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The following survey is an initiative of the Healthcare and Science 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 15-20 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. Also, summary report will be created that shows the aggregate of all SCHOLARONE 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? | | |
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| In what month and year did Thomson Reuters receive the RFP? | | | | In what month and year was the verbal decision given? | | |
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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 was Thomson Reuters invited into the bid process? | | |
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| What were the ISSUES that the client/prospect company was hoping to solve? Were they using an Abstract/Journal/Peer Review Management Solution already? If so, why were they investigating other options? | | |
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| What do you think was the client/prospect company's impression of the Healthcare and Science business of Thomson Reuters prior to the sales engagement? What contributed to this impression? (For example, was it a First-hand experience? Word of mouth? Trade show? Website?) | | |
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| What do you think their impression was of the ScholarOne Solution prior to this sales engagement? | | |
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| Who were all of the individuals at the client/prospect company you felt 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: | | | | Product Capabilities: | | | | IT Requirements or Considerations: | | | | Ease of Use by Staff: | | | | Client Service Team: | | | | Reputation of the 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 |
| | | Product Capabilities |
| | | IT Requirements or Considerations |
| | | Ease of Use by Staff |
| | | Client Service Team |
| | | Reputation of the Supplier Company |
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| Was it clear from the beginning that these criteria were most important? | | |
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| Which companies were you aware of that were considered for this RFP/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 and ScholarOne | | |
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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 ScholarOne and not another company? | | |
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| How satisfied do you think the client/prospect company was with Thomson Reuters and ScholarOne 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: “Thomson Reuters presented a solution that addressed the client's specific business issue rather than describe the merits of a technical tool.”
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| What do you think particularly pleased the client/prospect company about the proposed Solution? | | |
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| What do you think disappointed the client/prospect company about the solution? | | |
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SALES PROCESS
Overall, how satisfied do you think the client/prospect company was with Thomson Reuters sales process during the recent engagement? (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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| Excluding people, what were the primary sales resources you used during this sales engagement? | | | | Did you feel any resources were missing that would have helped the client/prospect company in their understanding and evaluation of ScholarOne? | | |
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| What about the sales process do you feel went particularly well with this client/prospect company? (Presentation, Demo of solution, Knowledge of client needs, Collateral, etc.) | | |
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| What about the sales process do you feel could have been improved with the client/prospect company? | | |
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| Is there anything else you think we should know about this recent opportunity? | | |
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