• Within what time did the physician get the right patients?

7. One month’s initial treatment was enough for the patient to feel some progress.

• What was enough for the patient to feel some progress?

• What initial treatment was enough for the patient to feel some progress?

• For whom was one month’s initial treatment enough to feel some progress?

8. The Sales Rep must in advance prepare promotional literature.

• Who must in advance prepare promotional literature?

• What must the Sales Rep do in advance?

• What must the Sales Rep prepare in advance?

• What literature must the Sales Rep prepare in advance?

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

• Who always like to see proof of the benefits?

• What do physicians always like to do?

• What proof do physicians always like to see?

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

• What is it important to have for the call?

• What paper is it important to have for the call?

11. Every sales call also needs a good opening.

• What needs a good opening?

• What does every sales call need?

• What opening does every sales call need?

12. Both the salesperson and the customer will gain benefits from the call.

• Who will gain benefits from the call?

• What will both the salesperson and the customer gain from the call?

13. The skill of opening will enable a Sales Rep to get his customer’s interest.

• What will enable a Sales Rep to get his customer’s interest?

• What skill will enable a Sales Rep to get his customer’s interest?

• Whose interest will the skill of opening enable a Sales Rep to get?

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

• Who wants to see value in spending time with a Sales Rep?

• What customer wants to see value in spending time with a Sales Rep?

• What does every customer want to do?

• What does every customer want to see?

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

• Who needs to recognize the appropriate time to open?

• What does a Sales Rep need?

• What time to open does a Sales Rep need to recognize?

16. An effective sales person must always state the purpose of the call.

• Who must always state the purpose of the call?

• What sales person must always state the purpose of the call?

• What must an effective sales person always state?

• What purpose must an effective sales person always state?

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

• Who explained what the customer would get from the call?

• What did he do?

• What did he explain?

18. Exploring is the most effective skill in selling.

• What is the most effective skill in selling?

• Where is exploring the most effective skill?

19. By asking questions, the Sales Rep has discovered the customer’s buying needs.

• Who has discovered the customer’s buying needs?

• How has the Sales Rep discovered the customer’s buying needs?

20. By asking open questions you can make your customer respond freely.

• How can you make your customer respond by asking open questions?

• By asking what questions can you make your customer respond freely?

21. By asking closed questions you can gain «yes» or «no» responses.

• By asking what questions can you gain «yes» or «no» responses?

• What responses can you gain by asking closed questions?

22. The Sales Rep has proceeded very effectively through the sales call.

• Who has proceeded very effectively through the sales call?

• How has the Sales Rep proceeded through the sales call?

23. The experienced Sales Rep has uncovered the customer’s needs.

• Who has uncovered the customer’s needs?