Communication

When we test buying temperature, we deal with cold answer by …………

• Probing

• Direct closing

• Trial closing

• All

One of HCP’s mental filters, when customers criticize the data they hear called …………

• Focus barrier

• Credibility barrier

• Validate barrier

• All

One of pre call planning activities used for mapping out the call objective is ………

• A to B shift

• Clinical paradigm

• Targeting

• Channel

The non-verbal behaviours projecting good 1st impression, including….

• Facial expression and eye contact

• Punctuality

• Grooming

• All

The future changes of pharmaceutical markets including….

• Limited physician access

• Increased focus on patient centricity

• Digital and virtual communication era

• All

Building rapport with your customer requires….

• Making customer feels mirrored

• Challenging the event not the person

• Both

• Non of all

One of the most important roles of pre call planning is…

• Asking questions

• Delivering key selling message

• Preparing for anticipated objections

• Link features to benefits

‘Getting the right customer with the right message at the right time’ called….

• SMART objective

• Rapport building

• Targeting

• Positioning

The art of capturing customer interest called…

• Overselling

• Pre call planning

• Opening skills

• Probing skills

‘The art of asking questions’ called .…

• Ice breaking

• Probing

• Painting patient picture

• Clinical Paradigm