Selling Healthcare

Author : Gary Polsky,Andrea Rowland
Publisher : Que Publishing
Page : 170 pages
File Size : 41,8 Mb
Release : 2013-06-12
Category : Business & Economics
ISBN : 9780133435443

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Selling Healthcare by Gary Polsky,Andrea Rowland Pdf

800x600 Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, these techniques work. They create genuine loyalty, real trust, and phenomenal growth! Leverage these core traits: Laser focus A sense of urgency An agendaless presence Excellence in communication and research Master these 5 strategies: 1. Project a magnetic presence that inspires interpersonal connections 2. Light the spark of rapport to stimulate the heartbeat of the High-Return Relationship 3. Listen to understand by putting your selfish agenda aside 4. Show appreciation, admiration, and respect to connect with your customer’s heart and head 5. Create Relationship Development plans that script the unfolding of your High-Return Relationships

Author : Gary W. Polsky
Publisher : Unknown
Page : 128 pages
File Size : 45,5 Mb
Release : 2013
Category : Medical care, Cost of
ISBN : 0133435458

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Selling Healthcare by Gary W. Polsky Pdf

Author : Christopher D. Provines
Publisher : Unknown
Page : 232 pages
File Size : 54,8 Mb
Release : 2014-03-14
Category : Business & Economics
ISBN : 0991048601

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Healthcare Value Selling by Christopher D. Provines Pdf

Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

Author : Mark Davis
Publisher : Routledge
Page : 157 pages
File Size : 41,9 Mb
Release : 2022-02-28
Category : Psychology
ISBN : 9781000542134

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Selling Immunity Self, Culture and Economy in Healthcare and Medicine by Mark Davis Pdf

Selling Immunity Self, Culture and Economy in Healthcare and Medicine provides a groundbreaking study of the ways in which immunity shapes life. Through its up-to-date discussion of immunity cultures, alongside detailed real-world examples, the book demonstrates how immunity is enmeshed in concepts of possessive individualism, self-defence and health consumerism. The book explores the rich metaphorical powers of immunity and the life narratives it inspires with reference to the talk of scientists, immunology texts and popular science magazines. The author provides a detailed overview of the ways in which digital media can shape the immune self with reference to cultural and social theories, providing insight into how immunitary knowledge and products are consumed and the benefits and drawbacks this has for healthcare. The book considers the significance of immunity for individuals navigating the threats to health that arise with pandemics and superbugs, with a keen look into how these ideas surface in everyday life across the globe. Finally, the book also discusses economic bases of healthcare technologies bent towards the protection and restoration of immunity. This book is essential reading for professionals within the fields of psychology, sociology, biomedical science, healthcare and other related disciplines. A broader audience will appreciate the book’s attention on the ways immunity is understood to be a personal possession, an object of life craft, and the basis for healthcare consumerism.

Author : Martin Austin
Publisher : Routledge
Page : 270 pages
File Size : 49,5 Mb
Release : 2016-05-06
Category : Business & Economics
ISBN : 9781317105305

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Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries by Martin Austin Pdf

Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries is an assessment of the turbulent state of pharmaceutical and biotechnology markets as we enter the second decade of the 21st Century. At the same time, the book offers a cautionary evaluation of the future financing of innovation in terms of what's gone wrong and how to succeed in the future. Martin Austin explores the challenge that the pharmaceutical (and related) industries face in terms of balancing short term, cost containment and expenditure control in areas such as internal research and development; whilst embracing in-licensing and the acquisition of innovative therapies to counteract their impending portfolio weaknesses in the mid to longer term. The first part of the book provides an engaging and convincing perspective on the context in which the industry currently finds itself; the second part is a pragmatic guide to commercialising your intellectual property; including how to recognise and value what you have as well as the new ways of working that you will need to adopt when negotiating, collaborating and contracting in partnership and alliance with others. Commentators have described in great detail the cocktail of commercial, clinical and social issues that threaten to overwhelm the pharmaceutical industry; Martin Austin's book offers a very distinctive perspective on these issues and their solution.

Author : Kenneth Hekman
Publisher : Lulu.com
Page : 216 pages
File Size : 41,7 Mb
Release : 2008-02
Category : Business & Economics
ISBN : 9780615172279

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Buying, Selling & Merging a Medical Practice by Kenneth Hekman Pdf

Physicians and other medical professionals today must acquire far more business knowledge than they did even a generation ago. Whether you are directly involved in a medical practice acquisition, sale or merger, or you are a consultant or hospital executive needing to know more about the acquisition process, you must understand how to arrive at a fair valuation, negotiate a sales price and complete a successful deal. To gain this knowledge, you need a comprehensive reference book that explains situations, provides helpful case studies and answers your questions. In Buying, Selling & Merging a Medical Practice, successful medical management consultant Kenneth Hekman has compiled an all encompassing sourcebook that contains the explanation, techniques and proficiencies necessary to send you to the negotiating table well-equipped to complete a successful deal. Hekman covers the entire subject of buying, selling and merging medical practices by presenting its component parts in clear, concise language.

Author : Trilok Pattnaik
Publisher : Notion Press
Page : 101 pages
File Size : 51,9 Mb
Release : 2023-11-15
Category : Business & Economics
ISBN : 9798891864283

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How to Sell Health Insurance Fast by Trilok Pattnaik Pdf

‘How To Sell Health Insurance Fast’ is the book which gives you insights about twenty one things you must know before you start selling health insurance. Previously, when a person joined as a health insurance adviser/broker to any company, no reference book was available to know how to START selling health insurance. This is the first book that helps you as your guide and open many ways to learn about your profession and grow your career. Without knowing about the concepts, company or products you cannot be successful in your career. All health insurance advisers can refer to this book for their personal and professional growth. This is the book that you will read again and again as all contents are helpful for a beginner and also for people who are working since many years in this sector.

Author : Thomas J. Williams,Heather L. Williams
Publisher : Createspace Independent Publishing Platform
Page : 296 pages
File Size : 52,9 Mb
Release : 2016-05-31
Category : Medical care
ISBN : 1533238375

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Selling to Hospitals and Healthcare Organizations by Thomas J. Williams,Heather L. Williams Pdf

This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.

Author : Adam Dalton Reich
Publisher : Princeton University Press
Page : 243 pages
File Size : 53,5 Mb
Release : 2016-11-08
Category : Social Science
ISBN : 9780691173580

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Selling Our Souls by Adam Dalton Reich Pdf

Health care costs make up nearly a fifth of U.S. gross domestic product, but health care is a peculiar thing to buy and sell. Both a scarce resource and a basic need, it involves physical and emotional vulnerability and at the same time it operates as big business. Patients have little choice but to trust those who provide them care, but even those providers confront a great deal of medical uncertainty about the services they offer. Selling Our Souls looks at the contradictions inherent in one particular health care market—hospital care. Based on extensive interviews and observations across the three hospitals of one California city, the book explores the tensions embedded in the market for hospital care, how different hospitals manage these tensions, the historical trajectories driving disparities in contemporary hospital practice, and the perils and possibilities of various models of care. As Adam Reich shows, the book's three featured hospitals could not be more different in background or contemporary practice. PubliCare was founded in the late nineteenth century as an almshouse in order to address the needs of the destitute. HolyCare was founded by an order of nuns in the mid-twentieth century, offering spiritual comfort to the paying patient. And GroupCare was founded in the late twentieth century to rationalize and economize care for middle-class patients and their employers. Reich explains how these legacies play out today in terms of the hospitals' different responses to similar market pressures, and the varieties of care that result. Selling Our Souls is an in-depth investigation into how hospital organizations and the people who work in them make sense of and respond to the modern health care market.

Author : Ray Moynihan,Alan Cassels
Publisher : Greystone Books
Page : 272 pages
File Size : 55,8 Mb
Release : 2008-09-01
Category : Health & Fitness
ISBN : 9781926706689

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Selling Sickness by Ray Moynihan,Alan Cassels Pdf

In this hard-hitting indictment of the pharmaceutical industry, Ray Moynihan and Allan Cassels show how drug companies are systematically using their dominating influence in the world of medical science, drug companies are working to widen the very boundaries that define illness. Mild problems are redefined as serious illness, and common complaints are labeled as medical conditions requiring drug treatments. Runny noses are now allergic rhinitis, PMS has become a psychiatric disorder, and hyperactive children have ADD. Selling Sickness reveals how expanding the boundaries of illness and lowering the threshold for treatments is creating millions of new patients and billions in new profits, in turn threatening to bankrupt national healthcare systems all over the world. This Canadian edition includes an introduction placing the issue in a Canadian context and describing why Canadians should be concerned about the problem.

Author : Jeanne Wendel, PHD,Teresa D. Serratt, PHD, RN,William O'Donohue, PHD
Publisher : CRC Press
Page : 246 pages
File Size : 41,8 Mb
Release : 2017-11-22
Category : Business & Economics
ISBN : 9781351757621

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Understanding Healthcare Economics by Jeanne Wendel, PHD,Teresa D. Serratt, PHD, RN,William O'Donohue, PHD Pdf

Healthcare economics is a topic of increasing importance due to the substantial changes that are expected to radically alter the way Americans obtain and finance healthcare. Understanding Healthcare Economics, 2nd Edition provides an evidence-based framework to help practitioners comprehend the changes already underway in our nation’s healthcare system. It presents important economic facts and explains the economic concepts needed to understand the implications of these facts. It also summarizes the results of recent empirical studies on access, cost, and quality problems in today’s healthcare system. The material is presented in two sections. Section 1 focuses on the healthcare access, cost and quality issues that create pressures for change in health policy. The first edition was completed just as the Patient Protection and Affordable Care Act (PPACA) was debated and passed. This new edition updates the information about access, cost, and quality issues. It also discusses the pressure for change that led to the passage of the PPACA, evidence that shaped the construction of the act, evidence on the impacts of the PPACA, and evidence on the pressures for future changes. Section 2 focuses on changes that are underway including: changes in the Medicare payment system; new types of healthcare delivery organizations such as ACOs and patient-centered medical homes. It also discusses the current efforts to help patients build health such as wellness programs and disease management programs. And finally, health information technology will be discussed. The new edition will maintain the current structure; however each chapter will be updated to discuss post-PPACA evidence on each type of type. In addition to the updates previously mentioned, the authors will present a series of data explorations to several chapters. Most of the new data explorations present summarized statistical information based on de-identified data from one hospital electronic data system. These data explorations serve two purposes. First, they illustrate the impacts of the pressures for change – and some of the changes – on healthcare providers. For example, the data illustrates the financial impact of pre-PPACA uncompensated care. Second, explanation of the data will require explanations of standard coding systems that are used nationwide (DRGs, CPT, ICD) codes. Other data explorations provide detail about other sources of data useful for health policy analysis, and for healthcare providers and insurers.

Author : Susan Dudley Gold
Publisher : Cavendish Square Publishing, LLC
Page : 128 pages
File Size : 55,8 Mb
Release : 2012-01-15
Category : Juvenile Nonfiction
ISBN : 9781608707089

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Health Care Reform Act by Susan Dudley Gold Pdf

Examines United States legislation that has changed policies and implementation of laws regarding American citizens' rights.

Author : Yulia Krasheninnikova
Publisher : Columbia University Press
Page : 290 pages
File Size : 53,8 Mb
Release : 2017-04-25
Category : Social Science
ISBN : 9783838269702

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Informal Healthcare in Contemporary Russia by Yulia Krasheninnikova Pdf

This volume deals with one of the most understudied aspects of everyday life in Russian society. Its main characters are the providers of goods and services to whom people turn for healthcare instead of official medical institutions. This encompasses a wide range of actors—from network marketing companies to 'folk' journals on health as well as healers, complementary medicine specialists, and religious organizations. Krasheninnikova's investigation pays particular attention to the legal, social, and economic status of informal healthcare providers. She demonstrates that these agents tend to flourish in bigger towns rather than in small settlements, where public healthcare is lacking. She also emphasizes the flexibility of boundaries between formal and informal healthcare due to the evolution of rules and regulations. The study reveals the important role of institutions that are generally not connected to alternative medicine, such as pharmacies, libraries, and church shops. This book is based on rich empirical observations and avoids both positive and critical assessment of the analyzed phenomena. The result is a vivid and thorough introduction to the world of self-medication and alternative healing in contemporary Russia.

Author : Les Funtleyder
Publisher : McGraw Hill Professional
Page : 17 pages
File Size : 51,6 Mb
Release : 2008-12-16
Category : Business & Economics
ISBN : 9780071732963

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Healthcare Investing, Chapter 13 - Investing in Medical Technology by Les Funtleyder Pdf

Here is a chapter from Health Care Investing, which couples strategies for making money on the future growth of the health-care industry with insightful coverage of the people and events that have shaped it. You will find valuable information about the issues health care professionals face today; examinations of patterns, policies, and future predictions in the market; and practical approaches to investing in pharma, biotech, and managed care.

Author : Joe Flower
Publisher : CRC Press
Page : 296 pages
File Size : 40,5 Mb
Release : 2012-04-24
Category : Business & Economics
ISBN : 9781466511279

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Healthcare Beyond Reform by Joe Flower Pdf

There is a secret inside healthcare, and it‘s this: We can do healthcare for a lot less money. The only way to do that is to do it a lot better. We know it‘s possible because it is happening now. In pockets and branches across healthcare, people are receiving better healthcare for a lot less. Some employers, states, tribes, and health systems are d