Course description

Strategies for Effective Account Management

This module explores the activities that are essential to effective account management.


Who should attend?

Pharmaceutical, medical device and diagnostic sales professionals

Training Content

1. Describe the roles and competencies of account managers.
2. Discuss the major issues influencing product-related decisions for health plans, pharmacy benefit managers (PBMs), health systems, and ACOs.
3. Explain the strategies these accounts use to control pharmaceutical costs.
4. Identify the key decision makers in these accounts and anticipate their various perspectives.
5. Examine an account management process that will set the stage for success.
6. Identify various approaches account managers can use to build relationships through value-based collaborations.


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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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