Managed care and pbm sales and marketing
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MANAGED CARE AND PBM SALES AND MARKETING. MARCH 19, 1998 USC PHARMACY SCHOOL. DISCUSSION TOPICS. Managed Care/ PBM Background Marketing and Sales- is there a difference? Market Drivers- Opportunity Analysis Market Players PBM Market Segments

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MANAGED CARE AND PBM SALES AND MARKETING

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Managed care and pbm sales and marketing

MANAGED CARE AND PBM SALES AND MARKETING

MARCH 19, 1998

USC PHARMACY SCHOOL


Discussion topics

DISCUSSION TOPICS

  • Managed Care/ PBM Background

  • Marketing and Sales- is there a difference?

  • Market Drivers- Opportunity Analysis

  • Market Players

  • PBM Market Segments

  • Determining optimal method for delivering sales and marketing message


Discussion topics1

DISCUSSION TOPICS

  • Legal constraints on marketing claims

  • The sales/ best and final presentation

  • Delivering on marketing claims

  • Measurement of claims and guarantees

  • Sales process is ongoing- before and after the sale

  • How are marketing goals achieved?


Discussion topics2

DISCUSSION TOPICS

  • Pressure to produce

  • How health care system responds to sales “promises”

  • How potential buyers evaluate proposals and guarantee that “promises” are kept.

  • Evolution of PBM’s


Discussion topics3

DISCUSSION TOPICS

  • Future pressures for PBM and pharmacy relationships

  • Future opportunities for PBM and pharmacy relationships


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