Teva Respiratory Orientation Guide June 2014 | Page 23

Respiratory Orientation GuideQX8_Layout 1 11/20/10 8:31 AM Page 28

Pre-Call Planning

Gear 1: Opening

• Sets clear call objectives

• Engages provider at the beginning of the call
by utilizing:

• Determines the resources needed for the call
• Develops a logically mapped out call
• Self-assesses your performance

- Patient profiles
- Follow up information from a prior call
- Product or patient benefit

Primary and Secondary Call Objectives
• Increase utilization of your product
• Are action oriented, realistic and specific
to the goal

- A product visual
- Creates call continuity by aligning call notes,
resources, probes and commitments from
previous call
- Captures the providers attention
- States a clear purpose

28

© 2010 TEVA Respiratory Health. All rights reserved.