41663 - Acquisition of Management and Relational Skills

Learning outcomes

At the end of the course the student: - knows how to manage pharmaceutical services in different work contexts; - Is able to monitor spending on pharmaceuticals; - Follows a proper professional ethics; - Possess interpersonal and organizational skills in the management of Pharmacy; - Is able to provide advice on health playing a role of connection between the patient, physician and health care facilities. Art.10, com.5, ​​letter. d

Course contents

Program / Content:

1) The pharmacy distribution field: how does the market system change?

2) Marketing concepts applied to the pharmacy distribution channel;

3) Pharmacy Market Segmentation Criteria: Knowledge of Customers Through Marketing Tools

4) Consumer, Customer, Patient: The role of Pharmacy retail network in selling and consulting on health and well-being

5) Marketing strategy and Marketing Tools for Pharmacy Sales: Merchandising and Category Management

6) Characteristics of Pharmacy products: trivial products and complex products, impulse purchases and rational purchases

7) Communication at the pharmacy shop: the rule of communication and relations between the subjects (module 1)

8) Pharmacy Communication: Active Listening (Module 2)

9) Customer Service in Pharmacy shop: pre-sales service, post-sales service as a loyalty instrument

10) Pharmacy sales outline: exhibition models and shopping paths for consumers

11) consultancy and sale of dermocosmetic in Pharmacy

12) food supplements market: positioning and distribution

13) food supplements and marketing system: marketing rules for building and placing a food supplement on the market

14) Communication and Promotions in Pharmacy retail network

15) The role of packaging for Pharmaceuticals products

16) The Importance of Price Factor in Pharmacy Sales

17) Misleading advertising: the rules on advertising on pharmaceuticals products (food supplements and cosmetics)

18) special pharmacy supply: consulting and sales

Assessment methods

oral exam

Teaching tools

use of IT tools and slides for the presentation of didatic program

Office hours

See the website of Roberto Romagnoli