Professional Diploma in Medical Sales Management

1. Equips participants with professional skills to successfully manage medical sales processes.
2. Enhances marketing performance within pharmaceutical and medical supplies companies.
3. Qualifies personnel capable of establishing effective relationships with healthcare institutions.
4. Strengthens negotiation abilities and skills in presentation and persuasion.

1. A university degree in pharmacy, health sciences, business, or a related field.
2. OR at least 2 years of documented experience in medical sales or health marketing.

1. Valid ID or passport copy.
2. Recent passport-sized photo.
3. Academic certificate or proof of experience.
4. Updated Curriculum Vitae (CV).

1. Medical and pharmaceutical sales representatives.
2. Marketing personnel in health-related companies.
3. Employees in medical device and supply companies.
4. Students or graduates in medical or pharmaceutical faculties aiming to enter health sales markets.

Level One (Foundational): Professional Fundamentals in Medical Sales

• Training Hours: 10 hours
• Training Units

1. Introduction to Medical Sales & Marketing.
2. Basics of Pharmaceutical & Medical Products.
3. Persuasive Selling & Presentation Skills.
4. Ethics and Professional Communication.

Intermediate Level: Negotiation & Applied Marketing in the Medical Sector

• Training Hours: 20 hours
• Training Units:

1. Consultative Selling Strategies in Healthcare.
2. Negotiation and Deal Closure Techniques.
3. Time Management and Medical Visit Planning.
4. Digital Marketing in Medical Sales.

Advanced Level: Sales Team Leadership & Performance Analytics

• Training Hours: 20 hours
• Training Units:

1. Managing Medical Sales Teams.
2. Market Analysis and Demand Forecasting.
3. CRM Systems in Healthcare Sales.
4. Sales Performance Analysis and Reporting.

Applied Research Project: “Integrated Medical Sales Plan for a Healthcare Product or Service”

• Training Hours: (10) hours Supervised and Evaluated
• Project Description:

This project aims to train the trainee in designing a comprehensive sales plan for a pharmaceutical product or healthcare service, in accordance with modern pharmaceutical marketing methodologies. The plan will be based on market analysis and the formulation of scientific and marketing strategies, while adhering to the ethical and regulatory aspects of healthcare marketing. The project may be carried out individually or in small groups, under the supervision of a specialized academic advisor.

• Project Objectives:

1. Apply the theoretical concepts acquired in pharmaceutical marketing within a practical, real-world scenario.
2. Strengthen research and strategic market analysis skills in the pharmaceutical and healthcare sectors.
3. Enable the trainee to develop a comprehensive marketing plan that covers all stages: market study – identification of target customers – strategy formulation – selection of distribution and communication channels – definition of performance indicators.
4. Develop the ability to craft a scientific marketing message supported by clinical evidence and research data.
5. Prepare the trainee to present the project professionally before an evaluation committee or senior management in the pharmaceutical or healthcare sector.

• Trainee Tasks:

1. Select a pharmaceutical product or healthcare service to apply the project on.
2. Collect primary and secondary market data related to the chosen product or service.
3. Conduct a strategic analysis using tools such as SWOT, PESTEL, and Porter’s Five Forces.
4. Identify target customers and develop an ideal Customer Profile.
5. Build a comprehensive sales plan including promotional strategies, distribution channels, and communication mechanisms.
6. Design Key Performance Indicators (KPIs) to monitor the implementation and measure the effectiveness of the plan.
7. Prepare a written document and a presentation plan summarizing the proposed strategies and expected outcomes.

• Supervision and Guidance Approach:

1. Dedicated academic supervision sessions (5 hours) distributed across the stages of project preparation.
2. Individual and/or group follow-up to provide feedback and corrections.
3. Advisory support in product or service selection, and guidance in applying marketing analysis tools (SWOT, PESTEL, Porter’s Five Forces).
4. Final review to ensure the plan complies with the scientific and ethical standards of healthcare marketing.

• Project Deliverables:

1. A formal written document containing the integrated medical sales plan (10–15 pages).
2. A concise presentation highlighting the key elements of the project to the evaluation committee.
3. An in-depth market analysis of a selected pharmaceutical product or healthcare service.
4. An executive matrix outlining proposed strategies, performance indicators, and implementation timelines.
5. An evaluation report demonstrating the linkage between the plan and the healthcare and regulatory objectives.

1. International Professional Certificate issued by the American Board of Medical & Health Specialties – California, USA
   •  Notarized and Apostilled by the U.S. Department of State.
   • Globally verifiable via the Dataflow system
2. International Professional Certificate issued by the American Board for Training and Human Resources Development – California, USA
   • Notarized and Apostilled by the U.S. Department of State.
   • Globally verifiable via the Dataflow system
3. International Professional Certificate issued by Midmak International Academy – Syria | Australia
   • Certified by the Ministry of Foreign Affairs of Australia and Syria.
4. Academic Endorsement from the American University for Continuing Medical Education (AU-CME)
   • Independent academic documentation facilitating acceptance for international accreditation and professional development portfolios.