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