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Customized Sales Training Seminars

Distributor Program

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
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:

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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