7. Ambitious in SMART means that…
8. Timed in SMART means that…
9. In addition to setting objectives for the call an effective Sales Rep must…
10. Physicians always like…
11. A good opening helps…
12. The skill of opening will enable a Sales Rep…
13. In order to have a good opening a Sales Rep must…
14. By the skillful use of exploring techniques a sales Rep can…
15. By the skillful use of exploring techniques a sales Rep can…
16. By asking open questions a Sales Rep can…
17. By asking close questions a Sales Rep can…
18. SPIN is…
19. S in SPIN stands for…
20. P in SPIN stands for…
21. I in SPIN stands for…
22. N in SPIN stands for…
23. After a Sales Rep has uncovered a customer’s need…
24. During the call the Sales Reps often face…
25. These challenges include…
26. In order to manage these challenges, one needs to…
27. Doubts and misconceptions can occur because…
28. When customers question Sales Reps in depth…
29. Every product has not only benefits but…
30. To manage limitations properly a Sales Rep…
31. Indifference is when…
32. Indifference is one of the most challenging situations for salesperson because…
33. To manage indifference a Sales Rep needs…
34. Sales Reps are often afraid…
35. The skill of closing is an integral part…
36. If a Sales Rep fails to close…
37. To do an effective closing a Sales Rep must…
Задание №4: Письменно поставьте повествовательные предложения в:
а) отрицательную; в) вопросительную форму:
1. Every Medical Rep must do some pre-call planning.
2. Good preparation is more than 50% of the call success.
3. You want the doctor to try the product you are promoting on a specific group of patients.
4. You have in mind how many patients the doctor will try your product on.
5. The sales call objective must be Timed.
6. Sales Rep must have in mind the time period for the physician to use the new product.
7. The doctor will start to use the new product right away.
8. He should be able to get the right patients within two weeks.
9. An effective Sales Rep must in advance prepare promotional literature.
10. Physicians always like to see proof of the benefits.
11. It is important to have a copy of the clinical paper on the comparative study.
12. Every sales call also needs a good opening.
13. Both the salesperson and the customer will gain benefits from the call.
14. The skill of opening will enable a Sales Rep to get his customer’s interest.
15. Every customer wants to see value in spending time with a Sales Rep.
16. A Sales Rep needs to recognize the appropriate time to open.
17. An effective sales person must state the purpose of the call.
18. He then explained what the customer would get from the call.
19. Exploring is the effective skill in selling.
20. By asking questions, the Sales Rep has discovered the customer’s buying needs.
21. By asking open questions, you can make your customer respond freely.
22. By asking closed questions, you can gain «yes’ or «no’ responses.
23. The Sales Rep has proceeded very effectively through the sales call.
24. The experienced Sales Rep has uncovered the customer’s needs.
25. After exploring the customer’s needs the Sale Rep has provided the information about the relevant features, advantages and benefits of the product.
26. During the call the Sales Rep faced some real challenges.
27. He explored challenge and listened carefully.
28. The sales rep must respect the customer’s point of view.
29. Doubts and misconceptions can occur at every stage of the call.
30. The customer doubted whether your product really had the features or benefits.
31. After the call the customer had incomplete or inaccurate information.