IMS
Learning Solutions
2011 Open Course Schedule - Asia Pacific
Area Planning & Management (APM)
Practical Forecasting Workshop (PFW)
Effective Marketing Communications
(EMC)
Salesforce Effectiveness (SFE) Levels
I, II, and III
Fortifying Area Management
Excellence (FAME)
Senior Sales Management (SSM)
High Impact Influential Skills (HIIS)
Strategic Marketing (SM)
Introduction to Product Management
(IPM)
Tactical Marketing (TM)
Marketing for Non-Marketers (MNM)
Why Market Research (WMR)
New Product Launch (NPL)
Area Planning & Management (APM)
Who should attend?
First-line managers overseeing a team of medical
representatives, possibly second-liners and sales
operations
Learning Objectives
P
Acquire an easier, faster and more efficient process
to analyze your region and build a good action plan
P
Gain a better understanding of how to plan and
allocate sales management resources (especially
coaching time) to maximize results
P
Receive a full set of educational materials and an
Excel tool to facilitate field implementation
P
Gain the equivalent of months of field experience in
managing a team of sales representatives in a
simulation
Simulationbased
Course Duration
3 days
Course
Date
Location
Language
Feb 07~09
Jakarta
Bahasa
Mar 16~18
Ho Chi Minh City
Vietnamese
May 25~27
Manila
English
Jun 13~14
Seoul
Korean
Jul 04~06
Jakarta
Bahasa
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Effective Marketing Communications
(EMC)
Course Duration
2 days
Who should attend?
Course
Date
Location
Language
Marketing executives, product managers
Mar 24~25
Manila
English
Learning Objectives
P
Learn the theories of communication and their
impact of marketing channels
P
Explains the constitution of an effective
communication process and what it means to the
product and marketing teams
P
Illustrates how to build a strong brand image and
translate it in marketing communications
P
The critical appeals necessary for successful
marketing communication campaigns and how they
have been used in practice
P
Teaches how to maximize value from any “Partner
Relationship” with the suppliers
Fortifying Area Management Excellence
(FAME)
Course Duration
3 days
Who should attend?
Course
Date
Location
Language
Second line sales managers, Regional sales managers, BU
national sales managers
Jun 15~17
Shanghai
Chinese
Nov 28~30
Beijing
Chinese
Learning Objectives
P
To enhance and strengthen the level of strategic
thinking of the participants
P
To have a solid grasp of the key principles of
marketing concepts that are essential to win in the
market place
P
To appreciate the fundamental concepts of SFE
(Sales Force Effectiveness) and essential managerial
skills that are key to running an efficient and
effective salesforce
P
Lectures with case study exercises to stimulate
intensive and interactive group discussions
throughout the program
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Course Duration
2 days
High Impact Influential Skills (HIIS)
Who should attend?
Sales Staffs & Managers, Marketing Staffs & Managers,
Training staffs & managers, HR Managers, and Finance
Managers, etc.
Learning Objectives
P
High Impact Influential Skills is a combination course
for the studies of Attitude, Behavior, and
Communications Skills
P
Learning the positive attitude of life and change
management
P
Learn the methods and concepts of behavior
identification that improve interpersonal skills and
relations
P
Learn compelling persuasive skills that initiate high
impact influence as the key to success in business
Course
Date
Location
Language
May 16~17
Beijing
Chinese
Sep 22~23
Shanghai
Chinese
Dec 12~13
Shenzhen
Chinese
Introduction to Product Management
(IPM)
Who should attend?
Product managers, brand managers and marketing
executives
Learning Objectives
P
Acquire the knowledge in the process flow of the
product planning framework
P
Gain insights on the planning, conduct and
monitoring of product marketing
P
Learn how collect and analyze the product
information
P
Gain the ability in coordinating product-related
resources
P
Refine the skill in recommending marketing strategy
to meet corporate objectives
P
Understand the functional relationship between
product managers and other disciplines in a
company
Course Duration
3.5 days
Course Date
Location
Language
Jan 18~21
Seoul
Korean
Mar 02~04
Manila
English
Mar 28~31
Shanghai
Chinese
Apr 25~28
Taipei
Chinese
May 9~12
Kuala Lumpur
English
Jun 15~17
Manila
English
Jun 27~30
Chengdu
Chinese
Jul 18~21
Seoul
Korean
Sep 05~08
Beijing
Chinese
Sep 12~15
Kuala Lumpur
English
Dec 20~23
Shenzhen
Chinese
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Marketing for Non-Marketers (MNM)
Who should attend?
HR Staffs & Managers, Finance Staffs & Managers, Admin
Staffs & Managers, or anyone interested in learning the
fundamentals of marketing
Simulationbased
Course
Date
Course Duration
3 days
Location
Language
May 11~13
Shanghai
Chinese
Nov 01~03
Chengdu
Chinese
Learning Objectives
P
Understand the roles and responsibilities of a
marketing professional
P
Master the theories and frameworks behind the
marketing plan
P
Understand and use the analytical tools available
(Micro-Marketing Guide, Segmentation Tool,
Forecasting Tool, and Quantified SWOT Tool)
P
Create innovative strategies to deal with changing
situations
New Product Launch (NPL)
Who should attend?
For product and brand managers and executives who will
be in charge or be involved in launching new
pharmaceutical products
Learning Objectives
Simulationbased
Course
Date
Course Duration
3 days
Location
Language
Feb 28 ~
Mar 02
Shanghai
Chinese
Mar 21~23
Taipei
Chinese
Apr 04~06
Jakarta
English
May 23~25
Seoul
Korean
Jun 27~29
Kuala Lumpur
English
Aug 01~03
Beijing
Chinese
P
Acquire a systematic and efficient process to plan
your new product launch
P
Learn how to assess market potential and
competition activity
P
Learn how market research can help you plan and
decide your go-to-market strategy, branding, pricing
and promotion
Aug 10~12
Kuala Lumpur
English
Sep 12~14
Jakarta
English
Experience a new marketing approaches in a riskfree environment via our state-of-the-art simulation
program
Sep 22~23
Ho Chi Minh City
English
P
Nov 21~23
Seoul
Korean
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Course Duration
2 days
Practical Forecasting Workshop (PFW)
Who should attend?
Course
Date
Location
Language
Marketing and market research analysts, sales staff,
anyone who needs to understand forecasting and how it
applies to the industry
Mar 10~11
Manila
English
May 12~13
Manila
English
Learning Objectives
May 19~20
Ho Chi Minh City
English
Nov 17~18
Ho Chi Minh City
English
P
Understand the basic principles of forecasting
P
Learn a systematic, hands-on approach to building
accurate forecasts
P
Demystify quantitative forecasting
P
Discuss the relationship between the quantitative
and qualitative aspects of forecasting
P
Illustrate the most commonly used quantitative
techniques and how to determine and select the
most appropriate approaches
Salesforce Effectiveness (SFE) Levels I,
II, and III
Who should attend?
This course is ideal for those with two years of SFE
experience; Marketing Executives, Product Managers,
Second Line Managers and Business Unit Heads who wish
to have more structured understanding of fundamental
concepts of SFE.
Simulationbased
Course
Date
Mar 16~1
(SFE I)
Apr 20~22
(SFE II)
Jun 01~03
(SFE I)
Sep 19~21
Learning Objectives
(SFE II)
you understand the key roles and
Nov 23~25
P Helps
responsibilities of SFE Manager
(SFE III)
Dec 14~16
Master the fundamental concepts of SFE, with a view (SFE I)
P to maximize impact of effective salesforce
management
P
Appreciate a structured approach to Salesforce
Management and provide a comprehensive
framework for SFE
P
Have a clear understanding of “5-S” of SFE
(Segmentation, Salesforce Sizing, Structure,
System, and Skills)
Course Duration
3 days
Location
Language
Beijing
Chinese
Beijing
Chinese
Chengdu
Chinese
Shanghai
Chinese
Beijing
Chinese
Shenzhen
Chinese
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Senior Sales Management (SSM)
Who should attend?
National sales managers, Business Unit (BU) sales
managers, or Sales Force Effectiveness (SFE) managers
Learning Objectives
Simulationbased
Course
Date
Course Duration
2.5 days
Location
Language
Mar 07~09
Jakarta
English
Apr 18~20
Singapore
English
Jun 28~30
Manila
English
P
Provide a structured approach to sales force
management and gives a framework to SFE
Sep 18~21
Singapore
English
Dec 05~07
Jakarta
English
P
Explain how to size and structure a sales force, how
to target and segment, how to build a compensation
scheme, etc.
Dec 05~07
Seoul
Korean
P
Provide a thinking and brainstorming platform that
will allow the managers of the industry to share
experience and learn the industry's latest trends
P
Leave with an implementation tool which will help
them to implement these principles
Strategic Marketing (SM)
Who should attend?
Simulationbased
Course
Date
Course Duration
3 days
Location
Language
Head of Marketing, Group Brand Managers, Country
Managers, global & regional marketing executives who
need more exposure to more advanced pharmaceutical
marketing concepts
Apr 13~15
Shanghai
Chinese
May 16~18
Singapore
English
Jun 20~22
Seoul
Korean
Learning Objectives
Oct 19~21
Singapore
English
Beijing
Chinese
Seoul
Korean
P
Learn latest concepts and trends, and points out how Oct 26~28
different elements of marketing fit together
Dec 12~14
P
Enable pharmaceutical professionals to evaluate
competitive strategies, and financial approaches
P
Explore issues related to:
- Profitability, portfolio management, brand
management, health economics
- Strategic analytical approaches (i.e. using of
analytical methodologies such as BCG model)
- In and Out Licensing
- Relationship with health authorities (such as
pricing and market access)
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific
Tactical Marketing (TM)
Who should attend?
Simulationbased
Course
Date
Course Duration
3 days
Location
Language
Product managers, market research managers, and
anyone interested to learn the fundamentals of
pharmaceutical marketing
Mar 21~23
Seoul
Korean
Apr 11~13
Kuala Lumpur
English
Learning Objectives
Apr 27~29
Manila
English
May 02~04
Jakarta
Bahasa
Jul 07~09
Ho Chi Minh City
English
Jul 20~22
Kuala Lumpur
English
Sep 19~21
Seoul
Korean
Sep 26~28
Taipei
Chinese
Oct 17~19
Kuala Lumpur
English
Dec 05~07
Jakarta
Bahasa
Dec 19~21
Taipei
Chinese
P
Understand how to build a good brand plan:
analysis, strategic statement, positioning, choosing
an ad campaign, market segmentation, marketing
mix optimization, and financials, etc.
P
Product managers will learn a good analytical
process, updated with the latest marketing trends
and applied to Asia
P
Participants will gain years of experience through
practice in a simulated environment
P
Leave with an implementation tool and a marketing
plan template to help build an effective marketing
plan
Course Duration
2 days
Why Market Research (WMR)
Who should attend?
Product managers, sales managers, marketing managers,
and marketing researchers in the pharmaceutical industry
Learning Objectives
P
Understand the basic principles of market research;
qualitative vs. quantitative, primary vs. secondary,
in-house vs. outsourced
P
Understand how to decide upon what market
research is appropriate for a given situation and
where market research fits through the product
lifecycle
P
Understand how to utilize and evaluate the findings
of a market research project
P
Hands-on experience of choosing, taking part in and
evaluating market research scenarios
Course
Date
Location
Language
Jan 13~14
Shanghai
Chinese
Jul 19~20
Beijing
Chinese
Sep 26~27
Taipei
Chinese
Actual training schedule subject to change depending on minimum participants registered.
For a complete list of IMS Academy open course programs, please email us at: aptraining@sg.imshealth.com or
contact your local IMS account manager.
PLEASE VISIT US AT: http://www.imshealth.com/learningsolutions/asiapacific