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

after exploring the customer’s needs?

      26. The Sales Rep didn’t face some real challenges during the call/Did the Sales Rep face some real challenges during the call?

      27. He didn’t explore challenge and listen carefully/Did he explore challenge and listen carefully?

      28. The Sales Rep mustn’t respect the customer’s point of view/Must the Sales Rep respect the customer’s point of view?

      29. Doubts and misconceptions can’t occur at every stage of the call/Can doubts and misconceptions occur at every stage of the call?

      30. The customer didn’t doubt whether your product really had the features or benefits/Did the customer doubt whether your product really had the features or benefits?

      31. The customer didn’t have incomplete or inaccurate information after the call/Did the customer have incomplete or inaccurate information after the call?

      32. It isn’t surprising that the customer was questioning you in depth/Is it not surprising that the customer was questioning you in depth?

      33. They didn’t want to be sure that you really could deliver what you claimed/Did they want to be sure that you really could deliver what you claimed?

      34. Every product doesn’t have its limitations/Does every product have its limitations?

      35. A limitation isn’t something that you product can’t offer or satisfy/Is a limitation something that you product can’t offer or satisfy?

      36. You won’t need to explore the limitation fully/Will you need to explore the limitation fully?

      37. You mustn’t put the limitation into perspective/Must you put the limitation into perspective?

      38. He didn’t balance the limitation with relevant accepted benefits/Did he balance the limitation with relevant accepted benefits?

      39. He hasn’t gained the customer’s agreement in the end of the call/Has he gained the customer’s agreement in the end of the call?

      40. He doesn’t feel that the product will add some value to his practice/Does he feel that the product will add some value to his practice?

      41. The Sales Rep hasn’t uncovered all opportunities/Has the Sales Rep uncovered all opportunities?

      42. He hasn’t found implications and needs arising out of that situation/Has he found implications and needs arising out of that situation?

      43. Many sales Reps aren’t afraid to ask for commitment/Are many sales Reps afraid to ask for commitment?

      44. He didn’t fear that the customer would say «No’/Did he fear that the customer would say «No’?

      45. The Sales Rep hasn’t failed to close the call/Has the Sales Rep failed to close the call?

      46. He didn’t recognize the appropriate time to close during his last call/Did he recognize the appropriate time to close during his last call?

      47. The customer hasn’t given a buying signal/Has the customer given a buying signal?

      48. The Sales Rep hasn’t reminded the customer of the accepted benefits/Has the Sales Rep reminded the customer of the accepted benefits?

      49. You won’t need to suggest an action-plan tomorrow/Will you need to suggest an action-plan tomorrow?

      Задание №5: Задайте вопросы к подчеркнутым словам в предложении:

      1. Every Medical Rep must do some pre-call planning because good preparation is more than 50% of the call success.

      • What Medical Rep must do some pre-call planning because…..?

      • Who must do some pre-call planning because…..?

      • What must Every Medical Rep do…..?

      • Why must every Medical Rep do some pre-call planning?

      2. The doctor wants to try the product on a specific group of patients.

      • Who wants to try the product on a specific group of patients?

      • What does doctor want to try on a specific group of patients?

      • On what patients does the doctor to try the product?

      3. The Sales Rep aimed high.

      • Who aimed high?

      • How did the Sales Rep aim?

      4. A Sales Rep must have in mind the customer’s profile.

      • Who must have in mind the customer’s profile?

      • What must a Sales Rep have in mind?

      5. The physician started to use the new product to feel some loyalty to it.

      • Who started to use the new product to feel some loyalty to it?

      • What did the physician start to do?

      • What product did the physician start to use?

      • Why did the physician start to use the new product?

      6. The physician got the right patients within two weeks.

      • Who got the right patients within two weeks?

      • What patients did the physician get within two weeks?

      • 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