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by Michael A. Carroll (Author)
Medical sales is a highly specialized field that requires not only sales finesse but also a clear understanding of the vast health care industry. Michael Carroll combines these two necessities in Moving Up to Medical Sales, a handbook on how to sell to hospitals, nursing homes, and home care agencies. Carroll, a veteran of medical sales for more than twenty years, shares his intimate knowledge of the health care industry with readers in an easy-to-follow style. Learn the purchasing and distribution processes as well as who holds sway in hospitals, home care agencies, and nursing homes. Also find detailed explanations of reimbursement, group purchasing organizations, and sales strategies for the health care market. For the reader moving from a job outside of health care to health care sales, or for a health care clinician transitioning to his or her first medical sales position, this book covers the basics from A to Z. Most important, it teaches how to sell efficiently, ethically, and for the long term. What professionals are saying about "Moving Up to Medical Sales" Michael Carroll relays practical and reliable real-world information to better prepare the new Medical Product Sales Representative for success in this dynamic and growing market. Read it! John Hirth, President, Selling Dynamics, LLC, www.johnhirth.com With this book, Michael provides a valuable tool for navigating through the health care marketplace. Glenn Parker, M.D., President, NationsHealth I found this book to be very informative. It contains a wealth of information regarding selling into the medical industry. Tom Huling, Vice President, ICP Products, Inc. Michael Carroll does a great job of breaking down and identifying some of the key nuances of the hospital market. The explanation of distribution should be helpful for any new medical sales representative. Brian Bravo, Director of Purchasing and Materials, Broward Health I cant imagine how helpful it would have been to have a book like this when I went from clinical nursing to medical sales. A must have for anyone in the health care sales field! Lynn Hopkins Pooler, RN Michael Carroll does a great job of breaking down and identifying some of the key nuances of the hospital market. The explanation of distribution should be helpful for any new medical sales representative. Brian Bravo, Director of Purchasing and Materials, Broward Health Michael Carroll relays practical and reliable real-world information to better prepare the new Medical Product Sales Representative for success in this dynamic and growing market. Read it! John Hirth, President, Selling Dynamics, LLC, www.johnhirth.com I cant imagine how helpful it would have been to have a book like this when I went from clinical nursing to medical sales. A must have for anyone in the health care sales field! Lynn Hopkins Pooler, RN
