Term
| Root word "nephr" refers to which part of the anatomy |
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Definition
|
|
Term
| what is the digestive function of the liver? |
|
Definition
| to produce bile, which emulsifies large fat globules |
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Term
| process of realigning the ends of a broken bone is called |
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Definition
|
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Term
| what is the primary function of the trachea? |
|
Definition
| provides an airway to the bronchi and lungs |
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Term
| ___ is the force that keeps the blood continually circulating even between heartbeats |
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Definition
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Term
| Chemistry tests study what portion of the blood? |
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Definition
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Term
| word meaning "blood cell formation" |
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Definition
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Term
| wave-like muscular motion that propels food through the digestive tract is called |
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Definition
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Term
| pulmonary function is assessed using a |
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Definition
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Term
|
Definition
|
|
Term
| two grades of surgical instruments |
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Definition
|
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Term
| Which oxygen delivery system provides the most precise concentration of prescribed oxygen? |
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Definition
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Term
| which rule requires all healthcare providers to protect employees from exposures due to needlesticks? |
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Definition
| the needlestick safety and prevention act |
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Term
| research has sh0own that a ____ wound environment is most conductive to healing |
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Definition
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Term
| accordintg to the advance text, which type of sterilization indicator is considered most effective? |
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Definition
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Term
| T or F- surgical gloves and exam gloves are both sterile and ambidetrous |
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Definition
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Term
| physicians in teaching roles are called |
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Definition
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Term
| not-for -profit hospitals are |
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Definition
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Term
| which hospital department is typically responsible for sterilization of reusable supplies? |
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Definition
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Term
| ___ is the act passed by congress in 1996 to standarze claim formats and e3nsure the privacy of patients' medical records |
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Definition
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Term
| what is not true about nurse practitioners |
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Definition
| nurse practitioners are also referred to as physicians assistants |
|
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Term
| whats the diff between Medicare and Medicaid? |
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Definition
| medicare is an insurance program, medicaid is a welfare program |
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Term
| a proprietary healthcare facility is |
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Definition
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Term
| why cant assisted living facilities bill medicare for their services? |
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Definition
| they dont fall under federal guidelines and are not defined by CMS as medicare-qualified facilities |
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Term
| the severity of the _______ patient's condition generally requires active physician involvement and visits, professional nursing care, and poss(?) elements of medical and rehabilitative care |
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Definition
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Term
| in the nursing home survey process, inspectors look at... |
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Definition
| all aspects of the nursing home including patient and family satisfaction |
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Term
| according to the advance text, one of the greatest challenges facing LTC- and healthcare in general, is |
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Definition
| the aging nursing population resulting in a shortage of nurses |
|
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Term
| fastest growing segment of the senior housing industry? |
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Definition
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Term
| reimbursement from the government or an insurance company is reffered to as |
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Definition
|
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Term
| nation's largest health insurance program, covering some 39 mill americans? |
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Definition
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Term
| what is the largest primary care segment? |
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Definition
|
|
Term
| Nosocomial infections are also know as |
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Definition
| healthcare acquired infections |
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Term
| an otolaryngologist is more commonly known as a/an |
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Definition
|
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Term
| in a physician office, who usually provides the bulk of patient care? |
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Definition
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Term
| greatest to least, which response ranks the different type4s of nurses in terms of years of education required? |
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Definition
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Term
| healthcare practitioners who believe that most diseases are caused by pressure on the nerves because of poor alignment of the vertebrae and are called |
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Definition
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Term
| in recent years, what has become one of the greatest expenses in a physician practices budget? |
|
Definition
| malpractice insurance coverage |
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Term
|
Definition
| the difference between the selling price and the cost paid to the manufacturer, expressed as a percentage of the selling price |
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Term
| On a distribution company's financials, the amount that is remaining after all expenses have been paid is called the |
|
Definition
|
|
Term
| The contribution percentage is |
|
Definition
| gross margin minus out -of- pocket costs such as commission and shipping |
|
|
Term
| when you cut down on sales expenses and minimize returns and credits, you have a direct impact on your company's |
|
Definition
|
|
Term
| when a manufacturere uses all or most distributors in a given geographic area, this is known as |
|
Definition
|
|
Term
| according to the READ profile, "authority" is measured by a person's rank or title in the organization |
|
Definition
|
|
Term
| if your company paid 900 for an item and you sell it at a 20% gross margin, what is the3 selling price? |
|
Definition
|
|
Term
| principle measure of AR is days outstanding, which is defined as: |
|
Definition
| average number of days it takes customers to pay their invoices |
|
|
Term
| what is the diff between gross margins and profit? |
|
Definition
| gorss margin is revenue before expenses, profits are what is left over after all the OP expenses are paid |
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|
Term
| % of ordres filled completely on the first delivery is called the |
|
Definition
|
|
Term
| what do you do with the four critical factors of expected value in order to obtain probability? |
|
Definition
| each is weighted equally and then added to establish a probability range |
|
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Term
| which type of account should dictate your call frequency? |
|
Definition
|
|
Term
|
Definition
| an estimated sales dollar figure that allows you to compare one account with another |
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Term
| The ideal salesperson should use the ____ territory management style most consistently |
|
Definition
|
|
Term
| Which of the following is NOT a routing pattern? |
|
Definition
|
|
Term
| three types of territory management styles |
|
Definition
| priority, milk route, crisis |
|
|
Term
| types of routing patterns |
|
Definition
| cloverleaf, hopscotch, circular |
|
|
Term
| the ____ for an account is a sales dollar figure and a target that enables you to objectively compare one account with another |
|
Definition
|
|
Term
| the four critical factors that impact probability in the Expected value formula are: |
|
Definition
| Relationships, competition, account proximity, and decision-maker access |
|
|
Term
| what is a good time management technique to reduce time waiting for a physician during a call? |
|
Definition
| arrive at the site only a few minutes early |
|
|
Term
| which is suggested as a potential way to reduce time spent waiting to see customers? |
|
Definition
| if you are kept waiting for more than 15minutes, check in with the receptionist, if in 10 minutes you are still waiting, reschedule |
|
|
Term
| the first step to effective time management is to determine |
|
Definition
| where your time is currently being spent |
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|
Term
| the bottom line of time management is not only to control time wasters but also to, |
|
Definition
| convert time saved into productive activities |
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|
Term
| which time management technique refers to making sure that the right person is doing the right job? |
|
Definition
|
|
Term
| what are the two types of call objectives? |
|
Definition
|
|
Term
| When waiting to see a doctor/customer, it is a good idea to |
|
Definition
| give up your seat to a patient if necessary |
|
|
Term
| what you should probs do if your call is interrupted before you have established need and value is to: |
|
Definition
| ask for another appointment |
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|
Term
| what does the P stand for in the IMPACT acronym? |
|
Definition
|
|
Term
| if your main call objective is that Dr K will order a new Sanitaire steam cleaning device, a good contingency objective might be: |
|
Definition
| Dr K will take the literature that I have about the sanitair cleaner and be prepared to discuss it further on my next visit |
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|
Term
| why should you maintain an open position while listening? |
|
Definition
| open position suggests your own openness to the customer's ideas |
|
|
Term
| what is the single most important thing to do before a demonstration? |
|
Definition
| check the demo product and make sure it is in perfect working order |
|
|
Term
| what is the most important key for avoiding or overcoming price concerns? |
|
Definition
| qualify the customer in advance |
|
|
Term
| the benefits and features that you present in a sales call must be tied to the customer's |
|
Definition
|
|
Term
| key to effective presentations is to |
|
Definition
| zero in on benfits and features that meet the needs for which you have established need |
|
|
Term
| three types of objections |
|
Definition
| doubt, misunderstanding, and need-not-satisfied |
|
|
Term
| when it comes to manufacturers/distributor joint calls, which of the following is a good idea? |
|
Definition
| manufacturer handles the customer objections |
|
|
Term
| whats the best way to regain someon's attention if they appear to be indifferent? |
|
Definition
| ask an open ended question and then wait for a response |
|
|
Term
| in its simplest form, successfully closing the sale means getting the customer to |
|
Definition
|
|
Term
| what are the two steps for closing a sale? |
|
Definition
| summarize benefits, request customer action |
|
|
Term
| what is an example of an inducement close? |
|
Definition
| "this is a grea ttime to purchase because the price for this item will go up on the 15th of the month" |
|
|
Term
| what is an example of cross selling? |
|
Definition
| Suggesting the pruchase of light bulbs when selling office lighting equipment |
|
|
Term
| ____ _____ are focused probes that allow you to get a series of "yes" responses on key points, building an environment very conducive to a final "yes" |
|
Definition
|
|
Term
| what is the first step of the 5 steps that will help you appropriately approach an objection |
|
Definition
|
|
Term
| what is true about focused probes? |
|
Definition
| focused probes help you zero in on specifics |
|
|
Term
| if a customer calls to order another box of a regularly-used product which she regularly rungs out of, you have an excellent opportunity for |
|
Definition
|
|
Term
| term supply chain refers to which of the following? |
|
Definition
| path a product takes from the time it leaves the manufacturer's assembly line until it reaches the point of use |
|
|
Term
| which of the following is NOT one of the 4 primary materials management functions? |
|
Definition
|
|
Term
| When a manufacturer's makes up the diff between the sale price of a distributor's product and the price the distributor paid for a product, this is called |
|
Definition
|
|
Term
| What is the primary disadvantage of exclusive distribution for a distributor? |
|
Definition
| the manufacturer is less leikely to provide sales support |
|
|
Term
| a way to help customers oreder more efficiently is to |
|
Definition
| teach them to maintain an appropriate level of stock |
|
|
Term
| the disparity in pricing between hospital and non-hospital markets creates an incentive for products sold to one customer at a discounted price to be resold within the US to other customers in a practice generally known as |
|
Definition
|
|
Term
| the value of any valueadded service is |
|
Definition
| only what the customer preceives it to be |
|
|
Term
| the job of a distributor sales rep is to sell one thing over and above everything else. What is it? |
|
Definition
| the value of the company's distribution services |
|
|
Term
| distributors are fundamentally in the ____ service |
|
Definition
|
|
Term
| which of the following is NOT a way in which distributors help their customers to improve their cash flow? |
|
Definition
| by refusing to discount prices |
|
|
Term
| what does "high fill rate" mean? |
|
Definition
| an assurance to your customers that they can rely on your company to get them the products they ordered, completely, the next delivery goes out the door |
|
|
Term
| what is "quantifying your value?" |
|
Definition
| showing customers-in real dollars and cents- how much yo uhave saved them in decreased costs or how much you have helped them to increase their revenues |
|
|
Term
| tonometry is the measure of _____ pressure |
|
Definition
|
|
Term
| what instrument is used to maintain samples at a constant temp? |
|
Definition
|
|
Term
| ____ thermometers, also called ear thermometers, are placed inside the ear |
|
Definition
|
|
Term
| what is auscultation and what instrument is used to measure it? |
|
Definition
| listening for sounds within the body, a stethoscope |
|
|
Term
| the _____ projects light into the back of the eye and aids in the diagnosis of a variety of (stuff) |
|
Definition
|
|
Term
| Percentage of red blood cells per given volume of blood is known as the |
|
Definition
|
|
Term
|
Definition
|
|
Term
| which of the following is an X-ray technology that allows examination of livintg, moving structures |
|
Definition
|
|
Term
| what diagnostic instrument would most likely be used to check for polyps? |
|
Definition
|
|
Term
| Which type of bulb burns longer and brighter and casts a more natural spectrum of light? |
|
Definition
|
|
Term
| category of tests most marketable to physician offices is called by the CLIA program |
|
Definition
|
|
Term
|
Definition
| the rapid administration of enteral formula using a syringe every 3 to 4 hours |
|
|
Term
| consultative selling simply means |
|
Definition
| being a problem solver to your customers |
|
|
Term
| on-site education you or your distributors provide to your customers and their staff is called |
|
Definition
|
|
Term
| the _____ is the endocrine gland in the brain known as the "master gland" |
|
Definition
|
|
Term
| the major organ of the integumentary system is the |
|
Definition
|
|
Term
| neuroglia literally means |
|
Definition
|
|
Term
| the lymphatic system is classifed as a division of what major body system? |
|
Definition
|
|
Term
| the ____ is critical to homeostasis, a state of body equilibrium or internal (...) |
|
Definition
|
|
Term
| gas exchange between the blood and the body tissues is called what? |
|
Definition
|
|
Term
| from the stomach, the food enters the _____ |
|
Definition
|
|
Term
| the urine-forming unit in the kidney made up of renal corpuscle and a renal tubule is the |
|
Definition
|
|
Term
| the wave-like muscular motion that propels food through the digestive tract is called |
|
Definition
|
|
Term
| the heart is enclosed in a membrane called the __________ |
|
Definition
|
|
Term
| the inside layer of the uterus is the |
|
Definition
|
|
Term
| the substance, produced by the thyroid gland, which controls the rate at which the body produces (...) |
|
Definition
|
|
Term
| the gall bladder is a small, green sac embedded in the surface of the ______ |
|
Definition
|
|
Term
| which of the following is the BEST example of a call objective |
|
Definition
| Dr. M will recognize the system's benefits and agree to a demo |
|
|
Term
| in the IMPACT acronym, what rapport-building topic does the C stand for? |
|
Definition
|
|
Term
| the T in IMPACT stands for |
|
Definition
|
|
Term
| What are the three basic steps in planning a sales call? |
|
Definition
| reviewing info about the account, setting objectives for the call, developing the plan (?) |
|
|
Term
| which is not a characteristic of effective sales call openers? |
|
Definition
| they create curiosity rather than provide specifics as to why you are making the call |
|
|
Term
| a good sales call objective specifies.../ |
|
Definition
| that you will get some type of action or commitment from the customer |
|
|
Term
| the READ profile is a method to help you assess... |
|
Definition
| each contact in an account |
|
|
Term
| the E in READ profile stands for |
|
Definition
|
|
Term
| If your company paid $120 for an item and sold it for $160, the _____ is 25% |
|
Definition
|
|
Term
| Which of the following is NOT one of the major strategies for account penetration |
|
Definition
| focused price discounting |
|
|
Term
|
Definition
| the difference between the selling price of the product and the cost paid to the manufacturer expressed as a percentage of the selling price |
|
|
Term
| when you cut down on sales expenses and minimize returns and credits, you have a direct impact on ____ |
|
Definition
|
|
Term
| the _______ order size is the point at which your company neither makes money nor loses money |
|
Definition
|
|
Term
| the key measurement for accounts receivable is: |
|
Definition
| DSO- Days sales outstanding |
|
|
Term
| whats the main purpose of an account planner? |
|
Definition
| to uncover sales and profit opportunities that you otherwise wouldn't have seen |
|
|
Term
| what kind of probe is "who orders supplies for your practice?" |
|
Definition
|
|
Term
| the benefits and features you present must be tied to |
|
Definition
|
|
Term
| two basic categories of active listening techniques are: |
|
Definition
| focusing and feeding back |
|
|
Term
| A _______ is a characteristic of a product. |
|
Definition
|
|
Term
| T or F- when using visuals during a sales call, you should allow the customer to hold the visual |
|
Definition
|
|
Term
| when you an a manufacturer rep are both in a call, who should handle customer objections? |
|
Definition
|
|
Term
| the most important concept of effectivew call allocation is: |
|
Definition
| determining the yield or expected value from each account |
|
|
Term
| the ______ territory management style is best used for very isolated clusters of accounts |
|
Definition
|
|
Term
| Expected value provides a ________ method for comparing one account with another |
|
Definition
|
|
Term
| the purpose of sorting accounts into categories is mainly so that the sales rep can determine their planned _______ |
|
Definition
|
|
Term
| call capability is defined as: |
|
Definition
| the number of sales calls a rep can make in a given period of time |
|
|
Term
| what is the formual for expected value? |
|
Definition
| EV = repeat sales + (added volume x probability) |
|
|
Term
| what percentage of your customers should be A accounts? B accounts? C accounts? |
|
Definition
| 15% A accounts, 20% B accounts, 65% C accounts |
|
|
Term
| zoneing your territory by dividing it into geographic sub-territories is called |
|
Definition
|
|
Term
| what parts of the blood are analyzed using hematology studies |
|
Definition
|
|
Term
| what happens to the body if it contains too little thyroxine? |
|
Definition
|
|
Term
| Centers for disease control guidelines recommoned healthcare providers use ____ to ....(clean) |
|
Definition
| alcohol-based waterless antiseptic agents |
|
|
Term
| ________ offer aerosol-based respiratory treatment |
|
Definition
|
|
Term
| when referring to dressing securing tapes, occlusive means... |
|
Definition
|
|
Term
| whats the difference between casework and cabinetry? |
|
Definition
| casework design is flexible and can satisfy many storage needs |
|
|
Term
| which hospital department is typically responsible for sterilization of reusable supplies? |
|
Definition
|
|
Term
| who is the senior decision maker in a nursing facility? |
|
Definition
|
|
Term
| in terms of capabilities for nursing home patients, what does ADL stand for? |
|
Definition
| activities of daily living |
|
|
Term
| what is the fastest growing segment of the population of the US? |
|
Definition
| seniors over the age of 85 |
|
|
Term
| nearly 2/3 of nursing home residents rely on ____ to pay for their care |
|
Definition
|
|
Term
| nosocomial infections are also known as... |
|
Definition
| healthcare acquired infections |
|
|
Term
| the number of physicians in the US is... |
|
Definition
|
|
Term
| what type of specialist will evaluate a patient's readiness for surgery and will discuss the process... (?) |
|
Definition
|
|
Term
| the physician who treats disorders of the external male genital organs is called an... |
|
Definition
|
|
Term
| rank of Nurses from GREATEST to LEAST |
|
Definition
|
|
Term
| building relationships in order to increase account penetrating opportunities is an example of... |
|
Definition
|
|
Term
| formula for breakeven order size is.. |
|
Definition
| foxed cost of filling an order divided by the contribution percentage |
|
|
Term
|
Definition
| using a limited number of specified brands in order to improve efficiency and increase purchasing power |
|
|
Term
| whats the diff between gross margin and mark-up |
|
Definition
| gross margin is a percentage of the selling price- markup is a percentage of the acquisition cost |
|
|
Term
| sales reps sort accounts into categories in order to determine the appropriate |
|
Definition
|
|
Term
| every successful sales rep is also a successful... |
|
Definition
|
|
Term
| what is the time management technique that is opposite of bunching? |
|
Definition
|
|
Term
| what is a good time management technique to reduce time waiting? |
|
Definition
| arrive at the site only a few minutes early |
|
|
Term
| the first step to planning by priority is... |
|
Definition
| establishing your overall goals |
|
|
Term
| what is the main objective of time management? |
|
Definition
| max. productive activities and minimize time-killers |
|
|
Term
| most important skill to help open doors |
|
Definition
|
|
Term
| two types of call objectives |
|
Definition
|
|
Term
| be sure to discuss ____ benefit-feature pair(s) at a time for maximum carity and persuasion |
|
Definition
|
|
Term
| what is the "funneling" concept? |
|
Definition
| start your call with planned open probes and then focus your customer using focused probes |
|
|
Term
| two things you need to establish before you try to close a sale... |
|
Definition
|
|
Term
| two steps for closing a sale |
|
Definition
| summarize benefits, request customer action |
|
|
Term
| best way to regain someone's attention |
|
Definition
| ask an open ended question and then wait for a response |
|
|
Term
| example of an inducement close |
|
Definition
| this is a great time to purchase because the price for this item will go up on the 15th |
|
|
Term
|
Definition
| DIAA- direct, inducement, alternative, assumptive |
|
|
Term
| the ____ close is one that you can use when you have gotten strong buying signals |
|
Definition
|
|
Term
| type of objection that comes into play when the salesperson has not done an effective job... |
|
Definition
|
|
