In November last year IMS Learning Solutions & Change Management marked the launch of IMS eLearning Solutions with the Territory Management eLearning module. The eLearning offering was positively received by many clients praising its user-friendly format, being a fast, fun and effective way to maximize results. This spring sees the launch of seven new state-of-the-art simulation-based eLearning modules, including Physician Insight, Call Optimisation and Key Account Management, see details below.
The Power of eLearning?
eLearning has a number of advantages which makes it one of the preferred learning methods by many clients today. First of all, eLearning encompasses freedom and flexibility allowing the participants to run the eLearning module from the convenience of their own PC, when and where it suits them, without spending critical off-the-job time travelling to course locations. Secondly, eLearning allows participants to assimilate new material according to their own educational needs. Participants do not have to be shy about asking questions in a classroom environment, the simulation can be completed in their own pace and they can delve more deeply into those elements which are difficult for them, or that simply interest them more.
Though eLearning modules successfully can be applied as a stand-alone training solution, it also provides effective results when blended with face-to-face training courses - most often in the format of a follow-up workshop, to ensure that participants continuously and effectively implement the changes necessary for business success.
Individual eLearning possibilities
This summer, IMS Learning Solutions will enable individual learners to go through their chosen eLearning module without necessitating their company to acquire a full license. The eLearning Room will open on www.imshealth.com/learningsolutions as of June 2nd.
The eLearning modules in detail
Physician Insight
The Physician Insight eLearning module, which primarily is designed for sales representatives, provides participants with the key skills required for efficient segmentation and customer profiling and gives guidance on how to build an effective action plan.
Key questions addressed include:
- How to define potential and adoption, using the optimal mix of data and information to profile the physicians?
- How to define the right segmentation framework?
- How to build an action plan?
Call Optimisation
The Call Optimisation eLearning module, designed for sales representatives, provides participants with the principles and techniques for effective call management and focuses on how to optimise the key steps of the call management process.
Key questions addressed include:
- How to prepare a call, including analysis and setting objectives?
- How to gain interest and open the discussion?
- How to probe and identify customer needs?
- How to answer unfavourable questions
- How to close and report a call?
Key Account Management
The Key Account Management eLearning module, primarily designed for sales representatives, demonstrates the benefits of building and implementing a key account plan and provides an effective process for profiling key accounts, understanding the decision making process, identifying influence networks and building optimal actions plans.
Key questions addressed include:
- How is the decision-making unit working?
- How to identify influence networks?
- How to build account plans and manage opportunities?
Call Planning
The Call Planning eLearning module, designed for sales representatives, demonstrates the benefits of implementing a proper call planning process and provides guidance on how to build an efficient call plan considering issues as call frequency, impact measurement and action planning.
Key questions addressed include:
- What is a call planning process?
- What filters to apply when deciding on the reallocation of calls from one physician to another?
- How to build an action plan by using the call planning process?
Closed Loop Marketing and Sales
This eLearning module, designed for sales and marketing management, explains the concept of closed loop marketing and sales, and the benefits it provides for both marketing and sales teams covering e.g. information sharing, campaign management, multi-channel approach and development of client partnerships.
Key questions addressed include:
- How to share the information within the organisation?
- What is campaign management?
- What are the benefits of a multi-channel approach?
- What are the benefits of closed-loop marketing and sales for developing client’s partnership?
Interactive Detailing
This eLearning module teaches the process of Interactive Detailing and how it can help optimise performance with the individual customer.
Key questions addressed include:
- How to do multi-channel delivery?
- How Interactive Detailing supports closed-loop marketing and sales?
- How to individualize your detailing for any situation and any customer?
Xperience
The Xperience eLearning module, designed for sales representatives and sales managers, provides detailed information on IMS Xponent data and teaches participants how to create a territory action plan by using IMS Xponent at brick level.
Key questions addressed include:
- What is the difference between sell-in and sell-out?
- What is the concept of travelling?
- Which are the frequently asked questions from marketing and field forces when using Xponent?
For more information on the eLearning offering contact Alexandre Dauge or visit: www.imshealth.com/learningsolutions