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

Who wants to see value in spending time with a Sales Rep?

      • What customer wants to see value in spending time with a Sales Rep?

      • What does every customer want to do?

      • What does every customer want to see?

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

      • Who needs to recognize the appropriate time to open?

      • What does a Sales Rep need?

      • What time to open does a Sales Rep need to recognize?

      16. An effective sales person must always state the purpose of the call.

      • Who must always state the purpose of the call?

      • What sales person must always state the purpose of the call?

      • What must an effective sales person always state?

      • What purpose must an effective sales person always state?

      17. He explained what the customer would get from the call.

      • Who explained what the customer would get from the call?

      • What did he do?

      • What did he explain?

      18. Exploring is the most effective skill in selling.

      • What is the most effective skill in selling?

      • Where is exploring the most effective skill?

      19. By asking questions, the Sales Rep has discovered the customer’s buying needs.

      • Who has discovered the customer’s buying needs?

      • How has the Sales Rep discovered the customer’s buying needs?

      20. By asking open questions you can make your customer respond freely.

      • How can you make your customer respond by asking open questions?

      • By asking what questions can you make your customer respond freely?

      21. By asking closed questions you can gain «yes» or «no» responses.

      • By asking what questions can you gain «yes» or «no» responses?

      • What responses can you gain by asking closed questions?

      22. The Sales Rep has proceeded very effectively through the sales call.

      • Who has proceeded very effectively through the sales call?

      • How has the Sales Rep proceeded through the sales call?

      23. The experienced Sales Rep has uncovered the customer’s needs.

      • Who has uncovered the customer’s needs?

      • What Sales Rep has uncovered the customer’s needs?

      24. After exploring the customer’s needs the Sale Rep provided the information about the relevant features, advantages and benefits of the product.

      • Who provided the information about the relevant features, advantages and benefits of the product after exploring the customer’s needs?

      • About what did the Sale Rep provide the information after exploring the customer’s needs?

      • When did the Sale Rep provide the information about the relevant features, advantages and benefits of the product?

      • About what features, advantages and benefits of the product did Sale Rep provide the information?

      25. During the call the Sales Rep faced some real challenges.

      • Who faced some real challenges during the call?

      • What did the Sales Rep face during the call?

      • What challenges did the Sales Rep face during the call?

      26. He explored the challenges and listened carefully.

      • Who explored the challenges and listened carefully?

      • What did he explore?

      • How did he listen?

      27. The Sales Reps must respect the customer’s point of view.

      • Who must respect the customer’s point of view?

      • What must the Sales Reps do?

      • What must the Sales Reps respect?

      • Whose point of view must the Sales Reps respect?

      28. Doubts and misconceptions can occur at every stage of the call.

      • What can occur at every stage of the call?

      • When can doubts and misconceptions occur?

      • At what stage of the call can doubts and misconceptions occur?

      29. The customer doubted whether your product really had the features or benefits.

      • Who doubted whether your product really had the features or benefits?

      • What did the customer doubt about?

      30. After your call the customer had incomplete or inaccurate information.

      • Who had incomplete or inaccurate information after the call?

      • After whose call did the customer have incomplete or inaccurate information?

      • What information did the customer have after the call?

      • When did the customer have incomplete or inaccurate information?

      31. It is not surprising that the customer was questioning you in depth.

      • Who was questioning you in depth?

      • What was the customer doing?

      • How was the customer questioning you?

      32. They wanted to be sure that you really could deliver what you claimed.

      • Who wanted to be sure that you really could deliver what you claimed?

      • What did they want to be sure?

      33. Every product has its limitations.

      • What has its limitations?

      • What does every product have?

      34. A limitation is something that can be offered or satisfied by that product.

      • What is a limitation?

      35. You will need to explore the limitation fully.

      • Who will need to explore the limitation fully?

      • What will you need?

      • How will you need to explore the limitation?

      36. You must put the limitation into perspective.

      • Who must put the limitation into perspective?

      • What must put into perspective?

      • Where must you put the limitation?

      37. He balanced the limitation with relevant accepted benefits.

      Who balanced the limitation with relevant accepted benefits?

      • What did he balance with relevant accepted benefits?

      • With what did he balance the limitation?/What did he balance the limitation with?

      • With what benefit did he balance the limitation?/What benefit did he balance the limitation with?

      38. In the end of the call he has gained the customer’s agreement.

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