5. The sales call objective must not be Timed/Must the sales call objective be Timed?

6. The Sales Rep must not have in mind the time period for the physician to use the new product/Must the Sales Rep have in mind the time period for the physician to use the new product?

7. The doctor will not start to use the new product right away/Will the doctor start to use the new product right away?

8. He should not be able to get the right patients within two weeks/Should he be able to get the right patients within two weeks?

9. An effective Sales Rep must not in advance prepare promotional literature/Must an effective Sales Rep in advance prepare promotional literature?

10. Physicians don’t always like to see proof of the benefits/Do physicians always like to see proof of the benefits?

11. It isn’t important to have a copy of the clinical paper on the comparative study/Is it important to have a copy of the clinical paper on the comparative study?

12. Every sales call doesn’t also need a good opening/Does every sales call also need a good opening?

13. Both the salesperson and the customer won’t gain benefits from the call/Will both the salesperson and the customer gain benefits from the call?

14. The skill of opening won’t enable a Sales Rep to get his customer’s interest/Will the skill of opening enable a Sales Rep to get his customer’s interest?

15. Every customer doesn’t want to see value in spending time with a Sales Rep/Does every customer want to see value in spending time with a Sales Rep?

16. A Sales Rep doesn’t need to recognize the appropriate time to open/Does a Sales Rep need to recognize the appropriate time to open?

17. An effective sales person mustn’t state the purpose of the call/Must an effective sales person state the purpose of the call?

18. He didn’t then explain what the customer would get from the call/Did he then explain what the customer would get from the call?

19. Exploring isn’t the effective skill in selling/Is exploring the effective skill in selling?

20. The Sales Rep hasn’t discovered the customer’s buying needs by asking questions/Has the Sales Rep discovered the customer’s buying needs by asking questions?

21. You can’t make your customer respond freely by asking open questions/Can you make your customer respond freely by asking open questions?

22. I can’t gain «yes’ or «no’ responses by asking closed questions/Can you gain «yes’ or «no’ responses by asking closed questions?

23. The Sales Rep hasn’t proceeded very effectively through the sales call/Has the Sales Rep proceeded very effectively through the sales call?

24. The experienced Sales Rep hasn’t uncovered the customer’s needs/Has the experienced Sales Rep uncovered the customer’s needs?

25. the Sale Rep hasn’t provided the information about the relevant features, advantages and benefits of the product after exploring the customer’s needs/Has the Sale Rep provided the information about the relevant features, advantages and benefits of the product after exploring the customer’s needs?

26. The Sales Rep didn’t face some real challenges during the call/Did the Sales Rep face some real challenges during the call?

27. He didn’t explore challenge and listen carefully/Did he explore challenge and listen carefully?

28. The Sales Rep mustn’t respect the customer’s point of view/Must the Sales Rep respect the customer’s point of view?

29. Doubts and misconceptions can’t occur at every stage of the call/Can doubts and misconceptions occur at every stage of the call?

30. The customer didn’t doubt whether your product really had the features or benefits/Did the customer doubt whether your product really had the features or benefits?