fastrack training presentation

04/13/231

Fastrack TrainingFastrack Training

04/13/232

IntroductionIntroduction

The company and its position in the medical supply industry

You will learn about:

– The company and its direction– The industry– Aspects of the selling process– Making a presentation

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Agenda Day OneAgenda Day One

Module

1 Welcome/Orientation Trainer8:30 Welcome

9:00 Orientation 2 Company Overview Trainer

9:30 - 10:30 3 Industry Overview Trainer

10:30 - 12:00 Lunch

12:00 - 1:30 4 Telemarketing Trainer

1:30 - 3:30 3:30 - 4:30 On your own

Wrap-Up Trainer4:30 - 5:00

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Module 1:Module 1:WELCOME/ORIENTATIONWELCOME/ORIENTATION

OBJECTIVES:

– To welcome students to The Company.– To cover the basic orientation required for

new employees.– To welcome students to The Company.

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Module 1:Module 1:WELCOME/ORIENTATIONWELCOME/ORIENTATION

ESTIMATED TIME OF PRESENTATION:– 1 hour

AGENDA:– Distribute materials for FASTRACK

– Review agenda and guidelines for FASTRACK

– Welcome and Introductions

– Distribute and discuss new employee paperwork and information

– Define the terms as used in this subject

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Module 2:Module 2:COMPANY OVERVIEW & DIRECTIONCOMPANY OVERVIEW & DIRECTION

OBJECTIVES: – To inform each new employee about the

background of The Company so they can accurately and effectively represent the company to prospective clients.

– To build a sense of commitment within each new employee by demonstrating exactly how their contribution will allow the company to grow and prosper.

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PREREQUISITE MATERIALS:– None

ESTIMATED TIME TO COMPLETE:– 1 hour

AGENDA:– Company History, including:

– Corporate Structure

– Current Operation and Services

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Corporate DirectionCustomer ServiceBasic SystemsOrganization Charts -

– The Who’s Who of The CompanyThe Expectation of each Account

Executive’s Contribution

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Module 3:Module 3:IndustryIndustryAN OVERVIEWAN OVERVIEW

OBJECTIVES: – To “briefly” inform each new Account Executive

about the history of the medical supply industry marketplace.

– To provide basic information which will allow each attendee to understand how we fit within this market.

PREREQUISITES & REFERENCE MATERIALS:

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Module 3:Module 3:IndustryIndustryAN OVERVIEWAN OVERVIEW

ESTIMATED TIME OF PRESENTATION:

AGENDA:– What’s important to our prospects and clients?

– What type companies sell medical supplies?

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Module 4:Module 4:TELEMARKETINGTELEMARKETING

ESTIMATED TIME TO COMPLETE:

– 3 hours 30 minutesAGENDA:

– Meet Telemarketing Team .– Overview of Telemarketing Team’s Call

Process,– Daily/Monthly Objectives, and Procedures.

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Module 4:Module 4:TELEMARKETINGTELEMARKETING

Sit in with Telemarketing Team and observe the process of telephone prospecting.

Perform telephone prospecting yourself with objective of obtaining your own leads.

MINIMUM OF 25 CALLS. (Telemarketing Team will provide prospect cards

for this initial effort. After that time, you will provide your own prospect list.)

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Agenda Day TwoAgenda Day Two

Module

5 AMS Products Trainer9:00 - 11:00

6 Competition Trainer11:00 - 12:00

Lunch12:00 - 1:30

7 Field Time Trainer with AE1:00 - 4:30

Wrap-Up Trainer4:30 - 5:00

04/13/2314

Module 5:Module 5: PRODUCTS & SERVICES PRODUCTS & SERVICES

OBJECTIVES:– To provide a complete overview of our “core

business” product lines.– Definition:–

PREREQUISITE MATERIALS:–

ESTIMATED TIME OF PRESENTATION:

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Module 5:Module 5:AMS PRODUCTS & SERVICESAMS PRODUCTS & SERVICES

GENERAL OVERVIEW:– As Account Executives, your mission is to

replace – We will address each service independently --

from the way we determine the cost and proposal to the complete sales order package and implementation schedule.

TARGET MARKET:– Small to medium size companies.

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Module 6:Module 6:COMPETITIONCOMPETITION

OBJECTIVES:

– To educate the Account Executives about the different types of competing companies

PREREQUISITE MATERIALS: ESTIMATED TIME TO COMPLETE:

– 1 hour GENERAL OVERVIEW:

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Module 7:Module 7:FIELD TRIPFIELD TRIP

OBJECTIVES: – To obtain exposure to cold call methods.

– To obtain exposure to sales appointments. PREREQUISITE MATERIALS:

– None. ESTIMATED TIME TO COMPLETE:

– 4 hours 30 minutes

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Module 7:Module 7:FIELD TRIPFIELD TRIP

AGENDA:– 12:00-4:30 PM Ride in the field with an experienced

Account Executive. See a minimum of two appointments. See a minimum of 15 cold calls. Write down a minimum of 40 business names to call.

Note: Each new AE will be assigned to ride with an experienced AE or manager

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Agenda Day ThreeAgenda Day Three

Module

8 Billing and Invoices Trainer

8:15 - 9:00 9 Warehouse and facility tour Trainer

9:00 - 10:30 10 Account Executive telemarketing Trainer

10:30-12:00 Lunch

12:00 - 1:30

11 Site Seller Trainer1:30 - 5:00

04/13/2320

Module 8:Module 8:BILLING INVOICEBILLING INVOICE

OBJECTIVES:

– To provide an intimate knowledge of The Company Billing Invoice, so Account Executives understand the benefits of the invoice and are able to convey these benefits to prospects. Also, to view the Billing Invoice as a product to be sold, as opposed to just a payment coupon.

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Module 8:Module 8:BILLING INVOICEBILLING INVOICE


ESTIMATED TIME TO COMPLETE:– 45 minutes

GENERAL OVERVIEW:

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Module 9:Module 9:TOUR OF WAREHOUSE AND TOUR OF WAREHOUSE AND FACILITIESFACILITIES OBJECTIVES:

– To give students a “first hand” look at warehouse functions and facility operations.

– To introduce students to key personnel in the warehouse and facilities

PREREQUISITES:– None

ESTIMATED TIME TO COMPLETE:– 1 hour

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Module 10:Module 10:ACCOUNT EXECUTIVE ACCOUNT EXECUTIVE TELEMARKETINGTELEMARKETING OBJECTIVES:

– To obtain leads through telemarketing. PREREQUISITE MATERIALS:

– Bring list of prospect names for telemarketing on your own.

ESTIMATED TIME TO COMPLETE:– 1 hour 30 minutes

AGENDA:– Perform telephone prospecting yourself with

objective of obtaining your own leads. MINIMUM OF 40 CALLS.

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Agenda Day FourAgenda Day Four

Module

12 Order Entry Process Trainer1:00 - 2:00

13 Weekly Plan Trainer2:00-3:30

14 Field Trip Trainer3:30 - 4:30Wrap-Up Trainer

4:30 - 5:00

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Module 11:Module 11:FIRST APPOINTMENT PRESENTATIONFIRST APPOINTMENT PRESENTATION“THE SITE SELLER”“THE SITE SELLER”

OBJECTIVES:– To teach each Account Executive the specific

presentation contained within the Site Seller.

– To equip each Account Executive to effectively conduct a complete, professional, effective first appointment.

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Module 11:Module 11:FIRST APPOINTMENT PRESENTATIONFIRST APPOINTMENT PRESENTATION“THE SITE SELLER”“THE SITE SELLER”

PREREQUISITES:– Review a copy of the Site Seller

AGENDA:– Site Seller Training (including multiple role-plays)

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Module 12:Module 12:ORDER PROCESS & CONTRACT ORDER PROCESS & CONTRACT ADMINISTRATIONADMINISTRATION

OBJECTIVES: – To educate the Account Executives on the proper

method of completing a contract package in a way that promotes solid, error free orders.



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Module 12:Module 12:ORDER PROCESS & CONTRACT ORDER PROCESS & CONTRACT ADMINISTRATIONADMINISTRATIONGENERAL OVERVIEW:

– Whenever someone begins working for an organization, especially in a sales capacity, the process of learning to properly complete all the necessary contract and order forms is usually difficult and quite often burdensome. At The Company, we have tried to make it simple: we keep the number of forms at the absolute minimum level needed to operate, and expect the few forms that are required to be properly completed every time. After attending this class, everyone will have the ability to properly complete each and every form associated with the order process.

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Module 13:Module 13:WEEKLY PLANWEEKLY PLAN

OBJECTIVES: – To organize work week and maintain consistent sales

production. PREREQUISITE MATERIALS:

– None ESTIMATED TIME TO COMPLETE:

– 30 minutes AGENDA:

– Review guidelines– Set Monday through Friday work schedule

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Module 14:Module 14:FIELD DAYFIELD DAY

OBJECTIVES: – To perform cold calls.

– To obtain exposure to sales appointments.

– To conduct an initial visit appointment of your own. PREREQUISITE MATERIALS:

– Set an appointment for an initial visit. ESTIMATED TIME TO COMPLETE:

– 5 hours

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Module 14:Module 14:FIELD DAYFIELD DAY AGENDA:

– 10:30 AM-3:30 PM Ride in the field with an experienced Account Executive.

– See a minimum of one appointment and one proposal set by Senior AE.

– Perform a minimum of one appointment of your own.

– Perform a minimum of 15 cold calls.– Write down a minimum of 40 business names to

call. Note: Each new AE will be assigned to ride with an

experienced AE.

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Module 15:Module 15:THE PROPOSAL PRESENTATIONTHE PROPOSAL PRESENTATION

OBJECTIVES:– To teach each Account Executives how to effectively

and professionally present a final proposal.

– To create one proposal and role play to reinforce the proposal.

PREREQUISITES:– To complete the proposal preparation

– To complete one proposal which can be used during the role play.

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ESTIMATED TIME OF PRESENTATION:– 3 hours 30 minutes

AGENDA:– Complete Explanation of the Proposal Document

(including role-play)– Proposal Preparation (Overview)– Setting the stage for the proposal– Presenting the proposal– Closing– Overcoming Objectives

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SETTING THE STAGE FOR THE PROPOSAL– Reintroduce yourself to the prospect – Tell the prospect what you intend to do at the

proposal – Review the critical points covered at the first

meeting – Approach the proposal with confidence,

assertiveness and directness

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Module 16:Module 16:RECAP & PLANSRECAP & PLANS

OBJECTIVES:– Recap the events of the week.– Prepare plans for Week 2.

PREREQUISITES:– Complete Module 13: Weekly Plan


AGENDA:– Review events of the week– Answer any outstanding questions– Prepare/present plan for Week 2

fastrack training presentation

Documents

company overview trainer

overview objectives

complete overview

telemarketing trainer

industry overview trainer

telemarketing estimated

field time trainer

company history