Selling pharmaceutical products to hospitals requires additional specialized selling techniques. These techniques involve a complete process, which bring product information to a variety of health care professionals, and get the cooperation and commitment of influential decision-makers. This learning system is designed to equip pharmaceutical representatives the unique skills required to market their company’s products to all types of hospitals. This program provides the professional medical representative with the information needed to succeed in the hospital environment. It covers the following essential topics: · Hospital Organization: What a hospital is, how it is organized, and what constitutes the hospital staff and administration. · Hospital Departments, Services, and Their Personnel: Who the people are that make up a hospital, and how they fit into the overall objective of getting your company’s products used. · Guidelines for Working in a Hospital: The know-how for getting through the hospital purchasing maze. This includes detailed information on how to get a product on hospital formulary. · Non-Private Sector Hospitals: An outline of government and managed health care organization’s purchasing systems is provided. U.S. version