In-house company trainings catalogue 2018

SAT Health in partnership with Zarzia Consulting is offering a wide range of professional pharma trainings for company functions as Sales (SF, FLSM, BUMs) and Marketing (PMs, BUMs). All training workshops follow a 5-step blended training curriculum as to maximize retention & usage of concepts and methods trained, including pre-training and post-training assignments

In-house company trainings

The modules answer the need of a continuous training Curriculum for the company, depending on the function and level of experience:In-


                     Prices for in-house 2-days training

Number of participants

In-house 2-days training price

From 8 to 11 attendees

9.000 euro

From 12 to 16 attendees

10.500 euro


SALES Curriculum options


SF (also FLSM **)

Induction training 

Company Selling Model 

Medical Claims & Medical Journals 

Territory Management **


Advanced Selling Skills 

Social Styles 

Brain Response model 

Negotiation Skills

Problem Solving & Decision Making

Presentation Skills


FLSM (also BUMs)

Company Selling Model

Territory Management

Coaching skills

Business Planning 

Advanced Coaching 

Poor, Marginal & High Performer

Team Dynamics Management

Change Management



DM & advanced SF training: Negotiation skills (2 days training)

Agenda Negotiation Skills (**=case studies)

History of negotiation.  Political, Social, Business good & bad examples

Negotiation as an event and a competency. Communication **

Key attributes of negotiators: Turning competition into cooperation **

Competencies for negotiations: understanding win & lose combinations and creating value **

Negotiations’ processes & resolution: flow, methodologies: Bargaining tactics, forging agreements **

Negotiation’s style: avoiding biases and information asymmetry **

Problematic negotiations: avoiding biases and managing irrational partners **


DM curriculum: Coaching agenda (2 days training)

Agenda Coaching (**=case studies)

Introduction to coaching – objectives of the training. Coaching and Leadership

Coaching: what is it, and what it is not **

Basic skills & values required for coaching: Communication, Presence, Trust

Basics of coaching: The 7 coaching sins **

Coaching process: Formal & Informal situations **

Coaching SIPS model: ** (Situation ❖ Impact ❖ Planning ❖ Sustainability) **

Resistance to coaching. Managing difficult situations **



MARKETING Curriculum options


Marketing (also BUMs)

Basic Marketing Principles

Brand, Marketing & Business Plans

Evidence-based and Analytics for marketeers **

Market Research **

Quantitative MR

Qualitative MR


Finance for marketeers

Marketing mix optimization

Advertising & Communication


Basic Marketing:  Basic pharmaceutical marketing processes & brand plan creation (2 days training)

Agenda Basic Marketing training (**=case studies)

Product & Brand Management Intro

The business Cycle and marketing function responsibilities in Company

Marketing plans: Objectives, contents, sections.  In depth understanding, Documentation, preparation, updates **

Launch readiness plans: Timings, responsibilities, standard documentation, information research **

Marketing & Sales: Operational initiatives and their interaction with marketing: IFP, CRM, PST…**.  Strategy & execution

Marketing & Medical. Operational initiatives Approval processes and initiative support


Basic Marketing: Company’s marketing analytics quantification & responsibilities (1 day, combined with other trainings)

Agenda Company Analytics (**=case study)

Company analytics in the business cycle & product lifecycle

Product, competition & market analyses, forecasting & trending methods **

Product profiling:  responsiveness for resource optimization

Theory & Analyses of Carryover (5 different methods) **

Concentration curves, Value/specialty, productive frequency, numeric penetration, others **

Reporting & incorporation into the business plan / MRP / launch readiness documents **

Data sources, data caveats, potential errors and how to capture them **


Advanced Marketing (2 days): Market research

Agenda Quantitative MR (**=case study)

Legal & compliance & transparency regulations on MR Data, information, public sources, syndicated & ad-hoc studies Types of Quantitative MR. Usage by lifecycle stage** Process. From RFP to project closing.  QC & Budget control** Questionnaire types & preparation. **

Analyses of results.  Utilization of data & information. 

Agency management **

Additional insights in complex quantitative MR (Pricing, concept, benefit…)


Agenda Qualitative MR (**=case study)

Types of Qualitative MR. Usage

 Process.  From RFP to project closing. Budget control

Discussion guide preparation for FG & IDIs **

Moderation skills basic training**

Management of project abnormal situations

Analyses & results **

Additional insights in complex qualitative MR (Pricing, concept, benefit…)

Report creation & presentation**


Advanced marketing ( 2 days):  Financial management of products and categories on the business cycle

Agenda suggested (**=case studies)

Basic principles and differences: Financial Accounting, Management Accounting, Corporate Finance

Financial & management accounting: Introduction to the basic financial readings: IS (P&L), BS, CF **

Finances of a product on various lifecycle stages **

Utilization of P&L for brand & project management Workshop product P&Ls analyses **

Budgeting, planning & forecasting process

Workshop budget/plan/forecasts **

Product & company valorisations - methods

Workshop of valorisation based on P&L **

In & out-licensings, brand selling, other financial structure deals from a marketing perspective **


Advanced Marketing (2 days):  Usage of the financial know-how to optimize marketing mix investments

Agenda Marketing Mix Optimization (**=case studies)

Recap on calculation of ROI & IROI

Types of measurement models for marketing investments: test & control, ex-ante & ex-post, Quantitative MR

Modelisation of short vs long term impact & spill-over effect.  Quantification **

Objective setting and ambitions vs realization for marketing mix initiatives **

Reporting of successful initiatives and budget request (strategy, analytics & quantification) **

Reporting of non-successful initiatives – damage control and learnings **


Advanced marketing (2 days):  Advertising & communication techniques

Suggested Curriculum items – advanced communication techniques (**=case study)

Marketing product management in pharma – classical approach

Marketing product management out of pharma

The laws of marketing.  Applicability to marketing

The mind model – basics on human (and doctor) behavior**

The mind model – preferences & choices. H&P vs A&B.  Real vs perceived profiles **

Learning, communication & decision taking based on the mind model **

Application of the mind model to pharma marketing & advertising campaigns **

Prescription decision process & CLP marketing levers

Advanced product CLP marketing techniques: The stakeholder as an account

Application of CLP in the day-to-day business. Control & execution**



Curriculum trainings: Suggested 5-steps blended training to maximize retention & usage of concepts and methods trained upon


Pre e-questionnaire

3 - 4 weeks prior

Electronic media


Self Awareness material (pre-work)

1 - 2 weeks prior

Electronic media


Classroom workshop

1 – 2 days



Take-home case study (post-work)

1 – 2 weeks post

Electronic media


Post e-questionnaire

3 – 4 weeks post

Electronic media


  • Pre- & Post- e-questionnaires will consist of 10 mixed (open/closed) questions relevant to the training, aiming to gauge the level of sophistication of the attendees, and their level of acquired knowledge.  It should not take attendees more than 15-20 minutes to answer
  • Pre- & Post- training materials are expected to require about 2 h of reading & analyzing time from attendees and its lecture and investigation is recommended for the full profit from the training and course


Curriculum trainings:  Logistics, Timings & Deliverables

The agenda, staging & timelines will be agreed with the HR & local management teams


All trainings are highly interactive with workshop style – each concept presentation is followed by either a case study, a real example, or a small competitive game with open discussion


Case studies are always brought from real (anonymized) pharma world situations.  Examples might include also other sector’s situations, for education and exemplary reasons


Trainings are customized to the needs, culture and style of the Company – as much the contents, depth, as the case studies and dynamics


Each training is designed to optimally accommodate (for dynamics, cases, etc.) between 8 – 16 attendees – smaller groups (8-10 people) for higher-end or executive trainings


On-line tools, self-readings and surveys would be sent, followed up and reported nominatively to management on each attendee, prior and post-training


Trainings and materials will be available and delivered in English


For more information, please contact us directly at 



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