healthcare representatives diploma · THE SMART GROUP COMPANY PROFILE An independent training and development consultancy specialising in: Design and delivery of high quality interactive

THE SMART GROUP

COMPANY PROFILE

An independent training and development

consultancy specialising in:

Design and delivery of high quality interactive

training for the healthcare market

Registered in 1992

Developed and present 18+

Healthcare Industry specific programmes

Targeted at Healthcare sales and management

personnel

Training is interactive and competency based

THE SMART GROUP

CURRENT HEALTHCARE TRAINING

Customer Relations Clinical Trials* Tender Planning &

Management

Project Management

Time Management* Territory Management

* Interview Skills

Presentation Skills* OTC Skills Key Accounts

Assertion /

Negotiation Selling Skills*

(Basic/Advanced)

Sales Force

Effectiveness*

(Basic & Advanced)

Managed Healthcare* HRC* Product /Brand

Management

(Basic & Advanced)

GENERAL SALES FORCE MANAGEMENT

THE SMART GROUP SETQAA STATUS

Smart Group accredited by the Services Seta:

As a training Institution

Provider of education and training Programmes

(Decision No 0490)

Require MOU with Pharmacy Council

Smart Group Lecturers are Registered Qualified SAQA

Facilitators

Assessors

Moderators

Enabling them to be educators/ trainers of

Outcomes Based Education Training (OBET)

OBJECTIVE OF LEARNERSHIP

Develop a pool

of

competent young black people

to be

effective healthcare representatives

HISTORY OF LEARNERSHIP

2002 Task Team Developed Initial Learnership

Provisional Registration

Pilot run 50 learners with matric

• Majority no driving license

Multinational companies

• Used by a couple of companies e.g. MSD

• No unit standards – no accreditation

• Retrospective registration to obtained once off certificate for learners

HISTORY OF LEARNERSHIP +/- 2008 Task Team set up:

To reassess learnership

Mainly representatives from multinational companies

Developed / Selected unit Standards

Registered as Certificate by SAQA end July 2009

Action Chieta required to convert to Learnership –

funding purposes

SA Pharmacy Council required to Set up QA Assurance

HISTORY OF LEARNERSHIP

Nov 2010 Industry Representatives, including Smart met with Chieta

Started process convert Certificate to Learnership for funding purposes

Chieta set up meeting with Pharmacy Council to draw up and sign MOU

August 2010 – Nycomed ran a learnership

July 2011 – Aspen started a learnership

October 2011 - Sandoz started Learnership Chieta submitted application to register lerarnership

Chieta / Pharmacy Council discuss MOU

Pharmacy Council finalising legislation due Q1 2012

2012 - Enquiries other parties for learnership

TRAINING OBJECTIVES

Equip Learner with basic Knowledge & Skills to:

Obtain employment as a healthcare sales representative

Work as an effective healthcare representative

Ensure they comply with industry legislation

CURRICULUM:UNIT STANDARDS Describe human anatomy, physiology, pathophysiology & treatment options

for common conditions (45) C

Use pharmacology & pharmaceutics to provide information on medicines /their appropriate use (10) C

Conduct a sales call in professional environment (8) F

Analyse dynamics of different interactive styles in client relationships (3) F

Conduct Sales Territory analysis (8) C

Use clinical research findings of pharmaceutical products to achieve competitive advantage (8) C

Explain managed healthcare in pharmaceutical environment (3) C

Act in accordance with the legal codes of pharmaceutical representation and the laws of the country (6) F

CURRICULUM:UNIT STANDARDS

Plan, develop, deliver presentations (10) F

Plan events (3) E

Apply principles of pharmaco-economics to clinical study outcomes (4) E

Demonstrate knowledge & application efficient study skills (5) E

Apply efficient time management to work of department / division / section (4) E

Demonstrate understanding of stress in order to apply strategies to achieve optimal stress levels in personal work situation (5) E

Implement basic safety procedures in emergencies (3) E

TRAINING OUTCOMES

Understand healthcare industry, products & customers Medical terminology

The market

Managed healthcare

Regulations

Able apply basic principles selling & customer profiling

To effectively manage oneself and one’s work by understanding & effectively applying Efficient study skills

Sound territory management

Effective time management

Stress management

Safety principles

To be an effective communicator Sales call including clinical trials & pharmaco-economics

Via presentations to small groups

When planning events

MODUS OPERANDI 12 months training

+/- 30% classroom based

+/- 70% workplace based

Classroom Learning Options

OPTION 1

• 4 months dedicated block out training

OPTION 2

• 2 weeks block out and halfway through training

• Followed by 1 week / month

Workplace in House Company Training

Company specific training (e.g. products etc)

Field accompaniment

Run a small Territory

Complete Portfolio / Reflective Diary

WORKPLACE TRAINING

Departments involved

Time

Structured programme

Coordinator

Internal

External

Coaches

Portfolio feedback sessions

SMART MODUS OPERANDI

Problem based approach

Individual or group self-study

Methodology

Short formal presentations

Individual or group investigation

Site visits

Assessments (formative & summative)

• Role-plays

• Presentations

• Workshop participation

• Written – self assessments, games, mini-tests, final examination

SMART MODUS OPERANDI

ORDER PRESENTATION Body Systems

One System / session / week (+/- 2 X 3 hours) • Cover all aspects i.e. anatomy, physiology, pathology pharmacology

Early in programme Skills applied / practiced during classroom training • Industry overview

• Study Skills

• Presentation skills

• Time management

• Selling skills

• Personality profiling

Followed by Clinical Trials (Pharmaco-economics)

Managed healthcare

Stress

Plan Events

Safety

Territory

Ethics & Code

SMART COURSE MATERIAL

Resource Guide

All learning material

Learner Guide

Portfolio

Reflective diary

Learning activities

Assessments for portfolio

Guide for Company

Complete Portfolio

SMART ASSESSMENT

FORMATIVE

Self-Assessments

“Games”

Video assessment

MIMS and Package Insert workshop

Disease Presentations

Market workshops

SMART

SUMMATIVE ASSESSMENTS

Mini-Tests

Final written assessments

Medical Terminology

Managed Healthcare / Market Knowledge

Clinical Trial Analysis

Territory Assignment

Video Selling Skills Role-Play

Video Final Presentation

SMART

SUMMATIVE ASSESSMENTS

Mini-Tests

Final written assessments

Medical Terminology

Managed Healthcare / Market Knowledge

Clinical Trial Analysis

Territory Assignment

Video Selling Skills Role-Play

Video Final Presentation

SMART TRAINING PERSONNEL

Facilitators, Assessors, Moderators

Subject Matter Experts

All previously worked in Industry

Representatives, Training Managers

Marketing, Sales management

MODERATION

10% Assessments

Minimum of 5 summative moderations

POTENTIAL LEARNER DATA BASE

Company employees

Children correct education requirement / profile

Contact Universities

Alumni – notice

Presentation

Smart HRC students

Contract field force companies

Regular recruitment companies

LEARNER SELECTION KEY Education level

Matric

Tertiary qualification

Sound English and Comprehension Skills

Company Expectations Employ on potential

Need to clearly define how they see potential

Identify potential & passion

Learner Expectations May misinterpret employment status

Must understand need work exceptionally hard

Pitfalls Set basic reimbursement

• What must it cover - transport, support family

• Drop out

Etiquette

Must have driving license • Own transport but discriminates

SMART FEES

Per Delegate R36,000.00

Per Delegate > 3 one company R32,000.00

Excludes VAT

Minimum Delegates 5

Reassessment

1st reassessment – no charge

Range R100.00 – R250.00

RATIONALE:USE SMART GROUP Founded in 1992

18 years experience running competency based training

Understand Target Market Facilitators all Healthcare sales & marketing background

Healthcare Representatives course - Basis Certificate Run since 1992 & continually updated

Range of Smart Workshops : Cover majority Unit Standards

BBEEE : Level 4

Countrywide

National Educational Structures Actively participated in development current certificate

Accreditation status Awaiting finalisation of re-accreditation by Services Seta