More information from http://www.researchandmarkets.com/reports/548646/
Plastic Surgery - The Customer Connection: How to Increase the
Efficiency and Effectiveness of Sales Calls, Marketing and
Methodology and Purpose of this Research
100 American Medical Association (AMA) board certified plastic surgeons were randomly selected
from a list of 6300 surgeons to participate in a self-administered questionnaire (SAQ) featured on
the internet. Upon completion of the SAQ, 20 of the participants were selected to participate in a
follow-up depth interview conducted via the telephone.
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. Also included is a summary of advertising and training preferences, as well
as an overview of attitudes regarding product adoption. A multivariate derived metric provides for a
relative comparison and positioning of the featured companies.
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. The perceived value of sales reps 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. The analysis also indicates the plastic surgeon
population may be effectively segmented based on their preferred methods for learning about new
products as, well as their preferences for learning new techniques or methods.
The information has applicability to sales, professional education, communications, advertising, as
well as other business functions.
Introduction & Report Overview