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WorksheetsCommunication
Total questions: 38
Worksheet time: 38mins
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
‘Something that a person nice to have, and without it that person will not suffer’ is called…
Need
Want
Demand
All
The question used to invite an extended doctor explanation called….
Choice question
Open ended question
Close ended question
Yes – No question
‘Something that a person nice to have, and without it that person will not suffer’ is called…
Need
Want
Demand
All
A Skill used for uncovering customers needs is….
Active listening
Questioning
Both
Non of all
The conscious and complex decision making type of thinking belongs to…
System 1
System 2
Both
Non of all
The preferred type of questions to be used with masked face doctors is….
Close ended question
Choice question
Both
Non of all
The question ‘are your patients satisfied with Ticanase?’
is considered as…
Close ended question
Choice question
Open ended question
Non of all
The product characteristics are called…
Product benefits
Product advantages
Product features
Product knowledge
An example of presenting product benefits is….
Product with excellent bioavailability
Product with rapid onset of action
Patient starts to relieve within one week
All
An example of presenting product features is….
Product with affordable price
Product with convenient dosage
Both
Non of all
During overcoming obstacles, the simple statement used by MR to indicate that the obstacle has been heard known as….
Transition
Confirming
Acknowledge
Probing
The type of questions used in ‘confirm’ step of APACT technique is….
Close ended question
Choice question
Open ended question
All
The proper time for closing sales call is …
After recognizing buying signals
After positioning brand benefits
After uncovering customer needs
After handling customer concerns
The 1st step of closing sales call is …
Asking for specific commitment
Bridging your 2nd brand
Summarizing the agreed benefits
Follow up
Discovering customers readiness to buy through….
Trial close
Testing the buying temperature
Recognizing buying signals
All
Testing the buying temperature means…
Asking the customer for a commitment
Asking the customer for an opinion
Both
Non of all
We can respond to customers objections through….
Preventing objections arising
Taking it personally
Arguing with the customers
Separating reaction from objections
The order of closing sales call steps is….
A) Asking for commitment
B) Summarizing agreed benefits
C) follow up
(a)
The number of prescriptions asked from customer during specific commitment based on….
Customer potentiality
Customer adoption propensity
Customer personality
All
The real objection from customer point of view may be…
Sedative effect
Doubt in dosage
Both
Non of all
Example of self evaluation questions during ‘post call analysis’ like……
Did I hold the customer interest?
Did I watch non-verbal signals?
Did I answer the objection properly?
All
Objectives of post call analysis include………
1- Recording the outcome of the call
2- Improving self awareness
3- Uncovering customers needs
1 & 2
All
One of the following practice doesn’t belong to Post-call analysis
Updating customer profile by recording quality call notes
Following-up on promises
Conducting a self-evaluation
Non of all
The first step in handling real objection is……
Minimizing the impact of the drawback
Referring the drawback to all group
Maximizing the product benefits
Keeping the door opened
The skeptic objection means……
The physician has a valid reason for not prescribing your brand
The physician has incorrect information
The physician doesn’t believe your information
The physician is advocate to a competitor
When the customer has a valid reason for rejecting your product , this obstacle called .…
Real objection
Drawback
Limitation
All
The first step in handling misunderstanding objection is……
Providing the right information
Focusing on product advantages
Keeping your emotion
Non of all
The obstacle handled by providing the customer with the right information called .…
Skepticism
Real objection
Misunderstanding
Indifference
