The selling of health care services: are all sales jobs the same?
The selling activities of 272 salespeople were identified by polling 122 health care services organizations nationwide. A taxonomy of sales jobs was developed to classify the range of selling tasks within health care. The taxonomy is presented, discussed, and compared with a similar industrial one. Managerial implications and suggestions for future research are discussed.
University of Scranton.
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D000704:Analysis of Variance; D016000:Cluster Analysis; D003132:Commerce / Q000145:classification / Q000706:statistics & numerical data; D003625:Data Collection; D016002:Discriminant Analysis; D005163:Factor Analysis, Statistical; D007587:Job Description; D008389:Marketing of Health Services / Q000145:classification* / Q000706:statistics & numerical data; D013647:Task Performance and Analysis; D014481:United States