By completing your MRC Certification (MRC-Medical Rep Certification) you will be armed with the know-how, the training and the insights to be able to work and speak with authority in the fast-paced medical device / equipment industry. In short, by completing your industry MRC Certification you’ll be seen by Medical companies to be qualified to work as a Medical Sales Rep capable of closing deals with top physicians, hospitals and clinics. Make sure you meet job requirements and qualify for interviews by completing the MRC Certification curriculum. See below for full details:
INTRODUCTION TO MEDICAL SALES
A) Skills & Traits of Medical Sales Rep
B) What is a Medical Device?
C) How are Medical Devices Classified?
D) Introduction to Durable Medical Equipment (DME) & Medical Supplies
E) How To Efficiently Complete My MRC Certification
Part I Medical Sales Training
Module 1 - Medical Sales Skills
- What is Medical Sales “Detailing”?
- Managing Advertising in Medical Sales
- Dispelling Medical Sales Myths
- Go the Extra Mile To Close the Deal
- Medical Sales Planning & Execution
- Just One More
- Maintaining a Professional Medical Sales Rep Image
Module 2 - Relating to Physicians
- What Reps Can Learn from CME Professionals
- An Example Medical Sales Scenario
- What is Meaningful for Doctors to Hear From Medical Sales Reps
- Six Tips to Help You Relate to Physicians
Module 3 – Medical Selling to Health Centers & Hospitals
- Selling to Community Health Centers
- General Hospital Selling Tips
- Integrated Systems
- FAQ on Hospital Displays
- Selling to Hospitals
- Gaining Access to Closed Hospitals
- The Anatomy of a Hospital
- Hospitalists
- Hospital Formularies
Module 4 - Learn About Your Potential Medical Sales Clients and Other Health Care Professionals
- Audiologist
- Emergency Medical Technician
- Blood Bank Technologist
- Health Information Management Professional
- Chiropractor
- Home Health Aide
- Clinical Laboratory Technologists
- Licensed Practical Nurse (LPN)
- Dental Assistant
- Medical Assistant
- Dental Hygienist
- Medical Laboratory Technologist
- Dental Laboratory Technician
- Medical Device & Equipment Sales Representative
- Diagnostic Medical Sonographer
- Nuclear Medicine Technologist
- Dietitian/Nutritionist
- Nurse Anesthetist
- Cardiovascular Technician
- Nursing Aide
- Occupational Therapist (OT)
- Physician Assistant (PA)
- Occupational Therapy Assistant (OTA)
- Radiation Therapist
- Ophthalmic Assistant
- Radiographer/Image Technologist
- Pharmaceutical Sales Representative
- Registered Nurse
- Pharmacy Technician
- Respiratory Therapist
- Phlebotomist
- Speech-Language Pathologist
- Physical Therapist (PT)
- Surgical Technologist (CST)
- Physical Therapy Assistant (PTA)
Module 5 - Question-Based Medical Selling
- Get Information Before You Give It
- The Four Buying Personalities
- Prospect Qualification Exercise
- The Truth Line
- You Have a Right to Ask Questions
- Some Sales Question Types
- Tailoring Your Sales Messages
- Other Rules
Module 6 - Your Relationships Are Your Future in Medical Sales
- Respecting Other People
- Attending Company Events
- Everyone Matters
- Cultivating Leadership Skills
- Networking & Referrals
- Managing Political “Noise”
- After Sales Service
- Your Future in Medical SalesValuing
- Human Contact
- Good Luck!
- Delivering Public Presentations
Part II Product Knowledge
Module 7 - Medical Device, Equipment, and Diagnostics Industry Knowledge
- Modern Surgical Techniques
- Computer-Assisted Surgery
- Robotic Surgery
- Remote Surgeries
- Stereotactic Imaging in Surgery
- Stereotactic Radiosurgery
- Virtual Surgery Systems in Education & Practice
Module 8 - Modern Medical Imaging
- Modern Medical Imaging
- Nuclear Medicine
- Positron Emission Tomography (PET)
- Stereotactic Imaging
- Functional Magnetic Resonance Imaging (fMRI)
- Prenatal Scanning
- Virtual Colonoscopy
- Neuroimaging
Module 9 - Implants, Transplants, & Prosthetics
- Prosthetics vs. Orthotics
- Implants vs. Transplants
- Joint Replacement
- Prosthetic Limbs
- Implantable Nerve Stimulators
- Lens Implants
- Stem Cell Therapy
- Artificial Organs & Xenotransplantation
Module 10 - Genetics
- Educating Doctors on Innovations in Genetics
- What to Learn
- The Human Genome Project
- Genetic Engineering & Gene Therapy
- Gene Splicing
- Gene Therapy vs. Recombinant Proteins
- Monoclonal Antibodies
- Stem Cell Research
Module 11 - Medical Device Reliability
- Medical Device Facts & Figures
- Government Control & Liability
- Medical Device Recalls
- Medical Equipment Classification
- Medical Device Reliability & Associated Areas
- Terminology
Module 12 - Reading Clinical Papers
- Why Clinical Papers
- Indications
- Product Phases
- How to Read Clinical Trials
Part III Medical Terminology & Procedures Required For Medical Sales Success
Module 13 - Roots, Suffixes, & Prefixes
- Suffixes & Prefixes
- Roots of Bodily Concepts
- Roots of Body Parts & Components
- Roots of Color
- Roots of Description (size, shape, strength, etc.)
- Roots of Position
- Roots of Quantity
Module 14 - Medical Disease Terminology
Module 15 - Symbols & Abbreviations
Module 16 - Anatomy & Physiology
- Classes of Nutrients
- Hierarchical OrganizationThe Cell
- Types of Tissues
- Organs
- The Body’s Major Organ Systems
- The Circulatory System
- The Lymphatic & Immune Systems
- The Muscular & Skeletal Systems
- The Respiratory System
- The Urinary System
- The Reproductive System
- The Digestive System
- The Nervous System
- The Integumentary system
- The Endocrine System
Module 17 - Medical Device Glossary
- Medical Devices Used in Cardiology
- Medical Devices Used in Dermatology
- Medical Devices Used in Gastroenterology
- Medical Devices Used in General Surgery
- Medical Devices Used in Toxicology
- Medical Devices Used in Radiology
- Medical Devices Used in General Medicine
- Medical Devices Used in Microbiology
Module 18 - Instrumentation
- Classifications
- Cutting/Dissecting
- Grasping/Holding
- Clamping/Occluding
- Retracting/Viewing
- Probing
- Dilating
- Suturing
- Suctioning
- Micro Instrumentation
- Instrument Care & Handling
- Types of Instrument Sets
- Instrument List/Count Sheet
- Specialty Equipment
- Accessory Equipment
- Supplies
- Catheters, Tubes, & Drains
Module 19 - The Operating Room
- History of Surgical Technology
- History of Surgical Roles
- Types of Surgery
- Surgical Specialties
- Physical Design of the Surgery Department
- Areas of the Operating Room
- Instrument Room
- Utility & Decontamination Room
- Physical Components of the Operative Suite
- Ventilation SystemSub-sterile Area
- Direct Support Services
- Preoperative Check-In Unit
- Preoperative Holding Area
- Post Anesthesia Care Unit
- Laboratory Department
- Radiology DepartmentPathology Department
- Environmental Services
- Central Sterile Supply & Processing
- Physics & Electricity
- Terminology
Module 20 - Patient Care During Surgery
- Basic Positioning for Surgery
- Thermoregulatory Devices
- Vital Signs
- Sterile Tasks Performed by Non-sterile Team
- Hemostasis & Blood Replacement
- Controlling Bleeding During Surgery
- Blood Loss
- Blood Replacement
- Blood Types & Groups
- Handling Blood Products
- Autotransfusion
- Anesthetic Administration
- General Anesthesia
- Anesthetic Agents
- Inhalation Agents
- Waste Gases
- Volatile Agents
- Intravenous Agents
- Induction Agents
- Dissociative Agents
- Opiates/Opioids
- Narcotic Antagonists
- Benzodiazepines
- Benzodiazepine Antagonists
- Neuromuscular Blockers (NMBs)
- Depolarizing Agents
- Nondepolarizing Agents
- NMB Antagonists
- Topical Anesthesia
- Local Anesthesia
- Monitored Anesthesia Care
- Regional Anesthesia
- Nerve Plexus Block
- Bier Block
- Spinal Block
- Monitoring Devices
Module 21 - Wound Care
- Types of Wounds
- Inflammatory Process
- Types of Wound Healing
- Factors Influencing Wound Healing
- Complications of the Healing Wound
- Intraoperative Wound Care
- Postoperative Wound Care
- Suture
- Accessory Devices
- Stapling Devices
- Meshes or Fabrics
- Needles
Module 22 - Diagnostic Procedures
- Radiology, Ultrasound, & Imaging
- Nuclear Medicine Scans
- Clinical Procedures
- Laboratory Tests
Module 23 - Surgical Procedures
- Integumentary & Minimally Invasive Surgery
- Breast Surgery
- Abdominal Extraintestinal Surgery
- Gastrointestinal Surgery
- Gynecologic & Obstetric Surgery
- Genitourinary Surgery
- Thoracic Surgery
- Vascular Surgery
- Cardiac Surgery
- Orthopedic Surgery
- Neurological Surgery
- Plastic Surgery
- Neck Surgery
- Otorhinolaryngological (ENT) Surgery
- Ophthalmic Surgery
- Dental Surgery
- Radiation Therapy/Radiotherapy Procedures
- Pediatric Surgery
Part IV Guidance & Regulations
Module 24 - Bloodborne Pathogens
- Primary Routes of Transmission
- Exposure Control Policies
- Preventing Infection & Spread
- OSHA’s Bloodborne Pathogens Standard
- In Case of Exposure
- FAQ Concerning OSHA’s Standard
Module 25 - Aseptic Techniques
- History of Asepsis & Antisepsis
- Surgical Asepsis
- Clean & Sterile Technique
- Laboratory Guidelines
- Isolation Unit
- Working in Hoods
- Hand Washing & Surgical Scrubbing
Module 26 - Ethical & Regulatory Guidelines
- AMA Guidelines for Gifts to Physicians from Industry
- FAQ Regarding AdvaMed’s Code
- Stark Laws
- Stark Law FAQ
- AdvaMed’s Code of Ethics on Interactions with Healthcare Professionals
- HIPAA Privacy Rule FAQ
Module 27 - Managed Care
- Managed Care Concepts
- Medicaid Sales Challenges
- New Cost-Saving Methods
- LTC under Medicare & Medicaid
- Tiered Networks
- DRG Reimbursement & Hospitals
- Hospital Reaction
- A Response
- Widespread Tiering
- Reimbursement by Governmental Agencies
- The Evolving Medicare & Medicaid Systems
- Developing Healthcare Acumen
- The Demographics
- Who Pays for Your Products?
- Differences Between Medicare & Medicaid
- Risk Affects Healthcare Purchasing