The vast majority of your hospital customers belong to at least one group purchasing organization (GPO). But do your sales reps really understand how GPOs provide a platform for hospitals and health systems to purchase the drugs and devices they need? And do they recognize the opportunities that may be available via GPOs, given the broad set of services that GPOs provide their members?
To help your account directors and other members of your sales team uncover these opportunities, CMR Institute has developed a new sales training resource on GPOs. Understanding GPOs is an eBrief designed to get your team quickly up to speed on the material they need to know most—from responding to RFPs to understanding the basics of contracting and purchasing (including chargebacks and rebates). It also explains how GPOs can be the conduit to help your team offer customized solutions to hard-to-reach hospital customers.