PHARM 5911 - HEALTHCARE SALES AND MARKETING

Minimum Credits: 2
Maximum Credits: 2
This course educates students on contemporary healthcare sales and marketing as it directly applies to pharmacy. Sales concepts to be covered include understanding management prospects, developing your sales value proposition, finding management and penetrating the no-talk zone, generating leads: marketing to management, generating leads, cold calling management, meeting the prospect for the first time, presenting to prospects ' the executive briefing, preparing a management proposal that works, negotiating with management, selling to targeted key or major accounts, managing your sales cycle and forecasting, managing sales objections; using storytelling as a business sales tool; managing your competition, following up after the sale, and making a difference with business ethics. Health care marketing is undergoing dramatic reinvention and change because of emerging trends, reform uncertainties, the emergence of social marketing and a renewed focus on quality, outcome and prevention. Executives are demanding higher impact and bigger returns from marketing investments and marketing professionals are more closely aligning their efforts with strategic objectives, customer experience and the integration of communications across multiple platforms and channels. This course offers effective approaches to proactive health care marketing with specific action steps, strategies, techniques and tactics to move markets and increase visibility, awareness, understanding, market share and profitability.
Academic Career: Graduate
Course Component: Lecture
Grade Component: Grad Letter Grade
Course Requirements: Pharmacy Business Admin (PHARMBA-MS) Students Only

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