HIPAA Training Handbook For Pharmaceutical Sales Reps

HIPAA Training Handbook For Pharmaceutical Sales Reps
February 2004
Bruce D. Armon, Laura L. Katz, Co-author
HCPro, Inc.

Laura L. Katz, a Partner in the Business and Finance Department in the Baltimore Office and Co-Chair of the Health Law Practice Group, and Bruce D. Armon, an Associate in the Business and Finance Department in the Philadelphia office and a member of the Health Law Practice Group, wrote this training handbook to educate pharmaceutical sales reps about the Health Insurance Portability and Accountability Act (HIPAA).

HIPAA has emerged as a barrier to pharmaceutical sales. In a recent HCProsurvey, 47 percent of responding physicians said that because of the HIPAA privacy regulations, they restrict pharmaceutical sales reps access to their office or practice. Many providers and practice managers limit pharmaceutical sales visits because of compliance concerns—sometimes unjustifiably. This handbook is written to help ensure that sales reps effectively communicate with customers about the true impact of HIPAA. For more information or to purchase the handbook, go towww.hcmarketplace.com/Prod.cfm?id=2395&CFID=106968&CFTOKEN=21483390