This three-module e-course explores 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.
The first module, Hospitals and Group Purchasing Organizations, 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.
The second module, 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 third module, Demand Creation, focuses on 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.
Learning Objectives for Module 1 (Hospitals and Group Purchasing Organizations):
Learning Objectives for Module 2 (Formulary Access):
Learning Objectives for Module 3 (Demand Creation):
Download the 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 Managed Markets Excellence® into your corporate training program. We can also develop custom training solutions to meet your specific training needs.
