Course Code and Number:BADM353 Course Title:SELLING INTO MANAGED CARE Credits: 4 Cr.
This course provides an overview of selling into managed care and other healthcare structures. It gives an overview of types of medical sales, including pharmaceutical, medical products and medical device sales. Students learn fundamentals and the structure of decision making in healthcare organizations, healthcare reimbursement, buying groups and formularies. Market influences and key trends in healthcare are examined. Students learn influence strategies for different types of decision makers in a wide range of healthcare organizations.