Needs Assessments System (sample)

Part 1: Importance

Using the scale below, please indicate how important each activity is in selling [Product].

5 - Extremely Important
4 - Very Important
3 - Important
2 - Somewhat Important
1 - Not Important

Knowledge

Understanding healthcare marketplace dynamics, such as payer-provider relationships.
[1 2 3 4 5]
Understand and use appropriate medical terminology with customers.
[1 2 3 4 5]
Understand product capabilities and applications.
[1 2 3 4 5]
Explain side-by-side comparisons of features and benefits with competitive or existing products.
[1 2 3 4 5]
Identify appropriate anatomy using correct anatomical terminology.
[1 2 3 4 5]
Demonstrate understanding of the financial challenges and cost issues facing customers.
[1 2 3 4 5]
Understand and use appropriate reimbursement terminology with customers.
[1 2 3 4 5]
Understand the customer's clinical needs as it relates to product?s benefit(s).
[1 2 3 4 5]
Understand the customer's financial concerns and challenges
[1 2 3 4 5]
Understand the Company's internal resources to offer value to customers.
[1 2 3 4 5]
Understand the disease process supported by Product.
[1 2 3 4 5]
Understand the "patient care process" in terms of your product.
[1 2 3 4 5]
Understand and discuss health care/policy issues regarding your product.
[1 2 3 4 5]
Understand and discuss the financial benefits of [Product].
[1 2 3 4 5]
Understand and discuss [Product?s] clinical evidence.
[1 2 3 4 5]