

If it is to be, it is up to me.

Know the person

GS Academy – Excellence in

Pharma Selling

Suniel Guptaa

Mobile: 9869 229 424 / 9920 736 522

Email: gsacademy.pharmaselling@gmail.com

If it is to be, it is up to me.