SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED QUALIFICATION THAT HAS PASSED THE END DATE: 

Certificate: Pharmaceutical Sales Manager 
SAQA QUAL ID QUALIFICATION TITLE
17100  Certificate: Pharmaceutical Sales Manager 
ORIGINATOR
Health Science Academy (Pty) Ltd 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY NQF SUB-FRAMEWORK
-   OQSF - Occupational Qualifications Sub-framework 
QUALIFICATION TYPE FIELD SUBFIELD
National Certificate  Field 11 - Services  Wholesale and Retail 
ABET BAND MINIMUM CREDITS PRE-2009 NQF LEVEL NQF LEVEL QUAL CLASS
Undefined  120  Level 4  Level TBA: Pre-2009 was L4  Regular-Provider-ELOAC 
REGISTRATION STATUS SAQA DECISION NUMBER REGISTRATION START DATE REGISTRATION END DATE
Passed the End Date -
Status was "Registered" 		 SAQA 1536/01  2003-07-01  2006-06-30 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2007-06-30   2010-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This qualification does not replace any other qualification and is not replaced by any other qualification. 

PURPOSE AND RATIONALE OF THE QUALIFICATION 
Learners in the pharmaceutical industry who have completed this programme have the necessary education and training to be an effective Pharmaceutical Sales Manager (Part I) and an effective Regional Business Manager (Part II) in the South African pharmaceutical industry. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
Learners who register for Part I and Part II of this qualification must have reading, writing, listening and speaking skills equivalent to grade 12, NQF level 4, and learners who register for Part II of this qualification should already have successfully completed the requirements for and have been found competent in Part I of this qualification.

An additional entry level requirement for registration into Part II of the qualification will be that the learner must be currently employed within the healthcare industry as medical sales representatives. Sales-related experience would be recognised as prior learning after an assessment to determine suitability has been undertaken.

Recognition of prior learning:

This qualification recognises, through the submission of portfolios of evidence, the formal/non-formal/informal prior learning which learners who register for the programme leading to the award of the qualification bring to the learning situation.
This qualification may be achieved in whole or in part through the recognition of prior learning 

RECOGNISE PREVIOUS LEARNING? 
Y 

EXIT LEVEL OUTCOMES 
1. Identify and solve problems in which responses display that responsible decisions using critical and creative thinking have been made.

2. Work effectively with others as a member of a team or group.

3. Organise and manage oneself and one`s activities responsible and effectively.

4. Collect, analyse, organise and critically evaluate information.

5. Communicate effectively using visual, mathematical and/or language skills either orally or written.

6. Use science and technology effectively and critically, showing responsibility towards the environment and health of others.

7. Demonstrate an understanding of the world as a set of related systems.

8. Contribute to the full personal development of each learner and the social and economic development of the society at large.

Specific Outcomes:

Part I:

1. Understand the roles and responsibilities of a sales manager within the South African pharmaceutical industry.

2. Demonstrate an insight gained into the dynamics of the South African pharmaceutical market including:
  • Size of the market
  • Healthcare delivery in SA
  • Role of the Government
  • Role of Healthcare funders
  • Role of Healthcare providers
  • Role of consumer groups
  • Role of the Medicines Control Council.

    3. Institute effective performance management measures to achieve measurable targets.

    4. Demonstrate a basic understanding of how to conduct Negotiations with clients to achieve a win-win outcome.

    5. Understand how to successfully utilise syndicated and in-house sales data to develop a sales plan including:
  • IMS Audits
  • Internal Sales Data
  • External Sales Data.

    6. Utilise coaching selling skills to train and develop representatives.

    7. Understand and effectively use the process required for good communication and presentation skills i.e. Use communication as a business tool successfully.

    8. Demonstrate effective interviewing skills by being able to conduct successful interviews.

    9. Understand and be able to explain how to effectively manage a contract sales force.

    Part II:

    1. Conduct more advanced negotiations with clients to achieve a win-win outcome.

    2. Understand and be able to explain the skills required to deal with Managed Healthcare institutions, including:
  • HMO`s
  • IPA`s
  • GP Net
  • PBM`s

    3. Understand the requirements of South African Labour Law in order to skilfully conduct disciplinary and grievance procedures. Understand the Employment Equity Act and its applications. Be able to apply oneself to situations involving these Acts and laws.

    4. Demonstrate the techniques for determining market size and sales potential.

    5. Effectively problem-solve sales related issues and institute corrective measures.

    6. Institute the procedures for developing a sound financial incentive scheme.

    7. Demonstrate the competencies required for action-centred leadership.

    8. Understand and be able to demonstrate the importance of time and territory management. 
    		•

    ASSOCIATED ASSESSMENT CRITERIA 
    1. Solve problems by means of exploring and critically evaluating abstract and personal situations.

    2. Solve problems by generating alternative strategies for dealing with those problems.

    3. Demonstrate organisation and management skills and effective communication with others.

    4. Collect, analyse, organise and critically evaluate information.

    5. Show the use of science and technology effectively and critically.

    Assessment Criteria associated with Specific Outcomes:


    Part I:
  • Write a job description listing the key results areas for the position of a Sales Manager within the South African pharmaceutical industry.
  • Clearly demonstrate the competencies required in in-basket assessments.
  • Explain the role that pharmaceutical sales managers fulfil and the challenges that they face in the fast-changing pharmaceutical market.
  • Describe and understand the roles and concerns of all key stakeholders in order to formulate appropriate sales strategies.
  • List the how/why/where/when of conducting in-field review and development as well as linking it to the annual appraisal system.
  • Conduct simulated Negotiation interviews to achieve a win-win outcome, and demonstrate the ability to achieve business results through negotiations conducted with key stakeholders.
  • Demonstrate by means of assignments and workshops the ability to utilise sales and market related data to deal with relevant questions and solve sales problems.
  • Successfully demonstrate the ability to convert knowledge to skills acquisition by using in-field coaching to improve the representative`s selling skills.
  • Prepare presentations which would be evaluated in term of content and delivery skills.
  • Simulated role-plays demonstrating all aspects of effective field sales management.
  • Demonstrate by means of workshops and assignments the ability to handle a contract sales team.


    Part II:

    Conduct simulated negotiations with assessors to achieve a win-win outcome.

    Present an in-depth assignment listing the key customers in the managed healthcare field, and showing skills to be used in promoting products to these clients.

    Demonstrate competency to conduct disciplinary meetings.

    Be able to successfully list the key components of the various Labour Acts.

    Demonstrate support and understanding of their representatives by developing them and their abilities in terms of quotas set by their company.

    Use market research data effectively to write a sales plan which indicates the sales potential of a given product on the South African market.

    Take sales figures which are provided and analyse them effectively. Demonstrate the ability to use the data analytically to institute plans of action to address problems.

    Draw up a remuneration package for the medical sales representative which is motivational but also cost-effective.
    Demonstrate leadership skills during an in-field assessment or under simulated conditions.

    Apply the principles of effective time management by eliminating time wasters.

    Be able to demonstrate by means of assignments and workshops an understanding of effective territory management.


    INTEGRATED ASSESSMENT

    Assessment in the programme is based on integrated and continuing assessment with due consideration of the following principles:
  • Learning is best achieved when the learner is able to see the relevance of the concept.
  • Learning is improved through reflective practice where the learner is given the opportunity to apply concepts and reflect on what has been learnt.
  • Learning is enhanced if the learner is provided with the opportunity for regular assessment, which informs his/her learning.
  • Small group discussion is an important feature of learning since it enables the learner to express doubts and build up confidence in a non-threatening environment.
  • Learners acquire insight into the assessment criteria which are considered important when asked to undertake their own assessment and the assessment of peers.

    Assessment takes place through the assessment of the relevant unit standards and through assignments, with emphasis on continuous assessment during the learning programme.

    Assessment entails 3 elements:
  • Formal end of course assessment
  • Continuing formal assessment
  • Continuing informal assessment

    Formative and summative assessment are integrated.

    The following quality assurance procedures form part of the overall evaluation and accreditation system:
  • Internal assessors, examiners and moderators
  • External assessors, examiners and moderators
  • Accreditation requirements and guidelines of the South African Pharmacy Council
  • Requirements and guidelines of the further education and training quality assurance bodies (SAQA requirements)
  • An internal review as part of Health Science Academy `s quality assurance systems. 
    		•

    ARTICULATION OPTIONS 
    The competent Pharmaceutical Sales Manager may progress to become a Field Sales Trainer and/or a Regional Business Manager. He/she could have progressed from having a certificate of competency as a Medical Representative or as a Healthcare Product Manager, all of which are offered by Health Science Academy. 

    MODERATION OPTIONS 
    A system of internal and external moderators will be used. These will be drawn from suitably qualified staff members of Health Science Academy and/or from Potchefstroom University for CHE. Where professional or statutory bodies are involved in determining the curriculum, they will also be involved in moderation. 

    CRITERIA FOR THE REGISTRATION OF ASSESSORS 
    Our own staff will be used as assessors in a manner accommodated within the quality management system of our training institution. This would apply to outside assessors as well, who may be contracted for their specific expertise in certain fields. 

    LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION: 
     
    NONE 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS QUALIFICATION: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    NONE 


    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.