Course description
Selling in a Hospital Environment
As healthcare delivery in hospitals continues to adapt to rapid market changes, the approach to selling in hospitals must also adapt. You already know the driving forces, an emphasis on cost and outcomes, coordinated patient care, value-based payment models, financial penalties, "meaningful use" EHRs, and population health management (PHM), to name a few. This module explores today's hospital environment and what it means for selling life-science products and services. Throughout, you will be asked to consider the impact to your own accounts.
Who should attend?
Pharmaceutical, medical device and diagnostic sales professionals
Training Content
1. Explain how hospital selling is influenced by the emphasis on coordinated care, the care continuum, and changing models of reimbursement.
2. Characterize the basic structure of a hospital and identify the various departments commonly found in hospitals.
3. Distinguish between the different titles and roles one might encounter among physicians and nurses in a hospital setting.
4. Describe important steps you can take to maximize your success when selling in a hospital environment
Costs
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About supplier
Through our extensive online blended learning library CMR Institute helps pharmaceutical, medical device and diagnostic professionals maximize market access, connect effectively with decision makers, and demonstrate the value of their products and services. Founded by a team of visionary physicians...
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