Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
29 Cards in this Set
- Front
- Back
- 3rd side (hint)
|
Corporate Culture |
1. Principle Objective 2. Corporate Character 3. Management System |
3 aspects |
|
|
Principle Objective |
"We will exceed our customers' expectations to maximize the long-term value of Cintas for its shareholders and working partners." |
|
|
|
Corporate Character |
1. Professionalism 2. High principles & moral values 3. Competitive urgency 4. Positive discontent |
4 aspects |
|
|
Management Systems |
At Cintas, we rely on a well documented management system of policies and procedures to pursue our objectives |
|
|
|
RBS Process |
Requirements-Based Selling 1. Build Rapport 2. Probe Cycle 3. Presentation 4. Cintro 5. Close 6. Handle Objections 6a. Ask for referrals |
6 steps + bonus |
|
|
Rapport Building |
1. Identify buying motives 2. Identify business objectives 3. Verify decision-making process 4. Determine positive/negative bias |
4 steps |
|
|
Probe Cycle |
1. Focus 2. Evidence 3. Agreement 4. PONC 5. Set requirement 6. Set benefit |
FEAPSS |
|
|
Cintro |
1. Single source solution 2. Adaptable program 3. Five-star Service 4. Exclusive partnerships |
SAFE |
|
|
Handle Objections |
1. Empathize 2. Clarify 3. Isolate 4. Respond |
RICE backwards |
|
|
Diversity & Inclusion |
1. Partner engagement 2. Supplier diversity 3. Corporate citizenship 4. Multicultural marketing 5. Governance |
5 components |
|
|
Partner Engagement |
Focus on recruiting, retaining, and developing our partners |
|
|
|
Supplier Diversity |
Purchase goods and services we need from a variety of businesses, including those owned by minorities and women |
|
|
|
Corporate Citizenship |
Capture our commitment to the communities in which we serve (community service) |
|
|
|
Multicultural Marketing |
Provide the support needed to service current and potential customers |
|
|
|
Governance |
Keep Cintas in good standing with government agencies such as the Equal Employment Opportunity Commission (EEOC) and the US Dept. of Labor's Office of Federal Contract Compliance Programs |
|
|
|
3 Parts of Fall Protection |
1. Harness 2. Lanyard 3. Anchor Point |
|
|
|
4 Helmet Laws |
1. Phone blocks 2. One on one debriefs 3. Training meetings 4. Targets and target process |
|
|
|
4 Characteristics of Tony's Sales Reps |
1. Activity 2. Product Knowledge 3. Target Process 4. Impact |
|
|
|
5 Cintas Leadership Skills |
1. Visionary 2. Motivational 3. Challenging 4. Management of change 5. Executive Acumen |
|
|
|
7 Staples of Training |
1. FA/CPR/AED 2yr 2. BBP 1yr 3. Forklift 3yr 4. Fire extinguisher 1 yr 5. Fit testing 1 yr 6. Hearing 1yr 7.Hazcom 1yr/new chemical/orientation |
|
|
|
FAS Goals by 2015 |
-$320 M in annual revenue -20%+ profit before selling -10%+ growth -10%+ net gain -less than 10% selling expenses |
5 financial goals |
|
|
Safety Vision |
1. Every Cintas location is injury-free 2. Every partner is engaged in continuously improving safety 3. Cintas is widely recognized as a world leader in safety and health performance |
3 components |
|
|
CPR |
Create profitable routes |
Goal of emerging business sales |
|
|
Sustained Success Model |
New presentations x Closing ratio x Average account size = Sustained success |
NP x CR x AA = SS |
|
|
SMART Goals |
Specific Measurable Attainable (achievable) Rewarding (Realistic) Time-based |
|
|
|
OSHA regulation for FA supplies for general industry |
1910.151 |
|
|
|
Eyewash stations should be within _____ distance of battery charging stations for forklifts |
10 ft/10 sec |
|
|
|
4 price levels for selling FA |
16%, 12%, 8%, 4% |
|
|
|
Tommy Thompson's characteristics of a consistently successful rep |
1. Product/industry knowledge 2. Activity 3. Follow a sales process |
|
