This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.

800x600 Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, these techniques work. They create genuine loyalty, real trust, and phenomenal growth! Leverage these core traits: Laser focus A sense of urgency An agendaless presence Excellence in communication and research Master these 5 strategies: 1. Project a magnetic presence that inspires interpersonal connections 2. Light the spark of rapport to stimulate the heartbeat of the High-Return Relationship 3. Listen to understand by putting your selfish agenda aside 4. Show appreciation, admiration, and respect to connect with your customer’s heart and head 5. Create Relationship Development plans that script the unfolding of your High-Return Relationships

Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

"Selling Immunity: Self, Culture and Economy in Healthcare and Medicine provides a groundbreaking spotlight on the ways in which immunity shapes life. Through its up-to-date discussion of immunity cultures, alongside detailed real-world examples, the book demonstrates how immunity is enmeshed in concepts of possessive individualism, self-defence and health consumerism"--

How the hidden trade in our sensitive medical information became a multibillion-dollar business, but has done little to improve our health-care outcomes Hidden to consumers, patient medical data has become a multibillion-dollar worldwide trade industry between our health-care providers, drug companies, and a complex web of middlemen. This great medical-data bazaar sells copies of the prescription you recently filled, your hospital records, insurance claims, blood-test results, and more, stripped of your name but possibly with identifiers such as year of birth, gender, and doctor. As computing grows ever more sophisticated, patient dossiers become increasingly vulnerable to reidentification and the possibility of being targeted by identity thieves or hackers. Paradoxically, comprehensive electronic files for patient treatment—the reason medical data exists in the first place—remain an elusive goal. Even today, patients or their doctors rarely have easy access to comprehensive records that could improve care. In the evolution of medical data, the instinct for profit has outstripped patient needs. This book tells the human, behind-the-scenes story of how such a system evolved internationally. It begins with New York advertising man Ludwig Wolfgang Frohlich, who founded IMS Health, the world’s dominant health-data miner, in the 1950s. IMS Health now gathers patient medical data from more than 45 billion transactions annually from 780,000 data feeds in more than 100 countries. Our Bodies, Our Data uncovers some of Frohlich’s hidden past and follows the story of what happened in the following decades. This is both a story about medicine and medical practice, and about big business and maximizing profits, and the places these meet, places most patients would like to believe are off-limits. Our Bodies, Our Data seeks to spark debate on how we can best balance the promise big data offers to advance medicine and improve lives while preserving the rights and interests of every patient. We, the public, deserve a say in this discussion. After all, it’s our data.

"[This book is] the most authoritative assessment of the advantages and disadvantages of recent trends toward the commercialization of health care," says Robert Pear of The New York Times. This major study by the Institute of Medicine examines virtually all aspects of for-profit health care in the United States, including the quality and availability of health care, the cost of medical care, access to financial capital, implications for education and research, and the fiduciary role of the physician. In addition to the report, the book contains 15 papers by experts in the field of for-profit health care covering a broad range of topicsâ€"from trends in the growth of major investor-owned hospital companies to the ethical issues in for-profit health care. "The report makes a lasting contribution to the health policy literature." â€"Journal of Health Politics, Policy and Law.

New York Times bestseller Business Book of the Year--Association of Business Journalists From the New York Times bestselling author comes an eye-opening, urgent look at America's broken health care system--and the people who are saving it--now with a new Afterword by the author. "A must-read for every American." --Steve Forbes, editor-in-chief, FORBES One in five Americans now has medical debt in collections and rising health care costs today threaten every small business in America. Dr. Makary, one of the nation's leading health care experts, travels across America and details why health care has become a bubble. Drawing from on-the-ground stories, his research, and his own experience, The Price We Pay paints a vivid picture of the business of medicine and its elusive money games in need of a serious shake-up. Dr. Makary shows how so much of health care spending goes to things that have nothing to do with health and what you can do about it. Dr. Makary challenges the medical establishment to remember medicine's noble heritage of caring for people when they are vulnerable. The Price We Pay offers a road map for everyday Americans and business leaders to get a better deal on their health care, and profiles the disruptors who are innovating medical care. The movement to restore medicine to its mission, Makary argues, is alive and well--a mission that can rebuild the public trust and save our country from the crushing cost of health care.