Note: please answer based on your own experience and knowledge. 

For example, if you only know answers for France, please respond for France only -- you do not need to respond for all countries.

Structure and Headcounts

For the questions that follow, please indicate which country or group of countries you are responding for.

To make multiple selections, hold down the "control" key while clicking on a country:
 
European Union (majority of Europe) Austria Belgium Cyprus Czech Republic Denmark Estonia Finland France Germany Greece Hungary Ireland Italy Latvia Lithuania Luxembourg Malta Netherlands Norway Poland Portugal Slovakia Slovenia Spain Sweden Switzerland United Kingdom

1. Please answer the questions below regarding the overall size of your sales effort:

2.  What is your ideal district manager-to-rep ratio?

3.  In the next 18-24 months, to what degree do you plan to expand or contract your total sales force headcount in the county/countries you selected above?

Sales Force Investment

4.  What is your company’s overall annual sales investment in the country/countries you selected above:

5.  On average, what percentage of the sales budget is invested in each of the following activities (should add up to 100%):

6.  What is your company’s cost per rep -- including all the above factors -- in the country/countries you selected above?

7.  What is your best estimate of your company’s cost per detail in the country/countries you selected above:

Sales Force Training

8.  How many hours of classroom/self-study training do new sales reps complete before entering the field?
hours

9.  How many hours of field-based training do new sales reps receive?
hours

10.  After finishing the initial classroom/self study and field based training, how many hours of follow-up training does a new rep complete in their first 12 months?
hours

11.  How many hours of ongoing training do veteran reps receive annually?
hours

Sales Force Tactics

12.  In a given month, how often do reps visit their sales leads?

13.  How many physicians does a rep in one of your sales forces visit on a typical day?

14.  Please provide information about the average results of a sales rep’s visit to a doctor’s office (note: answers need not add up to 100%):

15.  What percentage of their time each week do sales reps use to call upon non-physician sales contacts such as pharmacists and registered nurses?

Primary care sales force:    %
Specialty sales force:  %

16.  What percentage of his/her week does a rep spend on administrative tasks?

Primary care sales force:    %
Specialty sales force:  %