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21 Cards in this Set

  • Front
  • Back
Specific question you ask yourself to decide if its ethical
Would society be worse of if everyone engaged in this behavior or activity
5 Roles of the Salesperson
1. Provider
2. Persuader
3. Problem Solver
4. Value Creator
Ball in your court
= 2 choices, to screw the gov, or not to screw the gov, Go to the boss and let him know whats going on
How to make the sale and remain ethical
*******
4 reasons why we have unethical behavior
1. Lack of teaching
2. Learn from media (not good)
3. Influence of immediate supervisor
4. Pressure to reach objectives.
Why is ethical behavior difficult to practice:
1. Adherence to strict chain of command
2. Must be communicated and reinforced
Life Cycle Cost
-Where a more expensive product will save you money over time.
1. Initial Cost
2. Life of the Product
3. Estimated Savings
Buying center-
Drs=use it.
Engineers= patient safety/spec?
Admin= money, cost.
Supporting agencies= cares about bad press.
Medical Surgical Notes
15 things wrong by the sales person
1. Not proactive/ has no initiative
2. Doesn’t know sales process.
3. Never sell gen features. Never sale
4. “give brochures” never give without highlighting or summarizing them.
5. Not timely. 10 days is too long.
Medical Surgical Notes
15 things wrong by the sales person (continued)
6. Doesn’t know operative hospital
7. Competitor is ahead.
8. Inaccurate
9. Didn’t respond to body language.
10. No price quotes too early. Price comes at the END.
Medical Surgical Notes
15 things wrong by the sales person (continued)
11. No formal sales presentation. TEST QUESTION
12. Socialize- None done. Didn’t know administrator.
13. Not selling towards head.
14. No life cycle cost (shows you
15. Page summaries.
Midwest Surgical Case on Test
Quality of the knife
Upgrade feature
Rep. for service
Sandwich effect
Good, Bad, Good
4 Reasons why do we have unethical behavior
1. lack of teach
2. learn from media
3. influence from the mediate advisor
4. pressure to reach objectives
2 Reasons why ethics is difficult to practice
1. Adherence to strict chain of command
2. Must be communicative and reinforced
McClellands 5 categories of excellence
(1-3)
1. Entrepreneurial drive
a. Set challenging goals
b. Use time efficiently
2. Sensitivity to the environment
a. Memory for minute details
b. Detailed observation skills
3. Customer orientation
a. Ask Q’s
b. Build rapport- get to know pple
McClellands 5 categories of excellence
(4-5)
4. Cognitive flexibility
a. Make procedural exceptions
b. Match a customer want with an available service
5. Experiential learning
a. Experience new responsibilities
b. Learn from mistakes
5 groups that your actions impact
1. Yourself
2. Family
3. Friends
4. Company
5. Community
Intrinsic motivation
refers to motivation that is driven by an interest or enjoyment in the task itself, and exists within the individual rather than relying on any external pressure.
Extrinsic motivation
comes from outside of the individual. Common extrinsic motivations are rewards like money and grades, coercion and threat of punishment.
5 Keys to Dress for Success
1. Geography
2. Customers
3. Corporate Culture
4. Aspirations
5. Personal Style