Introduction to Healthcare Products: Exam, Lab and Diagnostics

As a healthcare sales representative, you make a huge array of medical products available to your customers. They could probably buy almost any of these products from some other source—another distributor, an Internet site, even directly from some manufacturers. But what you bring to the customer is the ability to get all these products through a single, efficient source, and the expertise to help them choose between the vast number of product alternatives.

That expertise, or product knowledge, is absolutely essential to your success as a sales representative. The objective of this course and other introductory-level products courses in the AMS Sales Training Program is to familiarize you with the most commonly used medical products. This will give you the confidence to walk into a physician’s office, nursing home, or hospital with a basic understanding of the products they might ask about. It will also help you identify which product categories you want to study further.

This course will focus on the most commonly used products used for examining patients and diagnosing illnesses. After completing this course, you will be able to define the most commonly used products used for:

• The basic physical exam, including weight, blood pressure, temperature, and examination of the ears, nose and throat
• Diagnostic testing, including specimen collection, immunology, hematology, chemistry, urinalysis, rapid testing, and more
• Other diagnostic procedures, such as proctoscopy, sigmoidoscopy, and colonoscopy; electrocardiography; gynecological procedures; spirometry; and imaging