Haleon OTC: Customer Journey/Expert Selling Skills Framework

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

• First Mentioned Brand

• Sinecod Forte/Robikids

• Third Mentioned Brand

• Calpol and Advil for Kids

• Second Mentioned Brand

• Centrum Kids

Arrange the products in the correct sequence when covering an FM/IM/GP (Categorized as ADULT).

• First Mentioned Brand

• Centrum Advance/Centrum Silver Advance

• Third Mentioned Brand

• Caltrate Advance/Caltrate 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.

(a)  

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

d

c

e

f

a

b

Prepare

Sell/Detail

Activate

Adjust

Check

Review and Report

Arrange the key elements of Sell/Detail.

• Close with Commitment

• Uncover Opportunities

• Provide Recommendation

• Open the Call

• 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