Teva Respiratory Orientation Guide June 2014 | Page 26

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

Gear 6: Gaining Commitment/
Transitioning
• Review key product benefits
• Ask for a commitment to prescribe a Teva
product for the same patient type that was
discussed during the sales call
• Agree upon a timeframe with the provider
• Gain commitment on both the primary (i.e. more
of a Teva product) and secondary call objectives
(i.e. Read a reprint)
• Transitioning allows the representative to move
the call for one product to another by focusing on
common traits such as disease state

Post-Call Analysis
• Assess the effectiveness of the sales call and
personal execution
Sales Call
• Did the provider make a commitment?
• Did I achieve the call objectives?
• Did I advance the provider in the decision
process?
• What are my action’s for the next call?
Personal Execution
• What did I do well?
• How can I apply the items that I did to future
calls?
• What could I do differently/better?

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