22:47 Sep 25, 2011
English to German translations [PRO]
Medical - Medical: Instruments / surgery
English term or phrase: TDF
share the key criteria that should be used to target centers and surgeons.
Introduce the fact that during country session you will ask them to go deeper in the details of targeting. i.e. Identifying the accounts in their territory that are matching the criteria.
Possible discussion with the audience regarding country specificities
Current footprint in these specialities : which are the one that we are targeting for the moment?
Which not?
Assumption is that:
Majority of centers are already in TDF (Big oncologic centers, Big Thyroids centers)
Surgeons are already target customers (country specific)
Possible sharing exercise/discussion certainly to be done during the country session:
An experienced rep.
Could prepare the account targeting tool in advance, and show its results, discuss about how to do that, take away from the tool.
Andreas is planning to prepare the rating of all accounts in advance to show the audience and discuss how centers are „attractive“ one compared to the other
Sales Opportunities
Country Specificities
Hosp volumes
Number of procedures
Current shares
Current presence in Big H&N centers
Big H&N centers vs TDF
Competition status in country
Targeting tools that are/will be provided to reps ?
Review their account list to identify TDF/target accounts where they have not yet meet ENT/H&N surgeons
Identify possible big cancer centers or other currently outside TDF
Silvia M.
Local time: 12:39

Discussion entries: 5


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