Courses › Sales skills, selling across cultures, and the objections per market
Price increases and shortages: how to raise prices or allocate volume without losing the account
Your next price increase or supply cut could cost you a vital client.
The moment it goes wrong
When a critical drug faces a shortage, allocating limited stock poorly can damage long-standing customer relationships. Mismanaging these conversations leads to frustration, lost trust, and customers switching to competitors. This directly impacts your revenue and market position.
What changes after this course
Your team will confidently explain price adjustments or allocation decisions, maintaining strong client relationships. They will use a structured approach to prevent account loss and protect revenue streams. You will receive a complete training record for compliance.
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 |
|---|---|---|
| Business development and export sales | Briefing | 50 min |
| Finance, pricing and tenders | Briefing | 50 min |
What is in the course, module by module
5 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.
1Understand the market forces driving price and supply changes
- Recognize the economic factors that necessitate price adjustments for pharmaceutical products.
- Identify early warning signs of potential supply chain disruptions and product shortages.
- Assess the competitive landscape and regulatory environment impacting pricing decisions.
2Prepare your internal data and justification for stakeholders
- Compile comprehensive cost-of-goods data to support price increase rationales.
- Develop clear internal communication strategies for impending supply limitations.
- Identify key internal decision-makers and secure their alignment before external communication.
3Craft effective communication plans for customers
- Develop a structured message framework for announcing price changes to key accounts.
- Design a transparent communication plan for informing customers about product shortages.
- Anticipate common customer objections and prepare persuasive, data-backed responses.
4Execute price adjustments and volume allocation fairly
- Apply negotiation techniques to minimize customer attrition during price increase discussions.
- Implement a fair and compliant volume allocation strategy during supply constraints.
- Understand the legal implications of pricing and allocation decisions under competition law.
5Maintain strong client relationships after changes
- Monitor customer satisfaction and market feedback following price or supply changes.
- Develop a post-implementation review process to evaluate the impact of decisions.
- Strengthen long-term client relationships through proactive account management.
Price for this title
One licence, 5 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: Business development and export sales, Finance, pricing and tenders,
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