Hospital and Integrated Health Selling Handbook

The Hospital and Integrated Health Selling Handbook explores how managed care and has influenced today’s marketplace and impacted hospitals. The concept of integrated health systems is integral to this handbook.  In addition to describing major types of hospitals and how they are structured, operated, and managed, the text explores the roles of providers (e.g., specialists, primary care physicians, and nurses) and other hospital key players. The handbook also explains key financial factors affecting hospitals (particularly hospital reimbursement, money flow, and profitability goals), buying decisions, technology assessment, and quality/utilization interventions.

Equally important, the Hospital and Integrated Health Selling Handbook provides information that is directly relevant to the sales representative’s job, weaving selling issues and strategies throughout and wrapping up with a final section on selling in the hospital and integrated health system marketplace.

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Table of Contents

Introduction

Chapter 1: The Hospital Marketplace
Section 1.1: Today’s marketplace
Section 1.2: Integrated healthcare systems

Chapter 2: Types of Hospitals
Section 2.1: Nongovernment hospitals
Section 2.2: Government hospitals

Chapter 3: Hospital Accreditations and Other Influences
Section 3.1: Accreditations
Section 3.2: Influences

Chapter 4: Who’s Who in the Hospital
Section 4.1: The hospital staff

Chapter 5: Educational Opportunities in the Hospital
Section 5.1: Formal educational opportunities
Section 5.2: Informal educational opportunities

Chapter 6: Hospital Formularies
Section 6.1: The formulary process

Chapter 7: Hospital Reimbursement
Section 7.1: Reimbursement and PHS 340B pricing

Conclusion

References

Glossary

Appendices