Book DescriptionThis title is part of the UniversityOfHealthCare/ UniversityOfBusiness Interactive Training Library, which offers authoritative, clearly written material in an interactive form for better comprehension and documentation of completion. This is a comprehensive course with over 100 videos and animations for the pharmaceutical sales representative on sales skills to use with doctors and hospitals while observing correct procedures and building trust. It takes the attitude that consultative selling and considerate behavior create the most productive client relationships. It covers the structure of a hospital, medical staff, the hospital pharmacy, the hospital-based pharmacist, the nursing service, policies and procedures for hospital vendors,HIPAA essentials for the sales rep, sexual harassment, sales professionalism and building trust, customer management (with video interviews of doctors and a hospital pharmacist), and powerful sales communication (with a sales simulation). Estimated time:10-20 hours. 704 pages. The course is divided into topics so you can study and demonstrate your knowledge on different topics. The course results from the collaboration of an exceptional sales rep, a doctor, a nurse/MBA/marketing executive, and a media expert. You must have Internet Explorer 4.0 or higher running on your computer. Supported operating systems are Windows 95, 98, 98 SE, ME, 2000, or XP. You will need Internet access to e-mail us your unique key and receive a password key. License is for one user on one computer. An additional computer owned by the same user will generally be approved at the discretion of the publisher.