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The following survey is an initiative of the Life Sciences business of Thomson Reuters to assess our won and lost sales opportunities. As the sales director, we are asking for your insight and perspective on the process and outcome of this recent opportunity.
It will take approximately 15 minutes to complete the questionnaire.
Your responses will be matched with the input we receive from a companion questionnaire asked of your client contact via the telephone. An individual report will be created for this opportunity. Quarterly and Annual reports will be created that show the aggregate of all researched opportunities and will identify trends that will help improve the sales process.
If you have questions at any time about the survey or the procedures, you may contact Lexa Hoffner at 952-939-4323 or by email at the email address specified below.
Thank you very much for your time and support. Please start with the survey now by clicking on the Continue button below.
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| What was the name of the client company for this recent opportunity? | | | | What was the proposed product? | | |
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| What was your relationship with the client/prospect prior to this sales engagement? (For example, how long had you been calling on them? Phone, in-person, email? How strong was your relationship with them?) | | |
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| How do you think the company came to consider Thomson Reuters for this particular solution? (Examples could be: Trade shows, internet research, cold calling, general advertising, previous experience) | | |
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| What would you say were the main issues that this company was hoping to solve via Thomson Pharma or Thomson Pharma Partnering? | | |
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| What would you say are the top three areas that this solution would address? (pick up to 3) |
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| What do you think was the client/prospect company's impression of the Life Sciences business of Thomson Reuters prior to the sales engagement? | | |
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| Were they familiar with either Thomson Pharma or Thomson Pharma Partnering prior to the start of this process? |
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| What do you think was their impression of Thomson Pharma or Thomson Pharma Partnering prior to this process? | | |
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| With which department did you have the most contact? | | |
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| Department | | | | Number of employees | | | | Department | | | | Number of employees | | | | Department | | | | Number of employees | | | | Department | | | | Number of employees | | |
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| What were all the positions that influenced the purchase decision? (Select all that apply.) |
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| What position would you say had the most influence on the final purchase outcome? (Select one.) |
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| Price: | | | | Access Model: | | | | Product Capabilities and Content: | | | | Service and Support: | | | | Ease of Use by Staff: | | | | Supplier Company: | | |
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| Thinking about when the client/prospect company was making their final decision, please rank order the level of contribution that the following six categories had on that final decision with 1 being the category that contributed the most weight and 6 being the category that contributed the least weight. |
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| Price |
| | | Access Model |
| | | Product Capabilities and Content |
| | | Service and Support |
| | | Ease of Use by Staff |
| | | Supplier Company |
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| Which companies were you aware of that were considered for this opportunity? What was their solution? |
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| Company 1 and Solution | | | | Company 2 and Solution | | | | Company 3 and Solution | | | | Company 4 and Solution | | | | Company 5 and Solution | | |
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| What was the outcome of this opportunity? |
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| Which supplier did they decide to go with? | | | | What are the two primary reasons you feel they decided to go with a competitor instead of Thomson Reuters? | | |
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| Which supplier was their second choice for this solution? | | | | What are the two primary reasons you feel they decided to go with Thomson Reuters and not another company? | | |
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| This prospect did not renew their contract with Thomson Reuters. To the best of your knowledge, which of the following best describes how this prospect proceeded? |
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| How satisfied do you think the client/prospect company was with Thomson Reuters for each purchase criteria categories listed below? (Where 0=Not At All Satisfied and 10=Very Satisfied)
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| To what degree do you agree with the following statement: “Rather than describing the merits of a product, the Thomson Reuters team presented a solution that addressed the prospect's specific business issue." |
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| What do you think delighted the prospect about the Thomson Reuters solution? | | |
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| What do you think disappointed the client/prospect company about the Thomson Reuters solution? | | |
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SALES PROCESS
How satisfied do you think the prospect was overall with Thomson Reuters' sales process? (Where 0=Not at all Satisfied and 10=Very Satisfied.)
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| How satisfied do you think the client/prospect company was with Thomson Reuters' sales team performance in the following areas of the sales process? (Where 0=Not at all Satisfied and 10=Very Satisfied.)
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| From the above list, what wasn't covered that you felt should have been? | | |
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| How do you think the sales team could improve their service or presentation? | | |
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