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.

Business Acumen for Sales Representatives This workshop teaches sales representatives business acumen skills: researching and assessing the impact of marketplace trends on their territories; reading and analyzing their sales and managed care data to pinpoint business opportunities and target physicians at the territory level; and creating appropriate messaging for those targeted physicians to leverage these business opportunities.

Current Trends in Pay for Performance Pay for Performance (P4P) is a developing trend in healthcare reimbursement that changes the way that health plans reimburse providers and has the potential to improve the quality of patient care. This eLearning program will give pharmaceutical sales professionals confidence and credibility to discuss P4P programs with their customers.

ePrescribing: A Brave New eWorld This eLearning course presents the benefits and challenges of ePrescribing and describes several important initiatives that bring these points to life. This includes benefits to key stakeholders as well as drivers and barriers to adapting to ePrescribing. The course also provides an overview of other eHealth information technologies (eHIT).

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.

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.

Making The Total Office Call Successful sales professionals call on the total office, not just the physician. This workshop provides an inside perspective on the inner workings of a physician office in a managed care environment. It also focuses on how to gain access to and build trust and credibility with each member of the physician office (receptionist, office manager, nurse, and physician) and become a valuable resource to the entire team.

Selling Specialty Products in a Changing Marketplace This handbook provides insight into reimbursement challenges unique to specialty products. By having a good understanding of reimbursement, sales professionals can integrate messaging into their sales calls to address the challenges.

Selling to Group Practices This workshop provides participants with a strategic process for selling to group practices. Through a customized case study, participants learn how to profile their accounts, determine customer needs, and then develop a strategic plan to increase product performance.