1. Standing on Top of the World!!!!!

2. 1) Self-Fulfillment 2) Excellent Income 3) Recession Proof 4) Learn something new every day 5) Peer Recognition everything is ranked within a company daily results - EGO 3. Observed and sold Medical Devices in over3500 Surgical Procedures Attended and help facilitate 12 NationalSales Training Programs 2 weeks for each Managed Medical Device Reps with hiringand firing responsibility Involved with placing over 500 Sales Repsand Managers in the Medical Sales Arena Previewed over 40,000 Resumes 4. 1) Medical Sales Options -$ differences and day to day stuff Pharmaceutical Sales Medical Device Sales 2) Background needed to get into Medical Sales 3) Typical Interview Process 4) Other 5. 1) Primary Care GPs / IM in a POD Environment need 2+ yrs of B2B Sales2) Specialty Urology / GI etc. sometimes in a POD Environment need 2- 4 years of B2B Sales and 2-4 years of PC Sales3) Biotech Oncology / Alzheimers no PODs need 5+ years of Specialty Sales 6. 1)Primary Care - $55K to $80K Base - $40K to $60K Bonus -$15K to $20K2)Specialty $90K to $130KBase -$70K to $100kBonus - $20K to $30k3)Biotech $120K to $180K Base - $100K to $130K Bonus -$20K to $50K 7. Hospital Based Sell Capital Equipmentor Disposables to the Hospital System(non-O.R.) and Offices 5+ years of B2B orlimited Pharm Exp Gowns Gloves Beds Stretchers etc $100K to $130K Compensation $50K to $60K Base $50K to $70K Bonus 8. Operating Room Based Sell CapitalEquipment and/or Disposables duringsurgery 7+ years of B2B and/or B2B Mgt Pharmand/or Med Device Surgical Staplers / Implants / Heart Valves $140K to $500K Compensation $40K to $100K Base $100K to $400K Bonus 9. Excellent High School background athletics/government/part-timework etc. 4 Year Degree 99% of the time / Masters not necessary yet goodfor movement into upper mgt Exceptional Extra-Curricular Activities other than going to class i.e.Athletics / Clubs / Government / Greek / Volunteer Good GPA Usually 3.0 or higher but not an absolute Very limited movement out of college no job hopping have a jobwaiting for you when you graduate Exceptional Business to Business (B2B) SalesTraining/Experience/Accomplishments Fortune 500 companies such as ADP / Pitney Bowes / IKON Office /Ricoh / Lanier / Gallo / IBM / Xerox etc 10. Initial Phone Screen 30 - 45 minutes Initial Face to Face 1 Hour Topline conversation Tellme what you have done in your career? Walk me fromHigh School to Present Day 2nd Interview 2-3 Hours In Depth Dialogue Tell me howyou accomplished what you have done Field Ride to a Full Day shadowing a Rep / askingquestions to the customers / taking notes interacting Final Interview - 1 hour to 3 hours Not a lock if you go to a final 11. PISTL P = Presence / you can be 5 Tall and have tremendous presence and be 6 6 and have no presence I = Intelligence / Can you absorb learn master theclinical terminology well enough to carry on a detailedconversation with a physician? S = Sales Sales Training Formalized i.e. SPIN Selling Sales Accomplishments Rankings Accolades Awards T = Thought Process why did you pick the college you did? Courses to take? How did you land your first job? L = Leadership can you take on additional responsibilities down the road? Can you show how you acted like a leader in High School / College / First Job? 12. Sign up for www.linkedin.com its like Facebookfor Professionals Reminder on solid Fortune 500 B2B companiessuch as ADP / Pitney Bowes / IKON Office / Ricoh /Lanier / Gallo / IBM / Coca Cola / Pepsi / Xeroxetc Buy the book SPIN Selling by Neil Rackham Situation Problem Implication Need Payoff