pharm admin test 2 other

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coal
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267513
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pharm admin test 2 other
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2014-03-23 13:09:43
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pharm admin test 2 other
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pharm admin test 2 other
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  1. 5 components of the promotional mix
    • advertising
    • sales promotions
    • personal selling
    • public relations
    • direct marketing
  2. features of emotional appeal
    • empathy
    • humor
    • curiosity
    • fear
    • personal testimony
  3. features of rational appeal
    • features
    • benefits
    • advantages
  4. 5 progression of the goals of a promotional strategy
    • create awareness
    • educate your target audience
    • help them like it/appreciate its worth
    • induce trial
    • induce repeat usage
  5. 2 types of promotional appeal
    • emotional
    • rational
  6. branding
    what you want customers to say and think about your product and/or organization
  7. 5 things a good brand will be
    • have a clear message
    • be credible
    • creates an emotional tie
    • be motivating to a customer/buyer
    • develops customer loyalty
  8. 5 key priorities of marketing
    • identify new opportunities
    • develop new products
    • attract customers
    • retain customers and build loyalty
    • fulfill orders
  9. 4 ways to respond to non-catastrophic service failures
    • show them you are listening
    • recognize the service failure to the extent possible
    • correct the mistake
    • involve the customer in resolution
  10. what is service recovery
    the effort to change the negative perceptions o customers who are dissatisfied, and to keep them as customers
  11. 3 ways to respond to a catastrophic service failure
    • containment
    • recovery
    • learning
  12. 2 key principles to keep in mind with catastrophic failure
    • image is perceptual reality
    • passiveness is a transitory state that can change when publics feel outraged
  13. 5 steps to personal selling
    • move from ordinary daily activities
    • ask proving questions to clarify the problem
    • present service's features and benefits
    • address patient's concerns
    • offer the service
  14. how do you ask probing questions in person selling
    • Situation
    • Problem
    • Implication
    • Need
  15. 3 ways to address objections in personal selling
    • acknowledge it
    • probe for more information
    • respond to the objection
  16. what 3 components does price consist of
    • (COGS) ingredient costs/product costs
    • cost to dispense (expenses)/service costs
    • profit/ net income
  17. 6 steps for pricing strategy
    • calculate service cost
    • determine the net income
    • set the required dollar margin
    • consider demand and competition
    • monitor patient reaction
    • re-evaluate periodically
  18. 3 methods of calculating product prices
    • mark up method
    • professional fee method
    • sliding scale method
  19. actual acquisition cost (AAC)
    the price the pharmacy actually pays
  20. average wholesale price (AWP)
    • the cost assigned to the product by the manufacturer and published.
    • NOT the average price at which the drug is sold by the wholesalers
  21. estimated acquisition cost (EAC)
    used by TPPs as AWP - some % discount
  22. maximum allowable cost (MAC)
    • upper limit of reimbursement set for multisource drug products, calculated based on market figures.
    • the case of a lot of generics from a lot of manufactures, they will reimburse you a % above the cheapest product
  23. 3 types of budgets
    • operating
    • cash
    • capital
  24. operating budget
    • shows an organizations anticipated revenue and expense
    • flexible, use income statement
  25. cash budget
    schedule of forecasted cash receipts and disbursements, shows anticipated cash flow
  26. capital budget
    shows organizations anticipated investment in fixed assests
  27. 3 things a break even analysis determines
    • how much to charge
    • staffing concerns
    • provides exit strategy
  28. 4 costs associated with inventory management
    • acquisition cost
    • procurement cost
    • carrying cost
    • stock-out cost

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