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

opinion leader, he is a Medical Representative.

      1. You company is well known in the market for its asthma portfolio.

      2. Andrei Titov is an old man.

      3. Our product manager is not experienced enough.

      4. There are no samples (образцы) in your bag.

      5. You work in a pharmaceutical plant.

      6. Your territory is situated next to Andrei’s territory.

      7. The representative office of your company is situated in Nizhny Novgorod.

      8. All medical representatives have cars.

      9. Not all managers have company cars.

      Задание №10: Устно исправьте приведенные ниже высказывания. Начните предложение с конструкций: Not at all; On the contrary; Far from it…:

      1. Andrei doesn’t like to work as a Medical Representative.

      2. He is a good product manager.

      3. Your pharmaceutical company is not known in the Russia market.

      4. Medical Representatives are usually engineers.

      5. Product managers make many calls a day.

      6. Andrei Titov usually comes home very early every day.

      7. They don’t establish good relations with physicians.

      8. He doesn’t plan his visits beforehand.

      9. Managers don’t help their medical representatives.

      10. Opinion leaders usually like to meet medical representatives.

      Задание №11: Устно отреагируйте на приведенные ниже высказывания. Исправьте неправильные утверждения:

      1. Andrei Titov always comes to his customers on foot.

      2. You company is small.

      3. There are no Medical Representatives in Russia.

      4. Your territory coverage is high.

      5. You studied in a medical Institute.

      6. Your manager made a presentation at the last Cycle Meeting.

      7. Your colleagues can’t ensure the necessary territory coverage.

      8. The general manager of your company is a foreigner.

      9. Medical Representative shouldn’t visit their customers without good preparation.

      10. It is necessary for each sales person to demonstrate excellent selling skills.

      11. My colleagues have never been abroad.

      12. Medical Representatives never attend area meetings.

      13. It is difficult to sell anything if you don’t know your customer’s needs.

      14. It is easy to convince a doctor to write out a prescription.

      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…

      I am afraid I don’t know why every Medical Rep must do some pre-call planning.

      I am afraid I can’t say why every Medical Rep must do some pre-call planning.

      I have no idea why every Medical Rep must do some pre-call planning.

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

      2. What does SMART mean?

      3. What does Specific mean in SMART?

      4. What does Measurable mean in SMART?

      5. What does Ambitious mean in SMART?

      6. What does Timed mean in SMART?

      7. Why must Sales Rep prepare promotional literature for a call?

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

      9. What does the skill of opening enable a Sales Rep?

      10. What does the skill of opening include?

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

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

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

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

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

      16. What does SPIN mean?

      17. What does S mean in SPIN?

      18. What does P mean in SPIN?

      19. What does I mean in SPIN?

      20. What does N mean in SPIN?

      21. Why is it important to ask a customer situation question?

      22. Why is it important to ask a customer problem question?

      23. Why is it important to ask a customer implication question?

      24. Why is it important to ask a customer navigation question?

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

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

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

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

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

      30. What do challenges include?

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

      32. Why do doubts and misconceptions occur?

      33. Why does indifference occur?

      34. Why do limitations occur?

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

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

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

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

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

      40. What does call closing include?

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

      Задание №13: Подготовьте краткий (3—4 вопроса/ответа) диалог на тему: Важность хорошей подготовки