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Customized
Sales Training Seminars
 Dr.
Sheila Dunn shows sales staff how to develop a "strategic"
approach to selling in order to respond to the ever-changing
healthcare marketplace. Topics can include:
•
Managed Care Dynamics relevant to sales activities
• Regulations,
including CLIA'88
• Reimbursement
• Marketplace
trends, including practice consolidations and mergers, hospital
acquisitions of physician practices, and how to use them strategically
to plan future selling activities.
Sales
representatives will master the information by applying it
directly to selling situations. Specifically, your sales team
will:
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Gain confidence to penetrate new accounts and grow business
in existing accounts by understanding the issues (reimbursement,
managed care, and federal regulations such as CLIA, OSHA,
direct billing and Medicare) which impact your marketplace.
• Apply the
above market information to devise selling strategies to surpass
your competition and increase territory penetration.
•
Demonstrate how to overcome customer objections based on regulatory
or environmental issues and thus maximize sales.
Fees
for manufacturer/distributor seminars start at $5450/day plus
travel expenses. Fees include master copy of handout; approximately
50 pages per session (sponsor responsible for copies made
for attendees).
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