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Obstetrics and Gynecology: The Customer Connection - How to Increase the Efficiency and Effectiveness of Sales Calls, Marketing and Professional Education

Published by: Valid Results Incorporated

Published: Apr. 1, 2008


Table of Contents


Introduction & Report Overview

Abstract

Measurement Objectives

Sample Design & Distribution / Measurement & Data Collection Design

How to read this report

Executive Summary & Key Findings

Detailed Findings

I. Medical Sales Representatives

a. What type of contact do Ob/Gyn’s consider a visit

b. Sales reps seen

c. Frequency of specific sales rep visits

d. Quality of information presented

e. Preference for frequency of sales rep visits

II. Professional Medical Education

a. Company sponsored professional education events attended

b. Identification of companies sponsoring events

c. Quality of sponsored professional education events attended

III. Marketing and Information Sources

a. Preferences for learning about new products

b. Preferences for learning about new methods, techniques, treatments

c. Marketing practices

d. Time spent on internet & reading medical journals for professional purposes

IV. Surgeon Attitudes

a. Level of agreement with featured product considerations

Abstract

100 AMA-member (American Medical Association) Ob/Gyn respondents were randomly selected from a list of over 24,000 Ob/Gyns to participate in a self-administered questionnaire (SAQ) featured on the internet.

The purpose of the study is to provide information relative to sales and professional education to help companies improve their performance in these critical areas.

The results feature a summary of surgeons’ experience with, and perceptions of, sales reps and professional education. A multivariate derived metric provides for a relative comparison and positioning of the featured companies. Also included is a summary of advertising and training preferences, as well as an overview of attitudes regarding product adoption.

The results of the data analysis reveal the frequency and value of sales representatives’ visits vary across the featured companies. Some company reps are seen multiple times in a year and others may only be seen once a year, if at all. Pharmaceutical reps visit with much greater frequency than medical device reps. The perceived value of sales rep visits also varies across the featured companies. Participation in company sponsored education events is popular and while the value of these events varies, overall, they could all be improved.

Companies featured in this report:
  • Aesculap
  • Allendale Pharmaceuticals
  • Alza Pharmaceuticals
  • American Medical Systems
  • AtriCure
  • Bard
  • Barr Pharmaceuticals
  • Berlex Laboratories
  • Boston Scientific
  • Cardinal Health
  • Conceptus
  • Cook Women's Health
  • Cooper Surgical
  • Cytyc Corp.
  • Davol
  • Elan Pharmaceuticals
  • Ethicon
  • Gyrus ACMI
  • King Pharmaceuticals
  • MedGyn
  • Microsulis
  • Novo Nordisk
  • Olympus
  • Organon
  • Ortho McNeil
  • Pfizer
  • Richard Wolf
  • Schoelly Fiberoptic
  • Searle Pharmaceuticals
  • Sklar Instruments
  • Smith and Nephew Endo
  • Solvay Pharmaceuticals
  • Stryker Endoscopy
  • Warner Chilcott Laboratories
  • Watson Pharmaceutical
  • Wyeth
  • Yama, Inc.
The information has applicability to sales, professional education, communications, advertising, as well as other business functions.

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