Hospital Marketplace
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Sales Excellence: Hospital Marketplace

This five-part course series defines the hospital environment from the perspective of the pharmaceutical manufacturer, offering both an introduction to the hospital marketplace and an examination of the ways in which pharmaceutical manufacturers strive to position their products and drive product demand within hospitals. E-courses within this series include:

Hospitals and Group Purchasing Organizations 

This course provides a detailed “close-up” of hospitals as institutions, exploring their organizational structure, the roles of employee and non-employee medical personnel, and the various ways in which hospitals are categorized. This module also explains the concept of the group purchasing organization (GPO) and the pivotal role that GPOs play in product selection among member hospitals.

Formulary Access

This course focuses on the importance of attaining a position on the hospital formulary and the process by which formulary status is attained, including the roles of account managers and sales representatives in generating support among key hospital stakeholders.

Demand Creation

This course illustrates the impact of current hospital payment mechanisms on therapeutic choice and the varied techniques that hospitals use to manage drug utilization.  It also describes the difficult environment that sales representatives now confront when trying to encourage product use, given increasing constraints on interactions with hospital stakeholders.

Hospital Quality

This course is designed to increase sales force fluency in the various aspects of quality in the hospital setting and increase their familiarity with the organizations, personnel, and strategies involved in measuring and reporting hospital quality metrics.  It highlights CMS’s core quality measures; accrediting organizations; and other groups that measure, communicate, or impact quality.  It also conveys the challenge and importance of emphasizing quality, as well as the roles responsible for upholding quality standards.

Institutional IT Systems

This course promotes understanding of institutionally based information systems—particularly those in hospitals and integrated delivery networks—as well as the manner in which those information systems affect drug utilization.  It explores key technologies, including electronic medical records, pharmacy information systems, computerized physician order entry, clinical decision support systems, automated dispensing, and barcoding.

View a brief e-course demonstration

Our e-courses are only available for group and corporate-wide licenses. Pricing is based on the estimated number of users. Please contact us to learn more about incorporating Managed Markets Excellence® into your corporate training program. We can also develop custom training solutions to meet your specific training needs.