32. It is not surprising that the customer was questioning you in depth.

33. They wanted to be sure that you really could deliver what you claimed.

34. Every product has its limitations.

35. A limitation is something that your product can’t offer or satisfy.

36. You will need to explore the limitation fully.

37. You must put the limitation into perspective.

38. He balanced the limitation with relevant accepted benefits.

39. In the end of the call he has gained the customer’s agreement.

40. He feels that the product will add some value to his practice.

41. The Sales Rep has uncovered all opportunities.

42. He has found implications and needs arising out of that situation.

43. Many sales Reps are afraid to ask for commitment

44. He feared that the customer would say «No!»

45. The Sales Rep has failed to close the call.

46. During his last call he recognized the appropriate time to close.

47. The customer has given a buying signal.

48. The Sales Rep has reminded the customer of the accepted benefits.

49. Tomorrow you will need to suggest an action-plan.

Задание №5: Письменно задайте вопросы к подчеркнутым словам в предложении:

1. Every MedicalRep must do some pre-call planning because goodpreparation is more than 50% of the call success.

2. The doctor wants to try the product on a specificgroup of patients.

3. The Sales Rep aimed high.

4. A Sales Rep must have in mind the customer’s profile.

5. The physician started to use the new product tofeel some loyalty to it.

6. The physician got the right patients within two weeks.

7. One month’sinitial treatment was enough forthe patient to feel some progress.

8. The Sales Rep must in advance prepare promotionalliterature.

9. Physicians always like to see proof of the benefits.

10. It is importantto have a copy of the clinical paper for the call.

11. Every salescall also needs a good opening.

12. Both thesalesperson and the customer will gain benefitsfrom the call.

13. The skill ofopening will enable a Sales Rep toget his customer’s interest.

14. Every customer wants to see value in spending time with aSales Rep.

15. A Sales Rep needs to recognize the appropriate timeto open.

16. An effectivesales person must always state the purpose of the call.

17. He explained what the customer would get fromthe call.

18. Exploring is the most effective skill in selling.

19. By askingquestions, the Sales Rep has discoveredthe customer’s buying needs.

20. By asking openquestions, you can make your customer respondfreely.

21. By asking closedquestions, you can gain «yes’ or «no’ responses.

22. The Sales Rep has proceeded very effectively through thesales call.

23. The experiencedSales Rep has uncovered the customer’s needs.

24. After exploringthe customer’s needs the SaleRep provided the information about the relevant features, advantages andbenefits of the product.

25. During the call the Sales Rep faced some real challenges.

26. He explored the challenges and listened carefully.

27. The SalesReps must respect the customer’s point of view.

28. Doubts andmisconceptions can occur at every stage of thecall.

29. The customer doubted whether your product really had thefeatures or benefits.

30. After your call the customer had incomplete or inaccurateinformation.

31. It is notsurprising that the customer was questioningyou in depth.

32. They wanted to be sure that you really could deliverwhat you claimed.

33. Every product has its limitations.

34. A limitation issomething that can be offered or satisfied by that product.

35. You will need to explore the limitation fully.