Compliance  Course Listing
 

Foundational – The Laws

  • Health Care Compliance Overview

  • The PhRMA Code

  • The Health Insurance Portability and Accountability Act (HIPPA)

  • The Sunshine Act

  • The PDMA and Management of Drug Samples

  • Anti-bribery and Corruption Laws

Good Practices

  • Adverse Event and Product Complaint Reporting

  • Meals, Entertainment, and Gifts

  • Good Communication Practices

  • Speaker Programs

  • Advisory Boards

  • Data Privacy and Protection

  • On-label Promotion

  • Ethical Concerns

  • Direct to Consumer

  • Grants

  • Copy Review and Approval

Mission and Vision

  • Code of Conduct

  • Corporate Integrity Agreements

Laws in Action

  • Interacting with HCPs (items of value)

  • Interacting with HCPs (education)

  • Using My MSL

Market Access  Course Listing
 

Foundational Knowledge

  • Introduction to Managed Care

  • Medicare

  • Medicaid

  • Retail Pharmacy

  • Specialty Pharmacy

  • Long-Term Care

Specialty

  • Drug Pricing

  • Pay for Performance

  • Health Outcomes

  • Accountable Care

  • Demographics and Payer Mix

Advanced Concepts

  • Account Management

  • Settings of Care

Selling Skills  Course Listing
 

Basic

  • Productive Planning

  • Presenting for Impact

  • Active Listening

  • Be an Influencer

  • Telling a Clinical Story

  • Telling a Value Story

  • Gaining Commitment

  • Choose Your Own Ending (The Total Office Call)

Proficient/Expert

  • Up-level the Sales Cycle

  • Understanding Perspective

  • From Objection to Opportunity

  • Creating a Value Proposition

  • Insightful Questions

  • Advanced Influencing and Negotiating Skills

  • The Commitment Continuum

  • Creating a Sense of Urgency

  • SWOT Analysis

  • Territory Business Planning

  • Influence Mapping

Coaching  Course Listing
 
  • Coaching: It Might Not Be What You Think It Is

  • Implementing Any Coaching Model – A 5-Step Plan to Success

  • Working with Your Coaching Model

  • Working to GROW

  • Using the OUTCOMES Model

  • Identifying Who to Coach

  • Coaching Preparation and Planning

  • Coaching the Virtual Sale

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