The Essential Selling Skills Training Program Impact Questionnaire

1. Listed below are the objectives of the training. After reflecting on this course, please indicate the degree of success in meeting the objectives: Check the appropriate box for each item.

   Objective	Very Little Success	Limited Success	Generally Successful	Completely Successful
   A. Recall of a working definition of market share	?	?	?	?
   B. Describe why it is important to grow market share	?	?	?	?
   C. Use country-specific data to define the value of increasing market share	?	?	?	?
   D. Use country-specific data to define the number of prescriptions necessary to move market share	?	?	?	?
   E. Establish specific call objectives for every Salustatin physician	?	?	?	?
   F. Relate strategic call objectives to physician prescribing behavior	?	?	?	?
   G. Use the sales brochure that supports core promotional message	?	?	?	?
   H. Deliver the core message	?	?	?	?
   I. Handle physicians' objections	?	?	?	?

1. Please rate, on a scale of 1 5, the relevance of each of the program elements to your job, with (1) indicating no relevance, and (5) indicating very relevant.

   • ___Role-playing

   • ___Coaching

   • ___Feedback using videotape

   • ___Core promotional message brochures

   • ___Other (specify)

1. How has the training helped you to improve your ability to do your job? Please use the following scale to rate your frequency of job application of each skill/behavior and the extent to which the training...