Introduction

Over the last 10 years the complementary and alternative medicine market has exploded and the need for competent sales people in this area increased dramatically.

CAM (Complementary and Alternative Medicine) is the term used to describe all forms of non allopathic or conventional medicine.

These medicine modalities include Homeopathy, traditional African and Chinese medicine, herbalism, and diet-based therapies.  In a field where the public have greater access to information and many healthcare professionals are seeking or being asked to integrate CAM into their western allopathic approach, it is essential, if CAM sales people are to be successful, that they have a broad understanding of all the available modalities.

Rapid growth and increasing competition within this industry make it imperative that the representative can identify and promote, in light of their competitors, the benefits of their company’s products.

The SMART Group has close to twenty years experience of healthcare training, with courses tailored to the needs of  healthcare representative and managers.
Training is conducted on a modular basis. CAM lectures will be held in Cape Town, Johannesburg and Durban over eight weeks.

Delegates are required to complete self-assessments, assignments, a sales role-play and a territory management assignment.  A certificate is issued to all delegates attaining 70%.

 

Benefits

  • Broadens the knowledge of current and potential CAM sales people across a wide range of modalities.
  • Enables representatives to communicate effectively with their customers.
  • Expands the representative's knowledge beyond their current modality and product area.
  • Permits cross pollination of ideas between delegates attending the training.

 

Objective

To have the market knowledge and an understanding of the required activities to become an effective sales person in the complementary and alternative healthcare market.

Via an understanding of:

  • The different modalities making up the complementary and alternative healthcare market.
  • The Customers and their needs.
  • The Role Players and their offerings.
  • The Treatment options within each modality.
  • The Promotional Activities required for success.

 

Programme outline

  • Overview of the South African Healthcare Market Legislation
    • The Customers
    • The Companies
    • The Promotional Activities
  • The development of treatments for disease
  • The history of CAM
  • Categorization products and treatments by
    • Body system
    • Modality
    • “Brands”
  • Pharmaceutics

* All key modalities will address the background, methods of action, indications for use, expected outcomes, cautions and contra-indications and side effects.
  • The Modalities*
    • Ancient systems of healing
    • Nutrition and supplementation
    • Phytotherapeutics
    • Homeopathy
    • Ayuveda
    • Aromatherapy
    • Flower essences
    • Unani Tibb
    • Tissue Salts
    • Homotoxicology
    • Traditional African
    • Traditional Chinese
    • Anthroposophical
  • Integration of CAM and Allopathic medicine
  • Selling Skills Merchandising
  • Territory Management and administration
  • Marketing Code of Conduct

 

Who should attend

Representatives requiring training under the new marketing code of practice, or who wish to expand their skills and knowledge to improve their share of the market.

Duration: 8 weeks part-time lectures on Saturday mornings

Schedule: 10th October 2009 (Cape Town) Johannesburg and Durban – early 2010

Cost: Special launch price : R3000.00
or R1600.000 and two installments of R1,000.00 incl VAT
Regular price R3400.00 or R 1600.00 deposit and two installments of R1100.00 Incl VAT .