Total Office Call - Specialty

Today’s specialty practice selling environment is harder to navigate than ever.  Sales professionals need to understand the roles of multiple office stakeholders—not just the physician—and how they affect treatment decisions.  Issues such as ease of product administration and reimbursement are top-of-mind for specialty practices, and it is important for reps to understand how they can promote their product in light of these issues.  

This course identifies the various players in a specialty physician practice, explores their concerns and barriers to product access, and describes how pharmaceutical and biotech companies can provide support for their concerns.  It covers the roles of office staff (billing/reimbursement managers and office managers), nursing staff, treatment decision makers (physicians, nurse practitioners, and physician assistants), in-office pharmacists, patient advocates, and laboratory technicians and pathologists.

After completing this course, participants should be able to:

• Describe the various specialty practice stakeholders (that is, who they are and what they do)
• Explain the unique concerns of each type of stakeholder
• And discuss potential responses to those concerns

Download the e-course learning objectives

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.