Selling Skills & Work Ethics | مهارات البيع و اخلاقيات العمل

Objective of Lecture 2: Personal Selling Process, Prospecting, Pre-call Objective & Opening

1. Understand the personal selling process.

2. Learn prospecting techniques.

3. Set clear pre-call objectives.

4. Develop impactful opening strategies.

5. Apply effective communication principles.

Objective of Lecture 2: Personal Selling Process, Prospecting, Pre-call Objective & Opening, Understand the personal selling process., Learn prospecting techniques., Set clear pre-call objectives., Develop impactful opening strategies., Apply effective communication principles.

Lecture 4: Understand how to highlight product features in the medical sales context, Learn to translate features into compelling benefits for customers, Explore strategies for effectively presenting product benefits to meet customer needs, Identify common customer objections encountered in medical sales, Develop techniques to address objections confidently and professionally, Turn objections into opportunities for further engagement and sales success, Practice handling objections through interactive discussions and role-play exercises, Gain skills to navigate objections and drive positive outcomes in medical sales interactions.

Lecture 5: Closing The Sale & Types of Sales Calls, Learn effective techniques for closing sales in the medical sales context, Understand the importance of timing and strategy in the closing process, Explore different closing techniques, such as assumptive, trial close, and summary close, Develop skills to overcome final objections and secure commitment from customers, Gain confidence in asking for the sale and handling rejection gracefully, Understand the significance of follow-up and post-sale customer service, Learn about the various types of sales calls, including cold calls, follow-up calls, and sales presentations, Explore the objectives and best practices for each type of sales call.

Section 6: Basics of Communication Skills for Med Reps, Introduction to effective communication in the medical sales field, Understanding the importance of clear and concise communication, Exploring verbal and non-verbal communication techniques, Developing active listening skills to better understand customer needs, Practicing empathy and rapport-building in communication with healthcare professionals, Learning to adapt communication style to different personalities and situations.

Section 7: Customers' Different Social Styles & Personality Traits, Introduction to the concept of social styles and personality traits in customer interactions, Understanding different social style frameworks, such as DISC or Myers-Briggs, Identifying common personality traits and their impact on customer preferences and behaviors, Exploring strategies for recognizing and adapting to various social styles in sales interactions, Learning to tailor communication and sales approaches based on customer personality traits, Understanding how different social styles may influence decision-making processes.

Section 8: Persuasion Techniques, Introduction to the principles of persuasion in sales, Understanding the psychology behind persuasion and influence., Exploring various persuasion techniques, such as reciprocity, scarcity, and social proof., Learning to frame product benefits and features in a persuasive manner., Understanding the importance of credibility and trust in persuasion., Practicing active listening and empathy to build rapport and trust with customers.

Section 9: Medical Reps' Key Performance Indicators (KPIs) & Career Pathway, Introduction to key performance indicators (KPIs) for medical representatives., Understanding the importance of KPIs in measuring sales performance and success., Exploring common KPIs for medical reps, such as sales targets, customer acquisition, and territory coverage., Learning to set SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals aligned with KPIs.

Section 10: Work Ethics, Introduction to the importance of work ethics in the medical sales profession., Understanding ethical principles and standards relevant to medical representatives., Exploring ethical dilemmas commonly faced by medical reps and how to navigate them., Learning about industry regulations, compliance requirements, and codes of conduct., Understanding the implications of unethical behavior on individual reputation and company integrity.