I'm Isabella and I sell orthopedic products, like hip, shoulder, elbow and knee replacements, for Depuy Synthes. One aspect of my selling job requires me to service what I sell, and in the case of replacement joints, that means going into the operating room with the surgeon and taking on the role of a technical expert when it comes to the capabilities, function, and surgical technique used with my company's hardware.

I took a survey and found out that I am definitely an expressive. People see me as warm and approachable, yet also not afraid to express my points of view with strong conviction I tend to act rather quickly when making decisions, after I've had a chance to survey the opinions of others who are important to me.

There are three surgeons Im going to be calling on tomorrow to introduce a newly developed solution in cartilage repair. Let me tell you a bit about each surgeon.

Dr Ruiz is a meticulous, detail oriented knee and hip replacement surgeon. His office is so neat that it looks like he rarely even uses it. He keeps the top of his desk completely free of anything except for a small business card holder at one corner He is a world class surgeon with many awards displayed on the walls. Ive heard that he wants to get rright down to business and demands to know the bottom line immediately. He has little tolerance for someone who is not the best at what they do. If he thinks you are wasting his time, He has little tolerance for someone who is not the best at what they do. If he thinks you are wasting his time, he will politely tell you so before wishing you a nice day and sending you out the door. His favorite hobby is collecting fine wines.

Dr Dominguez, an accomplished knee surgeon, has been known to be a few minutes late to surgeries due to getting caught up in some conversation with a colleague or patient. His friends tend to think of him as a great big teddy bear whom everyone wants to be around. His personality is in some way magnetic, and he has many friends. He is an ultra-competitive tennis player and rarely loses, but when he does he immediately demands a rematch for the next day if possible. He serves on five different medical boards and councils and is known as an influential leader in each. People have said that he is a visionary both in the orthopedic surgery realm as well as his own personal life. He has toyed with running for political office and most friends think he would make a great debater if he did decide to run@ His favorite hobby, other than playing tennis is traveling to the Far east.

 

Dr Velez specializes in elbow replacements, While certainly friendly, she could hardly be called effusive with her affection or conversation she seems to be totally task oriented and wants to be the best elbow replacement surgeon in the Northwest. She doesn't seem to understand the over struggles among the various surgeons and administrators at the hospital and would rather spend her time reading the latest medical journals and conversing with surgeons around the globe on the latest surgical techniques. She sometimes is slow to adopt new techniques however wanting to be absolutely certain that any procedure is better than all other possible procedures before changing. Her favorite hobby is fly fishing. 

1.  
2. Determine the social style of each surgeon in the case, and justify your determinations.
3.  
4. Would a person with an amiable style be better at selling than a person with a driver or an expressive style? Why or why not?
5.  

Answer rating: 100% (QA)

Lets analyze the social styles of each surgeon and then discuss whether a person with an amiable style would be better at selling than a person with a ... View the full answer