This traning program consists of two parts. The first part takes one day and contains theoretical training and the second day contains the simulation program plus analysis of results. An individual training program for regional managers, whereas, a group study for the training program of sales representatives are recommended.
 
This training program aims to assist regional managers and sales representatives to use their budgets in a balanced way, to evaluate the market properly and to increase sales by promoting the correct marketing activities to the correct people (doctor, pharmacist, nurse ) This program is designed as a computer game and is revisable in accordance with the particular strategies and operational principles of each company.
 
Four different territories are created virtually and regional managers and sales representatives are expected to work in these areas. There are health institutions in different numbers and qualities in these territories subject to the preference of the company worked in. Profiles of doctors working in the institutions or university hospitals and profiles of medical representatives to be worked with are determined jointly with the company.
 
Simulation program (the game) covers  one-year period. One year is composed of 4 quarters of three months each or 3 periods each of which is four months. Regional managers or sales representatives are given sales figures of the territories within last two years and features of the products to be worked with and they are requested to achieve a given objective.  They have a budget and promotion materials that they need to use in order to achieve this objective.
 
The purpose is to increase sales by following the correct strategies in compliance with the company’s expectations. Different scenarios and scoring system is detailed as a result of the studies executed in cooperation with the company. The criteria taken as a base in scoring are selection of correct doctors (correct territory also), proper usage of activities, promotion distribution and balanced budget utilization.

 

Different cases which are not reflected directly the box sales and will effect the score of the promotion planning are designed in the program.
 
During the last session of the training, the evaluation of the points that have been earned through the simulation program and the ideal scenario transfer are separated. 

 

More than one hundred regional managers from various pharmaceutical companies have benefited from this program.