Pharmaceutical Selling Four basic skills
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788740303612
Table of contents: title: Content; title: 1. Opening; title: 1.1. Rapport building; title: 1.2. Rapport building in pharmaceutical selling; title: 1.3. Rapport building techniques in pharmaceutical selling; title: 1.4. Rapport building outside the Doctor chamber; title: 1.5. Rapport building inside the Doctor chamber; title: 1.6. Purpose of the opening; title: 1.7. When to open the call; title: 1.8. How to open; title: 1.9. Introduce yourself; title: 1.10. Uncommon ways of opening; title: 1.11. Opening for the coach; title: 1.12. Summary of Opening skill; title: 1.13. Share the key learning; title: 2. Exploring; title: 2.1. Why Exploring?; title: 2.2. What is a need?; title: 2.3. What is a need Gap?; title: 2.4. Types of needs; title: 2.5. When to Explore; title: 2.6. How to explore; title: 2.7. The Characteristic of good questions; title: 2.8. Types Of questions; title: 2.9. Exploring Techniques; title: 2.10. SPIN; title: 2.11. ADAPT Technique; title: 2.12. Listening (Six guiding principles); title: 2.13. Exploring rating of Medical Representative for coach; title: 2.14. A Summary of Probing skill; title: 2.15. Share the key learning; title: 3. Satisfying; title: 3.1. What is ‘satisfying’?; title: 3.2. When to Satisfy?; title: 3.3. How to Satisfying; title: 3.4. Respect the customer’s needs; title: 3.5. Provide appropriate feature and benefits; title: 3.6. Check for acceptance; title: 3.7. SELL technique for effective Satisfying; title: 3.8. Supporting Rating of Medical Representative for coach; title: 3.9. Summary of Supporting skill; title: 3.10. Share the key learning; title: 4. Closing; title: 4.1. When to close; title: 4.2. How to close; title: 4.3. Avoid closing in the following ways; title: 4.4. Rating of Medical Representative for coach; title: 4.5. Summary of Supporting skill; title: 4.6. Share the key learning