Competitive
Curiosity
Curiosity
What is the primary goal of Competitive Curiosity?
What is staying curious and asking better questions rather than becoming an expert on every product?
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?
What makes a continued movement along the call continuum seem too hard or difficult?
A large ask too soon.
A national DSO contract is already in place, but the product isn't stocked, the hygienist is unfamiliar with it, and the office manager is overwhelmed. Your first priority is to create local adoption rather than assuming the contract will do the work.
What is engaging the Office Manager, RDH, and DDS to build local pull-through?
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, adding seven locations today and five more planned by year-end. Before expanding utilization, you should develop this.
What is a strategic DSO account plan with stakeholder mapping, information gathering, and a timeline?
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 representatives 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 is learned by TBM, what is asked of HCP, what is agreed follow up and what is entered every day?
Best practice call note entries.
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.
Who is the National Account Manager (NAM)?
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 faculty members don't request deeper pain management education, what is the recommended educational approach in hygiene schools?
What is using the All Brands message as the standard educational approach?
Why are quality call notes/pre call planning critical?
To Identify growth opportunities these 2 steps are critical.
A DSO has signed a national agreement, but offices still aren't consistently using your product. The best long-term strategy is to combine local stakeholder engagement with these activities to improve adoption across the organization.
What is national pull-through through in-services, promotional programs, coupon scans, and coordinated implementation?
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 2 of the 5 Commitments to elevate our impact in offices?
Acknowledge first, then ask for a realistic step and scale the ask to the call continuum.
You inherit a territory where a DSO has a national agreement, inconsistent office access, multiple new hygienists, and varying levels of product adoption. Success will require combining everything learned in this module.
What is partnering with the NAM, engaging local stakeholders, creating a strategic implementation plan, and driving consistent pull-through at the office level?