Specialty Sales

Strategic Account Management Handbook

Regardless of their experience level, new and seasoned Account Managers alike will benefit from the Strategic Account Management Handbook, a core component of TLC’s newly expanded Strategic Account Management Curriculum. Targeted for anyone in a pharmaceutical company who calls on or works with managed care organizations (MCOs), the handbook outlines the strategic account management skills and knowledge needed when calling on MCOs.

REAL Hospital CD-ROM
REAL Hospital is a multimedia instructional program that engages learners, promotes discovery, and provides a consistent selling message that can benefit both new and experienced Sales Representatives.

Hospital and Integrated Health Sellng Handbook
The Hospital and Integrated Health Selling Handbook explores how managed care has influenced today’s marketplace and impacted hospitals. The concept of integrated health systems is integral to this handbook.  In addition to describing major types of hospitals and how they are structured, operated, and managed, the text explores the roles of providers (e.g., specialists, primary care physicians, and nurses) and other hospital key players. The handbook also explains key financial factors affecting hospitals (particularly hospital reimbursement, money flow, and profitability goals), buying decisions, technology assessment, and quality/utilization interventions.

Hospital and Integrated Health Selling Workshop 
The hospital market has changed dramatically over the past several years and it continues to evolve rapidly. Managed care and integrated health systems add new challenges to an already complex marketplace. Sales professionals who are responsible for institutional selling require new and advanced knowledge and skills to succeed in this environment.

REAL Pharmacy CD-ROM
REAL Pharmacy, a multimedia instructional program provides an overview of how wholesalers, buying groups, and specialty distributors impact sales of pharmaceutical products. Learners discover how payers, reimbursements, adjudication of prescriptions, and even the type of pharmacy can affect a product’s market share. Finally, learners discover how to harness and apply this knowledge to construct short- and long-term sales strategies.