Competitive
Curiosity
Curiosity
What is the competitive landscape?
The primary goal of Competitive curiosity is to better understand the aspect of the market
What is the overall goal of the strategic sample workshop?
What is making strategic decisions that prioritize the greatest opportunity for business growth using limited resources?
What is the primary objective of Advil Dual Action education in academic settings?
What is building future dental professional recommenders of Advil Dual Action through pain management education while keeping oral care as the primary focus?
This step occurs before the actual customer meeting and includes planning objectives?
What is pre-call planning?
While working your territory, you identify a new mid-level DSO opportunity. According to the DSO briefing, this team member should be contacted because they own these accounts.
National Account Manager (NAM)
When an HCP mentions an unfamiliar product, what should you do first?
What is ask open-ended, curiosity-based questions to understand their rationale?
According to the workshop, samples should align with what three things?
What are the conversation, the relationship, and the commitment?
How much of an academic selling effort should Advil Dual Action represent?
What is no more than approximately 5% of the academic selling effort?
How do we continue to grow our brand recommendations?
Incremental shifts in recommendations
An independent office in your territory has just joined Smiles Dental an emerging DSO, adding seven locations today and five more planned by year-end. What are the next steps you need to take
What is make sure HCA is created, Determine how many locations in total, identify key stakeholders, how decisions are made, and what education and sampling protocol for emerging DSO
Name two things you should try to uncover during a Competitive Curiosity conversation.
What are patient needs, compliance/adherence barriers, HCP decision-making, expected outcomes, or why they prefer the product?
True or False: Success is measured by leaving every office with the same number of samples.
What is False?
Explanation: The goal is to strategically invest resources—not distribute samples equally.
Why should TBM avoid leaving medication sample dispensers in hygiene schools?
What is because hygiene schools do not dispense medication, so sample dispensers should not be left for clinic use?
What 4 steps should TBMs include in a "best practice" call note?
Learn, Action, Follow up and any pending DCR spelled out
What is Group Purchasing Organization that negotiates pricing and contracts on behalf of multiple dental practices to achieve cost savings? We have an educational only agreement
According to the workshop, what is the "rabbit hole" reps should avoid?
What is getting into detailed product specifics instead of asking general discovery questions and letting the HCP teach?
When managing a shared account, what is one key strategy discussed in the workshop?
What is collaborating with the TBM/ISR to avoid over- or under-sampling and ensure the HCO is supported appropriately?
If hygiene faculty members don't request deeper pain management education, what is the recommended educational resource for hygiene schools?
What is using the All Brands message as the standard educational approach?
Why are quality call notes/pre call planning critical?
What is to identify growth opportunities
A DSO has signed a national agreement, but offices still aren't consistently using Haleon products. Name 3 steps you can take to help with adoption.
Inservices, DSM cotravel, contact NAM
After identifying patient needs or compliance barriers, what is the next step in the conversation?
What is confidently connecting the conversation back to Haleon's value, solutions, or an appropriate next step?
Complete the workshop's key takeaway: "The goal is not to give more samples—it's to give the ______ resources, to the ______ accounts, at the ______ time, for the ______ reason."
What are the right resources, the right accounts, the right time, and the right reason?
Name one statistic or guideline that supports educating future dental professionals about Advil Dual Action.
What is any one of the following?
What are 4 of the 5 opportunities to elevate commitments to impact our offices?
1.End with clear, confident ask
2. Acknowledge first and then ask for realistic step, 3.Define who, what and follow up
4.Connect previous insights to today's next steps; 5. Scale the ask to call continuum.
Why is Aspen important to our business and name 2 items to focus on in 2H.
Large resources investment from global-$1 million, important to the growth of DAC, and other products with discretion of DM
Second half focus on inservices and QR scans