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Account Management Training Suite Delivers Two Key Performance Dimensions
Date:5/24/2011

RALEIGH, N.C., May 24, 2011 /PRNewswire/ -- Pharmaceutical Institute, the leading provider of specialized training solutions for the pharmaceutical and biotech industry and a subsidiary of Campbell Alliance, today announced the release of its new Managed Markets Excellence® Account Management Suite of e-courses.  The suite is designed to improve the effectiveness of managed care account managers by addressing high-priority topics that drive success in today's payer-dominated marketplace.  

"The challenges arising from payer consolidation, healthcare reform, changing business models, and decreased customer access are driving demand for new account manager training," said Garry O'Grady, Senior Vice President and General Manager of Pharmaceutical Institute.  "The Account Management Suite will help managed care account managers gain the knowledge and skills they need to navigate this complexity."

The Account Management Suite provides training across two key dimensions of account manager performance.  It includes functional performance courses developed to impart the knowledge and skills that characterize high-functioning, high-producing account managers.  The suite additionally provides training to increase account managers' understanding of emerging industry topics and trends.  The

e-courses include the following:

Core Suite:

  • Creating a Needs-Based Account Plan
  • Penetrating the Total Health Plan
  • Articulating a High-Impact Value Proposition
  • Engaging the C-Suite
  • Enhancing Your Value Proposition With Health Outcomes Data

Case Study:

Best Practices in Strategic Account Management:  A Two-Part Case Study

  • Module 1:  Strategic Thinking and Partnership
  • Module 2:  Leveraging Key Stakeholders

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SOURCE Pharmaceutical Institute
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