Tool: Google Slides

Purpose: To guide facilitators through the 2-1/2 hour workshop

Workshop's Objectives for Facilitators:

• Introduce the workshop training and its objectives to the attending sales representatives.

• Present a refresher of the EAR Objection Handling Method to representatives.

• Demonstrate to sales representatives how to respond to 10 common healthcare professional (HCP) objections 

• Guide a team of 5 sales representatives on how to log in and connect to links for entering information into the Participant's Guide and Google forms.

• Evaluate sales representative responses according to the EAR Objection Handling Rubric and EAR Objection Handling Scorecard Google Form.

• Summarize and conclude the workshop with a statement of integration expectations.

• Compare the Pre—and Post-Self-Evaluation Google Forms for confidence-level improvement and note which objections seem to be the most challenging for future practice.

Tool: Canva

Purpose: To provide faciliators with a workshop overview and specific instructions on conducting the workshop