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Article: "Selling" in the professional setting: consultative selling is a win-win process that relies on communication and the alignment of expectations: the truth is that savvy medical professionals understand that selling is an integral and necessary part of running a practice.(BUSINESS MANAGEMENT)
- Article from:
- The Hearing Review
- Article date:
- February 1, 2006
- Author:
CopyrightCOPYRIGHT 2006 Ascend Media. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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In the professional setting, "selling" has generally been regarded as a dirty word. Prior to 1975, professional advertising was extremely limited and very narrowly defined, to the extent that a professional could not properly advertise prices, claim to possess any special abilities, or even appear in a radio or television advertisement. However, a couple of landmark Supreme Court decisions changed the rules, and not long afterward professional advertising and marketing had become rather commonplace.
In the hearing industry, different segments of the industry look at selling in different ways: Generally, audiologists tend to prefer the term "patient advocacy" or ...