Workshop Description
This workshop will illustrate the basics of setting call objectives to doctors according to the Personality Style, Adoption Ladder & Style. Adoption ladder training helps to maintain a logical sales dialogue with the doctor designed to move him quickly to a more advanced stage in the adoption process. It helps the sales representatives in selecting and use the most appropriate promotional material and activities to advance the doctor’s behavior through the adoption ladder.
Learning Objective
The delegates will:
- Be introduced to the concept of Adoption Ladder and Style
- Consider different steps and approaches in the sales dialogue and adoption process
- Work with the module facilitator in assessing real cases from their professional experience