Detail Aid and Sales Presentation Testing
At HCD Research, we developed a new approach for quantitatively testing the effectiveness of your sales presentations and detail aids.
Many pharmaceutical companies test their sales presentations and detail aids through static quantitative studies among physicians.
Physicians are asked to view the brochure and respond to a series of scaled questions regarding main message, believability, clarity and relevance. While this process provides useful information on detail aids, it does not test the effectiveness of the sales rep's actual presentation.
Since a sales presentation is a dynamic process involving dialogue between a sales rep and a physician, wouldn't it make more sense to test the sales call in addition to the detail aid? We have pioneered an approach for internet quantitative studies that we use to test the overall effectiveness of a sales presentation and detail aid.
Our approach enables us to test multiple versions of the sales presentation and detail aid in a monadic design, allowing companies to refine and develop the optimal script for the sales presentation and detail aid for their sales reps.
Unlike traditional qualitative testing which is limited to a few physicians at a three or four locations, we can conduct testing among a large sample of physicians located virtually anywhere in the world.