Knowledge Check
Module 7: Sales Strategy
Answer all 4 questions to complete this module. You need 70% or higher to pass.
1
When competing against an MDO's in-office infusion suite, what is the best approach?
Offer to take all their in-office patients away
Position IFH as the solution for overflow, white-bagging cases, and patients who can't come in
Undercut their pricing
Focus only on new patients, not existing ones
2
What is IFH's "dual-route advantage"?
Having two pharmacy locations in California
Offering both Ambulatory Infusion Centers and Specialty Pharmacy home delivery
Accepting both Medicare and Medi-Cal
Having two sales reps per territory
3
According to the key takeaways, what is the MOST important thing to remember about prior authorization?
Always submit authorizations on Mondays for faster processing
No PA, no pay — never start a patient without a secured authorization
Prior auth is only required for Medicare patients
The physician's office is responsible for getting authorizations
4
Which probing question best uncovers an opportunity related to administrative burden?
"What therapies do you currently prescribe?"
"How much time is your staff spending on prior authorizations?"
"How many patients do you see per week?"
"Do you have a preferred pharmacy partner?"