Health care sales : new strategies for improving quality, client relations, and revenue
Author(s)
Bibliographic Information
Health care sales : new strategies for improving quality, client relations, and revenue
（Jossey-Bass health series）
Jossey-Bass Publishers, 1991
1st ed
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Note
Includes bibliographical references (p. 235-236) and index
Description and Table of Contents
Description
In Health Care Sales, Ken E. Mack and Philip A. Newbold explain that the key to long-term profitability in health care is a top-notch sales force capable of maintaining lasting relationships with physicians, employers, and insurers who refer clients to the hospital. The authors explain how to plan and build a health care sales function that not only increases revenue, but also helps monitor quality and improve client relations. This book provides comprehensive practical guidance for creating a new sales programme or revamping an existing one. The authors offer guidelines for training salespeople and managing every step of the selling process, from identifying potential customers and drafting sales proposals to addressing client fears and servicing accounts. And they show how hospital CEOs, marketing executives, personnel administrators, and other health care managers can best use these techniques to promote the growth and profitability of their organizations.
Table of Contents
- Part 1 health care sales - a key to organizational vitality: building health care relationships and revenues
- gaining organizational commitment to sales. Part 2 Froming the link between organization and client: planning for health care sales
- recruiting and selecting sales staff
- managing the health care sales operation
- preparing for sales calls
- making successful sales presentations
- providing ancillary support for sales efforts. Part 3 Capturing enduring sources of revenue: creating strong ties with physicians
- serving business, industry and other health care providers
- achieving continued success in health care sales.
by "Nielsen BookData"
