In an era when safety and efficacy have been joined by cost as the third essential component in choosing drugs, the traditional fee-for-service method of reimbursement is steadily being replaced by managed care.By managed care we mean the efforts of any third party payer organization to control both the utilization and cost of health care, or any group of providers of health care services who have pooled and contracted their services with a traditional third party payer. The impact of managed care is being felt in every segment of the health care market.The Art of Selling To Managed Health Care Facilities was developed to provide a historical perspective of the evolution of managed health care, the various organizations involved in it, how they are structured, who the key decision makers are, and how to effectively sell products to them in a controlled utilization and price conscious environment.