Image Long Descriptions

1.3 Image Descriptions

Figure 1.1 image description:  The Marketing and Sales: How they work together image describes Marketing and Sales in bullet points with an arrow going in both directions between the two.  Marketing is described as:

• Uses the four Ps (product, place, promotion, and price) to determine the brand message.
• Uses the promotional mix (advertising, sales promotion, public relations, direct marketing, interactive marketing, and personal selling) to communicate the brand message to customers.
• Motivates customers to take an action, such as going to a store or Web site or calling a phone number
• Builds ongoing relationships between the brand and customers.
• Interacts with and gets feedback from sales.
• Focuses on customer needs.

Sales is described as:

• Identifies which customers to engage.
• Interacts one-on-one with customers to identify needs and present solutions or opportunities.
• Converts interested customers into purchasers.
• Builds ongoing personal relationship between the brand and the customer.
• Isa the brand in the eye of the customer.
• interacts with and gives feedback to marketing.
• Focuses on customer needs.

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2.1 Image Description

Average salary of U.S. pharmaceutical representatives is a bar chart showing the average salaries from 2016 to 2018 in U.S. dollars.  On the Y axis we see Annual salary in U.S. dollars from zero to 175,000.  On the X axis we see each year (2016, 2017, 2018) each with three bars showing (in order) Base salary, Bonus/commission, and Total compensation.

For 2016

• base salary is shown as 93,516
• bonus/commission is shown as 35,286
• total compensation is shown as 128,802

For 2017

• base salary is shown as 103,083
• bonus/commission is shown as 35,024
• total compensation is shown as 136,480

For 2018

• base salary is shown as 98,815
• bonus/commission is shown as 36,398
• total compensation is shown as 133,563

Additional information provided: United States: 659 respondents; employed in  specialty pharmaceutical sales

[Return to Figure 2.1]

2.2 Image Description

Average annual salary of top earners in the medical sales industry in the U.S. is a bar chart showing the average salaries in 2018 in U.S. dollars.  On the Y axis we see Salary in U.S. dollars from zero to 200,000.  On the X axis we see three categories (Capital equipment/durable medial equipment, Surgical device, and Biotechnology) each with three bars showing (in order) Base salary, Bonus/commission, and Total compensation.

For Capital equipment/durable medial equipment

• base salary is shown as 88,146
• bonus/commission is shown as 88,577
• total compensation is shown as 167,554

For Surgical device

• base salary is shown as 86,518
• bonus/commission is shown as 92,856
• total compensation is shown as 165,962

For Biotechnology

• base salary is shown as 112,711
• bonus/commission is shown as 55,214
• total compensation is shown as 164,214

Additional information provided: United States: base: 2,793; employed in medical sales

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Figure 3.1 Image Description: What are the main benefits your business hopes to achieve using CRM? is a bar chart showing 11 benefits to businesses using CRM and the percentages by which each improves using CRM.  On the y-axis are the benefits, and on the x-axis are the percentages.

1. Improve customer service shows 74 percent improvement
2. Improve customer satisfaction shows 66 percent improvement
3. Improve customer retention shows 56 percent improvement
4. Increase sales shows 54 percent improvement
5. Generate new business shows 53 percent improvement
6. Ability to share and distribute date shows 48 percent improvement
7. Market products and services more shows 37 percent improvement
8. Improve market intelligence shows 29 percent improvement
9. Manage customer renewals shows 24 percent improvement
10. Reduce costs shows 24 percent improvement
11. All of these shows 8 percent improvement

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3.4 Image Description

Figure 3.2 Image Description: Social Style Matrix is a square diagram divided into four equal parts (quadrants).  The quadrant on the top left says “Analyticals, They want to know ‘How'”.  The quadrant on the top right says “Drivers, They want to know ‘What'”.  The quadrant on the bottom left says “Amiables, They want to know ‘Why'”.  And the quadrant on the bottom right says “Expressives, They want to know ‘Who'”.

Between Analyticals and Drivers, on the top, is the label Low responsiveness.

Between Drivers and Expressives, on the right side, is the label High assertiveness.

Between Expressives and Amiables, on the bottom, is the label High responsiveness.

Between Amiables and Analyticals, on the left side, is the label Low assertiveness.

[Return to Figure 3.2]