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What do we need sales reps for, anyway? We thought that was a pretty good question. So much so, that we surveyed almost 1,000 scientists worldwide…
/in Blog /by bkelly
(Scientists & Sales Reps Part I) What scientists think about the sales reps they interact with, and how their expectations are changing
Labs can learn about, compare and purchase many of their products without ever talking to a live body at a supplier company at all.
While both customer service and technical support are important, a greater percentage of respondents indicate that technical support is highly important in their likelihood to recommend a supplier than is customer service.
For academic respondents, value for price paid ranks second, behind performance while for industrial respondents, ease-of-use ranks second.
Improvement ranged plus or minus 5 percentage points compared to the industry average, suggesting that Life Technologies is
Sales reps who combine their “offline” interpersonal skills with an “online” tech savvy approach will be the most successful in reframing scientists’ assumptions about the traditional role of a sales rep.
While marketing departments at life science suppliers will craft the mobile marketing campaign, IT and web developers must be involved in the process to ensure that planned initiatives are technically feasible.
Even the most ordinary interaction with vendors carries with it an aura. Some analysts refer to this as a “branded customer experience.”
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BioInformatics, part of the Science and Medicine Group, is the leading research and advisory firm serving the life science and diagnostic industries. Our expertise includes primary quantitative and qualitative research in addition to secondary research and published reports. We own a proprietary, international community of more than 55,000 scientists and biomedical researchers to provide insights that grow businesses and move markets. Our multi-disciplinary team is comprised of industry veterans, market research experts, and survey statisticians.