Самоучитель английского языка для менеджеров фармбизнеса. PharmEnglish for pharm career. Андрей Тимофеевич Бычков

What does the skill of opening enable a Sales Rep?

      11. What does the skill of opening include?

      12. Why is exploring the most powerful and effective skill in selling?

      13. What does exploring help a Sales Rep to discover?

      14. What can a Sales Rep achieve by asking open questions?

      15. What can a Sales Rep achieve by asking close questions?

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

      17. What does SPIN mean?

      18. What does S mean in SPIN?

      19. What does P mean in SPIN?

      20. What does I mean in SPIN?

      21. What does N mean in SPIN?

      22. Why is it important to ask a customer situation questions?/What is the use of asking…?

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

      24. Why is it important to ask a customer implication questions?

      25. Why is it important to ask a customer navigation questions?

      26. When must a Sales Rep provide the information about the relevant features, advantages and benefits of your product?

      27. Why is it important to provide the information about the relevant features, advantages and benefits of your product?

      28. What can a Sales Rep achieve by providing the information about the relevant features, advantages and benefits of your product?

      29. What do Sales Reps often face during the call?

      30. Why do Sales Reps often face challenges during the call?

      31. What do challenges include?

      32. What must a Sales Rep do to manage these challenges?

      33. Why do doubts and misconceptions occur?

      34. Why does indifference occur?

      35. Why do limitations occur?

      36. What must a Sales Rep do to manage the product limitation?

      37. What does it mean to balance the limitation with a relevant accepted benefit?

      38. What makes indifference the most difficult challenge for a Sales Rep?

      39. What must a Sales Rep do to manage a customer indifference?

      40. Why can closing be a challenge for many Sales Reps?

      41. What does closing include?

      42. Why is closing so important for a sales call?

      Задание №3: Устно завершите приведенные ниже фразы c опорой на текст:

      1. Every Medical Rep must do…

      2. A good preparation is…

      3. SMART means that the sales objectives have to be…

      4. To make your call specific you must…

      5. Specific in SMART means that…

      6. Measurable in SMART means that…

      7. Ambitious in SMART means that…

      8. Timed in SMART means that…

      9. In addition to setting objectives for the call an effective Sales Rep must…

      10. Physicians always like…

      11. A good opening helps…

      12. The skill of opening will enable a Sales Rep…

      13. In order to have a good opening a Sales Rep must…

      14. By the skillful use of exploring techniques a sales Rep can…

      15. By the skillful use of exploring techniques a sales Rep can…

      16. By asking open questions a Sales Rep can…

      17. By asking close questions a Sales Rep can…

      18. SPIN is…

      19. S in SPIN stands for…

      20. P in SPIN stands for…

      21. I in SPIN stands for…

      22. N in SPIN stands for…

      23. After a Sales Rep has uncovered a customer’s need…

      24. During the call the Sales Reps often face…

      25. These challenges include…

      26. In order to manage these challenges, one needs to…

      27. Doubts and misconceptions can occur because…

      28. When customers question Sales Reps in depth…

      29. Every product has not only benefits but…

      30. To manage limitations properly a Sales Rep…

      31. Indifference is when…

      32. Indifference is one of the most challenging situations for salesperson because…

      33. To manage indifference a Sales Rep needs…

      34. Sales Reps are often afraid…

      35. The skill of closing is an integral part…

      36. If a Sales Rep fails to close…

      37. To do an effective closing a Sales Rep must…

      Задание №4: Письменно поставьте повествовательные предложения в:

      а) отрицательную; в) вопросительную форму:

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

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

      3. You want the doctor to try the product you are promoting on a specific group of patients.

      4. You have in mind how many patients the doctor will try your product on.

      5. The sales call objective must be Timed.

      6. Sales Rep must have in mind the time period for the physician to use the new product.

      7. The doctor will start to use the new product right away.

      8. He should be able to get the right patients within two weeks.

      9. An effective Sales Rep must in advance prepare promotional literature.

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

      11. It is important to have a copy of the clinical paper on the comparative study.

      12. Every sales call also needs a good opening.

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

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

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

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

      17. An effective sales person must state the purpose of the call.

      18. He then explained what the customer would get from the call.

      19. Exploring is the effective skill in selling.

      20. By asking questions, the Sales Rep has discovered