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Sales Performance Insights Report - Contents

1.0 Executive summary

2.0 Introduction

3.0 The competition process

4.0 2012 nominations

5.0 The 2012 competition participants

6.0 Feedback to and from representatives

7.0 Who’s who by hospital speciality

8.0 Pre-eminent company reputations

9.0 Measuring sales competencies

9.1 Core sales competencies

9.2 Primary care representatives sales competence

9.3 Secondary care representative sales competence

10.0 Differentiating the ‘great from the good’, the ‘best from the rest’

11.0 Does the use of iPad improve sales performance ?

12.0 What do doctors want from pharmaceutical and medical companies ?

13.0 Does length of service impact on sales performance ?

14.0 NHS changes and sales force competence

14.1 Access to customers

14.2 The changing NHS

14.3 Sales management attributes

15.0 Remedial action required

16.0 Acknowledgements

17.0 Appendices


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