Shape field (scope)
The TÜV HELLAS Salesperson scheme refers to qualified salespeople and executives, capable of performing outreach, service, promotion and sales tasks, either inside the company's premises (Retail Salesperson) or outside (External Salesperson) or to perform tasks of managing the promotion and presentation of products (Merchadiser & Medical Visitor).
Subjects / Specialisations
- Retail salesperson
- Outside salesperson
- Merchandiser - sales promoter
- Medical visitor
Cognitive framework (syllabus)
- Principles of sales and marketing,
- Customer buying behaviour
- Sales processes
- Social media
- Customer needs and expectations
- Verbal and non-verbal communication
- Competitions and tenders,
- Management of potential customers,
- Managing prospective clients,
- Offers, Proposals for cooperation and follow-up,
- Presentation - selling, Orders & contracts, Negotiating
- Customer relationship management systems
- After-sales service
- Targeting & sales economics
- Motivation systems
- Sales network organisation
- Management of 'difficult' customers
- Conferences and exhibitions
- Market development
- Products and services
- Purchase decision process
- Customer contacts and visits
- Risk management
- Promotion plans,
- Product positioning & promotion
- Knowledge of basic drug terminology,
- Knowledge of basic quality management terminology
- Nosology-physiology
- Drug promotion and sales techniques
- General knowledge of all the various connections in the pharmaceutical sector in Greece
- Health and safety rules at work.
Examination methodology
Theoretical examination
Certification requirements
At least Compulsory education