Challenges and opportunities for personal selling.
Health care organizations are beginning to use sales forces in much the same way as traditional for-profit organizations have used selling programs in the past. However, numerous challenges to the implementation of selling in the health care industry have yet to be overcome. The authors report viewpoints expressed by administrators in a national survey of health care organizations.
Powers
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Graduate School of Management, University of Alabama at Birmingham.
Bowers
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D003132:Commerce / Q000458:organization & administration* / Q000706:statistics & numerical data; D006302:Health Services Research; D006761:Hospitals / Q000706:statistics & numerical data*; D007398:Interpersonal Relations; D008389:Marketing of Health Services / Q000379:methods / Q000706:statistics & numerical data*; D010565:Persuasive Communication; D011357:Product Line Management / Q000379:methods / Q000706:statistics & numerical data; D011795:Surveys and Questionnaires; D014481:United States