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.

Clinical Pursuit Clinical Pursuit is a fast-paced board game that challenges individuals or small teams to answer questions about clinical pharmacology, package inserts, and clinical papers. The game can also be customized to include product-specific information, PIs, or clinical papers.

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.

Calling on Retail Pharmacy Educating sales representatives on how to make pharmacy calls can be instrumental to their success since the pharmacist can influence which product is dispensed. This curriculum helps prepare your sales representatives with the information and skills needed to pull-through your products at the point of sale. This curriculum contains a handbook, a quick reference guide, and an eLearning course.

Docs and Clocks In this fast-paced board game, participants are challenged to answer questions about managed care, the physician office, physician reimbursement, and pharmacy benefits and “gain time” to call on a physician.

Marketplace Basics: Understanding the Managed Care Marketplace The Marketplace Basics: Understanding the Managed Care Marketplace Curriculum explains the forces driving the growth of managed care, the methods used by MCOs to contain costs and control utilization, and tactics that sales professionals can use to gain access to prescribers, overcome formulary and reimbursement-related objections, and pull-through their products. This curriculum contains a handbook, a quick reference guide, and a workshop.

Managed Care Physician Encounters This game-like workshop helps transform managed care training for sales professionals into a fun and interactive experience. Teams of sales professionals are engaged in a friendly competition to effectively respond to the managed care related concerns of physicians.

Navigating the Managed Care Marketplace Using an engaging global mapping theme and design, this eLearning course teaches learners the basics of managed care and how to sell their products in a managed care environment. The course introduces learners to key stakeholders in managed care, explains how managed care plans control costs, and examines how managed care policies may influence the actions of both physicians and pharmacists. This course also provides learners with information on how to anticipate and handle customer objections to help ensure that physicians write their products when appropriate and that pharmacists fill those prescriptions as written. Ultimately, learners walk away from this course knowing how to customize sales calls to their local managed care environment, discuss and effectively position their products, and build trust and credibility with their customers.

Selling with Formulary Restrictions Managed care plans impose several types of formulary restrictions in an effort to discourage physicians and patients from using specific products in situations where there may be less expensive treatment options. This curriculum provides sales professionals with the knowledge and skills they need to minimize the potentially negative impact these restrictions have on their sales. The curriculum contains a workshop and a quick reference guide.

Understanding Managed Care for the Medical Device Professionals The Understanding Managed Care for Medical Device Professionals Handbook explains the forces driving the growth of managed care, the methods used by MCOs to contain costs and control utilization, and tactics that sales professionals can use to gain access to customers, overcome objections, and pull-through their products.

Bridging the Generation Gap with Physician Customers Clear communication and matching the message to the physician’s needs are imperative to being a successful sales professional. Through the use of video, sales professionals learn about communication styles from the physician’s perspective, in this interactive workshop. Participants learn how to tailor their messages and strategies for calling on physicians from each of the four generations (Veterans, Boomers, Xers, and Millennials).

Compliance Speedway This board game helps sales professionals understand the rules and regulations that affect the sale and promotion of pharmaceuticals. This game can be customized to include company-specific policies regarding sales activities.

DIALOG Developed specifically for pharm aceutical and biotech sales professionals, the DIALOG workshop teaches the basic, fundamental principles of making an effective sales call. Sales professionals learn how to demonstrate customer focus and create meaningful dialogue with their customers.