Overview

Essential Medical Representatives Course

Offered by:

• FADIC | Faculty for Antimicrobial Stewardship & Medicines Optimisation

Duration:

• 4–6 weeks (Flexible, Self-paced or Instructor-led)

Format:

• Online Modules + Live Webinars + Assignments + Certification Exam

Target Audience:

• New and aspiring medical representatives
• Pharmacy, life sciences, and medical graduates
• Sales professionals entering the pharmaceutical industry

📘 Module 1: Introduction to the Pharmaceutical Industry

• Overview of the global and regional pharmaceutical landscape
• Key stakeholders: regulatory bodies, healthcare professionals, payers
• The role of a Medical Representative: responsibilities and daily activities
• Career development opportunities
• Assessment: Quiz + Reflection on career goals

💊 Module 2: Basic Pharmacology & Drug Knowledge

• Drug classifications and mechanisms of action
• Pharmacokinetics and pharmacodynamics
• Adverse drug reactions and medication errors
• Overview of antimicrobial agents and resistance
• Assessment: Case study + MCQs

👥 Module 3: Communication & Interpersonal Skills

• Effective communication techniques (verbal & non-verbal)
• Active listening and emotional intelligence
• Handling objections and difficult conversations
• Building long-term trust with HCPs
• Assessment: Roleplay scenarios + Communication journal

📊 Module 4: Pharmaceutical Selling Skills

• Consultative and ethical selling models
• The AIDA model (Attention, Interest, Desire, Action)
• Product detailing and presentation techniques
• Closing sales and follow-up strategies
• Assessment: Sales pitch presentation (video)

📄 Module 5: Product & Competitor Knowledge

• How to analyse and present product benefits
• Interpreting clinical trials and product literature
• Understanding competitors’ products and positioning
• Evidence-based messaging and brand differentiation
• Assessment: Comparative product profile exercise

⚖️ Module 6: Ethics, Compliance & Regulations

• GPP (Good Promotional Practices)
• WHO Code of Marketing, IFPMA Code
• Local regulatory frameworks and industry compliance
• Managing promotional materials and samples ethically
• Assessment: Case analysis + Ethics scenario response

📅 Module 7: Field Work & Time Management

• Territory planning and call frequency
• CRM tools and reporting
• Daily work planning and goal setting
• Data-driven decision-making in sales
• Assessment: Sample territory plan + CRM report

🧠 Module 8: The Role of Medical Reps in Antimicrobial Stewardship (AMS)

• Introduction to AMR and AMS principles
• Promoting rational antibiotic prescribing
• Communicating with prescribers about stewardship
• Integrating AMS messages into detailing
• Assessment: AMS messaging pitch + Quiz

🎓 Final Assessment & Certification

• Final online exam (MCQs + short answers)
• Submission of a field visit simulation report or video pitch
• Feedback and evaluation session with mentor/instructor

📚 Additional Learning Resources

• AMS Toolkit (FADIC)
• WHO Blue Book on Drug Promotion
• Communication e-guides and video training
• Articles on pharmacovigilance and drug safety

✅ Certificate Awarded:

“Certified Medical Representative – FADIC” Accredited by FADIC School of Medicines Optimisation & AMS