WorksheetsSales ACE Selling Skills
Total questions: 10
Worksheet time: 7mins
A competent rep will move his/her drs up the adoption ladder to _____ stage.
User
Loyal
Trial
Aware
Setting Goals criteria
(a)
1st step of Sales ACE selling
Pre-call Planning
Post-call Planning
Handling Barriers
Last Call Feedback
Here are the functional competencies for sales reps except:
Territory Management
Selling Skills
Coaching & Leadership
Product Knowledge
Framework for "Handling Barriers"
Active Listening
Acknowledge & ask to clarify
Execute
Consolidate
Drs' prescribing decisions are emotionally influenced. So, it is important to translate our product features to benefits to address drs' emotional needs.
True
False
In " Gaining Agreement", a rep need to.......
Summarize brand messaging
Initiate the close
Seek commitment
All the above
Important actions in "post-call planning" except:
Record the agreed actionable items
Review dr's adoption level
Submit call in Veeva
Put in sales order
To demonstrate confidence, a rep should.........
Wait for HCP to close the call
talk more than 70% of call time
be prepared & have an opening statement
not ask any question
Reorder the following
Gaining Attention
Last Call Feedback
Brand Messaging
Handling Barriers
Gaining Agreement
