MCQ

1. Renal Dialysis (Introduction)

What is Renal Dialysis?

• A life-saving treatment that filters waste, excess fluids, and toxins from the blood when kidneys fail.

• Two main types:

  • Hemodialysis (HD) – Uses an external machine to filter blood.

  • Peritoneal Dialysis (PD) – Uses the lining of the abdomen (peritoneum) as a natural filter.

Why is it Important for Sales?

• Dialysis machines are high-value, long-term investment products for hospitals and clinics.

• Understanding kidney function, failure causes, and treatment options helps in consultative selling.

• Competitive advantage in explaining features, safety, and cost-effectiveness of your machines.

2. Aim of This Training

✅ Understand kidney anatomy & physiology (basic nephron function).

✅ Learn causes of renal failure (chronic vs. acute).

✅ Master dialysis treatment options (HD vs. PD, CRRT).

✅ Know key features of dialysis machines (blood flow rate, ultrafiltration, alarms).

✅ Handle common sales objections (price, maintenance, training).

3. Course Outline

Module 1: Renal Basics

✔ Kidney Anatomy (Nephrons, Glomerulus, Tubules)

✔ Renal Physiology (Filtration, Reabsorption, Secretion)

✔ How Kidneys Fail (AKI vs. CKD, Diabetes, Hypertension)

Module 2: Types of Dialysis

✔ Hemodialysis (HD) – Machine-based, 3-4 sessions/week.

✔ Peritoneal Dialysis (PD) – Home-based, continuous.

✔ CRRT (Continuous Renal Replacement Therapy) – For ICU patients.

Module 3: Dialysis Machine Features

✔ Blood Flow Rate (BFR) – Why 300-500 mL/min matters.

✔ Ultrafiltration Control – Preventing fluid overload.

✔ Safety Alarms (Air detection, pressure monitoring).

Module 4: Sales Strategies

✔ Consultative Selling – Ask: "Is your clinic treating more CKD or AKI patients?"

✔ Competitor Comparison (Fresenius vs. Baxter vs. Your Brand).

✔ Handling Objections – "Why is your machine more expensive?"

4. Content Breakdown

Key Topics to Cover:

📌 How Dialysis Works (Diffusion, Osmosis, Ultrafiltration)

📌 HD vs. PD – Pros & Cons

📌 Vascular Access (Fistula, Graft, Catheter)

📌 Dialysis Machine Specs (Weight, Portability, Disinfection)

📌 Regulatory Standards (FDA, ISO, AAMI Compliance)

Competitor Comparison Table

5. FAQs (Frequently Asked Questions)

Q1: Why is your dialysis machine better than competitors?

→ "Our machine offers [specific feature], reducing treatment time by [X]%."

Q2: How often does it need servicing?

→ "With our service plan, maintenance is only needed every 6 months."

Q3: Can it be used for pediatric patients?

→ "Yes, our machine has adjustable BFR for all age groups."

Q4: What if there’s a power failure?

→ *"Built-in battery backup ensures 2+ hours of operation."*

Q5: Is training provided?

→ *"We offer free onsite training and 24/7 support."*

7. Recommended YouTube Tutorials

📺 How Kidneys Work – Osmosis

📺 Hemodialysis Explained – NursingSOS

📺 Dialysis Machine Demo – Fresenius Training (Replace with your brand’s video)

Final Exercise: Role-Playing

• "A hospital says your machine is too expensive. How do you justify the cost?"

• "A doctor prefers Fresenius. How do you counter?"

This eLearning module ensures your sales team understands renal dialysis and sells machines confidently.