Institutional Selling

Institutional sales representatives are provided with the knowledge and skills on how to profile their account, access formulary decision makers, develop a strategy and tactical plan for formulary acceptance and drive sales in their respective institutions.


  • Understand various hospital institutions, including key departments, personnel and hospital processes.
  • Understand the different physician specialties and healthcare providers in the hospital environment and their impact on product pull- through.
  • Develop the necessary territory management skills required to create strategic and tactical plans to increase product market share.
  • Develop Key Opinion Leaders within your areas of responsibility.