Hospital selling

Pinsonault, Tony
June 2007
Pharmaceutical Representative;Jun2007, Vol. 37 Issue 6, p19
The article focuses on the essential training guide for an institutional selling in the U.S. It emphasizes on the importance of familiarizing with hospital purchasing and billing procedures before entering the hospital environment to understand how hospitals interact with group purchasing organizations. The hospital setting allows many promotional activities to enhance exposure in the hospital while supporting their mission. Several tips for selling hospital are also presented.


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