Marketing home health care.
This case study focuses on the physician as an important customer for home care services. The author describes how Visiting Nurse Service of New York developed and implemented a direct sales strategy to increase the number of referrals from physicians. Five of the direct sales consultants were registered nurses. The tactics used to increase the percentage of cases referred directly by physicians are discussed.
Visiting Nurse Service of New York, New York.
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Kolatch
D003152:Community Health Nursing / Q000458:organization & administration*; D006699:Home Care Services / Q000458:organization & administration; D006801:Humans; D008389:Marketing of Health Services; D009519:New York City; D010820:Physicians; D012017:Referral and Consultation