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The following survey is an initiative of the Healthcare business of Truven 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. This survey 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. Quarterly and Annual reports will be created that show the aggregate of all HEALTHPLAN 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 Chris Rothgeb at 952-939-4305 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 or prospect healthplan for this recent opportunity? | | |
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| In what month and year did Truven 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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| What do you feel was the client/prospect's impression of the Healthcare business of Truven and what do you think contributed to this impression (ie. first hand experience? Word of Mouth? Trade show? website? Webinar? etc...) | | |
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| How was Truven invited into the bid process? | | |
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| What were the ISSUES that the client/prospect healthplan was hoping to solve? Were they using a solution already? If so, why were they investigating other options? | | |
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| What were all the products/solutions included in the proposal? | | |
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| Were there other Truven solutions that would have been a possible fit for their needs? How did you decide which solution would be the best fit? | | |
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| What do you think their impression was of the proposed Solution prior to this sales engagement? | | |
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Who were all of the individuals at the client/prospect healthplan 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/Solution 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 healthplan 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. If a category did not contribute to the decision, leave it blank. |
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Price |
| | Product/Solution 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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| 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 compeitor instead of Truven and the proposed solution? | | |
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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 Truven and the proposed solution and not another company? | | |
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How satisfied do you think the client/prospect healthplan was with Truven for each applicable purchase criteria categories listed below? (Where 0=Not At All Satisfied and 10=Very Satisfied)
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| What do you think particularly pleased the client/prospect healthplan about the proposed solution? | | |
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| What do you think disappointed the client/prospect healthplan about the solution? | | |
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SALES PROCESS Overall, how satisfied do you think the client/prospect company was with Truven's 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 Truven's 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? | | | | Who attended the finalist meeting from Truven? | | | | Did you feel any resources were missing that would have helped the client/prospect healthplan in their understanding and evaluation of the Truven solution? | | |
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| What about the sales process do you feel went particularly well with this client/prospect healthplan? (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 healthplan? | | |
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| Is there anything else you think we should know about this recent opportunity? | | |
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