Teva Respiratory Orientation Guide June 2014 | Page 21

Respiratory Orientation GuideQX8_Layout 1 11/20/10 8:31 AM Page 26

TEVA Selling Philosophy
The TEVA Respiratory selling philosophy will allow you to prepare, execute, and analyze effective calls. The
philosophy provides a methodical and thorough approach for the call continuum. The TEVA Respiratory selling
philosophy is comprised of three parts:
• Part 1: What? Defines Knowing What to Do.
• Part 2: Why? Defines Asking the Right Questions to Get to the Why.
• Part 3: Win. Winning the Objective!
One of the following gears or components of the selling process define each of these parts:
• Component 1: Pre-Call Planning
• Six Gear Selling Process
- Gear 1: Opening
- Gear 2: Probing
- Gear 3: Listen and Learn
- Gear 4: Promotional Messaging
- Gear 5: Objection Handling
- Gear 6: Gaining Commitment/Transition
• Component 2: Post-Call Analysis

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