One ineffective Medical Rep will negatively the impact the productivity of his territory. But one ineffective front-line manager will negatively the impact the productivity of his entire team of Medical Reps. Front-line Managers – whether first-line, second-line or third-line need clear understanding about their role, responsibilities, contribution and accountability. SuperVision for the SuperWiser Front-line Manager is an Indian Pharma specific book written to develop effective Front-line Managers – whether first-line, second-line or third-line. SuperVision for the SuperWiser Front-line Manager, along with HardKnocks for the GreenHorn, provides the complete curriculum to develop an effective Field Force.

1. INR 799/-
OVERVIEW
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2. SuperVision for the SuperWiser Front-line Manager is mini-MBA for pharma front-line managers
to develop Business Management Skills and People Leadership Skills to produce break-through
performance from their teams. There are three parts to the book. Part 1 focuses on Essential
Management Skills for Front-line Managers. Part 2 focuses on Leadership Skills for Front-line
Managers. Part 3 focuses on Breaking Barriers in Performance and Progress.
1. Career Progression in the Pharma Industry
PART 1: Essential Management Skills for Front-line Managers
OVERVIEW
Chapters in this section:
1.1 Pharma Career prospects in the 21st Century
1.2 Moving from Selling to Managing
1.3 Leading Medical Reps in the New Economy
1.4 Preparing for the Role of a Front-line Manager
1.5 Front-line Managers in Pharma Business Management
2. The Making of a SuperWiser Front-line Manager with a SuperVision
3. Management Skills for Front-Line Managers
Chapters in this section:
2.1 Professional Knowledge
2.2 Managerial Competence
2.3 Emotional Intelligence
2.4 The Competence Learning Model
2.5 SuperWiser FM with a SuperVision
Chapters in this section:
3.1 Pharma Sales Management and the new Front-line
Manager
3.2 Management Skills for the Front-line Manager
3.3 Time Management and the Front-line Manager
3.4 Communication Skills for the Front-line Manager
3.5 Rapport Building for Better Relationships
3.6 Team Building Skills
3.7 Decision Making Skills for the Front-line Manager
3.8 Problem Solving Skills for the Front-line Manager
The book features illustrative cartoons
by noted cartoonist Abe Gowda

3. 4. Functions of a Front-Line Manager OVERVIEW
Chapters in this section:
4.1 Functions of a Front-line Manager
4.2 Goal Setting and Sales Planning
4.3 The Front-line Manager as a Training Manager
4.4 The Front-line Manager a Performance Manager
4.5 Effective Field Sales Management
4.6 Field Sales Management Styles
4.7 How to Conduct Productive Meetings & Event Management
5. Emotional Intelligence for Motivating Medical Reps
6. Leadership Skills for the SuperWiser Front-line Manager
Chapters in this section:
5.1 An Introduction to Multiple Intelligence
5.2 What is Emotional Intelligence
5.3 Emotional Intelligence for the SuperWiser Front-line Manager
5.4 Apathy, Sympathy and Empathy
5.5 Understanding the Dynamics of Motivation
5.6 Role of Emotions in Motivation
Chapters in this section:
6.1 Understanding Leadership
6.2 Principles and Values of Ethical Leadership
6.3 Character and Qualities of an Emotionally Intelligent Leader
6.4 Are Leaders Born or Made?
6.5 Styles of Leadership
6.7 Leadership Skills for the SuperWiser FM
PART 2: Leadership Skills for Front-line Managers

4. 7. Leading and Managing Pharma Sales Teams OVERVIEW
Chapters in this section:
7.1 Pharma Sales Team Leadership
7.2 Ten Steps to Lead Medical Reps Successfully
7.3 Know Your Medical Reps and How to Motivate them
7.4 New Business Development
7.5 Consultative Selling A New Approach to Pharma
7.6 Field Sales
7.7 CRM for Doctor Loyalty
7.8 Information Technology and the Front-line Manager
7.9 New Trends in Pharma Distribution
7.10 Human Resource Development Role of Front-line Manager
8. How to Achieve Breakthrough Performance
9. Preparing for the Next Level of Leadership
Chapters in this section:
8.1 Breaking Performance Barriers
8.2 Eight Facets of a Breakthrough Front-line Manager
8.3 Engaging Medical Reps for Breakthrough Performance
8.4 Five Steps of Breakthrough Performance
8.5 Coaching for Breakthrough Performance
8.6 Retaining Breakthrough Medical Reps and Managing Attrition
8.7 Tipping Point - Discovering New Ways to Achieve
Chapters in this section:
9.1 Networking for Growth
9.2 Crisis to Maturity
9.3 Ethics, Management and Leadership
9.4 Leading, Managing and Engaging
9.5 Books for Progress and Productivity
9.6 Carrot, Eggs and Coffee and the Young Front-line
Manager
PART 3: Breaking Barriers in Performance and Progress

5. Anup Soans is the Editor of
MedicinMan and the author of 3
books for pharma professionals.
He is a learning and development
faciliator for Medical Reps and
Front-line Managers.
Anup is a well-known figure on
social media where he connects
with several thousand industry
professionals to discuss industry
issues and facilitate virtual
learning and development
f i l
Contact: 934-2232-949 | anupsoans@gmail.com
About the Author