HOSPITAL SELLING & KEY ACCOUNT MANAGEMENT

IN THE HEALTHCARE & PHARMACEUTICAL SECTORS

Availableas in-company customized solution
Introduction to hospital (HEALTHCARE) selling & key accounts, defining key accounts, purchasing cycleof key accounts &
hospitals, supplier / buyer relationship, value-driven, solution based selling, theroleof account executive/ manager, customer
positioning matrix, account penetration techniques, customer decision making units, customer lifetimevaluemanagement.
Keywords :
Module1:
Module2:
Module3:
Module4:




o Thepharmaceutical industry, challenges & opportunities
o Sales Organization and evolution of Customer value
o Introduction to Key Concepts in Account Management
o Understanding thedynamics of procurement in key accounts
o Customer Life- TimeValueManagement
o Theroleof account executive/ manager in thesales process
o Account planning process
o Customer / account's need analysis
o Competitors Analysis
o Valuebased positioning
o Account Penetration techniques
o Theconcept of Decision Making Units Communicating with thedifferent members of theDMU
o Adapting theValueGap Analysis to theaggregateneeds of all members of theDMU
o Managing account opportunities
Program Contents :
Hospital account executives, potential sales specialists, key account managers, sales supervisors, front linesales managers, as well as
sales trainers. Product managers, product specialists or medical managers who areinvolved in selling and contacting key accounts
also will benefit fromattending this course.
Who Should Attend ?
Theprogramis developed to givepeoplewho deal with key accounts and major hospitals, thetechniques, tools and knowledgethat
they need to managethecomplex decision making procurement process of key accounts.
o Understanding theprocurement & purchasing cyclein complex accounts likehospitals and institution business
o Understanding theconcept of Decision Making Units and managing theaggregateneeds of its members.
o Customer needs assessment & customer positioning matrix
o Valuedriven business approach to managing thecustomer needs.
o Developing and account action plan and managing theaccount lifecycle.
o Managing thesales process and theaccount opportunities
What Is The Program Take-Away ?
This 3 days programis availableas in-company customized solution only. Wewill befurther happy to discuss your needs and
customizetheworkshop to suit your people.
Duration :
12
[ E ]: info@ttmassociates-international.com
[ W ]: www.ttmassociates-international.com