36. You must put the limitation into perspective.

37. He balanced the limitation with relevantaccepted benefits.

38. In the end ofthe call he has gained thecustomer’s agreement.

39. The customer was not at all interested in what you were saying.

40. He doesn’t want your product.

41. He feels that the product will add some value to hispractice.

42. The Sales Rephas uncovered all opportunities.

43. He has found implications and needs arisingout of that situation.

44. Many Sales Repsare afraid to ask for commitment.

45. He feared thatthe customer would say «No!»

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

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

48. The customer has given a buying signal.

49. The Sales Rep has reminded the customer ofthe accepted benefits.

50. Tomorrow you will need tosuggest an action-plan.

Задание №6: Устно прореагируйте на следующие реплики. Исправьте утверждения не соответствующие содержанию текста.

1. Every Medical Rep must do some pre-call planning.

2. Good preparation is more than 50% of the call success.

3. The special technique that the Sales Reps use to prepare for the call is known as SPIN.

4. To make your call specific you have to know what you want to achieve.

5. Measurable means that you have in mind the time for the call.

6. Ambitious objective means that you should plan the closing.

7. Ambitious and Realistic are the same thigs.

8. Timed means that a Sales Rep must have in mind the duration of the call.

9. Promotional literature is not that much important for doctors.

10. For effective call a Sales Rep must prepare promotional literature in advance.

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

12. It isn’t important to have a copy of the clinical paper on the comparative study.

13. Every sales call needs a good opening.

14. A customer doesn’t need to see value in spending time with a Sales Rep.

15. Sometimes physicians see no value in spending time with a Sales Rep.

16. It is very bad when physicians see no value in spending time with Sales Reps.

17. It is very good when both the salesperson and the customer see what they gain from their meeting.

18. Exploring is not needed when the physician is very busy.

19. By the use of exploring techniques a Sales Rep can discover all customer’s needs.

20. By the use of exploring techniques a Sales Rep can discover only professional needs of the customer.

21. By asking open questions a Sales Rep can gain «yes’ or «no’ responses.

22. By asking close questions a Sales Rep can get some new information about the customer.

23. The most effective and well known technique of exploring customer’s needs is SMART technique.

24. In SPIN technique S stands for a group of situational questions.

25. In SPIN technique P stands for a group of professional questions.

26. After a Sales Rep has uncovered a customer’s need through exploring he/she closes the call.

27. Advantages and benefits of the product show the customer how a Sales Rep can satisfy his/her need.

28. Doubts and misconceptions, limitations and indifference don’t present any challenges for a Sales Rep.

29. An experienced Sales Rep never faces challenges with customers.

30. Every product has its limitations.

31. Modern products don’t have any limitations.

32. It is very surprising when customers question a Sales Rep in depth.

33. An indifferent customer never questions a Sales Rep in depth.

34. Limitation is something that can not be offered or satisfied by the product.

35. To manage this challenge a Sales Rep will need to explore to understand the limitation fully, acknowledge the limitation, put the limitation into perspective and balance it with relevant accepted benefits.