Sales ACE Selling Skills

A competent rep will move his/her drs up the adoption ladder to _____ stage.

• User

• Loyal

• Trial

• Aware

Setting Goals criteria

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

• Handling Barriers

• Brand Messaging

• Gaining Attention

• Gaining Agreement

• Last Call Feedback