Understanding Physician Customers

Running a physician practice is a challenging undertaking. Physicians are committed to providing quality healthcare for their patients, but they also want to earn a good income from their practices. Both goals—offering high quality care and maintaining healthy revenues—have become more difficult in recent years. Physician reimbursement from third-party payers such as Medicare and Medicaid has been squeezed, forcing them to see more patients every day and spend less time with each patient.

With these kinds of pressures, ordering medical supplies isn’t usually something physicians want to spend much time on. They just want to have what they need, when they need it, without costs going through the roof.

This course has been developed to provide sales representatives with a basic understanding of the physician/alternate site market. You’ll gain insights that will help you help your physician customers overcome their biggest challenges.

As a result of this course, you will better understand:
  • Key physician/alternate site market segments
  • Key decision-makers and their roles
  • Funding sources
  • Trends and issues impacting alternate site providers
  • The role of the sales representative in effectively serving physician customers
Format:  Text Format (PDF)
Pages:  29
Last Updated:  8/24/2023
Gain an understanding of the physician/alternate site market. Topics include types of providers, key decision-makers, funding sources and the issues that impact these providers.