ТРЕНИНГ МЕДИЦИНСКОГО ПРЕДСТАВИТЕЛЯ. ВИЗИТ В АПТЕКУ
О программе
Содержание
Преподаватели
Продолжительность обучения: 16 уч. ч.
Цель тренинга: выработать и усовершенствовать навыки взаимодействия медицинских представителей с провизорами первого стола и руководителями аптек, учитывая особенности фармацевтического рынка Беларуси.
Данный тренинг позволит медицинским представителям Вашей компании овладеть и усовершенствовать технику продаж лекарственных средств, сформирует алгоритм взаимодействия «медицинский представитель - аптека».
I. Определение понятия продажа. Продажа как процесс удовлетворения потребностей клиента с помощью товара (фармацевтических препаратов компании).
II. До визита в аптеку
Планирование и подготовка визитов в аптеку:
- Планирование рабочего дня согласно приоритетам; планирование маршрута на день
- Постановка целей визита в аптеку в соответствии со SMART-критериями
- Подготовка визита руководителю аптеки, провизору первого стола в соответствии с целью
Практическое задание: «Постановка целей визита в аптеку» с использованием «Карточки клиента»
Визуальная оценка аптеки:
- Визуальная оценка снаружи аптеки.
- Визуальная оценка внутри аптеки - все ли безрецептурные препараты представлены на витрине, правильно ли размещены ценники и POS-материалы на наши лекарственные средства и т.д. Если нет - в чем причина.
- Контроль уровня запасов лекарственных средств компании в аптеке. Заполнение «Карточки клиента».
III. Во время визита
Приветствие и представление. Какие приемы использовать для того, чтобы наладить отношения с руководителем аптеки, провизором первого стола
Выявление и оценка потребностей клиента:
- Как выяснить потребности аптеки в лекарственных средствах компании. Какие вопросы в зависимости от цели визита задавать руководителю аптеки. Какие вопросы задавать провизору первого стола. Приемы активного слушания.
Ролевая игра: «Приветствие и представление. Оценка потребностей аптеки в лекарственных средствах компании в зависимости от целей визита - взаимодействие с лицом, принимающим решение»
Презентация:
- Какие инструменты презентации может использовать медицинский представитель во время визита
- Продажа преимуществ лекарственных средств компании. Как сделать презентацию своих фармацевтических продуктов, чтобы добиться цели и побудить провизора первого стола рекомендовать предлагаемый Вами продукт покупателям. Как показать выгоду аптеке от сотрудничества с Вашим медицинским представительством.
Практическое задание: «Продажа преимуществ лекарственных средств компании»
- Как правильно сообщить о цене фармацевтического препарата
Ролевая игра: «Приветствие и представление. Оценка потребностей аптеки в лекарственных средствах компании с учетом целей визита. Презентация фармацевтического препарата провизорам первого стола (или/и руководителю аптеки)»
Преодоление возражений:
- Что такое возражение. Причины возникновения возражений. Основные виды возражений.
- Преодоление конкретных возражений. Преодоление общих возражений.
Практическое задание: «Преодоление возражений сотрудников аптеки»
Завершение визита различными способами
Ролевая игра: «Визит в аптеку»
IV. После визита
Анализ и администрирование в работе медицинского представителя:
- Анализ визита.
- Администрирование своей работы. Оформление «Карточки клиента». Планирование дальнейшей работы с клиентом.
Закрепление материала происходит во время практических упражнений и ролевых игр в течение тренинга.
Татьяна ЧердынцеваПервый заместитель директора БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, академический директор программы MBA General, бизнес-консультант, преподаватель программ по бизнес-стратегии, процессному управлению, HR-менеджменту.
Член рабочей группы по реализации «Конц
Читать далееЗаявка на обучение
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NULL
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array(0) {
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array(0) {
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array(0) {
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["_returnResponse":protected]=>
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["_router":protected]=>
object(Zend_Controller_Router_Rewrite)#60 (8) {
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string(10) "controller"
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["_defaultController":protected]=>
string(5) "index"
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NULL
["_invokeParams":protected]=>
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string(1) "_"
["_response":protected]=>
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string(2) "id"
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["item1"]=>
object(Zend_Controller_Router_Route_Regex)#71 (7) {
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string(5) "index"
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["pickup"]=>
object(Zend_Controller_Router_Route_Regex)#72 (7) {
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string(23) "cart/index/pickup\/(.*)"
["_defaults":protected]=>
array(3) {
["module"]=>
string(4) "cart"
["controller"]=>
string(5) "index"
["action"]=>
string(6) "pickup"
}
["_reverse":protected]=>
NULL
["_map":protected]=>
array(1) {
[1]=>
string(2) "id"
}
["_values":protected]=>
array(0) {
}
["_isAbstract":protected]=>
bool(false)
["_matchedPath":protected]=>
NULL
}
["item2"]=>
object(Zend_Controller_Router_Route_Regex)#73 (7) {
["_regex":protected]=>
string(23) "catalog\/([^\.]+)\.html"
["_defaults":protected]=>
array(3) {
["module"]=>
string(7) "catalog"
["controller"]=>
string(4) "item"
["action"]=>
string(4) "show"
}
["_reverse":protected]=>
NULL
["_map":protected]=>
array(1) {
[1]=>
string(7) "keyword"
}
["_values":protected]=>
array(0) {
}
["_isAbstract":protected]=>
bool(false)
["_matchedPath":protected]=>
NULL
}
["catalogpreview"]=>
object(Zend_Controller_Router_Route)#74 (17) {
["_translator":protected]=>
NULL
["_locale":protected]=>
NULL
["_isTranslated":protected]=>
bool(false)
["_translatable":protected]=>
array(0) {
}
["_urlVariable":protected]=>
string(1) ":"
["_urlDelimiter":protected]=>
string(1) "/"
["_regexDelimiter":protected]=>
string(1) "#"
["_defaultRegex":protected]=>
NULL
["_variables":protected]=>
array(0) {
}
["_parts":protected]=>
array(3) {
[0]=>
string(7) "catalog"
[1]=>
string(4) "item"
[2]=>
string(7) "preview"
}
["_defaults":protected]=>
array(3) {
["module"]=>
string(7) "catalog"
["controller"]=>
string(4) "item"
["action"]=>
string(7) "preview"
}
["_requirements":protected]=>
array(0) {
}
["_values":protected]=>
array(0) {
}
["_wildcardData":protected]=>
array(0) {
}
["_staticCount":protected]=>
int(3)
["_isAbstract":protected]=>
bool(false)
["_matchedPath":protected]=>
NULL
}
}
["_currentRoute":protected]=>
string(5) "pages"
["_globalParams":protected]=>
array(0) {
}
["_chainNameSeparator":protected]=>
string(1) "-"
["_useCurrentParamsAsGlobal":protected]=>
bool(false)
["_frontController":protected]=>
*RECURSION*
["_invokeParams":protected]=>
array(1) {
["bootstrap"]=>
*RECURSION*
}
}
["_throwExceptions":protected]=>
bool(false)
}
["layout"]=>
object(Zend_Layout)#59 (16) {
["_container":protected]=>
object(Zend_View_Helper_Placeholder_Container)#57 (8) {
["_prefix":protected]=>
string(0) ""
["_postfix":protected]=>
string(0) ""
["_separator":protected]=>
string(0) ""
["_indent":protected]=>
string(0) ""
["_captureLock":protected]=>
bool(false)
["_captureType":protected]=>
NULL
["_captureKey":protected]=>
NULL
["storage":"ArrayObject":private]=>
array(0) {
}
}
["_contentKey":protected]=>
string(7) "content"
["_enabled":protected]=>
bool(true)
["_helperClass":protected]=>
string(43) "Zend_Layout_Controller_Action_Helper_Layout"
["_inflector":protected]=>
NULL
["_inflectorEnabled":protected]=>
bool(true)
["_inflectorTarget":protected]=>
string(15) ":script.:suffix"
["_layout":protected]=>
string(6) "layout"
["_viewScriptPath":protected]=>
string(50) "/mnt/vdb1/www/21vk.biz/application/layouts/scripts"
["_viewBasePath":protected]=>
NULL
["_viewBasePrefix":protected]=>
string(11) "Layout_View"
["_mvcEnabled":protected]=>
bool(true)
["_mvcSuccessfulActionOnly":protected]=>
bool(true)
["_pluginClass":protected]=>
string(36) "Zend_Layout_Controller_Plugin_Layout"
["_view":protected]=>
NULL
["_viewSuffix":protected]=>
string(5) "phtml"
}
["db"]=>
object(Zend_Db_Adapter_Pdo_Mysql)#53 (12) {
["_pdoType":protected]=>
string(5) "mysql"
["_numericDataTypes":protected]=>
array(16) {
[0]=>
int(0)
[1]=>
int(1)
[2]=>
int(2)
["INT"]=>
int(0)
["INTEGER"]=>
int(0)
["MEDIUMINT"]=>
int(0)
["SMALLINT"]=>
int(0)
["TINYINT"]=>
int(0)
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int(1)
["SERIAL"]=>
int(1)
["DEC"]=>
int(2)
["DECIMAL"]=>
int(2)
["DOUBLE"]=>
int(2)
["DOUBLE PRECISION"]=>
int(2)
["FIXED"]=>
int(2)
["FLOAT"]=>
int(2)
}
["_defaultStmtClass":protected]=>
string(21) "Zend_Db_Statement_Pdo"
["_config":protected]=>
array(8) {
["host"]=>
string(9) "localhost"
["username"]=>
string(9) "pricessor"
["password"]=>
string(11) "hjkau29sdkD"
["dbname"]=>
string(9) "pricessor"
["charset"]=>
string(4) "UTF8"
["persistent"]=>
bool(false)
["options"]=>
array(3) {
["caseFolding"]=>
int(0)
["autoQuoteIdentifiers"]=>
bool(true)
["fetchMode"]=>
int(2)
}
["driver_options"]=>
array(0) {
}
}
["_fetchMode":protected]=>
int(2)
["_profiler":protected]=>
object(Zend_Db_Profiler)#49 (4) {
["_queryProfiles":protected]=>
array(0) {
}
["_enabled":protected]=>
bool(false)
["_filterElapsedSecs":protected]=>
NULL
["_filterTypes":protected]=>
NULL
}
["_defaultProfilerClass":protected]=>
string(16) "Zend_Db_Profiler"
["_connection":protected]=>
NULL
["_caseFolding":protected]=>
int(0)
["_autoQuoteIdentifiers":protected]=>
bool(true)
["_allowSerialization":protected]=>
bool(true)
["_autoReconnectOnUnserialize":protected]=>
bool(false)
}
}
}
["_environment":protected]=>
NULL
["_optionKeys":protected]=>
array(5) {
[0]=>
string(11) "phpsettings"
[1]=>
string(12) "includepaths"
[2]=>
string(9) "bootstrap"
[3]=>
string(12) "appnamespace"
[4]=>
string(9) "resources"
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["_options":protected]=>
array(5) {
["phpSettings"]=>
array(2) {
["display_startup_errors"]=>
string(1) "1"
["display_errors"]=>
string(1) "1"
}
["includePaths"]=>
array(1) {
["library"]=>
string(45) "/mnt/vdb1/www/21vk.biz/application/../library"
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["bootstrap"]=>
array(2) {
["path"]=>
string(48) "/mnt/vdb1/www/21vk.biz/application/Bootstrap.php"
["class"]=>
string(9) "Bootstrap"
}
["appnamespace"]=>
string(11) "Application"
["resources"]=>
array(3) {
["frontController"]=>
array(1) {
["params"]=>
array(1) {
["displayExceptions"]=>
string(1) "0"
}
}
["layout"]=>
array(1) {
["layoutPath"]=>
string(50) "/mnt/vdb1/www/21vk.biz/application/layouts/scripts"
}
["db"]=>
array(3) {
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string(9) "PDO_MYSQL"
["isdefaulttableadapter"]=>
string(1) "1"
["params"]=>
array(5) {
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string(9) "localhost"
["username"]=>
string(9) "pricessor"
["password"]=>
string(11) "hjkau29sdkD"
["dbname"]=>
string(9) "pricessor"
["charset"]=>
string(4) "UTF8"
}
}
}
}
["_pluginLoader":protected]=>
object(Zend_Loader_PluginLoader)#7 (4) {
["_loadedPluginPaths":protected]=>
array(0) {
}
["_loadedPlugins":protected]=>
array(3) {
["Frontcontroller"]=>
string(41) "Zend_Application_Resource_Frontcontroller"
["Layout"]=>
string(32) "Zend_Application_Resource_Layout"
["Db"]=>
string(28) "Zend_Application_Resource_Db"
}
["_prefixToPaths":protected]=>
array(1) {
["Zend_Application_Resource_"]=>
array(1) {
[0]=>
string(26) "Zend/Application/Resource/"
}
}
["_useStaticRegistry":protected]=>
NULL
}
["_pluginResources":protected]=>
array(3) {
["frontcontroller"]=>
object(Zend_Application_Resource_Frontcontroller)#12 (4) {
["_front":protected]=>
NULL
["_bootstrap":protected]=>
*RECURSION*
["_options":protected]=>
array(1) {
["params"]=>
array(1) {
["displayExceptions"]=>
string(1) "0"
}
}
["_skipOptions":protected]=>
array(2) {
[0]=>
string(7) "options"
[1]=>
string(6) "config"
}
}
["layout"]=>
object(Zend_Application_Resource_Layout)#28 (4) {
["_layout":protected]=>
object(Zend_Layout)#59 (16) {
["_container":protected]=>
object(Zend_View_Helper_Placeholder_Container)#57 (8) {
["_prefix":protected]=>
string(0) ""
["_postfix":protected]=>
string(0) ""
["_separator":protected]=>
string(0) ""
["_indent":protected]=>
string(0) ""
["_captureLock":protected]=>
bool(false)
["_captureType":protected]=>
NULL
["_captureKey":protected]=>
NULL
["storage":"ArrayObject":private]=>
array(0) {
}
}
["_contentKey":protected]=>
string(7) "content"
["_enabled":protected]=>
bool(true)
["_helperClass":protected]=>
string(43) "Zend_Layout_Controller_Action_Helper_Layout"
["_inflector":protected]=>
NULL
["_inflectorEnabled":protected]=>
bool(true)
["_inflectorTarget":protected]=>
string(15) ":script.:suffix"
["_layout":protected]=>
string(6) "layout"
["_viewScriptPath":protected]=>
string(50) "/mnt/vdb1/www/21vk.biz/application/layouts/scripts"
["_viewBasePath":protected]=>
NULL
["_viewBasePrefix":protected]=>
string(11) "Layout_View"
["_mvcEnabled":protected]=>
bool(true)
["_mvcSuccessfulActionOnly":protected]=>
bool(true)
["_pluginClass":protected]=>
string(36) "Zend_Layout_Controller_Plugin_Layout"
["_view":protected]=>
NULL
["_viewSuffix":protected]=>
string(5) "phtml"
}
["_bootstrap":protected]=>
*RECURSION*
["_options":protected]=>
array(1) {
["layoutPath"]=>
string(50) "/mnt/vdb1/www/21vk.biz/application/layouts/scripts"
}
["_skipOptions":protected]=>
array(2) {
[0]=>
string(7) "options"
[1]=>
string(6) "config"
}
}
["db"]=>
object(Zend_Application_Resource_Db)#58 (7) {
["_adapter":protected]=>
string(9) "PDO_MYSQL"
["_db":protected]=>
object(Zend_Db_Adapter_Pdo_Mysql)#53 (12) {
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string(5) "mysql"
["_numericDataTypes":protected]=>
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int(0)
[1]=>
int(1)
[2]=>
int(2)
["INT"]=>
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["INTEGER"]=>
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["DEC"]=>
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int(2)
["DOUBLE"]=>
int(2)
["DOUBLE PRECISION"]=>
int(2)
["FIXED"]=>
int(2)
["FLOAT"]=>
int(2)
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["_defaultStmtClass":protected]=>
string(21) "Zend_Db_Statement_Pdo"
["_config":protected]=>
array(8) {
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string(9) "localhost"
["username"]=>
string(9) "pricessor"
["password"]=>
string(11) "hjkau29sdkD"
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["autoQuoteIdentifiers"]=>
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["fetchMode"]=>
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["driver_options"]=>
array(0) {
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}
["_fetchMode":protected]=>
int(2)
["_profiler":protected]=>
object(Zend_Db_Profiler)#49 (4) {
["_queryProfiles":protected]=>
array(0) {
}
["_enabled":protected]=>
bool(false)
["_filterElapsedSecs":protected]=>
NULL
["_filterTypes":protected]=>
NULL
}
["_defaultProfilerClass":protected]=>
string(16) "Zend_Db_Profiler"
["_connection":protected]=>
NULL
["_caseFolding":protected]=>
int(0)
["_autoQuoteIdentifiers":protected]=>
bool(true)
["_allowSerialization":protected]=>
bool(true)
["_autoReconnectOnUnserialize":protected]=>
bool(false)
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["_params":protected]=>
array(5) {
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string(9) "localhost"
["username"]=>
string(9) "pricessor"
["password"]=>
string(11) "hjkau29sdkD"
["dbname"]=>
string(9) "pricessor"
["charset"]=>
string(4) "UTF8"
}
["_isDefaultTableAdapter":protected]=>
string(1) "1"
["_bootstrap":protected]=>
*RECURSION*
["_options":protected]=>
array(3) {
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string(9) "PDO_MYSQL"
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string(1) "1"
["params"]=>
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string(11) "hjkau29sdkD"
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string(9) "pricessor"
["charset"]=>
string(4) "UTF8"
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}
["_skipOptions":protected]=>
array(2) {
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string(7) "options"
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string(6) "config"
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}
}
["_run":protected]=>
array(5) {
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string(15) "frontcontroller"
[1]=>
string(7) "zfdebug"
[2]=>
string(5) "cache"
[3]=>
string(6) "layout"
[4]=>
string(2) "db"
}
["_started":protected]=>
array(0) {
}
}
}
["_frontController":protected]=>
NULL
["_request":protected]=>
object(Zend_Controller_Request_Http)#50 (15) {
["_paramSources":protected]=>
array(2) {
[0]=>
string(4) "_GET"
[1]=>
string(5) "_POST"
}
["_requestUri":protected]=>
string(24) "/pages/programma?pid=152"
["_baseUrl":protected]=>
string(0) ""
["_basePath":protected]=>
NULL
["_pathInfo":protected]=>
string(16) "/pages/programma"
["_params":protected]=>
array(4) {
["id"]=>
string(9) "programma"
["module"]=>
string(5) "pages"
["controller"]=>
string(5) "index"
["action"]=>
string(4) "show"
}
["_rawBody":protected]=>
NULL
["_aliases":protected]=>
array(0) {
}
["_dispatched":protected]=>
bool(true)
["_module":protected]=>
string(5) "pages"
["_moduleKey":protected]=>
string(6) "module"
["_controller":protected]=>
string(5) "index"
["_controllerKey":protected]=>
string(10) "controller"
["_action":protected]=>
string(4) "show"
["_actionKey":protected]=>
string(6) "action"
}
["_response":protected]=>
object(Zend_Controller_Response_Http)#61 (8) {
["_body":protected]=>
array(0) {
}
["_exceptions":protected]=>
array(0) {
}
["_headers":protected]=>
array(0) {
}
["_headersRaw":protected]=>
array(0) {
}
["_httpResponseCode":protected]=>
int(200)
["_isRedirect":protected]=>
bool(false)
["_renderExceptions":protected]=>
bool(false)
["headersSentThrowsException"]=>
bool(true)
}
["viewSuffix"]=>
string(5) "phtml"
["view"]=>
object(Zend_View)#43 (18) {
["_useViewStream":"Zend_View":private]=>
bool(false)
["_useStreamWrapper":"Zend_View":private]=>
bool(false)
["_path":"Zend_View_Abstract":private]=>
array(3) {
["script"]=>
array(1) {
[0]=>
string(63) "/mnt/vdb1/www/21vk.biz/application/modules/pages/views/scripts/"
}
["helper"]=>
array(0) {
}
["filter"]=>
array(0) {
}
}
["_file":"Zend_View_Abstract":private]=>
NULL
["_helper":"Zend_View_Abstract":private]=>
array(0) {
}
["_helperLoaded":"Zend_View_Abstract":private]=>
array(0) {
}
["_helperLoadedDir":"Zend_View_Abstract":private]=>
array(0) {
}
["_filter":"Zend_View_Abstract":private]=>
array(0) {
}
["_filterClass":"Zend_View_Abstract":private]=>
array(0) {
}
["_filterLoaded":"Zend_View_Abstract":private]=>
array(0) {
}
["_filterLoadedDir":"Zend_View_Abstract":private]=>
array(0) {
}
["_escape":"Zend_View_Abstract":private]=>
string(16) "htmlspecialchars"
["_encoding":"Zend_View_Abstract":private]=>
string(5) "UTF-8"
["_lfiProtectionOn":"Zend_View_Abstract":private]=>
bool(true)
["_loaders":"Zend_View_Abstract":private]=>
array(2) {
["filter"]=>
object(Zend_Loader_PluginLoader)#39 (4) {
["_loadedPluginPaths":protected]=>
array(0) {
}
["_loadedPlugins":protected]=>
array(0) {
}
["_prefixToPaths":protected]=>
array(2) {
["Zend_View_Filter_"]=>
array(1) {
[0]=>
string(17) "Zend/View/Filter/"
}
["Pages_View_Filter_"]=>
array(1) {
[0]=>
string(63) "/mnt/vdb1/www/21vk.biz/application/modules/pages/views/filters/"
}
}
["_useStaticRegistry":protected]=>
NULL
}
["helper"]=>
object(Zend_Loader_PluginLoader)#30 (4) {
["_loadedPluginPaths":protected]=>
array(0) {
}
["_loadedPlugins":protected]=>
array(0) {
}
["_prefixToPaths":protected]=>
array(2) {
["Zend_View_Helper_"]=>
array(1) {
[0]=>
string(17) "Zend/View/Helper/"
}
["Pages_View_Helper_"]=>
array(1) {
[0]=>
string(63) "/mnt/vdb1/www/21vk.biz/application/modules/pages/views/helpers/"
}
}
["_useStaticRegistry":protected]=>
NULL
}
}
["_loaderTypes":"Zend_View_Abstract":private]=>
array(2) {
[0]=>
string(6) "filter"
[1]=>
string(6) "helper"
}
["_strictVars":"Zend_View_Abstract":private]=>
bool(false)
["request"]=>
object(Zend_Controller_Request_Http)#50 (15) {
["_paramSources":protected]=>
array(2) {
[0]=>
string(4) "_GET"
[1]=>
string(5) "_POST"
}
["_requestUri":protected]=>
string(24) "/pages/programma?pid=152"
["_baseUrl":protected]=>
string(0) ""
["_basePath":protected]=>
NULL
["_pathInfo":protected]=>
string(16) "/pages/programma"
["_params":protected]=>
array(4) {
["id"]=>
string(9) "programma"
["module"]=>
string(5) "pages"
["controller"]=>
string(5) "index"
["action"]=>
string(4) "show"
}
["_rawBody":protected]=>
NULL
["_aliases":protected]=>
array(0) {
}
["_dispatched":protected]=>
bool(true)
["_module":protected]=>
string(5) "pages"
["_moduleKey":protected]=>
string(6) "module"
["_controller":protected]=>
string(5) "index"
["_controllerKey":protected]=>
string(10) "controller"
["_action":protected]=>
string(4) "show"
["_actionKey":protected]=>
string(6) "action"
}
}
["_helper":protected]=>
object(Zend_Controller_Action_HelperBroker)#47 (1) {
["_actionController":protected]=>
*RECURSION*
}
}
