Biomedical subjects

Tony Carter

Publications and source records attributed to Tony Carter.

8 recordsLinked to original sources

PubMed2006

Sales management coaching: a model for improved insurance company performance.

Of all the things sales managers do to develop salespeople, many people believe the most important one is coaching. Coaching is defined as using skills, experience, and direction to help someone improve their performance. Coaching consists primarily of giving people feedback to reinforce what they do well while suggesting ways and means to improve. Coaching implies that everybody can improve and hopefully everybody wants to get better at what they do. Many sales managers erroneously believe that they have to be better than the person they are coaching at the skill set they are discussing in order to be a useful coaching resource to that person. To be a good coach requires an understanding of the skills being discussed and a desire to help someone improve in the performance of their job. The sales manager who knows how to provide that feedback will have more productive, effective, satisfied, and motivated salespeople. This paper provides an overview of the coaching sequence and the skills required to make it work with some comment on how this was successfully applied to a major national insurance company. Sales Management styles vary, and what works for one person may not work for another. Effective Sales Management Coaching can provide sales managers with the skills to help salespeople grow and develop professionally.

Commerce↗

PubMed2006

Another look at the relationship between socioeconomic factors and the black-white health benefit inequality.

This paper illustrates the black-white disparity in health benefit coverage and the socioeconomic variables-unemployment, income, and education. The health benefit disparity is strongly related to the disparity in underlying socioeconomic variables. Moreover, the time-series examination reveals that the change in white workers' health insurance coverage is largely determined by its year-to-year persistence and the labor market tightness (or the business cycle), while that of black workers is largely determined by the change in their earnings with a slight persistence. The effect of the change in annual earnings seems to dominate the effect of the labor market condition (unemployment rate) and other variables. Finally, although marginally significant, an increase in the attainment of higher education (college) has a positive effect on the black-white health benefit disparity.

Black or African American↗

PubMed2005

Insurance coverage with Aon after September 11, 2001.

Today it is important for hospital organizations to understand the implications of insurance dealings. After September 11, 2001 the insurance industry had an impact on hospitals and health care organizations. This article looks at Aon Insurance and how they handled this situation.

Illinois↗

PubMed2003

Hospital marketing.

This article looks at a prescribed academic framework for various criteria that serve as a checklist for marketing performance that can be applied to hospital marketing organizations. These guidelines are drawn from some of Dr. Noel Capon of Columbia University's book Marketing Management in the 21st Century and applied to actual practices of hospital marketing organizations. In many ways this checklist can act as a "marketing" balanced scorecard to verify performance effectiveness and develop opportunities for innovation.

Benchmarking↗

PubMed2003

Pfizer and its competitive marketing challenges.

Pfizer has been the preeminent global pharmaceutical company in recent years and much of their success can be attributed to their marketing responsiveness and innovation. Pfizer is committed to patients, the community and quality product development. As a model in marketing effectiveness they also show how to lead internal resources efficiently to maximize market place opportunities.

Disaster Planning↗

PubMed2003

Visiting Nurse Association of New York and Crisis Management after September 11, 2001.

September 11, 2001 was a devastating event that changed all of our lives and organizations. This article examines the impact of September 11, 2001 on the Visiting Nurse Association of New York and how it decided to respond in the future. Crisis Management, which has become more prevalent for many organizations, is an important strategic initiative for the VNA helping them provide the infrastructure to respond effectively to emergencies and unpredictable events. It is important in today's volatile business climate, that hospital and nursing organizations develop a strategic system to handle "worst case scenarios".

Community Health Nursing↗

PubMed2002

Hospitals and reengineering.

One of the key success factors for reengineering in hospitals will be the ability of health care leaders to redefine their organizations in terms of process. Hospital managers are responding with anything from mergers to minor shifts in strategic thinking. Some hospital leaders answering the call for significant change are faced without dated models that are complex and inflexible.

California↗

PubMed2002

What can Johnson & Johnson do to remain a giant in the health care industry?

As a major Fortune 500 corporation and manufacturer of significant drug products for the pharmaceutical industry, Johnson & Johnson has also had its share of marketing crisis, including the classic case example of The Tylenol Scare in Fall, 1982, so they can appreciate the need for effective marketing performance and customer responsiveness. This article will examine how Johnson & Johnson has adapted to a highly volatile business environment and how they can be benchmarked for highly competitive marketing strategies and practices.

Consumer Behavior↗