9. I have no idea what the skill of opening enables a Sales Rep.

10. I am afraid I don’t know what the skill of opening includes.

11. I am afraid I can’t say why exploring is the most powerful and effective skill in selling.

12. I have no idea what exploring helps a Sales Rep to discover.

13. I am afraid I don’t know what a Sales Rep can achieve by asking open questions.

14. I am afraid I can’t say what a Sales Rep can achieve by asking close questions.

15. I have no idea what the most effective and well known technique of exploring customer’s needs is.

16. I am afraid I can’t say what SPIN means.

17. I am afraid I can’t say what S means in SPIN.

18. I have no idea what P means in SPIN.

19. I am afraid I don’t know what I means in SPIN.

20. I am afraid I can’t say what N means in SPIN.

21. I have no idea why it is important to ask a customer situation questions.

22. I am afraid I don’t know why it is important to ask a customer problem questions.

23. I am afraid I can’t say why it is important to ask a customer implication questions.

24. I have no idea why it is important to ask a customer navigation questions.

25. I am afraid I don’t know when a Sales Rep must provide the information about the relevant features, advantages and benefits of your product.

26. I have no idea why it is important to provide the information about the relevant features, advantages and benefits of your product.

27. I have no idea what a Sales Rep can achieve by providing the information about the relevant features, advantages and benefits of your product.

28. I am afraid I don’t know what Sales Reps often face during the call.

29. I am afraid I can’t say why Sales Reps often face challanges during the call.

30. I have no idea what challenges include.

31. I am afraid I don’t know what a Sales Rep must do to manage these challenges.

32. I am afraid I can’t say why doubts and misconceptions occur.

33. I have no idea why indifference occur.

34. I am afraid I don’t know why limitations occur.

35. I am afraid I can’t say what a Sales Rep must do to manage the product limitation.

36. I have no idea what it means to balance the limitation with a relevant accepted benefit.

37. I am afraid I don’t know what makes indifference the most difficult challenge for a Sales Rep.

38. I have no idea what a Sales Rep must do to manage a customer indifference.

39. I am afraid I can’t say why closing can be a real challenge for many Sales Reps.

40. I am afraid I don’t know what call closing includes.

41. I have no idea why closing is so important for a sales call.

«Ключ» для проверки контрольной работы по теме №2:

1. I am not sure that every Medical Rep does some pre-call planning.

2. What is a special technique that the Sales Reps use to prepare for the call?

3. What does SMART mean?

4. I am not sure that Sales Reps use promotional literature in every call.

5. Why is a good opening so important for a sales call?

6. What does the skill of opening enable a Sales Rep to do?

7. I am afraid you are wrong when you say that the skill of exploring includes active listening.

8. I don’t agree with you that Sales Reps achieve nothing by asking open questions.

9. What is the most effective and well known technique of exploring customer’s needs?

10. Why is it important to ask a customer problem questions?

11. Why did the Sales Rep provide/present the information about the product before exploring the customer’s needs?

12. I am afraid I don’t know why Sales Reps often face challenges during the call.

13. What do challenges include?

14. What has the Sales Rep done to manage these challenges?