Total Learning Concepts Designs Training Program
For Specialty Biopharma Company To Help Sales Representatives
Build Long-Term Customer Relationships

LAWRENCEVILLE, NJ – Total Learning Concepts, a training content company
that specializes in e-Learning, has completed the first phase of a two-part training initiative for a
specialty biopharma company aimed at providing sales representatives with the skills,
knowledge, and practice they need to build long-term relationships with their customers. Total
Learning Concepts is a Publicis Healthcare Communications Group Company.

Designed for both new pharmaceutical sales hires and seasoned professionals, the program
was developed based on the concepts and theories of conflict resolution, personality profiles,
buying cycles, and consultative selling. The program teaches sales representatives how to
analyze doctors’ needs, work with them to better manage their medical practices, and apply
various strategies and techniques at different phases of the selling continuum.

“Physicians have become more than just healthcare providers—they have become
businesspeople,” said Suzanne Burrell, Vice President and Director of Total Learning Concepts.
Today’s doctors are concerned with the challenges of running their practices efficiently and
keeping costs down without sacrificing the quality of patient care. This means physicians are no
longer focused solely on the clinical benefits of products—they are now interested in how
products can help them meet non-clinical needs as well.”

This customized customer relationship training program is highly interactive and immersive.
The first phase of the program introduces Total Learning Concepts’ signature selling process
and customer analysis tool, and reinforces this training with role playing and techniques for
handling resistance.

The second phase of the training program will apply this foundational learning to real-life
scenarios, according to Ms. Burrell. “These ‘pull through’ workshops will help to complete the
learning path, enabling our client’s sales representatives to build long-term, value-driven
relationships with their customers,” Ms. Burrell added.

For more information, please contact Suzanne Burrell at (609) 896-4722 or visit our
website at www.tlconline.com.