Improving Sales Rep Performance: A Global Analysis

Table of Contents

Section 1. Analysis and Interpretation of Survey Results

Introduction

Sales Rep Selection and Training

1-3 Personal Qualities

1-4 Professional Qualities

1-5 Valued Assistance

1-6 Purchasing Support

1-8 Technical Support

Sales Force Organization

1-10 Forms of Organization

1-11 Frequency of Contact

Product Information and Promotional Items

1-14 Preferred Product Information

1-15 Preferred Promotional Items

Competitive Dynamics

1-17 Measuring Customer Satisfaction

1-22 Sales Reps From Most Selected Companies

Customer Profiles

1-24 Aggregate Customer Profiles

1-25 Customer Profiles by Geographic Region

Segmentation Analysis

1-27 Psychographic Segmentation

1-30 Demographic Segmentation

1-32 Summary

Section 2. Study Methodology and Demographics

2-1 Study Methodology

2-3 Understanding Quadrant Analysis

2-5 Definition of Terms

2-6 Demographics

2-7 Questionnaire

Section 3. Presentation of Survey Data

Sales Reps: Value of Assistance

3-1 Importance of sales rep assistance when looking for specific types of information

3-3 Overall satisfaction with the assistance of sales reps who typically contact lab

Sales Reps: Personal & Professional Qualities

3-4 Importance of specific personal qualities of sales reps

3-6 Overall satisfaction with the personal qualities of sales reps who typically contact lab

3-7 Importance of specific professional qualities of sales reps

3-9 Overall satisfaction with the professional knowledge of sales reps who typically contact lab

Purchasing Support & Advice

3-10 Products for which purchasing support assistance from sales reps is most useful

3-11 Most important questions to ask sales reps when considering a purchase

3-12 Percentage of orders in a typical year for which it is necessary to contact a suppliers sales rep for purchasing assistance

3-13 Preferred frequency of sales rep contact after the purchase of an expensive instrument or other piece of life science instrumentation

Technical Support & Advice

3-14 Primary sources of assistance when a technical problem is encountered

3-15 Percentage of orders in a typical year for which it is necessary to contact a suppliers sales rep for technical assistance

Sales Force Organization, Product Information & Promotional Materials

3-16 Organization of sales force that is most useful

3-17 Usefulness of a dedicated, single-point-of-contact sales rep responsible for coordinating ALL requests

3-18 Product information sales reps should leave behind after a visit

3-19 Most enjoyed promotional items received from sales reps

Experience with Sales Reps

3-20 Purchasing styles

3-21 Preferred relationships with sales reps

3-22 Average number of visits from sales reps per week

3-23 Percentage of visits that were unsolicited or unexpected

3-24 Average number of telephone calls from sales reps per week

3-25 Percentage of calls that were unsolicited or unexpected

3-26 Frequency of personal interaction with sales reps for specific types of products

3-28 Interaction with sales reps from specific companies

3-29 Satisfaction with sales rep assistance when looking for specific types of information

3-31 Overall satisfaction with the assistance of sales reps when looking for product information

3-31 Overall satisfaction with the assistance of sales reps when looking for logistics and order placement information

3-33 Personal qualities that best describe sales reps

3-35 Perception of sales reps as being knowledgeable of research details

3-36 Perception of sales reps as being a good source of technical support and advice

3-37 Circumstances in which sales rep assistance would be most useful

Demographics

3-38 Role in Laboratory

3-39 Year Born

3-40 Gender

3-41 Market Segment

3-42 Job Position

3-43 Geographic Region

3-44 Areas of Research

Section 4. Appendices

4-1 Insights and Perspectives

4-48 Cross-Tabulations of Survey Data

4-113 Additional Supplier Information

4-116 Other Publications

4-118 About BioInformatics

4-119 Our Valued Clients