$695.00
In this report, Arx Research examines the preferences of more than 120 physicians regarding their interactions with sales representatives, what they expect during exchanges and how they score the companies they interact with.
Number of pages: 36
Format: Full Analysis, PDF
Published: 2015
Price: $695
In Cultivating Physician-Centric Engagements, Arx Research examines the current state of sales forces’ interactions with physicians, preferences for the pace and methods of interactions, what physicians expect to hear during exchanges, the most appealing topics of discussion, the type of personality they want to nurture relationships with and how they score industry representatives and the companies they interact with.
Physicians are an important component of the life science ecosystem. Their influence and impact toward product use and adoption is fundamental to drug manufacturers’ success. Therefore, life science companies need to continuously stay aware of physicians’ expectations when it comes to their exchanges with industry’s commercial functions and more specifically with sales representatives. While the industry knows what it wants from the relationships, it rarely examines what physicians really need from the industry.
This study is based on primary research feedback from 127 physicians and is meant to reveal insights on physicians’ preferences and assist commercial teams, at all levels, to develop strategies that better suit the needs of the healthcare professionals they interact with to ensure long-lasting and meaningful relationships.
Research Methodology
Current Industry Landscape
Respondents’ Profiles
Interaction Metrics
Methods of Interactions
Frequency of Interactions
Importance and Effectiveness of Interactions
Degree of Importance of Interactions
Effectiveness of Interactions
What Matters to Physicians
Content of Exchanges
Basic Requirements for Sales Representatives
Aptitudes
Personal and Behavioral Characteristics
Degree of Loyalty to Products
Loyalty to Products
Evaluation of Relationships
Assessment of Exchanges with Companies
Summary
KEY FEATURES
KEY BENEFITS
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