Powerful Medical Device Sales Guidebook

Powerful Medical Device Sales is a comprehensive guide for the medical device and 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, FDA regulations, operating room protocols, infectious diseases, Advamed code of ethics, sales professionalism and building trust, customer management, and powerful sales communication. The guide results from the collaboration of an exceptional sales representative, a doctor, a nurse/MBA/marketing executive, and a media expert. Those readers who wish to have an accompanying program with video and interactivity should also purchase the CD version.