An edition of Pre-Call Planning Pharmaceutical Selling
(2013)
Pre-Call Planning Pharmaceutical Selling
by Nazir Ahmad
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Last edited by Alice Kirk
July 29, 2015 | History
This book is all about Pre-call planning for the pharmaceutical sales call. You will a find step by step approach to pre-call planning. Pre call planning is divided into four steps which are; market analysis, customer knowledge, call objective setting and plan to execute the call.
You can download the book via the link below.
Publish Date
2013
Publisher
Bookboon.com
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Subjects
Marketing & SalesShowing 1 featured edition. View all 1 editions?
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Book Details
Table of Contents
Content
1. Introduction
2. Market Analysis
2.1. What is Market analysis?
2.2. Required Competencies for the Market analysis
2.3. Market analysis as a Pre-call planning prospective
3. Review the customer profile
3.1. Knowledge of customer
3.2. Knowledge of the Patients (Customer’s customer)
3.3. Knowledge of Call History
4. Set SMART sales call Objective
4.1. Information Objective
4.2. Action Objective
5. Plan for execution of sales call
5.1. Detailing Bag organization/content
5.2. Organizing selling skills
6. Pre -call planning for coach;
6.1. Definition of Pre- call planning
6.2. Level of Pre calls planning
7. Example of Pre-call Planning
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| July 29, 2015 | Edited by Alice Kirk | Edited without comment. |
| July 29, 2015 | Created by Alice Kirk | Added new book. |