Corporate Programs

• Listening and Hearing: They Aren’t the Same Thing
• Asking Questions
• Communicating with Power
• Verbal and Non verbal
• The Signals you Send to Others
• It’s Not What You Say, It’s How You Say
• Developing specific skills
• Using Summary Questions
• Asking for Clarity and Completeness
• Disagreeing Constructively

• Common concerns with presenting Preparing Presentationsc
• Understanding the audience
• Determining the outcome
• Identifying a theme
• Structuring the presentation

• What’s the purpose of the Power point slides
• Importance of design & templates
• Applying the principles of PowerPoint
• Use a common theme in the presentation

Preparing Slides with the same Principles

• Creating simple yet insightful excel charts, diagrams & pictures
• Best practices of PowerPoint design

Presentation Techniques

• Importance and understanding Body Language
• Varied Presentation Methods
• Designing, Drafting and Delivering a Wow Presentation, and Much more.

• Getting Down to Business
• Writing Your Proposal
• Getting Thoughts on Paper
• Basic Proposal Formats
• Expert Editing Tips
• The Handshake or elbow tuck
• Getting Ready for Your Presentation
• Elements of a Successful Presentation
• Start appropriate & end powerfully
• Dressing Aptly
• Presentations

• Determine the significance and the context of the decision
• Determine the cognitive processes involved in making decisions
• Roles of reference points, opportunity and constraints points.
• Discover promising options
• Establish decision-making criteria
• Evaluate the options against the criteria
• Explore the ways in which time shapes decisions
• Analyze the risks

• Course summary and orientation to online learning; assessment of individual experience in negotiation activities.
• Types and stages of negotiation
• The role of power and empathy in negotiation
• Language, creativity, and navigating the space between ‘yes’ and ‘no’
• Framing, managing processes, concessions, packaging, follow-up
• Role Play

• Emotional intelligence defined
• Develop a vision you have for your team or company which is compelling and exciting
• Becoming self- aware
• Understand what teams need and want in the 21st century so you know how to lead the people on your team
• Learn how to practice servant leadership in a way which inspires performance and unlocks value
• Learn how to manage your time more effectively
• Learn how to turn your vision into a SMART goal
• Empathy (e) & social skills (ss)
• Skills in emotional intelligence
• Verbal and non- verbal communication skills
• Social management and responsibility
• Wrapping up

• Understand what accountability is and what events in history have shaped our view of it
• Identify the requirements for personal and corporate accountability
• Apply the cycle of accountability and the fundamental elements required to build an accountable organization
• Describe what individuals must do to become accountable
• Build skills required for accountability, including goal setting, giving and receiving feedback, and delegation
• Pinpoint ways to build ownership in your organization
• Isolate areas for further self-improvement

• Understand what it means to be a strategic thinker
• Understanding of your behavioral style and how understanding this is the key to strategic thinking.
• How to use emotional intelligence to build a strategic and collaborative working environment.
• Using creativity as a strategic thinking tool
• The ability to create strategic plans which have been fully scoped for new projects.
• An understanding of how to embed strategic thinking into micro and macro cultures

• Introduce the concepts of vision, purpose, balance, and leadership.
• As a guide to prioritizing all our activities, we teach the Eisenhower grid, later refined by Stephen covey as time quadrants, which classifies all activities in our life according to their importance and urgency.
• Role of our will and determination have in the execution and successful implementation our decisions.
• Lastly, we connect all the covered concepts for providing you with a powerful game plan to manage your time and organize your life.

• Understanding & identifying Stress
• How Science Defines Stress
• Our Perceptions and Stress
• Thought Awareness, Rational and Positive Thinking
• Happiness Studies, Gratitude and Stress Relief
• The Cost of Yes and Learning to Say No
• Increasing Productive Time and Your Long-Term Life Plan
• Easy Stress Relieving Exercises at Your Desk
• Planning your Diet
• Sleep, Exercise and Laughter Cures
• Learn to let it go
• Get up smiling, grateful and thankful in the morning

• What is Customer Service?
• Who Are Your Customers?
• Communication Skills
• Telephone Techniques
• Handling Difficult Callers
• Handling Challenges Assertively
• Handling Difficult People
• Handling Conflicts
• Seven Steps to Customer Problem Solving

• Understand and Define Success
• Types of Teams
• Team Development – Forming
• Team Building Activities
• Making the Most of Team Meetings
• Solving Problems as a Team
• Encouraging Teamwork

• Become an effective coach: the theory and practice to become an effective coach/mentor with role-plays to demonstrate the desired behavior.
• Acquiring coaching skills
• Using the 7-stage problem solving model
• Develop and use your listening skills to solve problems, diffuse conflict, teach staff, and be a more productive manager or team leader

• Know your leadership style
• How to gain a leadership and management attitude
• Lead inter-generational teams
• Coaching as a management tool
• Effective motivational tools
• Positive communication skills
• Performance management skills
• Effective discipline techniques
• An understanding of sexual harassment and bullying
• Delegation skills
• Time management skills
• How to prioritize workflow
• Persuasive communication skills
• Dynamic people management skills

• Move from an adversarial to a collaborative approach in conflict resolution
• Initiate and conduct skilled conversations leading to behavioral change
• Understand and manage their reactive emotions during on-job encounters
• Identify and alter unproductive conversational habits from reaction to response
• Use calming communication skills to bring upset people to the point of reason
• Use persuasion and negotiating skills effectively
• Develop positive language patterns, and Much more

• Participants will assess their current paradigm assess the positive impact of change
• The governing principles of managerial effectiveness.
• Influence based performance levers
• Enhancing team member productivity
• The fundamentals of coaching, mentoring & counselling & the difference between them
• The characteristics of an effective counsellor & the art of giving & taking feedback The building blocks of a team
• The impact of trust building on individual & team effectiveness
• The art of ego control & it’s positive impact on others

• Taking ownership
• Responding and growing with change
• Resource optimization
• Team power
• Performance management
• Motivation

• Effective communication skills
• Knowing your own style: strengths and weaknesses
• Dealing with difficult people, situations & behaviors
• How to communicate with different personality types at work
• Assertiveness
• Body language & self-awareness
• Gaining and retaining influence
• Creating a first and lasting impression
• How to make an impact
• Confidence and presence

• Introduction: capstone business simulation
• Understanding industry and market research reports. Analyze internal functional reports of the organization – strategy creation
• Business planning & forecasting, innovation, R&D
• Marketing – planning, forecasting sales, pricing strategies in different markets
• Operations and production planning
• Financial planning
• Importance of execution & alignment to strategy
• Connecting the dots – bring the simulation to life with real life case studies

• Introduction to conflict resolution
• Examining Root Causes
• Conflict awareness and its importance
• The Importance of Forgiveness
• Identifying the Benefits of Resolution
• Neutralizing Emotions
• Setting Ground Rules
• Creating an Action Plan
• Preventing team conflicts
• Handling difficult conversations
• Strengthening Your Partnership
• Networks, relationships and establishing trust

• Who can be Pharma Representative?
• Who are Your Customers?
• Key Communication Skills
• Customer call
• Knowledges to focus
• Ways to reach customers
• Key terminologies in work
• Tools to work
• Career plan & route map

• What is selling ?
• Philosophy of selling
• The 7 basic selling steps
• Greeting and opening
• Asking questions
• The funnel Technique
• DAPA significance & method
• Product presentation
• Sales Skills focusing on social styles

• What is pharmaceutical detailing ?
• Steps in detailing
• Product versus Medical detailing
• Key steps in detailing
• Key detailing skills
• Advantages & disadvantages of pharmaceutical detailing
• Types of detailing
• Effective tips

• What is customer centric approach ?
• Why pharma companies ?
• Types of Customers
• Elements of customer centric approach
• Product centric Versus Customer centric
• Strategies & tactics

• What’s Pharmaceutical marketing ?
• Types
• 8 P’s
• Differences of sales & marketing
• 8 C’s marketing principle
• Types of Market research
• Product life cycle
• Positioning , Segmentation & targeting
• Strategies & Tactics
• Pricing
• Marketing communication
• Control and management

• Objective Planning
• Analysis
• Strategies & tactics
• KPI s
• Execution

• Pharma industry knowledge
• Interpersonal skills in pharma environment
• Task management
• Communication skills with retailers (pharmacies)
• Balancing Medical Versus product knowledge
• Customer service
• Team work