Damir Šafarić: „Openning, novelty and future development of Sales Vision“
 

Official opening ceremony, announcement of the lecturers.

Short presentation of Media-Soft’s achievement in the last year and plans for future development along with the presentation of novelty in Sales Vision Pharma CRM system.

[download]

 

Tatjana Divjak: „Executive Business Coaching„

 

In everyday fast pace as well as bigger and bigger expectations it is harder and harder to achieve results without getting tired quickly, loosing motivation of coworkers or managers. Withouth change management, incentive and taking adequate measures, we will not have progress. Coaching, methodology more and more popular in the west, gives us the possibility to manage those situations. It helps clients / employees in achieving their full potential: from client leadership through reveling and understanding their wishes and motivations, through discovering paths through which they can achieve those wishes and have faith that they are achievable, also by pushing clients forward in order to achieve their own full potential. Same approach can be used in team management for the employees as well, no matter if only for change management or for solving business challenges which are set for our team in everyday work.

 

This training will present us the coaching as a method, show us the most important questions which will help us in leading change as well as methods which we can use in leading our personal growth and development as well as for people which we lead. [download]

 

Dejan Ljuština: Sales Force Effectiveness
 

This training will include comprehensive overview of Sales Force Effectiveness methodology, along with some other important concepts such as Economic Value of Doctor (EVD). Special attention will be given to the client profitability.

Key areas of the training:

• Proper segmentation of the clients regarding to income, value, needs, status, etc.

• After segmentation it is important to define sales goals, KPI (Key Performance Indicators), proper organizational structure, tasks and responsibilities.

• Setting the best case practice business processes in sales.
• Increasing human recourses through development of skills, implementation of proper awarding systems and sales culture of the company.
• Increasing time in sales through using advanced tools for SFA. [download]

 

Aleksandar Ruzicic: "Customer Relationship Management - a key pillar towards Commercial Excellence: Case study on tailoring the strategy"
 

Commercial excellence goes far beyond the activities of the sales force, embracing all commercial interactions with customers. Ultimately, it aims to optimize impact by maximizing profit contributions on all levels. Commercial excellence as we understand it comprises three dimensions:

sales excellence, customer excellence and new business models.

Whereas sales excellence focuses on improving the performance of the traditional pharmaceutical sales model, customer excellence seeks to maximize the impact of interactions with an ever larger group of customers and stakeholders. New business models require more work than the other two dimensions, but also promise the greatest impact… [download]

 

Alan Ramić: „Workshop– SalesVision Pharma CRM in practice„

 

The goal of this workshop is to exchange experiences with Sales Vision

Content of the workshop:

• Introduction
• Work in groups – positive effects of Sales Vision usage
• Challanges in Sales Vision implementation and usage
• New trends in drug marketing and sales and how can Sales Vision assist

Conclusion [download]

 

Media-Soft: „Workshop – Sales Vision Pharma CRM“
 

Novelty, this year, is the parallel agenda which is specialized for IT personnel and Sales Vision users. Throughout the summit, 3 workshops will be held where the goal is to educate Sales Vision users about the administration of the system it self, how to customize it and configure it in the most easiest way according to your specific needs. On the other hand, also one of the important goals is to raise the awareness of users about the business intelligence and tools in Sales Vision which can greatly benefit your business. [download]