|
SALES - REHAB
What a unique sales environment the HME industry is.
You have any number of customers: the end-users, the caregivers, referral sources, third party payers. In addition to sales skills, you need a thorough understanding of the reimbursement process, the equipment you sell, and issues such as patient confidentiality and compliance. The good news is this, no salesperson, in any industry, has a greater potential positive impact on his customers. You make a great difference in the lives of the end-user customers, even if you never meet them.
This collection of courses, the most detailed in the industry, will offer the variety of knowledge you need. You will find great training in customer service, an excellent overview in
reimbursement and confidentiality.
There are detailed introductions to the equipment and services your company provides in rehab. You will also learn about the diseases and disabilities with which your customers deal. (Knowledge that many never get!) Key, however, is the step-by-step information in building your sales skills in this unique industry. You will find this a great foundation for your future.
Review the information below to get a full description of each course and the time necessary to complete.
HME 105 AN OVERVIEW OF HME AND ITS PLAYERS
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
This course offers a great overview of our industry: the types of equipment we sell, the customers we respond to; the many individual players in our industry, including the physicians and therapists
who are a part of the team in responding to patient's needs.
In addition, students will gain a great understanding of the types of agencies and regulations, governmental and private, that impact HME providers, their employees and their customers.
CS 101 QUALITY CUSTOMER SERVICE
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
There is no limit to the numerous voices shouting out the critical need for quality customer service.
Yet, time after time, we see a failure in its application. This course goes beyond the abstract and offers piece by piece, step by step, information to employees seeking to provide quality customer service. The premise of this course is twofold: quality customer service is the key to success for any employee with customer service responsibility, and quality customer service is the foundation upon which an organization's success and profits are built.
HME 401 RESPECT, CONFIDENTIALITY AND PATIENT RIGHTS
Suggested Time to Complete Course & Test: 1 ¼ hours
Continuing Education Units: .125
This is an introductory course on the critical importance of respect for your patients. That respect is reflected in:
"recognizing the dignity and humanity of your customers"
"treating all of the information they provide you as confidential"
"knowing and responding to the rights and
responsibilities of both you and your customers".
Especially significant in this course are the practical pieces on practicing confidentiality every day in your workplace.
HME 409 The HIPAA Privacy Rule
Suggested Time to Complete Course & Test: 1 hour
Continuing Education Units: .1
This course describes in detail the Final HIPAA Privacy Rule, part of
the Health Insurance Portability and Accountability Act or HIPAA.
This element of the act protects the privacy of individually identifiable health information that is stored, processed or transmitted and gives individuals the right to be informed of the privacy practices of a health care provider and to be informed of their privacy rights with respect to their protected health information. Successful completion of this course will offer the student the details he/she needs to know in order to fulfill the obligations (and opportunities) placed upon HME companies within HIPAA.
PPD105 Professionlism - The External
Suggested Time to Complete Course & Test: 1 ½ hours
Continuing Education Units: .15
This is the second of two courses on Professionalism. This piece, focuses on the external aspects of professionalism:
customer service, professional appearance, professional interaction and attitude, and business etiquette. It will confirm much of what you already know are the elements of a professional: how professionals act with customers and coworkers, how they dress and their approach in business.
HME 104 AN OVERVIEW OF REIMBURSEMENT & MANAGED CARE
Suggested Time to Complete Course & Test: 1.5 hours
Continuing Education Units: .15
Probably the most essential aspect of success for the Home Medical Equipment business is getting reimbursed for the equipment and services you provide. Our goal in this series of lessons is to
introduce you to the number of organizations that pay your company and what you have to do to get paid.
CS 106 CUSTOMER SERVICE FAST FACTS
Suggested Time to Complete Course & Test: 1 3/4 hours
Continuing Education Units: .175
This lesson is a collection of fact-filled information about customer service, with lists, important points, rules and reminders. Think of it as a Reader's Digest version: condensed stories, all
related but each about a different topic.
HME 310 BASIC DURABLE MEDICAL EQUIPMENT/HOME MEDICAL EQUIPMENT
Suggested Time to Complete Course & Test: 2.5 hours
Continuing Education Units: .25
This course provides an overview of some of the most commonly provided durable medical equipment, consisting primarily of: bathroom and toileting equipment, hospital beds and supports surfaces, aids to daily living
and mobility and ambulation. In addition to descriptions of products and their application, information is given indicating the types of customers who will most likely use this equipment and other kinds of home
medical equipment the patient might require.
HME 311 REHAB EQUIPMENT
Suggested Time to Complete Course & Test: 1 ¼ hours
Continuing Education Units: .125
A large population of individuals served by our industry consists of those with permanent disabilities such as spinal cord injuries or those with degenerative diseases such as MS or ALS. These folks
are the primary users of rehab equipment.
This course described this often sophisticated equipment, including manual wheelchairs, power chairs and other equipment that support the day-to-day lives of its users. This information will also provide understanding as to what other kinds of home medical equipment a patient might require.
CS 102 TELEPHONE COURTESY & CUSTOMER SERVICE
Suggested Time to Complete Course & Test: 1 3/4 hours
Continuing Education Units: .175
Effective telephone skills are the cornerstone of quality customer service. Clarity of speech, sincerity, and courtesy are essential to your success on the phone. This lesson is for anyone who
picks up the telephone and communicates with a customer. You will learn how to improve your telephone skills, how to understand your customer's needs, and how to increase your ability to manage your customer's
perception.
PPD 102 Dealing with Conflict and Difficult People
Suggested Time to Complete Course & Test: 2 1/4 hours
Continuing Education Units: .225
This course discusses conflict in the workplace, but the heart of conflict goes to dealing with difficult people, because they tend to be at the heart of every conflict. This course utilizes your communication
skills and your ability to change your perspective, your approach to conflict and to difficult people - a positive approach to working through conflict to strengthen interpersonal relationships.
PPD 104 - Professionalism - The Internal
Suggested Time to Complete Course & Test: 1 ½ hours
Continuing Education Units: .15
This is the first of two courses on Professionalism. This course literally considers the heart of the matter, those elements of your attitude and behavior that affect your work every day: self-confidence, ethics, and
the professional approach to dealing positively with issues of diversity and persons with disabilities.
HME 408 COMPLIANCE IN THE HME INDUSTRY: MEDICARE
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
As an employee of an HME provider, it is essential that you understand the importance of compliance and how it affects billing, delivery, service, and all the elements of your company. The focus of
this course is Medicare compliance because if you can understand and meet the standards and rules of Medicare, you will most likely meet the standards and rules for any other third party payer.
The information in this course will help you identify the various agencies who influence compliance in the industry. The definitions of important terms pertaining to compliance are presented here as well as an outline of the basics of an effective compliance program. We've also included specific violations of Medicare fraud and abuse regulations and recommended ways to prevent such violations.
HME 103 UNDERSTANDING MEDICARE & MEDICAID
Suggested Time to Complete Course & Test: 1 hour
Continuing Education Units: .1
Understanding Medicare and Medicaid provides basic information to aid in the comprehension of these programs and their impact on the way we do business.
SALES 101 - BASICS
Suggested Time to Complete Course & Test: 1.5 hours
Continuing Education Units: .15
This course provides an introduction to sales in the Home Medical Equipment (HME) industry. We discuss the importance of a positive attitude, how you can provide service to your customer, and
how to act like a professional. We also discuss how to deal with the stress of selling and your company's expectations of you.
SALES 102 - KNOWLEDGE OF SALES
Suggested Time to Complete Course & Test: 1.5 hours
Continuing Education Units: .15
In this course, we discuss what you need to know to successfully sell HME products and services. You'll learn methods and strategies to get the information you need to heighten your selling
ability.
SALES 103 - SALES PLANNING
Suggested Time to Complete Course & Test: 3 hours
Continuing Education Units: .3
Sales Planning will explain, in detail, how to set up an effective system that will maximize the time you spend selling and will prepare you to have answers to potential questions before you make a
call.
SALES 104 - PROSPECTING
Suggested Time to Complete Course & Test: 1 hour
Continuing Education Units: .1
There are four primary ways you can increase your sales revenue: add new products and/or services; increase revenue from existing customers; recapture lost customers; add new customers.
The key to real growth is to increase the final category - new customers. To add new customers, you must prospect for them. While prospecting can be a challenging activity, it is the primary key for successful growth and satisfaction in a sales career.
SALES 105 - SALES CALLS
Suggested Time to Complete Course & Test: 2.5 hours
Continuing Education Units: .2
This course shows you how to make a winning sales call and teaches you skills for effective in-person sales calls.
This information describes what you need to know to become an innovative, capable and successful salesperson.
SALES 106 - TELEPHONE SALES
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
Telephone sales are a very important part of the HME industry.
In some situations telephone salespersons also provide customer service to support outside sales. This course guides you in how to use effective sales calls over the telephone.
PPD 301 Business Writing
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
One of our most requested topics, this course does a great job of summarizing and clarifying the skills needed for business writing:
formatting business letters, memos and emails and writing for clarity. It is a reference you will use again and again.
DDT 121 MANUEL WHEELCHAIRS
Suggested Time to Complete Course & Test: 2 1/4 hours
Continuing Education Units: .225
Manual wheelchairs are among the most common products provided by HME companies, and also among the most critical and complex. This comprehensive course takes the Driver/Delivery Technician's
expertise with manual chairs to a whole new level, covering all of the details for wheelchair selection, operation, adjustment, maintenance and repair.
MRT 201 Power Wheelchair Basics
Suggested Time to Complete Course & Test: 1.5 hours
Continuing Education Units: .15
Anyone who orders or services power wheelchairs needs to know the basics of how these machines work.
This introductory course describes the functions, major components, batteries, motors, controllers, joysticks, chargers and programmers of the power wheelchair. It also provides you with an understanding of how these components work together as a system.
HME 202 DISABILITIES & DISEASES - PEDIATRIC ONSET
Suggested Time to Complete Course & Test: 2 hours
Continuing Education Units: .2
This course provides a brief overview of diseases and disabilities that most often have their onset in young children.
It describes general causes and symptoms, and common treatments and equipment considerations. In addition, consideration is given to the emotional needs and concerns of such patients and the importance of their relationship with the providers of home medical equipment products and services.
HME 203 DISABILITIES & DISEASES - EARLY ADULT (20-50) ONSET
Suggested Time to Complete Course & Test: 1 hour
Continuing Education Units: .1
This course provides a brief overview of diseases and disabilities that most often have their onset in young adults (aged 20 - 50).
It describes general causes and symptoms, and common treatments and equipment considerations. In addition, consideration is given to the emotional needs and concerns of patients and their caregivers, with a special emphasis on the role of the providers of home medical equipment products and services.
HME 204 DISABILITIES & DISEASES - LATER ADULT (50+) ONSET
Suggested Time to Complete Course & Test: 1.5 hours
Continuing Education Units: .15
This course provides a brief overview of diseases and disabilities that most often have their onset in older adults over the age of 50. It describes general causes and symptoms, and common treatments
and equipment considerations. In addition, consideration is given to the emotional needs and concerns of such patients and their caregivers and the importance of their relationship with the providers of home
medical equipment products and services.
HME 205 DISABILITIES & DISEASES - SUDDEN ONSET
Suggested Time to Complete Course & Test: 1 hour
Continuing Education Units: .1
This course provides a brief overview of the disabilities that are unexpected and sudden.
The course describes the causes of sudden onset disabilities and describes some of the symptoms. Common treatments and equipment considerations are discussed.
CS 103 GRIEF: ITS IMPACT ON YOUR CUSTOMERS AND YOU
Suggested Time to Complete Course & Test: 1 3/4 hours
Continuing Education Units: .175
Grief is the human reaction of sudden loss. It not only accompanies the loss of life, it is also a partner to those suffering a traumatic injury or those with a debilitating disease, both have
to accept a change in plans and dreams. Grief affects our patients, their caregivers, and you, the service provider.
CS 104 TAKING THE CUSTOMER'S PERSPECTIVE
Suggested Time to Complete Course & Test: 1 1/2 hours
Continuing Education Units: .15
The objective of this course is to provide a genuine understanding of the HME/Rehab/Respiratory customer's perspective. The course defines that perspective as empathy and discusses its unique
role in quality customer service.
PRICE INFORMATION
Please call (800) 825-5633 for pricing information.
|
