Before reading the announcement that we report below, it should be noted that the activity of the scientific representative of the drug (ISF) is regulated by Legislative Decree 219/06 by the art. 119 and following and in particular theart. 122 said i "Requirements and activities of scientific representatives”. To be suitable for this profession you must have one of the degrees listed by law. The law also provides that "In all cases scientific informants they must receive adequate training from the Scientific Service of the companies on which they depend, so as to be in possession of sufficient scientific knowledge to provide precise and as complete information on the medicines presented. The companies holding the AIC ensure the constant updating of the technical and scientific training of the scientific repsthe".

In the announcement the ISFs are defined as “Medical Sales Representatives” or “Medical Sales Reps”, American designation for drug sales representatives which have nothing to do with the Italian ISF who depend on a corporate scientific service, independent of marketing. Scientific Service which must “verify that the scientific representatives employed by them are in possession of adequate training and comply with the obligations imposed by law“. In other points of the announcement they are also referred to as scientific medical informants, a term that does not exist. All those denominations such as medical informants, but also pharmaceutical informants, technical-scientific informants, remote informants, (illegal) commercial informants, etc. they do not exist and they self-certify the ignorance of who pronounces them. The law defines: Pharmaceutical Representatives (ISF)

The law regulates scientific information on prescription drugs which must be addressed only to those who are authorized to prescribe or dispense them (for the latter only the RCP). Sales activity is prohibited.

The course, specified below, due to its vagueness in the aims, must not deceive those who hope that this is a sufficient means to access the profession of ISF, at most it could serve for personal use for sellers. Such a course for aspiring ISFs is useless. It is only for those who organize it. 

Master's degree in scientific medical informant

salernonews – 9 November 2019

Drug sales representatives, broadly defined as “Medical Sales Representatives” or “Medical Sales Reps”, are a key link between medical and pharmaceutical companies and operators sanitary.

As medical representative, the professional will sell his company's products, which include drugs, prescription drugs and medical devices, to a variety of customers including general practitioners (GPs), hospital physicians, pharmacists and nurses. He will work strategically to increase awareness and usage of his company's pharmaceutical and medical products.

Chances are he will be in a specific geographic location and specialize in a particular medical product or area. You may need to make presentations and organize group events for Healthcare Professionals as well as work with contacts on an individual basis.

In any context, the sales process involves contacting potential customers, identifying their needs, persuading that one's own products or services (rather than those of competitors) can best meet those needs, closing the sale, agreeing terms and conditions and providing after-sales assistance.

As a scientific medical representative of the drug, you will need to:

• Arranging appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular direct calls;
• Make presentations to doctors, operators and nurses in general practice, hospital doctors and pharmacists in the retail sector;
• Organize conferences for doctors and other medical personnel;
• Build and maintain positive working relationships with medical staff and support administrative staff;
• Manage budgets for guest speakers, conferences and hospitality;
• Maintain detailed records of all contacts;
• Achieve and, if possible, exceed annual sales targets;
• Win new customers and develop long-term relationships with existing ones;
• Plan working hours and weekly and monthly schedules with the area sales team and discuss future goals with the area sales representative;
• Regularly attend company meetings, technical data presentations and briefings;
• Keep up to date with the latest clinical data provided by the company and interpret, present and discuss this data with healthcare professionals during presentations;
• Analyze sales data to improve results and ensure resources are effectively allocated;
• Monitor competitor activity and competitor products;
• Keep up to date with new developments in the NHS, anticipate potential negative and positive impacts on the business and adjust strategy accordingly;
• Develop strategies to increase opportunities to meet and speak with contacts in the medical and healthcare sector;
• Stay informed about the activities of health services in a particular area.

The pharmaceutical world is going through a complex phase of profound transformation which sees, in addition to drugs, above all phytopharmaceuticals and nutraceuticals, the main protagonists of the market monopoly.

The change in the figure of the doctor, of the pharmacists, the new figure of the informed patient at the center of every marketing action, the new approach of pharmaceutical companies, the introduction of web visibility techniques, has created for the informant the need of new skills and new models of approach.

In the light of this different, but not unstimulating, evolution, the "new isf" must possess certain skills in order to establish itself, in an efficient and professional way, in an increasingly competitive market.

The aim of the course is to make the professional acquire the right skills to face the new pharmaceutical market with winning techniques, innovative communication models, managerial skills and marketing knowledge, to face, already prepared, the current change and be able to manage it in a easier, faster and more stimulating.

Having the opportunity to include a master's degree in the curriculum full of skills and notions to differentiate oneself and emerge in the new figure of innovative scientific informant. Acquire the ability to carry out remote information, a role increasingly required by pharmaceutical companies.

LESSONS START DATE: 29 NOVEMBER 2019

DURATION AND FREQUENCY: The master will have a total duration of 50 hours. The master will take place at the Salerno Formazione headquarters on a weekly basis for about n. 3 hour lesson.

IT IS POSSIBLE TO FOLLOW THE LESSONS, AS WELL AS IN THE CLASSROOM, ALSO IN E.LEARNING - ON.LINE MODE.

There is only a registration fee of €. 350.00 for the issue of MASTER'S DIPLOMA OF FIRST LEVEL ADVANCED PROFESSIONAL TRAINING IN "SCIENTIFIC MEDICAL INFORMER"

RECIPIENTS: The master is limited in number and is aimed at n. 16 people with a three-year and/or specialist degree.

FOR FURTHER INFO AND REGISTRATION: it is possible to contact the student secretariat of Salerno Formazione from Monday to Saturday from 9:00 to 13:00 and from 15:00 to 20:00 at the following telephone numbers 089.2960483 and/or 338.3304185.

ENROLLMENT CLOSURE: ACHIEVEMENT OF MAXIMUM 16 ENROLLMENTS

STUDY PROGRAM:

MODULE 1 – INFORMATION ON DRUGS FOR HUMAN USE

• Contractual aspects
• Regulatory aspects

MODULE 2 – PROFESSIONAL TOPICS

• Pharmacovigilance
• Regulatory aspects
• Reporting of adverse effects
• Samples of Drugs: The Legislation
• Practical Aspects: Transport, Storage and Disposal of Pharmacists

MODULE 3 – THE WORLD OF DRUGS

• PTN (national therapeutic handbook)
• Classification of drugs and medical prescription
• Biological drugs
• Generic drugs and bioequivalence concept
• Biosimilar drugs
• Non-prescription drugs: otc and sop
• Homeopathic medicines
• “Wellness” medicines (supplements, nutraceuticals, phytopharmaceuticals)
• Supplement market trend

MODULE 4 – EVOLUTION OF THE PHARMACEUTICAL MARKET

• The advent of generic medicines: the impact of patent expirations
• The search for the 70s and 80s: the great blockbusters
• Insufficiency of resources: measures to contain pharmaceutical expenditure
• The demand for new therapies
• Partnership as a new business model

MODULE 5 – THE PHARMACEUTICAL MARKET

• Definition and principles of the “market”
• Definition of the concept of marketing: the 4 Ps
• The good "health" as a market good: differences and peculiarities
• The levers of promotion
• Segmentation in the pharmaceutical market
• Targeting And Targeting
• Target segmentation: the different criteria
• Concept of "positioning": the criteria and strategies to be applied
• SWOT analysis as a strategic planning tool

MODULE 6 – COMMUNICATION AND SALES TECHNIQUES

• The four things you need to know to present your drug to the doctor
• What is “effective communication”
• The CVB technique: characteristics-advantages-benefits
• Examples of CVB techniques
• What is an interview and how is it carried out: the AIDA technique
• The interview according to the isf and according to the doctor: differences
• Prescriptive request: how to make it?
• "Killer" phrases of the sale: never say ...
• Handling of objections
• Management of a multitasking
• Information management of a drug and a nutraceutical: differences
• The importance of teamwork (video)

MODULE 7 – PRICE AND DISTRIBUTION OF DRUGS

• The price of medicines in Italy
• Direct distribution of medicines
• Distribution on Behalf of Medicines
• The distribution of the first therapeutic cycle
• The drug distribution chain
• Intermediate distribution of drugs
• The final distribution of the drugs

MODULE 8 – PROFESSIONAL ETHICS

• The ethics
• The Code of Ethics
• The Farmindustria Code of Ethics

MODULE 9 - ACTIVITY INDICATORS

• Physicians portfolio: average visits and weighted average visits
• Coverage and frequency
• Activity cycle and shift

MODULE 10 – REMOTE INFORMER SKILLS

• Competence and Attitude of the Remote Informant
• Scientific preparation and predisposition to the synergy between telephone and web
• Relationship techniques with the use of multichannel
• Transmit skills and empathy at a distance

MODULE 11 – MODELS AND TECHNIQUES OF THE REMOTE INFORMER

• Handling and in-depth knowledge of call guide and call script templates
• Because call guides and call scripts are the basis of a remote informant activity
• Successes thanks to followed and insightful curated script templates and guides
• When, how and why to use the Multichannel arrows
• Details of Multichannel actions, web call, video share, video meeting: to allow the remote ISF to engage the doctor in the scientific path
• Techniques to know, understand and act on the needs and requirements of our doctor
• Importance of the CRM platform
• Familiarity and operation of IT CRM
• The winning result only with the synergy of the Pharmaceutical Multichannel
• Know and apply all laws, standards, certifications, obligations.

For further information and/or registration, it is possible to contact the Student Secretariat of Salerno Formazione from Monday to Saturday from 9:00 to 13:00 and from 16:00 to 20:00 at the following telephone numbers 089.2960483 and/or 338.3304185 .

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Note:

MIUR

–First level university Master's courses:2nd cycle courses of scientific specialization or permanent and recurring higher education. Access is gained with a degree or a comparable foreign qualification. The minimum duration is one year (60 credits); it does not allow access to PhD and 3rd cycle courses, because the course does not have a national teaching system and the title is issued 2 under the autonomous responsibility of the single university. The final qualification is the first level university Master's degree.

–Second level Master's courses:3rd cycle courses of scientific specialization or permanent and recurring higher education. Access is gained with a master's degree or a comparable foreign qualification. The duration is at least one year (60 credits); it does not allow access to PhD and 3rd cycle courses, because the course does not have a national teaching system and the title is issued under the autonomous responsibility of the single university. The final qualification is the second level university Master's degree.