Sales Professionals in this high demand and growing field have amazing careers working with and supporting surgeons to improve patient outcomes. Medical Device representatives typically specialize in sales in a specific area such as pharmaceuticals or implantable devices like aortic heart valves, fracture repair kits, or hip and knee replacements. This program will focus on medical terminology, how to conduct yourself in an operating room, a working knowledge of orthopedic devices, and professional sales techniques.
| Course | Title | Credits |
|---|---|---|
| Required Courses | ||
| BI 2110 & BI 2130 | Human Anatomy and Physiology I and Human Anatomy and Physiology Laboratory I (OR) | 4 |
BIDI 2010 | Human Biology I (SIDI,WECO) | |
| SAL 3280 | Professional Selling Skills I | 4 |
| NR 4111 | The Language and Culture of Health Care | 2 |
| AHS 4111 | Medical Sales: Orthopedic Devices | 4 |
| SAL 4710 | Medical Sales Capstone | 4 |
| Recommended Courses | ||
SAL 3290 | Professional Selling Skills II | |
| Total Credits | 18 | |
Learning Outcomes - students will be able to:
- Discuss the titles and roles of hospital personnel
- Summarize and demonstrate the principles of aseptic technique
- Identify the critical elements of health care privacy and ethics
- Converse at an appropriate level using anatomical and medical terminology
- Apply knowledge of pathomechanics discussing and demonstrating the various medical device options
- Explain common surgical devices to repair orthopedic injuries
- Apply the fundamental skills frequently used by front line representatives in this complex field.
- Demonstrate specific sales skills unique to the user, buyer and additional administrators in this field
- Medical sales
- Healthcare sales
- General sales
“Plymouth State’s professional sales program is second to none. Combine that with the University’s medical faculty and facilities, and teaching by experts and medical sales reps, and you have a program that will efficiently meet industry needs in a new way.”
– Wayne Semprini ’72, 38-year medical device sales veteran, including sales training, regional sales management, consulting, and ownership of a very successful Smith & Nephew / Donjoy distributorship.
“This is something that’s been needed for quite some time. Medical selling is unlike other fields and an extensive knowledge base is required, along with commitment and a fair amount of negotiating skills. Relationship building is key, and good medical sales reps become part of the fabric of hospitals and other organizations through excellent customer support. By providing in-depth training and role-playing scenarios, Plymouth State is addressing a real industry need. I wish this program was in existence when I first started my business!”
– Jonathan Perham ’91, Principal Owner, A2 Medical, Inc.
This certificate program includes an overview of orthopedic devices used to repair musculoskeletal pathologies. Anatomy and Physiology I and Human Biology I are offered during the Fall Semester as is the Language and Culture of Health Care. Professional Selling Skills I is offered both semesters. The Medical Sales: Orthopedic Devices course and the hands-on Practicum in Medical Sales courses are offered during the Spring semesters.
Students must be enrolled in an undergraduate degree to be part of this certificate program.
Explore Program Details
Students will be able to:
- Discuss the titles and roles of hospital personnel.
- Summarize and demonstrate the principles of aseptic technique.
- Identify the critical elements of health care privacy and ethics.
- Converse at an appropriate level using anatomical and medical terminology.
- Apply knowledge of pathomechanics discussing and demonstrating the various medical device options.
- Explain common surgical devices to repair orthopedic injuries.
- Apply the fundamental skills frequently used by front line representatives in this complex field.
- Demonstrate specific sales skills unique to the user, buyer and additional administrators in this field.
- Medical sales
- Healthcare sales
- General sales
upper left: medical sales student works with Orthopedic Surgeon on a total knee joint replacement; lower left: fracture repair kit; at right: a radial fracture is repaired in Orthopedic Devices class
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