Compliance, Ethics, and Fraud for Sales Professionals
- Healthcare Sales Compliance, Fraud Prevention, and Ethics Training
- Provides Downloadable Proof of Completion and 0.1 CEUs
- Complete at Your Own Pace on Any Device (60 Minute Course)
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Faculty: Donna L Atherton RN, MSN, NP and Carol Pierini MA
Successful Completion: Complete entire module, complete the exam with a passing score of 80% or better, and complete the evaluation form.
Estimated Time to Complete Activity: 60 minutes.
CEUs: HIPAA Exams® is authorized by IACET to offer 0.1 CEUs for this program. CEU Information
Free Certificate of Completion available instantly for download or printing upon successful completion.
Overview
If your role involves interacting with healthcare providers, promoting products, or influencing healthcare purchasing decisions, your professional communications are heavily regulated to prevent fraud and ethical violations.
Compliance, Ethics, and Fraud for Sales Professionals training provides a primer in legal guardrails, ethical principles, and approved sales practices to help you reduce legal risks and prevent patient harm.
What Is Included in Ethical Sales Training?
Healthcare related ethical sales training includes training in compliance with laws like the:
- False Claims Act,
- Anti-Kickback Statute,
- Stark Law,
- Exclusion Statute, and
- Other federal healthcare fraud and abuse laws.
This interactive coursework, which includes audio and video components, will also cover ethical business practices, components of an effective compliance program, and how to maintain integrity, independence, and transparency in healthcare sales, marketing, and support roles.
Who Needs Ethical Sales Compliance Training in Healthcare?
This ethical sales training course is for sales professionals and business associates working in healthcare. It covers the compliance standards that must be met by anyone whose role involves interacting with healthcare providers, promoting products, or influencing purchasing decisions in a healthcare setting.
Healthcare sales decisions can affect patient safety and privacy, and as a result, communications in this sector are heavily regulated. Training in compliance, ethics, and fraud for sales professionals ensures accuracy, transparency, and integrity for sales-related interactions. Any improper promotion or communication can result in legal risks and fines, not to mention patient harm.
Ethical sales training for healthcare sales includes guidelines on preventing conflicts of interest that influence a providers prescribing or purchasing choices, strict protocols for ensuring accurate, unbiased product information, and rules for maintaining clinical integrity by limiting involvement to technical consulting.
Roles that must follow healthcare promotional guidelines (and therefore need this training) include:
- Medical Device Sales Representatives. Since they discuss regulated product info with clinicians, they need to comply with FDA rules and avoid misleading claims or improper influence.
- Pharmaceutical Sales Representatives. Communications about prescription products must follow strict FDA, PhRMA, and OIG promotional and industry conduct standards.
- Healthcare Marketing Specialists. They must understand how to create messaging and campaign materials that are accurate, transparent, and compliant with FDA and PhRMA requirements.
- Account Managers & Field Representatives. While maintaining provider relationships, they must know how to avoid inappropriate incentives or pressure tactics that violate PhRMA or OIG standards.
- Distributors & Third-Party Vendors. As representatives of manufacturers or suppliers, they must learn OIG compliance, including customer-facing conduct and reporting expectations.
- Business Associates Supporting Healthcare Clients. While handling support functions, they must remain compliant in how they communicate, handle data, and interact with clients.
- Healthcare Software or Technology Vendors. As they explain product value to healthcare organizations, they must present the technologies capabilities honestly and responsibly to avoid OIG-related risk.
- New Commercial Team Members in Healthcare. Early training is essential to learning legal boundaries, ethical standards, and approved sales practices to avoid major pitfalls.
Learning Objectives
- Identify the essentials of a well-accepted ethical principles when dealing with health care professionals.
- Compare Federal Medicare mandates.
- Expalin the components of a company compliance program.
- Reveiw programs that are in place to detect, prevent, and correct fraud, waste, and abuse.
Target Audience
This course is designed for sales professionals and business associates who work within the healthcare industry.
Table of Contents
Compliance, Ethics, and Fraud for Sales Professionals
Table of Contents:
- Compliance, Ethics, and Fraud
- Legal Notice
- Purpose and Learning Objectives
- Target Audience
- Compliance and Ethics in Health Care
- Mandatory Compliance
- Effective Compliance Program
- Components of an Effective Compliance Program
- Ethical Business Practices: Interactions with Health Care Professionals
- Integrity, Independence, Transparency
- Federal Health Care Fraud and Abuse Laws
- False Claim Act (FCA)
- Anti-Kickback Statue (AKS)
- Stark Law
- Exclusion Statue
- Summary
- End of Course Quiz
Course Content Example 1:
Integrity, Independence, Transparency
The Department of Health and Human Services, Office of the Inspector General (OIG) mandates ethical business practices.
Companies must:
- Ensure the collaborative relationships with health care professionals meet high ethical standards
- Relationships must be conducted with appropriate transparency and in compliance with applicable laws, regulations and government guidance.
- Medical decisions must be based on the best interests of the patient
- Not provided inappropriate inducements to health care professionals of any monetary value, including gifts, entertainment, commissions or gratuities.
- Ensure that promotional and marketing materials on drugs or devices must be based on scientific evidence and not false information.
Course Content Example 2:
Integrity, Independence, Transparency
Prohibition of Gifts
Provide only items to Health Care Professionals (HCPs) that benefit patients or serve a genuine educational function for HCP.
- Other than medical textbooks or anatomical models, any item should have a fair market value of less than $100.00
Non-Educational branded promotional items may not be given, even if minimal value.
- No cookies, wine, flowers, chocolates, gift baskets, holiday gifts, cash or cash equivalent may be given
Course Content Example 3:
Components of an Effective Compliance Program
- Commitment by the organization's senor leadership for an effective compliance and ethics program.
- Policies and Procedures. Written standards and procedures to reduce criminal, civil, and administrative violations.
- Should be tailored to fit specific risk assessment conducted by your organization to identify risk areas faced in the healthcare arena.
- Chief Compliance Officer. A high-ranking individual in the organization should be designated responsible for the compliance program.
- The officer should possess resources and authority to implement the program and should report to the senior leadership of the company.
Features
Download Certificate of Completion Immediately
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