1. How is the sales force at MedTronic structured?
2. Can you identify the selling process for MedTronic? Give an example of each step.
3. Is MedTronic effective at building long-term customer relationships through its sales force? How?
Many companies sell products that most customers can live without. But MedTronic's devices are literally a matter of life and death. Patient well-being depends upon the insulin delivery devices, implantable defibrillators, and cardiac pacemakers designed and manufactured by MedTronic. In some markets, seven out of eight medical devices in use are MedTronic devices. But what happens when MedTronic has a product that it knows will help a given business or institutional customer in terms of cost, time, and end-user well-being, but it can't get a foot in the door to communicate that information? This video demonstrates how MedTronic sales representatives maintain a customer centered approach to the personal selling process as a means for effectively communicating their product benefits.