Pharmaceutical Selling Four basic skills
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788740303612
Table of contents: title: Sisältö; title: Opening; title: Rapport building; title: Rapport building in pharmaceutical selling; title: Rapport building techniques in pharmaceutical selling; title: Rapport building outside the Doctor chamber; title: Rapport building inside the Doctor chamber; title: Purpose of the opening; title: When to open the call; title: How to open; title: Introduce yourself; title: Uncommon ways of opening; title: Opening for the coach; title: Summary of Opening skill; title: Share the key learning; title: Exploring; title: Why Exploring?; title: What is a need?; title: What is a need Gap?; title: Types of needs; title: When to Explore; title: How to explore; title: The Characteristic of good questions; title: Types Of questions; title: Exploring Techniques; title: SPIN; title: ADAPT Technique; title: Listening (Six guiding principles); title: Exploring rating of Medical Representative for coach; title: A Summary of Probing skill; title: Share the key learning; title: Satisfying; title: What is ‘satisfying’?; title: When to Satisfy?; title: How to Satisfying; title: Respect the customer’s needs; title: Provide appropriate feature and benefits; title: Check for acceptance; title: SELL technique for effective Satisfying; title: Supporting Rating of Medical Representative for coach; title: Summary of Supporting skill; title: Share the key learning; title: Closing; title: When to close; title: How to close; title: Avoid closing in the following ways; title: Rating of Medical Representative for coach; title: Summary of Supporting skill; title: Share the key learning