Catalog Number : agn1565
Title : Best Practices for Physician Sales & Service
Speaker : Carolyn Merriman

Webplay Recording Date : 1-20-2009
Webplay Price : $ 195 for two weeks viewing

Webinar Overview:

Many organizations have created a strong brand and voice: but are facing increased competition, a cluttered marketplace and need to differentiate themselves with their customers. Physician sales and service presents a measurable and distinctive method of “living the brand” through relationship management strategies. While sales is increasingly adopted as a growth and retention strategy, it requires a sound application of infrastructure and operational models for success. This session will present a baseline of what sales and service looks like in health care, coupled with data driven best practices. Recommendations on sales planning, structure, staff, training, issue management and ROI reporting will be provided along with tactical tips for the manager.

A 2008 national survey will update the best practices in health care sales and service. This session will share key survey data, the best practices for sales and service management and present models, methods, tips and techniques gleaned from leading organizations. An executive summary of the survey results will be share with the participants.

Target Audience: 

• Business development
• Marketing
• Physician Relations/Services Management and Direct Staff
• Senior Leadership if seeking strategic models for physician relations using best practices

Webinar Objectives:

• Introduce the current status of customer focused sales and service efforts nationally
• Present the survey data and key best practices for sales and service
• Identify sales and service models and management must haves
• Review recommendations on return on investment tracking and reporting and the increased need to sell internally the value of this effort

Contact Hours: 

This course has been approved for 1.8 Iowa Nursing Contact Hours. There is usually a reciprocal agreement between state associations to allow these to count for each state. If you have any questions, please ask your state association.