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Case Study #1

Promedica International CME Develops Strategy to Educate Sales Force for International Medical Device and Pharmaceutical Company

Challenge: A sales force needed to be equipped to educate physicians on how to use a new product, and to intelligently respond to objections raised by prospective buyers, in addition to selling the product.

Solution: Promedica International CME worked with the company to develop a training program that used live surgery, a live animal lab, and didactic lecture to educate the sales force on the new product.

Details
Promedica International CME was recently approached by an international medical device and pharmaceutical company to assist them in the development and implementation of a new medical device training course. Since the sales force is the front line representing a company to the customer, their technical knowledge is of utmost importance.

This company sought to educate the sales force on the following:

  • How the device works to assist the surgical procedure
  • The procedure for which the product was designed to assist
  • The technical terminology surrounding the product and procedure to equip them to support their customers in the clinical setting

The resulting program was several days long and included a day at the hospital to view a live case using the device, a day in the lab to practice using the device on animal tissue, a day of lecture on the uses, limitations and advantages, and a day with the managers who will be working with them on promoting and educating physicians about the product.

The product launch was highly successful, increased product awareness, and the sales force was equipped to educate physicians to achieve optimum clinical results.