CTE

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					Continuing Training and Education (CTE)

Perri Cebedo and Associates
Sales and Marketing Training International Cupertino, California, USA

Marketing Your Training Programs: Perrri Cebedo ©

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Continuing Training and Education (CTE)
Elements of a Complete Training System: 1. New Hire Training Program 2. Annual Certification Exam 3. Continuing Training and Education 4. Professional Development Program

Marketing Your Training Programs: Perrri Cebedo ©

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Why Continuing Training and Education?
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Pay-off is greater Because sales base is bigger Target: Productive reps Because good reps need to become better! Motivational

Marketing Your Training Programs: Perrri Cebedo ©

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Starting Your CTE Program
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Assess Training Needs – Review reps’ records (6 mos+) – Work with reps (to observe) – Compile Training Needs – Prioritize Training Needs – Discuss with DMs and SM – Agree on Training Objectives

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How to Prioritize Needs
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Use Job Specifications as a Tool Use a Training Needs Questionnaire Classify Needs in 3 Categories: – Must Know – Need to know – Nice to know

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Tools for Assessing Training Needs
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Past Evaluation Forms Past Work Contact Forms Interview with DMs Oral Exams as in the ACE Program TNA Survey results Rep interviews, Doctor and or Customer Interviews

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Guidelines for Designing CTE Programs
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Must focus on skills and behavioral change Use a 5 Step Skill Model Use Video Models Involve participants

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How to Get Involvement
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Assign Group Projects Design realistic case studies Conduct Problem Solving Discussions Brainstorming Sessions Let thm suggest ideas to increase involvement

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Assigning Group Projects
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Divide Team into balanced groups Assign topics according to the group’s specialty Let them choose from a menu of topics

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Popular Topics for CTE Programs
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How to Include Your Product in the Hospital Formulary How to Organize Memorable Doctor Meetings How to Conduct Successful Video Showings How to Increase the Quantity and Quality of Calls How to Identify Champion Physicians The Care and Feeding of Champion Physicians

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Popular Topics for CTE Programs
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How to Improve Distributor Relations How to Conduct Successful Cross Promotions How to do a Business Plan How to Do a Hospital Plan Time Management for the Representative Managing Stress

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Case Studies and Problem Solving
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Design Case Studies based on Daily Reports and Field Experience Case Studies should be as realistic as possible ie., Description of personalities, environment, competition Ideal for Brainstorming, Discussions, Planning for Action and Role Play

Marketing Your Training Programs: Perrri Cebedo ©

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CTE 1 DAY WORKSHOPS
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Focus on a single hot topic Assign advance reading Advance reading should have questions Ensure maximum participation Translate into an Action Plan to measure implementation

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Prepare Program Announcements
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What, where and when Benefits for participants Who will attend Who to contact Build anticipation

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CTE Workshop
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Write at least 4 topics for a CTE Seminar Discuss in Groups Select the 4 best topics Design a 2 Day Program Agenda based on the 4 Topics selected Identify objectives and key elements of each topic lesson plan

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Training is not just an event, It is a Process.

Marketing Your Training Programs: Perrri Cebedo ©

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DOCUMENT INFO
Description: Train the Trainer resources, Training techniques, Communications, Non Verbal,