Suman Deb – författare

The objections faced by the pharmaceutical sales professionals are different from the objections faced by the sales professionals of automobile, FMCG or electronic goods. The basic difference in pharmaceutical selling is; customers (doctors) are not buyers (patients). And thus the patterns of objections are also different. Thereby handling those objections is also different. Moreover, there is no specific guideline, literature or book written on the different objections faced by the pharmaceutical sales professionals. This has motivated me to write a book on objection handling, particularly for pharmaceutical sales professionals.In this book, etiology of objection, attitude towards objection, types of objection, strategy for handling objection, techniques of handling objection SLUAAC Technique, methods of handling objection have explained elaborately. And lastly 22 commonly encountered objections and how to handle those objections have been discussed. In this book more applied aspects have bben incorporated; because books meant for practical use should contain much of applied discussion.

This volume constitutes the refereed proceedings of the Third International Conference on Computational Intelligence, Security and Internet of Things, ICCISIoT 2020, held in Agartala, India, in December 2020. The 23 full papers and 4 short papers were carefully reviewed and selected from 113 submissions.

This volume constitutes the refereed proceedings of the Third International Conference on Computational Intelligence, Security and Internet of Things, ICCISIoT 2020, held in Agartala, India, in December 2020. Due to the COVID-19 pandemic the conference was held online. The 23 full papers and 4 short papers were carefully reviewed and selected from 113 submissions. The papers are organised according to the following topics: computational intelligence, security, and internet of things. 

This volume constitutes the refereed proceedings of the Second International Conference on Computational Intelligence, Security and Internet of Things, ICCISIoT 2019, held in Agartala, India, in December 2019. The 31 full papers and 6 short papers were carefully reviewed and selected from 153 submissions.