How to market home health care services

Front Cover
John Wiley & Sons Canada, Limited, 1988 - Medical - 237 pages
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Contents

Pros and Cons of Home Health Care Marketing
12
Mission
22
Target Markets
32
IDENTIFYING AND MEETING CLIENTS
39
What Is a Market Plan?
49
Administration Commitment
56
Market and Market Segments
65
The Organization
73
Conclusion
145
Three Keys of Successful Selling
152
The Sales Call
161
Anatomy of a Sales Call
168
Motivating the Sales Force
174
EVALUATING THE ROLE OF THE HOME
187
Qualifications of the Marketer
193
Conclusion
199

Competitors
80
Planning Models
88
Goals and Objectives
95
Message Design
132
Creating Ethical Behavior
205
INDEX
233
Copyright

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