Sales Curriculum

META's distance learning modules are the backbone of all our sales training programs. Each chapter is written to cover specific core material and is designed to deliver the prerequisite knowledge sales people need to succeed in the field of medical devices.

2010 Reimbursement Landscape

Today's healthcare climate is quite different from what it used to be. In the "good old days", prior to managed care, the physician was the ultimate decision-maker during the sales process. Today, a medical device sales professional must simultaneously consider the needs of the physician AND facility administrator within the context of the payer’s influence.  In this module, we explain how physicians and hospitals get reimbursed by insurance companies in 2010.

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Selling to the Clinical Decision-Maker

The purpose of this chapter is to provide you with an opportunity to consider the needs of key clinical decision-makers before you encounter them in a sales situation, where making a good first impression is the key to a successful outcome.

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Understanding the Facility Administrator

While physicians and nurses are a sales person's target, facility administrators control how, and when, money is spent on products and supplies.  To be effective, sales representatives must understand the basic structure and decision-making process of facilities.  

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Selling to the Spine Surgeon

With this module you will be able to describe the different types of healthcare providers involved in the continuum of spine surgery, while learning the training, roles, and responsibilities of healthcare professionals in the management of diseases and disorders of the spine.

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Selling to the Breast Surgeon

With this module you will be able to describe the different types of healthcare providers involved in the continuum of breast care, as well as understand the differences between physicians who perform breast biopsies, while learning the training, roles, and responsibilities of healthcare professionals involved in the management of breast diseases.

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Therapeutic Endoscopy

The typical therapeutic endoscopist has a different personality type than the surgeon customer.  In order to meet the challenge of selling to the therapeutic endoscopist, you will need to be equipped with knowledge of common procedures they perform on patients with gastrointestinal disorders.

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Targeting the Gastroentologist

To meet the needs of gastroenterologists, you should understand how they were trained, what they are interested in, and what types of patients they commonly treat. The purpose of this chapter is to provide you with an opportunity to consider the needs and interests of gastroenterologists, before you encounter them in a sales situation.

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Selling to Pain Specialists

Your power to persuade pain management specialists to purchase your products starts with your knowledge about who they are and what they do for patients suffering with chronic pain. This understanding will help you quickly identify needs, in order to provide solutions. The purpose of this module is to provide you with an opportunity to consider the needs of pain management specialists, before you encounter them in a sales situation where making a good first impression is paramount.

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Understanding the Pain Management Practice

To sell strategic value, one must gain a better understanding and basic knowledge of physician practice management. This chapter will provide the building blocks to understand the pain physician's practice management issues. As an advanced selling skill, you will have the confidence to readily identify the appropriate strategic selling strategy to implement once you understand the dynamics of your customer's pain practice.

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