Haleon OTC: Customer Journey/Expert Selling Skills Framework

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

• Third Mentioned Brand

• Centrum Kids

• Second Mentioned Brand

• Sinecod Forte/Robikids

• First Mentioned Brand

• Calpol and Advil for Kids

Arrange the products in the correct sequence when covering an FM/IM/GP.

• Third Mentioned Brand

• Caltrate Advance/Caltrate Silver Advance

• Second Mentioned Brand

• Centrum Advance/Centrum Silver Advance

• First Mentioned Brand

• Sinecod Forte/Robitussin

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.

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

d

c

e

f

a

b

Adjust

Check

Activate

Prepare

Sell/Detail

Review and Report

Arrange the key elements of Sell/Detail.

• Open the Call

• Uncover Opportunities

• Close with Commitment

• Provide Recommendation

• Address Objection

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