Selling to Federal Accounts

CMR Institute
Training overview
0.5 hours
100 USD
Next start date: Inquire for more information. - Online

Course description

Selling to Federal Accounts

Life sciences sales professionals who call on federal accounts are responsible for building and sustaining relationships that can have a substantial impact on their company's bottom line. With so much at stake, account executives and other sales professionals should be equipped to deliver meaningful value to these important customers. This module describes some of the key federal accounts and how they contain drug costs and manage utilization. It also discusses key trends affecting market access and some of the customer-focused approaches that account managers and sales professionals can use to best position their products.


Who should attend?

Pharmaceutical, medical device and diagnostic sales professionals

Training Content

1. Describe key federal accounts, including the US Department of Defense (DoD), US Department of Veterans Affairs (VA), Public Health Service (PHS)/Indian Health Service (IHS), US Coast Guard, and the Bureau of Prisons (BOP).
2. Explain how federal accounts use statutory price controls and other strategies to contain drug costs and manage utilization.
3. Explain how the continued pressure to contain healthcare spending and the use of health technology assessments in federal accounts may affect market access.
4. Understand the value-added strategies that account managers and other sales professionals can employ to protect or expand market access.


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About CMR Institute

CMR Institute

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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Contact info

CMR Institute

4423 Pheasant Ridge Road, Suite 100
24014 Roanoke Virginia

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