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Knopf sofort, sonst sobald der Kopf im DOM ist, spaetestens bei DOMContentLoaded *\/\n  if (!einsetzen(d.readyState !== \"loading\")) {\n    if (w.MutationObserver) {\n      beobachter = new MutationObserver(function () { if (einsetzen(false)) { beobachter.disconnect(); } });\n      beobachter.observe(wurzel, { childList: true, subtree: true });\n    }\n    d.addEventListener(\"DOMContentLoaded\", function () {\n      if (beobachter) { beobachter.disconnect(); }\n      einsetzen(true);\n    });\n  }\n  \/* 3. Andere offene Tabs folgen der Wahl *\/\n  w.addEventListener(\"storage\", function (e) { if (e.key === SCHLUESSEL) { anwenden(e.newValue === \"hell\"); } });\n  w.omModus = { hell: istHell, setzen: function (hell) { umschalten(!!hell, true); } };\n})(window, document);\n<\/script>[\/et_pb_code][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Praxisfall \u00b7 Einstieg\" module_class=\"\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-case-back\"><a href=\"https:\/\/overmind.one\/fr\/voice-intelligence-en-pratique\">\u2190 Tous les exemples pratiques<\/a><\/p>\n<p class=\"ov-kicker\">Vente pharmaceutique \u00b7 Exemple pratique illustratif<\/p>\n<h1>Un nouveau m\u00e9dicament.<br \/><span class=\"ov-accent\">S\u2019entra\u00eener au pitch avant le rendez-vous.<\/span><\/h1>\n<p class=\"ov-intro\">Un nouveau m\u00e9dicament apporte de nombreuses informations et de nouvelles situations de conversation. Voice Intelligence aide les \u00e9quipes terrain \u00e0 rafra\u00eechir leurs connaissances produit valid\u00e9es, \u00e0 formuler une introduction, une pr\u00e9sentation et un appel \u00e0 l\u2019action, puis \u00e0 s\u2019y entra\u00eener dans la conversation. Apr\u00e8s le rendez-vous, les enseignements sont document\u00e9s et les r\u00e9capitulatifs confirm\u00e9s sont transmis au CRM connect\u00e9 dans le projet.<\/p>\n<p>[\/et_pb_text][et_pb_button _builder_version=\"4.27.9\" admin_label=\"CTA \u00b7 Pilot besprechen\" module_class=\"ov-button\" button_text=\"\u00c9changer sur un projet pilote\" button_url=\"https:\/\/overmind.one\/fr\/contact-voice-intelligence?use_case=train&anliegen=pilot#anfrage\" button_alignment=\"left\" url_new_window=\"off\" custom_button=\"on\"][\/et_pb_button][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Praxisfall \u00b7 Ausgangslage\" module_class=\"\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">08 h 20 \u00b7 Avant le rendez-vous \u00b7 Exemple d\u2019entra\u00eenement fictif<\/p>\n<h2>La situation de d\u00e9part<\/h2>\n<p>Nora travaille dans la vente pharmaceutique de terrain. Avant un rendez-vous m\u00e9dical, elle pr\u00e9pare les messages cl\u00e9s d\u2019un nouveau m\u00e9dicament. Son interlocuteur a peu de temps et pourrait poser des questions critiques sur les \u00e9l\u00e9ments probants. Nora choisit cette situation pour son entra\u00eenement : une introduction br\u00e8ve, une pr\u00e9sentation compr\u00e9hensible et une prochaine \u00e9tape adapt\u00e9e. Elle souhaite pouvoir prononcer ses formulations et r\u00e9pondre aux questions.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"2_5\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Praxisfall \u00b7 Trainingsmoment\" module_class=\"ov-moment ov-case-training\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Exemple de conversation illustratif<\/p>\n<h2>Nora conna\u00eet le produit. Elle veut maintenant s\u2019entra\u00eener \u00e0 la conversation.<\/h2>\n<blockquote><p>\u00ab Entra\u00eenons-nous \u00e0 un rendez-vous court avec des questions critiques. Comment aller \u00e0 l\u2019essentiel et quelle affirmation puis-je \u00e9tayer ? \u00bb<\/p><\/blockquote>\n<p>Sc\u00e9nario d\u2019entra\u00eenement illustratif sans donn\u00e9es r\u00e9elles de patients ou de clients.<\/p>\n<p>[\/et_pb_text][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Praxisfall \u00b7 Vorher und nachher\" module_class=\"ov-card ov-case-brief\" text_orientation=\"left\"]<\/p>\n<div class=\"ov-case-brief-item\">\n<h3>Pr\u00e9parer<\/h3>\n<p>Pr\u00e9ciser l\u2019objectif du rendez-vous et les informations produit valid\u00e9es.<\/p>\n<\/div>\n<div class=\"ov-case-brief-item\">\n<h3>Dans la conversation<\/h3>\n<p>S\u2019entra\u00eener \u00e0 l\u2019introduction, \u00e0 la pr\u00e9sentation et \u00e0 la prochaine \u00e9tape.<\/p>\n<\/div>\n<div class=\"ov-case-brief-item\">\n<h3>Utiliser ensuite<\/h3>\n<p>Confirmer les notes d\u2019apprentissage et transmettre le brouillon CRM convenu.<\/p>\n<\/div>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"02 \u00b7 Einsatzsituationen\" module_id=\"einsatzsituationen\" module_class=\"ov-page \" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Zwei Arbeitsmomente\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Deux situations de travail<\/p>\n<h2>Comprendre la situation.<br \/><span class=\"ov-accent\">Mener la conversation adapt\u00e9e.<\/span><\/h2>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_2,1_2\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Vorbereitung vor und zwischen Terminen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">01<\/p>\n<h3>Pr\u00e9paration avant et entre les rendez-vous<\/h3>\n<p>Nora peut se pr\u00e9parer avant le rendez-vous ou en d\u00e9placement, \u00e0 un moment adapt\u00e9. Elle interroge les informations produit, fait formuler des \u00e9l\u00e9ments de conversation et choisit une difficult\u00e9 particuli\u00e8re pour le jeu de r\u00f4le. L\u2019\u00e9tendue de l\u2019entra\u00eenement d\u00e9pend de son objectif et du temps disponible.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Dokumentation nach dem Gespr\u00e4ch\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">02<\/p>\n<h3>Documentation apr\u00e8s la conversation<\/h3>\n<p>Elle exprime ses enseignements, ajoute les t\u00e2ches ouvertes et v\u00e9rifie le r\u00e9capitulatif. Une note de conversation confirm\u00e9e peut \u00eatre transmise au CRM connect\u00e9. Une exp\u00e9rience destin\u00e9e \u00e0 aider toute l\u2019\u00e9quipe suit en plus la v\u00e9rification m\u00e9tier convenue.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"03 \u00b7 Wissensbasis\" module_id=\"wissen-vor-einsatz\" module_class=\"ov-page ov-tone\" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Die Wissensbasis\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">La base de connaissances<\/p>\n<h2>Voir les \u00e9l\u00e9ments probants.<br \/><span class=\"ov-accent\">Reconna\u00eetre les questions ouvertes.<\/span><\/h2>\n<p>Les documents produit deviennent une pr\u00e9paration pour le rendez-vous concret. Nora d\u00e9termine la situation, le sujet prioritaire et l\u2019objectif de l\u2019entra\u00eenement.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_3,1_3,1_3\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Produktwissen auffrischen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">01<\/p>\n<h3>Rafra\u00eechir les connaissances produit<\/h3>\n<p>Nora demande les messages cl\u00e9s et les \u00e9l\u00e9ments probants adapt\u00e9s. Elle reconna\u00eet l\u2019origine de chaque information parmi les sources valid\u00e9es et les questions encore ouvertes.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Gespr\u00e4chsbausteine trainieren\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">02<\/p>\n<h3>S\u2019entra\u00eener aux \u00e9l\u00e9ments de conversation<\/h3>\n<p>Elle fait formuler l\u2019introduction, la pr\u00e9sentation et l\u2019appel \u00e0 l\u2019action, prononce elle-m\u00eame le pitch et s\u2019exerce aux rendez-vous courts, aux discussions approfondies ou aux questions critiques.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Learnings nutzbar machen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">03<\/p>\n<h3>Rendre les enseignements utilisables<\/h3>\n<p>Apr\u00e8s le rendez-vous, elle consigne les exp\u00e9riences et les t\u00e2ches ouvertes. Elle v\u00e9rifie le r\u00e9capitulatif et confirme le brouillon avant la transmission CRM convenue.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"04 \u00b7 Beispielgespr\u00e4ch\" module_id=\"use-case\" module_class=\"ov-page \" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Ein Beispielgespr\u00e4ch\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Une conversation d\u2019exemple<\/p>\n<h2>Poser des questions concr\u00e8tes.<br \/><span class=\"ov-accent\">R\u00e9pondre de mani\u00e8re tra\u00e7able.<\/span><\/h2>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_2,1_2\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Beispielgespr\u00e4ch \u00b7 Frage\" module_class=\"ov-question\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Exemple de conversation illustratif<\/p>\n<blockquote><p>\u00ab J\u2019ai peu de temps pendant le rendez-vous. Formule une introduction et entra\u00eene-moi \u00e0 une question critique sur les informations produit. \u00bb<\/p><\/blockquote>\n<p>[\/et_pb_text][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Beispielgespr\u00e4ch \u00b7 Quelle\" module_class=\"ov-fact\" text_orientation=\"left\"]<\/p>\n<h3>Sources et champ d\u2019application<\/h3>\n<p>Informations produit valid\u00e9es, \u00e9l\u00e9ments probants associ\u00e9s, supports de conversation convenus et exp\u00e9riences v\u00e9rifi\u00e9es de l\u2019\u00e9quipe, chacun avec son \u00e9tat document\u00e9.<\/p>\n<p>[\/et_pb_text][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Beispielgespr\u00e4ch \u00b7 Offene Angaben\" module_class=\"ov-fact\" text_orientation=\"left\"]<\/p>\n<h3>Ce qui reste \u00e0 clarifier<\/h3>\n<p>La r\u00e9ponse pr\u00e9sente un entra\u00eenement fictif. Les propositions de formulation s\u2019appuient sur les sources convenues ; un dialogue d\u2019entra\u00eenement ne compl\u00e8te pas les preuves produit manquantes.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_tabs _builder_version=\"4.27.9\" admin_label=\"Gespr\u00e4ch \u00b7 Antwort, R\u00fcckfrage und n\u00e4chster Schritt\" module_class=\"ov-example-tabs\"][et_pb_tab _builder_version=\"4.27.9\" title=\"R\u00e9ponse\"]<\/p>\n<p>\u00ab Nous commen\u00e7ons par le message cl\u00e9 des documents valid\u00e9s et sa source. Formulez votre introduction avec vos propres mots. Puis nous travaillons une question sur la source justificative et une prochaine \u00e9tape adapt\u00e9e. Si une r\u00e9ponse manque dans les documents, nous consignons la question pour le sp\u00e9cialiste responsable. \u00bb<\/p>\n<p>[\/et_pb_tab]<br \/>\n[et_pb_tab _builder_version=\"4.27.9\" title=\"Question compl\u00e9mentaire\"]<\/p>\n<p>\u00ab Souhaitez-vous d\u2019abord raccourcir l\u2019introduction ou travailler la question sur la source justificative ? \u00bb<\/p>\n<p>[\/et_pb_tab]<br \/>\n[et_pb_tab _builder_version=\"4.27.9\" title=\"Prochaine \u00e9tape\"]<\/p>\n<p>Apr\u00e8s le rendez-vous, Nora compl\u00e8te ses observations, corrige le r\u00e9capitulatif et confirme la transmission. Les questions m\u00e9tier ouvertes sont transmises au responsable d\u00e9sign\u00e9 dans le projet ; les notes de conversation confirm\u00e9es, au CRM connect\u00e9.<\/p>\n<p>[\/et_pb_tab][\/et_pb_tabs][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"05 \u00b7 Wissenskreislauf\" module_id=\"wissenskreislauf\" module_class=\"ov-page ov-tone\" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Der Wissenskreislauf\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Le cycle des connaissances<\/p>\n<h2>Recueillir l\u2019exp\u00e9rience par la conversation.<br \/><span class=\"ov-accent\">La transmettre apr\u00e8s v\u00e9rification.<\/span><\/h2>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_4,1_4,1_4,1_4\" module_class=\"ov-loop-row\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Vor dem Termin vorbereiten\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">01<\/p>\n<h3>Se pr\u00e9parer avant le rendez-vous<\/h3>\n<p>Nora choisit le produit, l\u2019objectif de conversation et la difficult\u00e9. Elle rafra\u00eechit ses connaissances et s\u2019entra\u00eene \u00e0 son pitch, \u00e0 l\u2019introduction et \u00e0 un appel \u00e0 l\u2019action concret.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Erfahrungen aussprechen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">02<\/p>\n<h3>Exprimer les exp\u00e9riences<\/h3>\n<p>Apr\u00e8s le rendez-vous, elle d\u00e9crit les questions importantes, les formulations utiles et les t\u00e2ches ouvertes. Le r\u00e9capitulatif distingue son observation, son appr\u00e9ciation et la suite convenue.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Entwurf pr\u00fcfen und zuordnen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">03<\/p>\n<h3>V\u00e9rifier et classer le brouillon<\/h3>\n<p>Nora confirme sa note de conversation. La personne responsable d\u00e9sign\u00e9e v\u00e9rifie les propositions de connaissances d\u2019\u00e9quipe, pr\u00e9cise les \u00e9l\u00e9ments probants et les rattache au produit et au domaine de connaissances.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"\u00dcbergeben und wiederverwenden\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">04<\/p>\n<h3>Transmettre et r\u00e9utiliser<\/h3>\n<p>La note confirm\u00e9e est transmise par la connexion CRM configur\u00e9e. L\u2019exp\u00e9rience valid\u00e9e sur le plan m\u00e9tier devient accessible \u00e0 l\u2019\u00e9quipe avec sa source et sa version pour la prochaine pr\u00e9paration.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_button _builder_version=\"4.27.9\" admin_label=\"CTA \u00b7 Pilot besprechen\" module_class=\"ov-button\" button_text=\"\u00c9changer sur un projet pilote\" button_url=\"https:\/\/overmind.one\/fr\/contact-voice-intelligence?use_case=train&anliegen=pilot#anfrage\" button_alignment=\"left\" url_new_window=\"off\" custom_button=\"on\"][\/et_pb_button][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"06 \u00b7 Vier Elemente\" module_id=\"vop-elemente\" module_class=\"ov-page \" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Vier Elemente des VOP\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Quatre \u00e9l\u00e9ments du VOP<\/p>\n<h2>Un socle.<br \/><span class=\"ov-accent\">Quatre r\u00f4les clairs.<\/span><\/h2>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_4,1_4,1_4,1_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"KSE\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">01<\/p>\n<h3>KSE<\/h3>\n<p>Fournit les connaissances produit valid\u00e9es, les \u00e9l\u00e9ments probants et les connaissances d\u2019\u00e9quipe v\u00e9rifi\u00e9es avec source, version et champ d\u2019application.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Voice\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">02<\/p>\n<h3>Voice<\/h3>\n<p>Conduit la pr\u00e9paration et le jeu de r\u00f4le. Le ton, le rythme et les questions correspondent \u00e0 la situation choisie par Nora.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"TalkTo\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">03<\/p>\n<h3>TalkTo<\/h3>\n<p>Associe l\u2019objectif d\u2019entra\u00eenement, les sources, les enseignements et les responsables. Le brouillon, la confirmation et la validation m\u00e9tier restent tra\u00e7ables.<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Frontend\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">04<\/p>\n<h3>Frontend<\/h3>\n<p>Affiche les \u00e9l\u00e9ments de conversation et leurs sources. Nora peut compl\u00e9ter un r\u00e9capitulatif, v\u00e9rifier et confirmer la transmission CRM pr\u00e9vue.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"07 \u00b7 Pilot und Nutzen\" module_id=\"pilot\" module_class=\"ov-page ov-tone\" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_2,1_2\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Der erste Pilot\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Le premier projet pilote<\/p>\n<h2>Une \u00e9quipe. Un p\u00e9rim\u00e8tre clair.<br \/><span class=\"ov-accent\">Un r\u00e9sultat v\u00e9rifiable.<\/span><\/h2>\n<p>[\/et_pb_text][et_pb_button _builder_version=\"4.27.9\" admin_label=\"CTA \u00b7 Pilot besprechen\" module_class=\"ov-button\" button_text=\"\u00c9changer sur un projet pilote\" button_url=\"https:\/\/overmind.one\/fr\/contact-voice-intelligence?use_case=train&anliegen=pilot#anfrage\" button_alignment=\"left\" url_new_window=\"off\" custom_button=\"on\"][\/et_pb_button][et_pb_button _builder_version=\"4.27.9\" admin_label=\"CTA \u00b7 Mit eigenen Werten rechnen\" module_class=\"ov-button ov-secondary\" button_text=\"Calculer avec vos propres valeurs\" button_url=\"https:\/\/overmind.one\/fr\/calculateur-voice-intelligence?use_case=train\" button_alignment=\"left\" url_new_window=\"off\" custom_button=\"on\"][\/et_pb_button][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_2\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Pilot \u00b7 Umfang\" module_class=\"ov-pilot-panel\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Objectif du projet pilote<\/p>\n<h3>Vente pharmaceutique<\/h3>\n<p>Commencez avec un produit, une \u00e9quipe terrain et quelques situations de conversation r\u00e9currentes. Ensemble, nous d\u00e9finissons les sources valid\u00e9es, les objectifs d\u2019entra\u00eenement, les responsables et les champs du r\u00e9capitulatif. L\u2019\u00e9quipe s\u2019exerce \u00e0 des difficult\u00e9s r\u00e9elles sur des exemples choisis. Une connexion CRM est configur\u00e9e et test\u00e9e avec le destinataire, le p\u00e9rim\u00e8tre des donn\u00e9es et l\u2019\u00e9tape de confirmation. Dans le projet pilote, nous v\u00e9rifions si les collaborateurs trouvent les contenus adapt\u00e9s, am\u00e9liorent leurs pitches de mani\u00e8re tra\u00e7able et consignent les enseignements pour la suite du travail.<\/p>\n<h3>P\u00e9rim\u00e8tre et travail n\u00e9cessaire<\/h3>\n<p>La pr\u00e9paration des sources, les acc\u00e8s, la conduite des conversations, les connexions et l\u2019entretien m\u00e9tier des connaissances sont d\u00e9finis ensemble. Le p\u00e9rim\u00e8tre convenu constitue la base de l\u2019offre.<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Pilot \u00b7 Messung\" module_class=\"\" text_orientation=\"left\"]<\/p>\n<h3>Comment nous reconnaissons l\u2019utilit\u00e9<\/h3>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"1_3,1_3,1_3\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Vorbereitung mit passenden Quellen\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">01<\/p>\n<h3>Pr\u00e9paration avec les bonnes sources<\/h3>\n<p>L\u2019\u00e9quipe trouve-t-elle, pour les questions choisies, la bonne information produit et la source justificative associ\u00e9e ?<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Gespr\u00e4chsbausteine im Training\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">02<\/p>\n<h3>\u00c9l\u00e9ments de conversation dans l\u2019entra\u00eenement<\/h3>\n<p>L\u2019introduction, la pr\u00e9sentation et la prochaine \u00e9tape sont-elles plus claires apr\u00e8s l\u2019entra\u00eenement et couvertes par les sources convenues ?<\/p>\n<p>[\/et_pb_text][\/et_pb_column]<br \/>\n[et_pb_column _builder_version=\"4.27.9\" type=\"1_3\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Verwendbare Learnings\" module_class=\"ov-card\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-card-number\">03<\/p>\n<h3>Enseignements utilisables<\/h3>\n<p>Les r\u00e9capitulatifs sont-ils complets, confirm\u00e9s et arriv\u00e9s dans le contexte CRM pr\u00e9vu ? Quelles exp\u00e9riences ont \u00e9t\u00e9 valid\u00e9es comme connaissances d\u2019\u00e9quipe ?<\/p>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Pilot \u00b7 Einrichtung\" module_class=\"ov-pilot-panel\" text_orientation=\"left\"]<\/p>\n<h3>Comment nous configurons le projet pilote<\/h3>\n<ol class=\"ov-pilot-list\">\n<li><span>01<\/span>\n<div><strong>D\u00e9limiter le produit et l\u2019\u00e9quipe<\/strong>Choisir un produit et une \u00e9quipe terrain. Recueillir les questions r\u00e9currentes, les objectifs de conversation et les difficult\u00e9s particuli\u00e8res.<\/div>\n<\/li>\n<li><span>02<\/span>\n<div><strong>Pr\u00e9ciser les sources et la responsabilit\u00e9<\/strong>Associer les documents valid\u00e9s et les \u00e9l\u00e9ments probants. D\u00e9signer les responsables des questions m\u00e9tier, de la v\u00e9rification des connaissances et de l\u2019actualisation.<\/div>\n<\/li>\n<li><span>03<\/span>\n<div><strong>D\u00e9finir les sc\u00e9narios et le langage<\/strong>Choisir des exercices de rendez-vous courts, de discussions m\u00e9tier et de questions compl\u00e9mentaires. Adapter le ton, le rythme et les retours \u00e0 l\u2019objectif d\u2019entra\u00eenement.<\/div>\n<\/li>\n<li><span>04<\/span>\n<div><strong>Tester la documentation et la transmission<\/strong>Convenir des champs du r\u00e9capitulatif, du destinataire CRM et de l\u2019\u00e9tape de confirmation. V\u00e9rifier ensemble la transmission sur des exemples choisis.<\/div>\n<\/li>\n<li><span>05<\/span>\n<div><strong>\u00c9valuer en \u00e9quipe<\/strong>\u00c9valuer le lien aux sources, les \u00e9l\u00e9ments de conversation et les enseignements sur les m\u00eames exemples du projet pilote. En d\u00e9duire la prochaine \u00e9tape commune.<\/div>\n<\/li>\n<\/ol>\n<p>[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section]<br \/>\n[et_pb_section _builder_version=\"4.27.9\" admin_label=\"08 \u00b7 Fragen zum Einstieg\" module_id=\"buyer-faq\" module_class=\"ov-page \" fullwidth=\"off\" specialty=\"off\"][et_pb_row _builder_version=\"4.27.9\" column_structure=\"4_4\" module_class=\"\"][et_pb_column _builder_version=\"4.27.9\" type=\"4_4\"][et_pb_text _builder_version=\"4.27.9\" admin_label=\"Fragen zum Einstieg\" module_class=\"ov-section-heading\" text_orientation=\"left\"]<\/p>\n<p class=\"ov-kicker\">Questions pour d\u00e9marrer<\/p>\n<h2>Ce que nous clarifions<br \/><span class=\"ov-accent\">avant le projet pilote.<\/span><\/h2>\n<p>[\/et_pb_text][et_pb_toggle _builder_version=\"4.27.9\" admin_label=\"FAQ \u00b7 1\" module_class=\"ov-faq\" title=\"Comment l\u2019entra\u00eenement prend-il en compte les diff\u00e9rents profils de m\u00e9decins ?\" title_level=\"h3\" open=\"off\"]<\/p>\n<p>La collaboratrice choisit une situation : un rendez-vous court, une discussion m\u00e9tier approfondie ou des questions critiques. Social Coding adapte l\u2019exercice \u00e0 ce choix. La base est le sc\u00e9nario choisi, pas une \u00e9valuation d\u00e9duite de la personnalit\u00e9 du m\u00e9decin.<\/p>\n<p>[\/et_pb_toggle]<br \/>\n[et_pb_toggle _builder_version=\"4.27.9\" admin_label=\"FAQ \u00b7 2\" module_class=\"ov-faq\" title=\"L\u2019\u00e9quipe peut-elle travailler ses propres introductions et pitches ?\" title_level=\"h3\" open=\"off\"]<\/p>\n<p>Oui. Les collaborateurs peuvent utiliser des propositions de formulation ou prononcer leur propre introduction. Ils s\u2019entra\u00eenent ensuite \u00e0 la pr\u00e9sentation, aux questions et \u00e0 l\u2019appel \u00e0 l\u2019action, puis retravaillent les \u00e9l\u00e9ments selon l\u2019objectif convenu.<\/p>\n<p>[\/et_pb_toggle]<br \/>\n[et_pb_toggle _builder_version=\"4.27.9\" admin_label=\"FAQ \u00b7 3\" module_class=\"ov-faq\" title=\"Que se passe-t-il pour une question sans \u00e9l\u00e9ment probant adapt\u00e9 ?\" title_level=\"h3\" open=\"off\"]<\/p>\n<p>La question ouverte reste visible et est consign\u00e9e pour le sp\u00e9cialiste responsable. L\u2019entra\u00eenement peut aider \u00e0 formuler une question compl\u00e9mentaire ou une prochaine \u00e9tape ; les informations produit manquantes ne sont pas pr\u00e9sent\u00e9es comme une affirmation confirm\u00e9e.<\/p>\n<p>[\/et_pb_toggle]<br \/>\n[et_pb_toggle _builder_version=\"4.27.9\" admin_label=\"FAQ \u00b7 4\" module_class=\"ov-faq\" title=\"Les r\u00e9capitulatifs sont-ils automatiquement envoy\u00e9s \u00e0 notre CRM ?\" title_level=\"h3\" open=\"off\"]<\/p>\n<p>Le destinataire, les champs de donn\u00e9es et la connexion sont configur\u00e9s dans le projet. La collaboratrice v\u00e9rifie et confirme le r\u00e9capitulatif avant la transmission. La confirmation renvoy\u00e9e par le CRM d\u00e9pend de l\u2019int\u00e9gration convenue.<\/p>\n<p>[\/et_pb_toggle]<br \/>\n[et_pb_toggle _builder_version=\"4.27.9\" admin_label=\"FAQ \u00b7 5\" module_class=\"ov-faq\" title=\"Comment une exp\u00e9rience individuelle devient-elle une connaissance d\u2019\u00e9quipe ?\" title_level=\"h3\" open=\"off\"]<\/p>\n<p>La note de conversation et la validation de connaissances g\u00e9n\u00e9rales sont des \u00e9tapes distinctes. Un sp\u00e9cialiste d\u00e9sign\u00e9 v\u00e9rifie le contenu propos\u00e9, ses sources et son champ d\u2019application. Seul l\u2019\u00e9tat valid\u00e9 devient accessible \u00e0 l\u2019\u00e9quipe.<\/p>\n<p>[\/et_pb_toggle][et_pb_button _builder_version=\"4.27.9\" admin_label=\"CTA \u00b7 Zur Praxis\u00fcbersicht\" module_class=\"ov-button ov-secondary\" button_text=\"Vers la vue d\u2019ensemble des exemples pratiques\" button_url=\"https:\/\/overmind.one\/fr\/voice-intelligence-en-pratique\" button_alignment=\"left\" url_new_window=\"off\" custom_button=\"on\"][\/et_pb_button][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u2190 Tous les exemples pratiquesVente pharmaceutique \u00b7 Exemple pratique illustratifUn nouveau m\u00e9dicament.S\u2019entra\u00eener au pitch avant le rendez-vous.Un nouveau m\u00e9dicament apporte de nombreuses informations et de nouvelles situations de conversation. Voice Intelligence aide les \u00e9quipes terrain \u00e0 rafra\u00eechir leurs connaissances produit valid\u00e9es, \u00e0 formuler une introduction, une pr\u00e9sentation et un appel \u00e0 l\u2019action, puis \u00e0 s\u2019y entra\u00eener dans la conversation. Apr\u00e8s le rendez-vous, les enseignements sont document\u00e9s et les r\u00e9capitulatifs confirm\u00e9s sont transmis au CRM connect\u00e9 dans le projet.08 h 20 \u00b7 Avant le rendez-vous \u00b7 Exemple d\u2019entra\u00eenement fictifLa situation de d\u00e9partNora travaille dans la vente pharmaceutique de terrain. Avant un rendez-vous m\u00e9dical, elle pr\u00e9pare les messages cl\u00e9s d\u2019un nouveau m\u00e9dicament. Son interlocuteur a peu de temps et pourrait poser des questions critiques sur les \u00e9l\u00e9ments probants. Nora choisit cette situation pour son entra\u00eenement : une introduction br\u00e8ve, une pr\u00e9sentation compr\u00e9hensible et une prochaine \u00e9tape adapt\u00e9e. Elle souhaite pouvoir prononcer ses formulations et r\u00e9pondre aux questions. Exemple de conversation illustratifNora conna\u00eet le produit. Elle veut maintenant s\u2019entra\u00eener \u00e0 la conversation.\u00ab Entra\u00eenons-nous \u00e0 un rendez-vous court avec des questions critiques. Comment aller \u00e0 l\u2019essentiel et quelle affirmation puis-je \u00e9tayer ? \u00bbSc\u00e9nario d\u2019entra\u00eenement illustratif sans donn\u00e9es r\u00e9elles de patients ou de clients.Pr\u00e9parerPr\u00e9ciser l\u2019objectif [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","om_vertical_key":"","footnotes":""},"class_list":["post-16167","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Vente pharmaceutique : pr\u00e9parer les pitches | Overmind.one<\/title>\n<meta name=\"description\" content=\"Pr\u00e9parer les informations de nouveaux m\u00e9dicaments, travailler les introductions et les pitches, puis transmettre les enseignements confirm\u00e9s au 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