Health Care Sales - New Strategies for Improving Quality, Client Relations, and Revenue (Hardcover)

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. 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.