Medical sales is a highly specialized field that requires not only
sales finesse but also a clear understanding of the vast health
care industry. Michael Carroll combines these two necessities in
Moving Up to Medical Sales, a handbook on how to sell to hospitals,
nursing homes, and home care agencies. Carroll, a veteran of
medical sales for more than twenty years, shares his intimate
knowledge of the health care industry with readers in an
easy-to-follow style. Learn the purchasing and distribution
processes as well as who holds sway in hospitals, home care
agencies, and nursing homes. Also find detailed explanations of
reimbursement, group purchasing organizations, and sales strategies
for the health care market. For the reader moving from a job
outside of health care to health care sales, or for a health care
clinician transitioning to his or her first medical sales position,
this book covers the basics from A to Z. Most important, it teaches
how to sell efficiently, ethically, and for the long term. What
professionals are saying about "Moving Up to Medical Sales" Michael
Carroll relays practical and reliable real-world information to
better prepare the new Medical Product Sales Representative for
success in this dynamic and growing market. Read it John Hirth,
President, Selling Dynamics, LLC, www.johnhirth.com With this book,
Michael provides a valuable tool for navigating through the health
care marketplace. Glenn Parker, M.D., President, NationsHealth I
found this book to be very informative. It contains a wealth of
information regarding selling into the medical industry. Tom
Huling, Vice President, ICP Products, Inc. Michael Carroll does a
great job of breaking down and identifying some of the key nuances
of the hospital market. The explanation of distribution should be
helpful for any new medical sales representative. Brian Bravo,
Director of Purchasing and Materials, Broward Health I can t
imagine how helpful it would have been to have a book like this
when I went from clinical nursing to medical sales. A must have for
anyone in the health care sales field Lynn Hopkins Pooler, RN
Michael Carroll does a great job of breaking down and identifying
some of the key nuances of the hospital market. The explanation of
distribution should be helpful for any new medical sales
representative. Brian Bravo, Director of Purchasing and Materials,
Broward Health Michael Carroll relays practical and reliable
real-world information to better prepare the new Medical Product
Sales Representative for success in this dynamic and growing
market. Read it John Hirth, President, Selling Dynamics, LLC,
www.johnhirth.com I can t imagine how helpful it would have been to
have a book like this when I went from clinical nursing to medical
sales. A must have for anyone in the health care sales field Lynn
Hopkins Pooler, RN
General
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