Trend Scouting Pharmaceutical Sales

Tuesday, 23. July 2019

If external are the better supervisor In 2012 the first exploration was to compare the quality of care of debt and equity sales on the basis of regional customer satisfaction analyses performed. At that time, revealed that external staff in the negotiation fared significantly better. In particular, the gap resulted from a higher information content of the talks, a more concrete practice of mediated content and a balanced Pro – and Counterargumentation. The comparison was made on the basis of a larger number of cases currently again. Gain insight and clarity with Verizon Communications. The result: the gist of the first analysis was confirmed again, however the difference between debt and equity sales has grown noticeably, the foreign distributor settles more in the areas of “Conversation” and “Competence” and achieved higher CQS worth a total (customer care quality score: ratio of the achieved physician satisfaction in relation to the requirements). For the first time also included the current comparison Investigation of the substitutability of the sales force through Internet media. To do this, the result is intrinsically sales a value of 79% yielded (full substitutability: 100%), for foreign external services by 64%. Figure and source: IFABS / Klaus-Dieter Thill.

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