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portada Objection Handling: For Medical Representatives
Type
Physical Book
Author
Publisher
Language
English
Pages
64
Format
Paperback
Dimensions
20.3x12.7x0.3 cm
Weight
0.07 kg.
ISBN13
9781482838190
Categories

Objection Handling: For Medical Representatives

Suman Deb (Author) · Partridge India · Paperback

Objection Handling: For Medical Representatives - Deb, Suman

New Book Imported to South Africa
Delivery: 12 Nov - 18 Nov Shipping: 5 to 6 business days.
R 150
R 150

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Synopsis "Objection Handling: For Medical Representatives"

The objections faced by the pharmaceutical sales professionals are different from the objections faced by the sales professionals of automobile, FMCG or electronic goods. The basic difference in pharmaceutical selling is; customers (doctors) are not buyers (patients). And thus the patterns of objections are also different. Thereby handling those objections is also different. Moreover, there is no specific guideline, literature or book written on the different objections faced by the pharmaceutical sales professionals. This has motivated me to write a book on objection handling, particularly for pharmaceutical sales professionals. In this book, etiology of objection, attitude towards objection, types of objection, strategy for handling objection, techniques of handling objection - SLUAAC Technique, methods of handling objection have explained elaborately. And lastly 22 commonly encountered objections and how to handle those objections have been discussed. In this book more applied aspects have bben incorporated; because books meant for practical use should contain much of applied discussion.

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