Location: Plymouth Meeting, Pennsylvania
Dates:
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September 16, 2008
As hospitals exert greater influence over the primary care sector and specialist-driven products grow in importance, success in the hospital environment is essential to maximize sales potential over the lifecycle of a brand. This program helps participants optimize their hospital sales strategies, and offers practical guidance for building a key account action plan.
Key Benefits of Attending
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Gain the knowledge to analyze a territory using available data
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Learn how to analyze a hospital and the departments within it
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Gain insight on optimizing resource allocation and sales efforts
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Identify the key players and their responsibilities
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Understand the importance of attitude, prescribing habits and influence networks within hospitals
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Become skilled in building physician level action plans, and setting objectives and priorities
Agenda
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Introduction
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Simulation: Territory Analysis & Setting Priorities
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Session: Territory Analysis & Setting Priorities
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Simulation: Debriefing
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Session: Profiling
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Simulation: Profiling
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Session: Influence Network(s)
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Simulation: Influence Network(s)
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Session: Action Planning & Monitoring
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Simulation: Action Planning & Monitoring
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Simulation: Results & Debriefing
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Conclusion
Who Should Attend
This course is designed for hospital medical representatives and first-line hospital sales managers
Simulation-Based Seminar
Assuming the role of a hospital representative managing a virtual territory, participants analyze a hospital department and build an appropriate call plan. The results are discussed in a debriefing session, led by an expert facilitator. An optional exercise, applying real data, can be included in the program, with follow-up and review three months later.
Course fees: $950
