Hospital Selling - Gaining Formulary Access and Creating Demand

This two-module e-course explores the hospital environment from the perspective of the pharmaceutical sales representative, offering an examination of the ways pharmaceutical sales representatives strive to position their products and drive product demand within hospitals.

The first module, Gaining Formulary Access, 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.

The second module, Creating Demand, focuses on the impact of current hospital payment mechanisms on therapeutic choice and the varied techniques hospitals use to manage drug utliziation.  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.

Learning Objectives for Module I (Gaining Formulary Access):

• Outline key steps in obtaining formulary status
• Identify key hospital stakeholders in the formulary decision making process
• Differentiate the roles of account managers and sales representatives in driving product demand
• Describe core elements of an effective product value proposition

Learning Objectives for Module II (Creating Demand):

• Provide an overview of the impact of various payment mechanisms on hospitals
• Enumerate key utilization management techniques employed by hospitals
• Describe common sales representative activities within the hospital
• Describe the growing restrictions on sales representative interactions with hospital stakeholders

Download the e-course learning objectives

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 the Beacon Series™ into your corporate training program.  We can also develop custom training solutions to meet your specific training needs.