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Improving Sales Rep Performance: A Global Analysis
BioInformatics, LLC, Jan 2005, Pages: 219
Sales reps are a vital part of a life science supplier's success because they provide a direct link to their customers. Based on a 34-question survey of over 1,800 scientists, the second edition of Improving Sales Rep Performance: A Global Analysis is designed to offer insights on how sales executives can align their sales force organization, recruitment and training in a way that reflects the needs and expectations of scientific customers in different geographic regions. The report identifies the personal and professional qualities that are most appreciated as well as describes how scientists evaluate the performance of sales reps so that this information can be incorporated into sales training programs to develop more credible and effective reps.
A unique feature of this year's study is that several survey questions were answered with regards to specific sales forces. While the report depicts the responses to these questions in aggregate, more than 40 company-specific profiles are available to supplement your understanding of your customers or those of your competitors.
Overall, this report can serve as a guide to better understand scientists so that your sales reps can increase your company's competitive advantage by delivering value, building brand equity and fostering a positive image.
The major objectives of this report are as follows:
- Identify the personal qualities that scientific customers look for in their sales reps segmented by the customers' geographic region.
- Ascertain the professional training and skills that customers expect their reps to have segmented by the customers' geographic region.
- Discover when sales reps are most needed to facilitate purchase decisions and compare customers' answers according to their geographic region.
- Determine which forms of assistance and support are considered essential according to the customers' geographic region.
- Understand how customer type influences how sales reps are perceived.
- Identify which suppliers have the best-trained, most effective sales reps.
- Determine how a scientific customer's psychographic profile affects their interaction with sales reps.
To enquire about purchasing the additional data set in addition to the enterprise wide report please click on enquire
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