Training and Development Track
(JAPANESE ONLY)

September 30th	October 1st
Start: 09.00	Start: 09.00
Finish: 17.10	Finish: 16.25
Cocktail Party: 17.10 - 19.00

Section 1: Effective Training Programs for Improving Sales Skills
09:00	Measures for Boosting the Skills of First Line Managers to Establish Coaching Culture Leading the Coaching Culture in GSK Japan: Multiple approaches to progressng the Coaching culture in sales force. Coaching approaches for the Senior Sales Manager Yukihiro Nomura Manager, Specialty Training, Sales Training Department GlaxoSmithKline K.K.
Section 2: Customer Strategy
09:40	An update from last year’s conference: Seeking Ideal Models for Coaching Area Managers Last year’s presentation introduced approaches to field force promotion by developing the coaching mind of first-line managers on the basis of several hypotheses. This year’s presentation focuses on the results of those measures and new actions for further improving effectiveness. Harunobu Nishitani Manager, Sales Training, Sales Support Schering-Plough K.K.
10:15	Coffee Break
Section 2: MR’s Action Reformation
10.55	Attempts to Establish New Effective Technical Development Methods How to improve sales persons’ operations based on their technical evaluations and how to incorporate their improvements in effective operations. Ways to establish a training structure that works as an effective mechanism for constantly improving skills. Nobuyuki Moki Director, Sales Training & Professional Development Department Banyu Pharmaceutical Co., Ltd.
11:30	Training Programs for Boosting Your MR’s Motivation Methods for continually boosting MR’s motivation by utilizing level-by-level educational programs based on MR’s competence analyses and training programs for increasing motivation. Akira Kanda Sales Training Manager Sales Department, Oncology Business Unit Novartis Pharma K.K.
12:05	The Essence of SFE is “Human Resources” The acronym SFE has close associations with CRM, Sales Force Automation (SFA) and Monitoring Systems, but SFE operations are unlikely to succeed as long as the focus is on these items. The most essential factor of SFE is MR’s action reformation. Katsuo Hayakawa Manager, Capability Development Department, Nippon Boehringer Ingelheim Co., Ltd.
12:40	Lunch
Section 4: Effect of M&A on Sales Strategy
14:00	Consider the Essential Attributes and Skills that MR will need in the Future? (Panel Discussion) Chairperson: Yukihiro Nomura, Manager, Specialty Training, Sales Training Department, GlaxoSmithKline K.K. Panelists: Harunobu Nishitani, Manager, Sales Training, Sales Support Schering-Plough K.K. Nobuyuki Moki, Director, Sales Training & Professional Development Department, Banyu Pharmaceutical Co., Ltd. Akira Kanda, Sales Training Manager Sales Department, Oncology Business Unit, Novartis Pharma K.K. Katsuo Hayakawa, Manager, Capability Development Department, Nippon Boehringer Ingelheim Co., Ltd.
15:10	Coffee Break
15:40	Workshop01 (Consecutive translation can be arranged for English delegates. Please let us know well in advance, if you are interested in this session.) Latest IT for Competitive Sales Forces: Optimized PDCA Cycle by Integrated use of the information in people and organization Closed Loop Marketing ? IT to empower organization Analyze the correlation between daily activity and revenue. Take advantage for next action. Latest Software and Technologies : All connected. User friendly interfaces. Live Demonstration for Closed Loop Marketing Speaker Satoshi Joshua Shozen Vice President, Asia Proscape Technologies Japan Kenichiro Hiratsuka Industry Manager Manufacturing Sales Department Microsoft Co., Ltd	Workshop 02 (Consecutive translation can be arranged for English delegates. Please let us know well in advance, if you are interested in this session.) SaaS CRM ? bringing new values We will discuss about the future CRM direction further more with the participants. We will especially focus on SaaS CRM that focuses on pharmaceutical companies. It has long been said that SaaS CRM is difficult to realize at pharmaceutical companies, But we think the key lies in “creating new values by co-operating across boarders (companies)” And in “focus on efficiency of the overall industry”. Cegedim Dendrite will share with you our efforts in this area. Speaker: Yukari Shuno Senior Consultant, Strategic Planning Cegedim Dendrite K.K. Nobuo Yamauchi Director, Strategic Planning Cegedim Dendrite K.K.
17.10	Networking Party