Background and Purpose: A new heart health product called REDIDINE® is entering the market, and the Company is preparing for its sales launch. Twenty (20) sales representatives and four (4) facilitators are conducting a 2-1/2 hour workshop to practice, prepare, and grow their confidence to overcome healthcare professionals' objections to REDIDINE®.

General Workshop Goals/Objectives:

• The workshop’s goal is to prepare the sales team for handling objections using approved medical information and the EAR method (empathy, ask, and respond).

• The goal for the pharmaceutical sales representatives attending this workshop is to become more confident in overcoming 10 common healthcare professional objections to REDIDINE® by applying the EAR method of handling objections and incorporating the approved medical marketing material into their responses. 

Solution: During a 2-1/2 hour workshop, this goal will be achieved through:

• Facilitators’ demonstrations

• Sales representatives' practice, video recordings, peer evaluations, and self-evaluations

• Utilization of main workshop materials:

  • Facilitator's guide and presentation

  • Participant's guide (includes EAR Objection Handling Rubric and 10 common healthcare professional objections)

  • Approved medical materials, Objection Handling Scorecard form, and Pre- and Post-Self Evaluation forms