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3 May 2010 / 23 August 2010
In the New Zealand healthcare and pharmaceutical market, representatives may ‘cut their teeth’ in the primary care sector. For successful primary care representatives, career development will often indicate a move into hospital selling. The competencies demonstrated by a successful primary care representative (such as selling skills, relationship building, customer focus and territory management) are transferable and will provide the raw material for success in their new selling role. However, what is often overlooked is how different the hospital beast is from primary care. Evidence has shown that if this transition from primary care to secondary care selling is not managed effectively, previously high performing representatives can start to fail.
One day workshop outline:
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What is a Hospital?
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- How does it work?
- Departments, wards, In/Out-Patients
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Customer Profiles
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- House surgeons, registrars
- Senior House Officers, MOSS, consultants
- Nurses, pharmacists, telephonists etc
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The Hospital Account
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- Drugs & Therapeutics Committee
- Drug Formulary
- The Buying Cycle
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Selling to Specialists
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- Customer service
- Needs-based selling
- Evidence based selling
- Clinical papers
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Follow-Up is proven to be a critical success factor of initial workshop investment. We will follow-up with each individual at a “Fitness Check”. This personalised 1on1 training session will be four weeks post-workshop and ensure the skills learned are being demonstrated in the workplace.
Workshop and Fitness Check: $1,150.00+GST per person
Workshop Only: $850.00+GST per person
Pro-Formance Driven Workshops: Pro-Formance Driven workshops are limited to a maximum of eight representatives so participants receive one-on-one coaching and active involvement in an optimal learning environment with colleagues from similar industry backgrounds.
Intensive Coaching: The facilitator will research your individual representative’s training needs, their product/service and the environment in which they sell. This will enable more intensive coaching.
Targeted to Healthcare Market: The workshops are designed to target the key issues in the health environment. The training is practical, using real life examples that result in a change in behaviour back in the work place. Critiquing procedures are utilised to enable participants to demonstrate the principles learned.
Central Location: The workshops will be held in a central Auckland location and includes all materials and refreshments.
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