Medical Sales Representative Training

The Indian pharmaceutical industry is one of the fast growing sectors of the Indian economy and has made rapid strides over the years. It ranks among the top-15 drug manufacturing countries in the world. India ranks 3rd worldwide for production by volume and 14th by value.

Medical Sales Representatives are a key link between medical healthcare professionals (HCP) and pharmaceutical companies. They are the face and image of the company.

Medical Representatives promote companies' medications, prescription drugs, and medical equipment / devices and has role in ethical selling of medicines. They implement various strategies to increase awareness of a particular company's medical supplies. The main aim of this training program is to develop relevant sales and marketing skills in professionals. This training program will also train you in areas such as marketing practice, market research, sales process, communication skills, planning etc.

Programme Modules

Module 1: Medical Sales Representative: Skills (Communication, leadership, personnel skills, customer service, selling skills etc.), Roles & Responsibilities, Work ethics, Code of Conduct, Hierarchy of pharma sales department

Module 2: Human Anatomy and Physiology, Medical Terminology & Abbreviations

Module 3: Basics of Pharmacology, Classification of Drugs, Overview of Pharmacovigilance

Module 4: Marketing - Communication skills, Listening & Selling Skills, Distribution System, Handling Objections

Module 5: Market Research and Analysis and Retail Chemist Prescription Audit (RCPA), Managing market and Sales Information

Module 6: Importance of Branding in pharma selling

Module 7: Key elements of Visual Aids and Pharma LBL

Module 8: CBI –Competitor Brand Information, Competitor Knowledge, Competitor Activities

Module 9: Management of Key Opinion Leaders (KOL) in pharma sales

Module 10: IT Skills -Sales team reporting & tracking, understanding Daily Call Report processes

Module 11: Developing sales ability & keys to performance target achievement, sales planning and forecasting process

Module 12: Work ethics for Medical Sales staff - Special emphasis on COVID -19 situation (Social distancing in Hospital, Clinics & Pharmacies, protection protocols against infection and necessary guidelines)

Module 13: Digital Marketing in pharma, Digital Shift in Covid-19, scope, impact and future


Any graduation/ B.Sc. in Microbiology/ Life Sciences/ Botany/ Zoology/ Food Science/ Food Technology/ BE/ B.Pharma/ MBBS/ BDS/ BHS/ BUMS/ BAMS or any other discipline. Diploma holders are eligible for our Executive Diploma, Industry Certificate, and Certificate Programmes.

Programme Duration

Minimum time in which a student can complete this programme is 3 months.


The registration dates for this programme run by the Institute are updated timely on the webpage. Effective online tools incorporated into the design of the webpage make the programme lectures, online live classes and study material easily accessible. This gives a huge window of self-regulated and self-paced performance to the participants.

Programme Deliverables

A comprehensive study material for all the modules in hard copies ensuring the needs of the audience. The accompanying training material is appropriately aligned with the current Industry’s expectations.

  • – Assignments for all the programme modules for continuous evaluation and guidance.
  • – Interactive or online live sessions on all key areas of the programme giving all flexibility to the participants.
  • – Online classes for all the modules will be conducted on the weekends. Moreover, a doubt clearing session will also be scheduled before the examination.
  • – All the efforts are made by IGMPI faculty members to make the entire programme modules easily understandable.
  • – Assessment and evaluation for all the programme modules in order to enhance the levels of competencies and skills of the participants leading towards the objective of application in the job.
  • – At the end of each programme modules, the trainers shall obtain feedback from the participants using specially designed questionnaires.
  • – All learning and training delivery initiatives shall be conducted in English.

Examination & Certification

IGMPI follows a credit system based on all learning activities involved in studying for all PG Diploma, Executive Diploma and Certificate Programmes. Each of your modules is equal to 4 credits. To successfully complete the programme, you will have to earn all the credits assigned to your programme.

All the participants are obliged to timely appear for an exam at the end of the programme. After successful completion, the participants will be awarded Certificate in Medical Sales Management by IGMPI. For all the above mentioned modules elaborate programme material, self-assessment assignments and project work details would be provided by the Institute from time to time. Details get updated on the webpage as well.

Placement Assistance & Corporate Relations

The Institute has partnered with many organizations for providing with placement assistance to in its participants. The robust placement cell comprises of senior level Human Resources professionals and Talent Acquisition experts which maintains close links with business and industry. We are engaged in promoting the employability of our participants by maintaining good rapport and relation with HR cell and recruiting managers of leading healthcare companies across the globe. The efforts of our placement cell also include helping with professional resume writing, interview skills & conducting mock interviews etc. In recent months the Institute has witnessed more and more participation from professionals working with global pharmaceutical giants like Aurobindo Pharma, Glenmark Generics, Cipla, Wockhardt, Pfizer, Abbott, Medtronic, Ipca Laboratories, Sun Pharmaceutical, Novartis, GlaxoSmithKline, Mankind Pharma, Lupin, etc.

Future career prospects of Medical Sales Representative

Medical Sales Representative is a professional programme targeted to cater the occupational safety requirement of trained professionals. The information, guidance, practical training and off programme completion certificate will provide the participant with not one but many opportunities in the industry. A medical representative can make a very promising career in pharmaceutical marketing on the basis of his sales performance and ability to manage customers. His sales performance is assessed on the basis of his ability for achieve targets fixed by the company. He can rise to the posts of: Area Manager; Regional/zonal manager; Divisional sales manager/ Divisional Controller; Dy. Marketing/ Dy. Sales Manager; Marketing/Sales Manager.

Programme Fee Details

How to apply

For further enquiries, write to or call us on:: / 18001031071 (Toll Free), Phone: +91 11 26512850

Pharmaceuticals | Food | Clinical Research | Healthcare | Medical Coding | Medical Device | Nanotechnology | IPR

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IGMPI Placement Cell


Placement testimonials: Our alumni are working with Fortune 500 and global Pharmaceutical, Food and healthcare giants like