Stryker Sales 300 Rise & IRIS
Study online at https://quizlet.com/_dp044c
1. Which Describes The Fact, Opinion, Change, Action.
Acronym "FOCA"?
2. Which Describes the Research, Approach, Insight, Solutions, Execute.
Acronym "RAISE"?
3. What are the Four differ- Amiable, Analytical, Expressive, and Driver.
ent types of surgeon per-
sonalities?
4. What type of personali- Driver
ty would fit the surgeon
who's considered Impa-
tient, Blunt, Demanding,
Time effective, and a
workaholic?
5. What type of personal- Expressive
ity would fit the sur-
geon who's considered
a dreamer, persuasive,
creative, enthusiastic, ex-
citable, needs approval,
and is opinionated?
6. What type of personali- Amiable
ty would fit the surgeon
who needs people, focus
on feelings, supportive,
no conflict, soft-heart-
ed, a listener, and status
quo?
1/5
, Stryker Sales 300 Rise & IRIS
Study online at https://quizlet.com/_dp044c
7. What type of personali- Analytical
ty would fit the surgeon
who's a planner, very low
pressure, makes slow de-
cisions, very technical,
problem solver, organiz-
er, and conservative?
8. What are the three com- Competency, Integrity, and Goodwill.
ponents of trust?
9. What is the neocortex re- Rational or Thinking Brain
sponsible for?
10. What is the limbic brain Emotional or Feeling Brain
responsible for?
11. What is the reptilian Instinctual or Dinosaur Brain
brain responsible for?
12. EBM Meaning? Emotional Buying Motive
13. RBM Meaning? Rational Buying Motive
14. What is Insight? The capacity to gain an accurate and deep understanding.
15. What ____ percent of 95% and 5%
purchase decisions takes
place in our subcon-
scious brain while only
____ percent in the ratio-
nal or conscious brain.
16. What's Stryker's WHY? Motivation
2/5
Study online at https://quizlet.com/_dp044c
1. Which Describes The Fact, Opinion, Change, Action.
Acronym "FOCA"?
2. Which Describes the Research, Approach, Insight, Solutions, Execute.
Acronym "RAISE"?
3. What are the Four differ- Amiable, Analytical, Expressive, and Driver.
ent types of surgeon per-
sonalities?
4. What type of personali- Driver
ty would fit the surgeon
who's considered Impa-
tient, Blunt, Demanding,
Time effective, and a
workaholic?
5. What type of personal- Expressive
ity would fit the sur-
geon who's considered
a dreamer, persuasive,
creative, enthusiastic, ex-
citable, needs approval,
and is opinionated?
6. What type of personali- Amiable
ty would fit the surgeon
who needs people, focus
on feelings, supportive,
no conflict, soft-heart-
ed, a listener, and status
quo?
1/5
, Stryker Sales 300 Rise & IRIS
Study online at https://quizlet.com/_dp044c
7. What type of personali- Analytical
ty would fit the surgeon
who's a planner, very low
pressure, makes slow de-
cisions, very technical,
problem solver, organiz-
er, and conservative?
8. What are the three com- Competency, Integrity, and Goodwill.
ponents of trust?
9. What is the neocortex re- Rational or Thinking Brain
sponsible for?
10. What is the limbic brain Emotional or Feeling Brain
responsible for?
11. What is the reptilian Instinctual or Dinosaur Brain
brain responsible for?
12. EBM Meaning? Emotional Buying Motive
13. RBM Meaning? Rational Buying Motive
14. What is Insight? The capacity to gain an accurate and deep understanding.
15. What ____ percent of 95% and 5%
purchase decisions takes
place in our subcon-
scious brain while only
____ percent in the ratio-
nal or conscious brain.
16. What's Stryker's WHY? Motivation
2/5
