Clinical Papers: Selling with Confidence
Sales professionals can use clinical papers to demonstrate the value of their products in a language that physicians understand. The Clinical Papers: Selling with Confidence Curriculum prepares sales professionals to analyze clinical papers, utilize the information during sales calls, and become credible consultants to their customers. This curriculum contains a handbook, two quick reference guides, and a workshop.

Clinical Papers: Selling with Confidence for Medical Device Professionals
Medical device professionals can use clinical papers to demonstrate the value of their products in a language that physicians understand. The Clinical Papers: Selling with Confidence for Medical Device Professionals Curriculum prepares them to analyze clinical papers, clearly communicate this information during sales calls, and become credible consultants to their customers. This curriculum contains a handbook and a workshop.

Clinical Pharmacology: Selling with Science
The Clinical Pharmacology: Selling with Science Curriculum provides sales professionals with an understanding of pharmacokinetics, pharmacodynamics, drug interactions, toxicity, dosage and administration, and drug delivery systems, with an emphasis on how this information can be used to support clinical selling messages. This curriculum contains a handbook, a quick reference guide, a workshop, and an eLearning course.

Fundamentals of Pharmaceutical Sales
The Fundamentals of Pharmaceutical Sales Curriculum provides new sales professionals with a foundation on the pharmaceutical industry, managed care, physician offices, retail pharmacies, and the drug development, approval, and marketing process. This curriculum contains a handbook and a workshop.

PI Power: Selling with Support
Package inserts are unbiased sources of product information that help to support clinical sales messages. The PI Power: Selling with Support Curriculum prepares sales professionals to analyze PIs, and utilize the information to support their product during sales calls. This curriculum contains a handbook, a quick reference guide, and a workshop.

Biostatistics: Mastering the Fundamentals
The Biostatistics: Mastering the Fundamentals Handbook is designed to help sales professionals take their understanding of biostatistics to the next level by simply and clearly explaining essential biostatistical concepts and terminology. With this knowledge they are more prepared to have data-focused discussions with their customers about the clinical features and benefits of their products.

Communicating Your Clinical Story
This customized workshop provides sales professionals with the opportunity to critically examine clinical papers and identify information to address potential physician objections. The workshop also focuses on the continuum of a sales call, the adoption cycle, and how to use multiple proof sources to communicate a clinical story to a practitioner.

Financial Dynamics of Hospitals
This workshop provides hospital sales professionals with an understanding of the financial pressures facing hospitals and how to collaborate with their customers on solutions to the financial challenges in their hospital accounts.

Financial Dynamics of Long-Term Care
Financial pressures affect many of the decisions that Long-term Care (LTC) Facility and Long-term Care Pharmacy Provider (LTCPP) accounts make on a daily basis. It’s necessary to understand these financial pressures from the account’s viewpoint and be able to respond with solutions that help alleviate those pressures. The Financial Dynamics of Long-term Care Workshop demystifies this marketplace segment to provide the financial insight LTC account managers need to effectively partner with their accounts.

Formulary Ups and Downs
The Formulary Ups and Downs board game provides hospital sales professionals with a fun and educational game that focuses on obtaining formulary approval for their products within the hospital setting. By answering questions, players proceed through the steps of the formulary approval process.

Gaining Hospital Formulary Approval
The Gaining Hospital Formulary Approval Curriculum gives hospital sales professionals an understanding of how formulary decisions are made and the steps in the process. This curriculum includes a workshop, a quick reference guide, and the Formulary Ups and Downs Game.

Group Selling Dynamics
The Group Selling in the Hospital Curriculum teaches hospital sales professionals about different types of group selling events within the hospital setting and provides strategies for planning and conducting an effective group selling event. This curriculum contains a handbook, a quick reference guide, and a workshop.

Institutional Selling: Decoding the Hospital
The Institutional Selling: Decoding the Hospital Curriculum provides hospital sales professionals with an overview of the hospital marketplace, key customers, the formulary approval process, and strategies for driving utilization within their hospital accounts. The curriculum contains a handbook, a quick reference guide, a workshop, and the Formulary Ups and Downs Game.

Selling in the Long-term Care Marketplace
The Selling in the Long-term Care Marketplace Curriculum provides long-term care sales professionals with an overview of the long-term care marketplace and strategies for building trust and credibility and driving product utilization. This curriculum contains a handbook, a quick reference guide, and a workshop.

Strategic Thinking for Hospital Representatives
The Strategic Thinking for Hospital Representatives Curriculum teaches hospital professionals how to be strategic versus tactical in managing their accounts. This curriculum contains a handbook and a workshop.

Account Management: Understanding the Business of Managed Care
This handbook provides account managers with information on MCOs, how to build credibility with key decision-makers, how to gain and maintain formulary approval for their products, and how to strategically partner for long-term success.

Managing Your MCO Accounts
This workshop provides account managers with the tools they need to identify key MCO decision-makers and their needs, strategically develop solutions based on those needs, and build trust and credibility with their MCO accounts.

Executive Sell: Gaining Access, Realizing Goals
This workshop provides account managers with an understanding of what is important to executive-level decision-makers at MCO accounts, how to gain access, and how to collaborate on solutions that will help them meet their business objectives.

Financial Dynamics of Managed Care
This workshop focuses on helping account managers understand the financial pressures MCOs face, the effect those pressures have on their pharmaceutical product decisions, and how to build credibility and effectively partner with their accounts.

Strategic Thinking for Account Managers
This workshop provides account managers with a process to becoming strategic versus tactical in profiling their accounts, determining their customers’ needs, and developing plans to build credibility and maximize product performance.

Healthcare for Diverse Populations
This eLearning course introduces the concept of cultural competence and discusses its importance to healthcare today. It outlines the market drivers and forces behind cultural competence, including background information about the changing demographics of healthcare. The course presents clinical targets to improve healthcare for diverse groups. It also illustrates the challenges and successes of various initiatives in the healthcare industry to implement programs to address diversity.

eHealth: Connecting Physicians, Pharmacists and Health Plans through Health Information Technologies

Government Regulation of Healthcare
This eLearning course examines the impact that legislation, regulations, and healthcare policy all have on the pharmaceutical industry. It describes the role of the federal government in healthcare legislation, regulation, and policy, and discusses the impact of the federal government on the pharmaceutical industry and its customers. It also provides an overview of the Centers for Medicare and Medicaid Services (CMS) and the Food and Drug Administration (FDA), two important and powerful federal regulatory bodies, and their role in recent and ongoing reforms.

Working Together to Get Results
This workshop focuses on strategies to help sales and account managers work together on pull-through initiatives to improve product sales and market share.

Business Acumen for Managers
This workshop teaches sales managers how to profile their district to identify managed care business opportunities within representative territories, and then effectively coach representatives to capitalize on the opportunities.

Coaching Through the Generation Gap
This video-driven workshop is designed to help sales managers understand the unique characteristics, concerns and needs of Boomer, Xer, and Millennial sales representatives and apply that understanding to how they motivate, coach, and evaluate their performance.

Fire Them Up: Motivating Your Tenured Representative
This workshop provides sales managers with the skills to identify what motivates their tenured representatives, coach with an eye on those motivators, avoid complacency, and quantifiably improve performance.

Working Together to Get Results
This workshop focuses on strategies to help sales and account managers work together on pull-through initiatives to improve product sales and market share.

Training Through the Generation Gap
This video-driven workshop is designed to help trainers understand the unique characteristics, concerns, and needs of Boomer, Xer, and Millennial sales representatives and provides tips on how to create engaging training for each of these audiences.