Selling to Hospitals & Healthcare Organizations: A Glossary of Business Acumen and Personnel

As hospitals begin to shift from fee-for-service reimbursement to value-based payment methods, they are developing new business models that are designed to improve their efficiency and provide more value to their patients. Some of these include establishing new relationships with physicians, insurance companies, and specialty hospitals.

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Due to the emergence of a healthcare continuum, sales professionals are now faced with the challenge of selling their products and services to the various healthcare organizations that are part of this new structure. This is an opportunity for them as they can expand their existing portfolio.

The complexity of this process is due to the varying factors that affect the buying decisions of healthcare organizations. For instance, the needs of different hospitals are different from those of other organizations. In addition, the buying environment is constantly changing.

Today's healthcare professionals must have the necessary knowledge and skills to effectively sell to the various healthcare organizations that are part of this new structure. This can be done through the development of a comprehensive understanding of the operations of hospitals and the language used by their staff members.

This easy-to-use reference contains various terms used in the fields of medicine, insurance, finance, and supply chain management. It also includes a listing of medical specialties. The first part of this glossary talks about the terms used in the operations of hospitals and their related entities.

In the second part of this reference, the terminology used by hospital personnel is covered. It also provides a brief overview of their job. Although this book is not an all-inclusive dictionary, it does cover the various titles and responsibilities of healthcare workers in different hospitals.

There are also differences in the titles used by teaching hospitals and community hospitals. We intentionally did not include research titles and teaching titles in this section. Instead, we have listed down the most common job titles for healthcare workers in hospitals.

The four Appendices offer the reader a variety of terms and definitions. The first one lists down the most frequently used medical industry abbreviations and acronyms. The second one provides a list of anatomical terms, while the third one lists the organizations and agencies that sellers may come across during their interactions with healthcare workers.

The goal of this book is to help sales professionals improve their hospital business relationships by providing them with the necessary terminology to effectively communicate with healthcare workers.

This book is a well-organized resource for anyone who is selling in the healthcare industry. It can be used by both experienced and new sales professionals who are looking to improve their interactions with hospital executives and physicians.

Like everyone else in the healthcare industry, I have to keep up with the changes in the business process and related terminology. This book has been an absolute must-have for anyone who is trying to navigate the complexity of the healthcare industry.

The healthcare industry is constantly evolving and is characterized by its unique language. This book provides a comprehensive and current source of all the necessary terminology used in the field. It can be used by both new and experienced sales professionals who are looking to improve their interactions with hospital executives and physicians.

I would have loved to have this resource and information for my clients and my sales teams who are selling to healthcare organizations and hospitals. It would have helped them reduce their new hire ramp to effectiveness, credibility, and productivity. Recommend this book to any sales professional who is working in this industry.

The authors of this book have put a lot of thought and effort into making this a well-rounded and informative resource for anyone who is working in the healthcare industry. Whether you are a new sales professional or an experienced sales professional, this book will help you navigate the complexity of the healthcare industry.