Managed Care Referral: How to Develop a Systematic Sales Approach for Building Your Referral Business in Today's Healthcare Environment

by John F. O'Malley

This reference guide aims to define internal and external strategies and methodologies to acquire, manage and retain referrals in a managed care environment. It provides an understanding and means of... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0786308788
• ISBN13: 9780786308781
• Release Date: January 1996
• Publisher: McGraw-Hill Companies
• Length: 358 Pages
• Weight: 1.45 lbs.
• Dimensions: 1.2" x 6.3" x 9.3"

Customer Reviews

Brilliant -- not one wasted sentence.

Essential reference for health care executives, especially sales managers. Every page is packed with easy to read and implement suggestions. Excellent job Mr. O'Malley!! Thank you.

Extremly thought provoking, more than just basics selling.

The author made for an informative and comprehensive, yet easy to read book. His approach provided the reader with hands on tools, solutions and a wealth of reference resources not commonly known. O'Malley skipped the case studies and filled the book with timely information and facts regarding healthcare and selling in a healthcare environment. What I really liked were the countless marketing tips and mind-set messages laced throught the text. The book also contain little fluff, but great substance. Without question, anyone interested in selling will find this book will set the benchmark for selling in a healthcare environment