Company Perception, Motivation and Satisfaction Survey

Please complete all the following questions.

About You

1. Which medical sales company do you work for and which division?

Company
Division

If you work on contract, please also specify the contract company and division:

Company
Division

2. Gender

Male
Female

3. Age

Younger than 25
25 - 34
35 - 44
45 - 54
Older than 54

4. What is your primary role?

Dedicated field trainer
Dedicated NHS advisor (i.e. Healthcare Development Manager, NHS Liaison etc.)
Hospital specialist
Key account manager
Nurse advisor
Primary and secondary care representative / account manager
Primary care only sales representative / account manager
1st line field sales manager (i.e. People Management)
2nd line field sales manager (i.e. People Management)
Other (please specify below)

5. Is your present position

Full-time
Reduced hours/Part-time

6. Which one of the following best describes your sales performance with respect to others in your company?

Use your MAT score, ranking in company or performance against target to guide your response.

Lowest sales
Below average sales
Average sales
Above average sales
Highest sales
Not applicable

7. How long have you been in your current role?

Less than 6 months
6 months but less than 12
1 year but less than 2
2 years but less than 4
4 years but less than 8
8 years or more

8. How long have you been working in the medical sales industry?

Less than 6 months
6 months but less than 12
1 year but less than 2
2 years but less than 4
4 years but less than 8
8 years or more

9. In total how many different medical sales companies have you worked for?

Include your current employer in the total. Do not count a merger as working for two companies.

10. What is your basic gross annual salary?

£ Exclude bonus and incentive contributions.

11. When was your last salary review?

Month Year

12. By how much did your salary increase at your last review?

13. Overall, do you think your remuneration package is appropriate for the job you do?

YesNo

14. For the last 12 months, please indicate the amount of cash bonus payment received from your present employer.

15. What type of incentive (other than money) would motivate you the most?

Holiday
Vouchers
Electronic equipment
Other (please specify below)

Motivational Values

In this section we are interested in what is important to you in identifying the ideal working environment and how satisfied you are with your current company.

16. What is important to you?

Please indicate the five most important work factors from the following list by ranking them from 1 (most important) to 5 (least important). Leave the remaining boxes as N/A.

Additional responsibilities outside normal role
Belief in present products
Bonus
Car policy
Company culture
Company recognition of your success
Future product pipeline
Individual accountability for sales
Job security
Level of autonomy in present role
Pension scheme
Personal development
Relationship with direct manager
Salary
Share scheme
Structured competency and appraisal system
Training
Work-life balance

17. How satisfied are you with your current company in relation to all the following factors?

Please use the following scale to indicate how satisfied you are with your current company.

1 = Very dissatisfied
2 = Dissatisfied
3 = Neutral
4 = Satisfied
5 = Very satisfied

If you have no opinion then please do not select a value.

Company Perception *

18. We would like you to score medical sales companies with regard to your perception of their overall desirability to work for.

* As trading for the majority of 2009

1 = Very low
2 = Low
3 = Neutral
4 = High
5 = Very high

Please score all companies

19. We would like you to score contract organisations with regard to your perception of their overall desirability to work for

1 = Very low
2 = Low
3 = Neutral
4 = High
5 = Very high

Please score all organisations

Recruitment

20. If you intend using recruitment agencies in the future, which are your preferred agencies?

1.
2.
3.

21. If you intend using internet recruitment sites, which are your preferred sites?

1.
2.
3.

22. With regard to your career progression, what are you most likely to do in the next 12 months?

Move to a different pharmaceutical company
Move to a different position within your current company
Remain in current position (i.e career representative)
Other (please specify below)

23. If you are considering a move to a different pharmaceutical company in the next 12 months, please indicate your reasons why.

Select up to three reasons from the following list and rank in order of significance,1 being the most significant. (Please leave blank if not relevant or applicable to your duties.)

Accountability – To increase my accountability for sales
Benefits – Require a better benefits package (i.e. salary, pension scheme, health insurance etc)
Car Policy – Require an improved car policy
Career – Better long-term career prospects
Change – Time for a change
Disciplinary – Presently in/concluded a disciplinary procedure
Job Security – Possibility of being made redundant from present employer
Lifestyle – To improve my work/life balance
Product Quality – Better products to sell for a new employer
Promotion – Move to an immediate promotion
Relationship with manager – Poor relationship with current direct manager
Work recognition – Lack of recognition for current work performed
Other (please state below)

Administration

24. Do you have an electronic territory management system (ETMS)?

YesNo

If ‘NO’ go to question 33.
If ‘YES’, is the management system on:

Laptop only
PDA only
Both PDA and laptop
Desktop computer at home

25. If you had a choice, which one of the following would you prefer to use?

Laptop only
PDA only
Both PDA and laptop
Desktop computer at home

26. If your territory management system is portable do you take it with you into the field on the vast majority of days?

YesNo

If ‘No’ why not? Please select up to 3 reasons and rank them in order of significance,1 being the most significant.

Awkward to carry around
Batteries run out
System is of little help/benefit in the field
Theft – Fear of consequences from employer of having laptop stolen
Theft – Fear of risk to personal safety because of laptop theft
Other (please state below)

27. In terms of honesty, how accurately do you record the following?

Please remember your answers are anonymous.

1 = Always
2 = Mostly
3 = Sometimes
4 = Never

(Please leave blank if not relevant or applicable to your duties.)

28. In terms of calls, how frequently do you do the following?

1 = Always
2 = Mostly
3 = Sometimes
4 = Never

(Please leave blank if not relevant or applicable to your duties.)

Your ETMS

29. Typically how much time do you spend on your laptop and PDA combined each work day?

None
Less than 30 minutes
30 mins but less than 1 hour
1 hour but less than 2
2 hours but less than 3
3 hours or more

30. What do you find most useful about your ETMS system:

Call reporting
Key account management
Mapping and graphing
Planning capabilities
Targeting

31. Based on your experience of recording calls, what needs improving the most?

ETMS system made easier to use
The customer database
Usefulness of the system
Other (please specify below)

32. If there was one thing you would change or add to your current ETMS system, what would it be?

33. Which part of the UK do you generally work in?

You may select more than one.

North East
North West
Midlands/East Anglia
London
South East
South West
Wales
Scotland
Northern Ireland

Your Employer and the Industry

34. How would you describe working for your present employer?

35. In the past year at work what ...

a) is the best thing that has happened?
b) is the worst thing that has happened?

For every completed survey we receive, Health Sector Publishing will donate 25p to a registered charity. The donation of the total amount to a registered charity will be featured in a future issue of Pf during 2010.

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