GSO Framework

Create COCO* including which 3 elements?

A. Patient Type;

B. Brand Message;

C. Competitor want to replaced;

D. Do differently

• A, B

• A, B, C

• A, C, D

• B, C, D

Primary objective of GSK Sales Force is to convince HCPs to prescribe GSK medicine/vaccine, instead of a competitor’s product, for appropriate within indication patients

• True

• False

Which type(s) of question can lead for critical thinking?

A. Point of View

B. Treatment Goal

C. Evidence

D. Expectation

• B, D

• A, B, C

• A, C, D

• B, C, D

• All of above

How many level of listening?

• 1

• 2

• 3

• 4

How many key points are preferred in each call?

• 1 key point

• 2-3 key points

• 3-5 key points

• As many as time allowed

How to respond Negative Buying Signals?

A. Ask Insight Questions;

B. Observe their respond (Verbal & Non Verbal)

B. Address objection appropriately

D. Refocus the sales call on the targeted patient type

• A, B

• B, C

• C, D

• All of the above

APACT model stand for what?

• Accurate; Passion; Answer; Conclusion & Time

• Acknowledge; Passion; Answer accurately; Core message & Thank You

• Accurate; Probe; Answer accurately; Confirm & Transition

• Acknowledge; Probe; Answer; Confirm & Transition