Haleon OTC: Customer Journey/Expert Selling Skills Framework

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

• First Mentioned Brand

• Calpol and Advil for Kids

• Third Mentioned Brand

• Centrum Kids

• Second Mentioned Brand

• Sinecod Forte/Robikids

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

• Third Mentioned Brand

• Caltrate Advance/Caltrate Silver Advance

• First Mentioned Brand

• Centrum Advance/Centrum Silver Advance

• Second 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

Activate

Check

Adjust

Prepare

Sell/Detail

Review and Report

Arrange the key elements of Sell/Detail.

• Open the Call

• Provide Recommendation

• Address Objection

• 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