• In what wasn’t the customer interested at all?

40. He doesn’t want your product.

• Who doesn’t want your product?

• What doesn’t he want?

• Whose product doesn’t he want?

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

• Who feels that the product will add some value to his practice?

• What value will he feel the product add to his practice?

• To whose practice will the product add some value?

42. The Sales Rep has uncovered all opportunities.

• Who has uncovered all opportunities?

• What has the Sales Rep done?

• What has the Sales Rep uncovered?

• What opportunities has the Sales Rep uncovered?

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

• Who has found implications and needs arising out of that situation?

• What has he found?

• What needs has he found?

44. Many Sales Reps are afraid to ask for commitment.

• Who is afraid to ask for commitment?

• How many Sales Reps are afraid to ask for commitment?

• What are many Sales Reps afraid of?

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

• Who feared that the customer would say «No!»?

• What did he fear?

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

• Who has failed to close the call?

• What has he failed to do?

• What has he failed to close?

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

• Who recognized the appropriate time to close during the last call?

• What did he recognize?

• What time did recognize to close during the last call?

48. The customer has given a buying signal.

• Who has given a buying signal?

• What has the customer done?

• What signal has the customer given?

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

• Who has reminded the customer of the accepted benefits?

• Whom has the customer reminded of the accepted benefits?

• Of what benefits has the Sales Rep reminded the customer?

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

• Who will need to suggest an action-plan tomorrow?

• What will you need to do tomorrow?

• What plan will you need to suggest tomorrow?

• When will you need to suggest an action-plan?

Задание 8 b) Письменно переведите предложения на английский язык:

1. She works as a physician. But she doesn’t! She works as a Sales Rep in a pharmaceutical company.

2. Doctor Sergeeva has not returned from from the international congress yet. But she has! She returned a month ago.

3. Andrey Teetov will go to the cycle conference in Turkey. Yes, that is right.

4. Medical Reps usually work in the office. But they don’t! They always work in the field with their customers.

5. Few Medical Reps work in big pharmaceutical companies. It is not correct! Many Medical Reps work in I big pharmaceutical companies.

6. As a rule, Medical Reps don’t have cars. But they do! Medical Reps usually have cars.

7. Medical Reps buy mobile phones for themselves. But they don’t the company buys mobile phones for them.

Задание №12: Письменно, ответьте, что Вы не знаете ответа на заданный вопрос, используя приведенные ниже модели:

• I am afraid I don’t know…

• I am afraid I can’t say…

• I have no idea…

1. I am afraid I don’t know what a special technique is that the Sales Reps use to prepare for the call.

2. I am afraid I can’t say what SMART means.

3. I have no idea what Specific means in SMART.

4. I am afraid I don’t know what Measurable means in SMART.

5. I am afraid I can’t say what Ambitious means in SMART.

6. I have no idea what Timed means in SMART.

7. I am afraid I don’t know why Sales Reps prepare promotional literature for a call.

8. I am afraid I can’t say why a good opening is so important for sales call.