Showing posts with label Detailing sequence. Show all posts
Showing posts with label Detailing sequence. Show all posts
January 13, 2015
1-Pre - Call Planning
Pre Call Planning means effective communication
With the customer starts before the sales interview
By preparing the proper receptive climate as follows
-Set call objectives
-Select opening statement, and core message.
-Select documentation/supporting materials.
Appropriate documentation and support materials include:
Promotional materials.
Clinical research paper.
Product labeling.
Patient education materials.
Product samples.
With the customer starts before the sales interview
By preparing the proper receptive climate as follows
-Set call objectives
-Select opening statement, and core message.
-Select documentation/supporting materials.
Appropriate documentation and support materials include:
Promotional materials.
Clinical research paper.
Product labeling.
Patient education materials.
Product samples.
2-Sales Call
Five-Steps Approaches for Competitive Sales Call
A-Build credibility.
B-Probing.
C-Deliver Message.
D-Resolve areas of concern.
E-Close the sale.
A-Build credibility.
B-Probing.
C-Deliver Message.
D-Resolve areas of concern.
E-Close the sale.
A-Build Credibility
A-Build Credibility:
Intent
Propriety
Commonality
Competence
Be empathic
Be genuine
Propriety
Commonality
Competence
Be empathic
Be genuine
