Custom Managed Markets e-Courses
Many of our clients choose to add custom sections to our e-courses in order to address the specific training needs of their commercial personnel. Example topics are included below.
PRODUCT X Performance and Positioning
- National level
- Overview of channel mix
- Contracting overview
- State- or Region-level
- Overview of channel mix
- Major Regional health plans (for key books of business)
- Formulary status/positioning
- Competitor positioning
Selling PRODUCT X in the Retail Channel
- Pull-through and push-through processes
- Common selling challenges (e.g., Tier III, IV, step edit, prior authorization)
- Pre-call planning essentials
- Customer’s profile and payer mix
- Formulary status for major plans
- Probable selling challenges (e.g., co-pay differentials)
- Common challenge “best practice” videos
- Common challenge #1, #2, #3
- Selling from an advantaged position
- Advantaged position #1, #2
Selling PRODUCT X in Non-Retail Channels
- Office-based selling (“buy and bill”)
- Office-based selling challenges
- Reimbursement process, codes, terms, and support services
- PRODUCT X distribution process
- Total office call
- Institutional selling
- Institutional selling challenges
- Contract status for major National and Regional accounts
- Reimbursement process and codes
Contact us to learn more about incorporating Managed Markets Excellence® into your corporate training program or to discuss your custom managed markets training needs.
