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 key 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 in the Hospital 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.