Pre-Call Planning Pharmaceutical Selling
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788740301441
Table of contents: title: Content; title: 1. Introduction; title: 2. Market Analysis; title: 2.1. What is Market analysis?; title: 2.2. Required Competencies for the Market analysis; title: 2.3. Market analysis as a Pre-call planning prospective; title: 3. Review the customer profile; title: 3.1. Knowledge of customer; title: 3.2. Knowledge of the Patients (Customer’s customer); title: 3.3. Knowledge of Call History; title: 4. Set SMART sales call Objective; title: 4.1. Information Objective; title: 4.2. Action Objective; title: 5. Plan for execution of sales call; title: 5.1. Detailing Bag organization/content; title: 5.2. Organizing selling skills; title: 6. Pre -call planning for coach;; title: 6.1. Definition of Pre- call planning; title: 6.2. Level of Pre calls planning; title: 7. Example of Pre-call Planning