Technical Sales Representative how-to
How to Navigate a Hospital Value Analysis Committee
Many products need committee approval.
Quick answer
Many products need committee approval. In short: learn; gather; identify, then complete the remaining steps below.
Step by step
Learn the committee’s process.
Gather clinical and cost data.
Identify a clinical champion.
Prepare a clear proposal.
Answer questions.
Follow up on the decision.
Safety reminders for technical sales representatives
- Follow hospital and OR rules
- Comply with industry regulations such as the Sunshine Act
- Never promote off-label uses
- Drive safely between accounts
Key terms
Territory · Key opinion leader · Case coverage · Formulary · Value analysis committee · Clinical data: see the full technical sales representative glossary.