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Mixed media, both print and digital, is the way forward for salesforces, say doctors

A unique new report from PharmaTimes suggests that using mixed media - both print and digital - sets pharma representatives above those who rely on a single medium to communicate with their customers.

This report addresses the fundamental questions around what doctors expect from the industry's representatives, with their individual assessments recorded across 18 key sales performance criteria.

Drawing on anonymised data, the report shows sales performances were enhanced when iPads were employed in conjunction with printed material, particularly among the lowest quartile of performers in the competition. Furthermore, seven of the 10 GPs who took part said they prefer information to be presented on an iPad or tablet computer - as did 30% of the 45 hospital specialists. Only 5% of this latter group like to see data on a printed sales aid, with a further 65% expressing no preference.

These are just some of the findings from data collected at the recent PharmaTimes Representative of the Year finals. The competition received record numbers of customer nominations, with more than 1,300 GPs and hospital doctors nominating their best representatives. Some 150 finalists were selected to compete at the finals by the 37 companies taking part.

This unique information is not available anywhere else and early purchasers include 2 of the top 5 pharma companies.

To purchase the report or to book a presentation for a detailed and bespoke analysis, click here.

To see the full contents click here, or to discuss this further call Sean Morgan Jones - 020 8878 8566, or email Sean@pharmatimes.com

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