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Biopharmaceutical and Device Companies Rate Service Providers’ Sales Representatives and Reveal What Buyers are Looking For
The results of a survey examining how the buyers of outsourced R&D services perceive the representatives that sell to them as well as containing advice on ways to make their efforts more effective will be featured at the annual meeting of the Association of Commercial Professionals – Life Sciences (ACP-LS), Sept. 19-20, in Philadelphia.
The ACP-LS Life Science Services Sales Representative Performance Survey details responses from 220 scientists, engineers, operations employees and procurement professionals in pharmaceutical, biopharmaceutical, medical device and diagnostic companies. An overview of the results and conclusions will be presented by survey developers Jon Meyer, co-founder and principal of Life Science Strategy Group, and Cinda Orr, president and CEO of SCORR Marketing.
A key finding of the survey is that only about half of the respondents felt that the individual sales representative had an important impact on the choice of vendor.
“Life science commercial professionals need feedback in order to improve their craft and interact more effectively,” Meyer said. “If sales and marketing professionals better understand the needs of scientists and clinicians, it could lead to better use of products and services and speed new therapies, devices and diagnostics to market.”
“The survey found that representatives are generally ranked high for professionalism but are lacking in scientific knowledge and ability to provide creative solutions,” Orr added. “It suggests specific things sales teams can do, such as develop and refine standards and education, and take steps to improve interactions, proposals, e-commerce, alliance management and the entire procurement process.”
The presentation, “ACP-LS Life Science Services Sales Representative Performance Survey,” will be at 9:45 a.m. on Thursday, Sept. 19. Complete survey results will be available for purchase following the presentation. Registration details are available on the ACP-LS website.
About SCORR Marketing
SCORR Marketing, a full-service marketing and communications firm, is dedicated to achieving results for its global clients by combining strategy and creativity. SCORR has locations across North America and Europe. For more information, visit www.scorrmarketing.com.
About Life Science Strategy Group LLC
Life Science Strategy Group is a specialized life science consultancy with extensive experience globally conducting strategic consulting and market research engagements in many therapeutic, technology and service markets.