Show:
Cold Calling
Gatekeeper
Decision Maker
Advances
Closing
100
Marketing pushes customer data to the sales rep to target in each territory.
What is a Lead in SalesForce.com?
100
The person the sales rep might have to get around in order to talk to the final decision maker
What is the gatekeeper?
100
Something to build curiosity and interest in a prospect, making the prospect want to understand more.
What is the Hook?
100
An action that is agreed upon to move the sales process forward.
What is the Advance?
100
A signed agreement between Cardinal Health and the customer.
What is a contract?
200
A resource that you can utilize to find additional opportunities due to specific needs for their current customer. Ex. Couagecheck
What is a Vendor Rep?
200
Literature based on specific needs of the practice.
What is a sell sheet?
200
Short, crisp, concise, and compelling are some of its characteristics.
What is the Pitch?
200
A point in the securing the next meeting when the discussion will continue, but no action is agreed upon.
What is continuation?
200
The final stage in SalesForce.com
What is completed win/lose?
300
A resource you can use to search for prospective accounts.
What is Google/Internet?
300
A statement that provides the customer with an insight into solutions Cardinal offers.
What is value proposition?
300
One chance to make a positive statement about yourself and Cardinal Health.
What is the first impression?
300
A report that will help you compare price and show customer savings.
What is customer usage report?
300
You need to get a credit app and additional paperwork in order to set up the customer.
What is account setup?
400
Hunting where you currently service other customers.
What is current account locations?
400
Your information that can be placed on marketing literature.
What are sticky business cards?
400
Something that helps you sets yourself apart from the competition.
What is articulation?
400
A time to discuss the next steps in the sales process.
What is a meeting?
400
Paperwork the customer needs to submit in order to buy M/S and pharma.
What is the credit app?
500
"Hey babe, I noticed that you smiled when you saw my salmon colored sweater. Do you think you could tell me who your purchasing manager or site admin is please?"
Who is Tim Hillebrand?
500
The man that rocks a tie to stay centered and last person to always walk out of the classroom at the end of the day.
Who is LaMar Jackson III?
500
Someone that eats way too many carbs and throws heavy balls over her head.
Who is Michelle Smith?
500
He is way too obsessed with Justin Timberlake.
Who is Nick Butera?
500
This is the loudest person in class.
Who is Megan Sklut?