Teva Respiratory Orientation Guide June 2014 | Page 36

Respiratory Orientation GuideQX8_Layout 1 11/20/10 8:32 AM Page 43

Product Knowledge

Behavioral Indicators:

The demonstrated
ability to acquire and
leverage knowledge of
the physiology, mode of
action, features and
benefits, and marketing
tactics related to
assigned products,
competitor products
and the therapeutic
area of responsibility.

• Demonstrates a detailed knowledge and understanding of fields of therapy for
all promoted products.

Selling Skills

Behavioral Indicators:

The demonstrated
ability to acquire and
leverage skills in
targeting, planning and
presentation to
influence customer
behavior/ decisionmaking.

• Incorporates the relevant selling model and steps throughout all selling activities.

• Demonstrates an understanding of the MOA and strengths/weaknesses of key
competitors to routinely and effectively compare and contrast with promoted
products.
• Demonstrates initiative in learning new technical and competitive information
and selling strategies, and incorporates them into sales call discussions.
• Displays a thorough knowledge and understanding of relevant clinical trials and
uses that information appropriately as proof sources.

• Is cue conscious; demonstrates the ability to adjust and customize sales approach to
effectively manage objections, inquiries and/or changes in focus of customer discussions.
• Analyzes data and exercises appropriate judgment to target and prioritize sales calls and
related efforts within the assigned geography.
• Effectively creates an effective selling dialogue to move customers to increased education
and product usage.
• Effectively plans and executes promotional events.
• Adjusts selling efforts, material distribution and budgetary allotment as necessary.
• Routinely closes the sale and asks for business.

FOR EDUCATIONAL PURPOSES ONLY. NOT TO BE COPIED, SHARED OR DISTRIBUTED.

43