Interview Prep: Stryker Orthopaedic Trauma ; Spine ASR – Flashcards

To qualify for sales representative territory responsibilities: - I will immerse myself in product training and testing, interact with surgeons and gain operating room exposure, and observe the sales calls/tactics with the mentorship of a Senior Sales Representative and the Area Sales Director. To be competitive, consistently attaining and exceeding training benchmarks: - I will demonstrate strong knowledge of principles and methods for showing, promoting, and selling products or services. To earn a territory: - I will regularly reporting to and collaborating with the Sales Managers on training development, field experience, and product knowledge will be crucial to earning a territory. As Required: - I will participate in and attend sales meetings and professional association meetings outside of regular business hours. To support compliance and the principles of responsibility (Advised): - I will maintain the privacy and confidentiality of information; protecting the assets of the organization; acting with ethics and integrity; reporting noncompliance; and adhering to applicable federal, state and local laws and regulations, accreditation and licenser requirements, and Company policies and procedures.

0-30 Days Acquire product expertise. Identify most important relationships in territory; introduce myself to establish relationships quickly. Close "low hanging fruit" business. Identify and prioritize existing and new customers. Begin contacting new and existing customers. Identify opportunities with existing customers. Evaluate and adjust business plan.

30-60 Days Clean up any "low hanging fruit" business not closed within first 30 days. Continued contact with existing customers. Begin closing business with existing customers. Identify opportunities with new customers. Begin relationship development. Evaluate and adjust business plan.

60-90 Days Close business with new customers. Begin leveraging existing customer relationships to identify other opportunities. Continue relationship development. Evaluate and adjust business plan.

1. Depuy 2. Zimmer 3.

1. Medtronic 2. Nuvision 3. Depuy

1. Gamma 3 2.

- Area Sales Director: Steve Dustan . - Trauma Sales Representatives: Vanessa Brizzi, Frank Intrieri, Dan Kelly, Tim O'Brien and William Richards. - Full Line Sales Representatives: Dan Campoli, Nate DeLattre and Tony Jericho. - Trauma Sales Associate: Geoff Morgan

OVERVIEW: Strategic Plan Tactical Plan 30/60/90 Day Plan Sales Process Goals - Short ; Long Term

STRATEGIC PLAN: Strategic plan includes steps to accomplish overall objective of the business, to bring territory to #1 revenue producer. Highlights to this strategic plan would include: 1. Success breeds confidence. Confidence aids further success. Identify "low hanging fruit". Convert these to customers as quickly as possible. 2. Existing customers will be contacted and new relationships will be forged. During this process any old business issues must be rectified directly. Start developing 80/20 rule. 3. Start up new customer marketing efforts. Coordinate weekly marketing activities. Market to all call points within the hospital, physicians and administration. 4. After the implementation of the tactical plan has begun, then a reassessment must be cast. This reassessment must consider new information pertinent to the effort. Refine plan to better achieve the strategic plan objective.

TACTICAL PLAN: 1. Low Hanging Fruit • Identify "low hanging fruit" from current account database; revise most recent activity by previous representative. • Determine best approach for each prospect. • Establish contact with each prospect determined to be "low hanging", verify and validate interest level. • Close business (quickly). • Form relationships within this process. 2. Existing Customers (E.C.) • Identify E.C. from current customer database. • Prioritize E.C.'s by amount of revenue potential. • Schedule onsite appointments with each E.C., starting with those having the highest revenue potential. • Identify and establish contact with multi-level call points within hospital. -This is critical to understanding the dynamics of the territory. -Build relationships through entertaining, dinner programs, etc. • Determine any opportunities for all product lines with each E.C.; plan to convert into pipeline business in order to expand product offering. • Conduct product evaluations for each identified opportunity. • Leverage relationships to identify and win business at other facilities (if applicable). • Close business. 3. New Customer (N.C) • Identify new clients from targeting data. • Prioritize N.C's by revenue potential. • Schedule on-site appointments with each N.C., starting with highest revenue potential. • Identify and establish contact with multi-level call point within each N.C. hospital (critical). • Establish and expand relationships for all call points (entertaining, etc.). • Determine opportunities for all product lines. • Conduct product evaluations. • Leverage relationships to identify and win business at other facilities. • Close business. 4. Evaluate and Adjust • Review progress in conjunction with 30/60/90 plan every 30 days. • Identify successes in plan and areas needing adjustment. • Make adjustments, extend plan to next 30 days. • Review sales process and make any needed adjustments.

SALES PROCESS: (S.T.A.R.) 1. Learn prospects business. (Situation) 2. Identify opportunities for customers' business practices. (Thought process) 3. Align customers' needs with solutions and illustrate how my solutions solve their needs. (Action) 4. Close business. (Result)

GOALS: Short-term Elevate Iowa and Nebraska Territory to top producing territory in company for Urology Division. Become top producer in company. Long-term Through proven performance, earn promotion/professional growth within the company.