Courses › Sales skills, selling across cultures, and the objections per market
Managing distributors and agents: targets, exclusivity, reporting and ending it cleanly
Avoid the quiet phone call that reveals your distributor just sold to your competitor.
The moment it goes wrong
Your top distributor misses targets for months, then you discover they are selling a competitor's product. Recalling batches from a rogue agent costs millions and damages your brand. An audit finds your distribution agreements non-compliant with EU competition law, risking huge fines from the European Commission.
What changes after this course
Your team will confidently negotiate clear distributor agreements, setting realistic targets and reporting frameworks. They will understand how to manage exclusivity clauses and navigate clean contract terminations. You will hold a comprehensive training record, demonstrating compliance and a prepared sales team.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Owner, CEO and board | Briefing | 1 h |
| Business development and export sales | Briefing | 1 h |
What is in the course, module by module
6 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Select the right distributor and onboard them effectively.
- Understand the key criteria for evaluating potential pharmaceutical distribution partners.
- Define the essential elements of a comprehensive distributor onboarding checklist.
- Recognize the common mistakes made during initial partner selection that lead to future issues.
2Draft strong distribution agreements with clear exclusivity terms.
- Identify the critical legal clauses required in a pharmaceutical distribution agreement.
- Learn how to structure exclusivity clauses compliant with EU competition law, such as Article 101 TFEU.
- Understand the financial implications of different exclusivity arrangements on market access and revenue.
3Establish and track performance targets and Key Performance Indicators.
- Determine appropriate sales targets and market share objectives for pharmaceutical distributors.
- Implement effective Key Performance Indicators (KPIs) for monitoring distributor activity and compliance.
- Recognize the cost of poorly defined targets leading to underperformance or unrealistic expectations.
4Implement clear reporting and communication channels with partners.
- Design a standard operating procedure for regular sales and inventory reporting from distributors.
- Establish communication protocols for urgent market issues, such as product recalls or adverse events.
- Understand how inconsistent reporting can hide critical market shifts or regulatory non-compliance.
5Conduct compliance audits and effective performance reviews.
- Outline the steps for conducting a routine compliance audit of a pharmaceutical distributor.
- Prepare for joint business reviews, focusing on performance, market trends, and strategic alignment.
- Identify the financial risk associated with non-compliance with Good Distribution Practice (GDP) guidelines.
6Manage contract termination and resolve disputes cleanly.
- Understand the legal grounds for terminating a distribution agreement without incurring penalties.
- Develop a clear exit strategy and handover plan to minimize market disruption and patient impact.
- Recognize the significant legal costs and brand damage from poorly managed contract disputes.
Price for this title
One licence, 6 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Owner, CEO and board, Business development and export sales,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States Europe
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module