Maximizing Sales Rep Effectiveness For The Life Sciences Market -

DUBLIN--()--The "Maximizing Sales Rep Effectiveness For The Life Sciences Market" report has been added to's offering.

As the Web increasingly takes over so many aspects of the sales process, this report shows there still remains an important place for life science sales rep personnel when it comes to supplier interactions with current and prospective customers.


In Maximizing Sales Rep Effectiveness for the Life Sciences, we explore the role of life science supplier sales reps and identify ways that sales teams can have a positive impact on scientists' relationships with supplier companies. We surveyed over 950 scientists around the world to find out how much (or little) they rely on their sales reps when purchasing specific instruments and consumables.

With the ubiquitousness of product information present online, are scientists depending on their sales reps for product information more or less than they did five years ago? How can a sales rep be most useful when a lab is considering buying (or switching to) a new product? What purchasing channels are laboratories using, and which ones do they prefer? The answers to these questions and more are detailed in this study so that suppliers can adjust their practices to align with the way labs prefer to do business.

Going beyond strategy, this report also serves as a tactical guide for individual sales reps. Extensive product lines and evolving technologies demand that sales reps invest significant amounts of time staying abreast of what's new. By finding out how labs want (and don't want) to be served, reps can allocate their most valuable resource - time - more efficiently and provide optimal service as defined by the scientists themselves.

The major objectives of this report are as follows:

  • Find out the importance of sales reps when purchasing products
  • Understand the products and service where sales reps are most helpful
  • Measure customers' usage and preferences of the method that they interact with sales reps
  • Measure customers' satisfaction level towards sales reps for each company

Key Topics Covered:

Executive Summary

  • Contacting Customers
  • Salesforce Optimization
  • Customer Experiences and Needs

Sales Representatives and the Purchasing Process

  • Section Summary
  • Scientist and Sales Representative Interactions
  • Reasons for Interactions
  • Purchase Points Where Representatives are Most Useful

Life Scientists' Experience with Sales Representatives

  • Section Summary
  • Sales Representative Scheduling
  • Post Purchase Contact
  • Sales Rep Brand Strength

Setting Your Sales Force Up for Success

  • Section Summary
  • Important Qualities of Sales Reps
  • Salesforce Organization
  • Promotional Material Preferences

Methodology and Demographics

For more information about this report visit

Laura Wood, Senior Press Manager
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900

Laura Wood, Senior Press Manager
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900