TITLE

Trial Closing Questions

AUTHOR(S)
Leeds, Dorothy; Romigh, Jim
PUB. DATE
September 2009
SOURCE
Pharmaceutical Representative;Sep2009, Vol. 39 Issue 9, p22
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
44052719

 

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