Course Overview

BUS-405: Long-Term Care (3 Credits)
Program(s): CMR

COURSE CONSULTANTS

SECOND AND THIRD EDITIONS:

Mark Stratton, PharmD,
BCPS, FASHP
Director, Institute for Geriatric Pharmacy

Professor of Pharmacy and Herbert and Dorothy Langsam Endowed Chair in Geriatric Pharmacy
College of Pharmacy
University of Oklahoma
Oklahoma City, Oklahoma

Graduate Supplement
BUS-5405
To earn graduate-level credit, this supplement and course BUS-405 must be successfully completed.

Click here for more information about graduate-level credit.

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.

Course Description:
This course provides an introduction to the long-term care market in the United States and describes the particular medical needs and concerns of patients requiring long-term care. It also describes the types of facilities and services that provide this type of care. In addition, this course describes the financial arrangements that are used to pay for long-term care, including government programs, private insurance coverage, and managed care programs. Key strategies that a healthcare representative can adopt in approaching this market are also described.

Related Courses:
• Business and Management Strategies in Healthcare
• Disease Management
• The Managed Healthcare Market

Chapter Content:

Chapter 1: Long-Term Care Patient Population
	Introduction to Long-Term Care Patient Population Pharmacotherapy and Long-Term Care Patients
Chapter 2: 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 3: Financing Long-Term Care
	Government Programs Overview of Government Programs Medicaid Medicare Private Long-Term Care Insurance
Chapter 4: Selling in the Long-Term Care Market
	Role of the Healthcare Representative in the Long-Term Care Market

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.