Haleon OTC: Customer Journey/Expert Selling Skills Framework

Arrange the products in the correct sequence when covering a Pediatrician.

• Second Mentioned Brand

• Calpol and Advil for Kids

• Third Mentioned Brand

• Sinecod Forte/Robikids

• First Mentioned Brand

• Centrum Kids

Arrange the products in the correct sequence when covering an FM/IM/GP (Categorized as ADULT).

• Second Mentioned Brand

• Sinecod Forte/Robitussin

• Third Mentioned Brand

• Caltrate Advance/Caltrate Silver Advance

• First Mentioned Brand

• Centrum Advance/Centrum Silver Advance

The Haleon-Way for accurate segmentation of our HCP customers’ according to their behaviour with our brands and in the conditions our brands serve.  Effective application of this segmentation will facilitate more impactful customer conversations.

(a)  

Arrange the steps of the Haleon First Choice Expert Selling Skills framework.

d

c

e

f

a

b

Review and Report

Check

Prepare

Sell/Detail

Adjust

Activate

Arrange the key elements of Sell/Detail.

• Open the Call

• Address Objection

• Provide Recommendation

• Uncover Opportunities

• Close with Commitment

This step is a detailed process of using information and influence to earn behavior change and secure ASMART commitments.

• Activate

• Sell/Detail

• Review and Report

• Check

What is the primary purpose of reviewing call achievement against SMART objectives in the Review and Report Step?

• To determine if the call was successful

• To identify areas for improvement in future calls

• To assess the effectiveness of the sales strategy

• All of the above