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MRC Certification Curriculum
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 Physicans
- 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
- 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 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 Sales
- Human Contact
- Good Luck!
- Delivering Public Presentations
Part II Product Knowledge
Module 7 - Health Careers
- 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 and 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 System Sub-sterile Area
- Direct Support Services
- Preoperative Check-In Unit
- Preoperative Holding Area
- Post Anesthesia Care Unit
- Laboratory Department
- Radiology Department Pathology 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 Standar
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