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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. 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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  1. MANAGED CARE AND PBM SALES AND MARKETING MARCH 19, 1998 USC PHARMACY SCHOOL

  2. 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

  3. 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?

  4. 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

  5. DISCUSSION TOPICS • Future pressures for PBM and pharmacy relationships • Future opportunities for PBM and pharmacy relationships

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