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The 2000 Physician's Office
World Class Sales Audit

Survey Methodology

Data Gathering

Number of physician offices and buying groups contacted: 9,260

Number of interviews conducted: 4,627

Completion rate on interviews: 50%

Number of ratings: 5,135

Number of interviews conducted with buying groups: 101

Number of interviews conducted with physician offices: 4,526

Number of suppliers named: 567

Named more than twice: 171

Named once or twice: 396

Average number of suppliers named per interview: 1.1

Source of contacts: 1999 Physicians and Surgeons Directory from infoUSA. Names randomly chosen from a database of 575,000. Lighthouse List Company. Ameritech Yellow Pages.

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Contents -
2000 Physicians Office World Class Sales:
Ordering Info
Face-To-Face Still Sells
Top Ranked Winners
Findings:
  Sales Skills
  Order Placement
  Rep Contact
Survey Methodology