Trial Closing Questions

Leeds, Dorothy; Romigh, Jim
September 2009
Pharmaceutical Representative;Sep2009, Vol. 39 Issue 9, p22
The article reports on the significant role played by trial close questions to pharmaceutical sales representatives in the U.S. It reveals that utilizing trial close questions will help sales representatives to clearly understand the needs, demands and concerns of physicians. In addition, an open-ended trial close has been found to promote conversation between the representative and physician enhancing the possibility of commitment by physicians.


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