Learning Objectives
Upon successful completion of this course, the student will be able to describe trends in the growth of long-term care; identify current demographic elements including the increasing population of the elderly and chronic diseases; describe how long-term care is paid for including Medicaid, Medicare, and private insurance companies; discuss how patient characteristics and treatment goals are affected by pharmacokinetic and pharmacodynamic changes in the elderly; explain the types of institutional and community-based facilities; and discuss the current role of the healthcare representative in long-term care.
Who Should Take This Course
Sales representatives and managers who interact with those healthcare providers and others who work in long-term care settings.
Career Applications/Benefits
The long-term care market in this country is growing rapidly for several reasons, but most importantly because the population of elderly persons in the United States is increasing dramatically. Therefore, long-term care represents an important opportunity for pharmaceutical sales. Most of the drugs prescribed in this setting are for common conditions, such as cardiovascular disease, diabetes, pain relief, and infectious disease. This course will help individuals to effectively approach the long-term care market. Information provided in this course will help individuals to identify appropriate targets for sales calls and to present the appropriate features and benefits of products based on the unique patient populations, staffing, and reimbursement policies for each long-term care setting.
Chapter Content
Chapter One: Long-Term Care Patient Population
- Introduction to Long-Term Care
- Patient Population
- Pharmacotherapy and Long-Term Care Patients
Chapter Two: Long-Term Care Providers and Settings
- The Continuum of Long-Term Care
- Long-Term Care in the Institutional Setting
- Long-Term Care in the Community
- Long-Term Care Pharmacies
Chapter Three: Financing Long-Term Care
- Government Programs
- Private Long-Term Care Insurance
Chapter Four: Selling in the Long-Term Care Market
- Role of the Healthcare Representative in the Long-Term Care Market