1. Pharmaceutical Sales Fundamentals
• Pharma sales landscape overview
• Drug development & approval process
• Compliance (HIPAA, FDA, PhRMA Code)

2. Product & Scientific Knowledge
• Drug classifications & MOA
• Competitive product analysis
• Indications/contraindications
• Therapeutic area specialization

3. Sales Techniques & Strategies
• Consultative selling approach
• Value-based selling tactics
• Territory management
• Objection handling

4. HCP Engagement
• Physician decision-making insights
• KOL relationship building
• Effective detailing techniques
• Medical storytelling

5. Digital Selling Skills
• Virtual detailing mastery
• CRM & analytics utilization
• Social selling strategies

6. Negotiation & Closing
• Pricing/reimbursement discussions
• Hospital contract negotiations
• Competitive positioning

7. Compliance & Ethics
• PhRMA/FDA/EMA guidelines
• Adverse event reporting
• Off-label promotion risks

8. Performance Excellence
• KPI-driven coaching
• Field force effectiveness
• Leadership development

9. Custom Programs
• Role-specific training
• Blended learning solutions
• Competency assessments