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.