Scenario for Worksheets using the EmploySat Dataset Employee Satisfaction Survey Introduction The medical sales industry is highly competitive with high levels of staff turnover. This means that, to attract the best people, companies must be sure that the pay and conditions they offer are competitive. Since 2001, Pharmaceutical Field (http://www.pharmafield.co.uk) have commissioned the Royal Statistical Society Centre for Statistical Education to investigate the remuneration, motivation, satisfaction, perception and recruitment of the sales force. Analysis of the data provides a benchmark for the industry and enables individual companies to investigate how they compare to their competitors. It is hoped that the data collected will help develop the working environment for the sales force. The study In the year 2001, over 9,000 questionnaires were sent to medical sales representatives and managers in the UK; it is estimated that the entire industry has just over 10,000 sales representatives and managers. From these 9,000 questionnaires 1,758 responses were obtained (a response rate of approximately 20%). Expert opinion was obtained to verify that the returned information was representative of the industry. The dataset available for this study contains a selection of the original variables for the entire dataset. Acknowledgement The STARS project team would like to express its thanks to Pharmaceutical Field for their permission to base the STARS worksheets on data collected from their Company Remuneration, Values and Perception Survey. Scenario EmploySat 1 of 3 Data description The dataset EmploySat contains 17 variables. To ensure confidentiality the names of the participating companies have been removed from the dataset. For each respondent the information recorded is, and the 17 variable names used within the data files are, as follows. Description Variable Name Code identifying each individual ID Gender (1 = female, 2 = male) Gender Age (1 = under 25, 2 = 25-34, 3 = 35-44, 4 = 45-54, 5 =older than 54) Age Primary role within organisation (1 = Dedicated field trainer, Role 2 = Dedicated NHS advisor, 3 = Head of training, 4 = Head office training manager, 5 = Hospital only sales manager, 6 = Key account manager, 7 = Nurse advisor, 8 = Primary and secondary care rep, 9 = Primary care only sales rep, 10 = First line field sales manager, 11 = Second line field sales manager, 12 = Other) Self rating of sales achievement relative to others in the same Relative_sales company (1 = lowest, 2 = below average, 3 = average, 4 = above average, 5 = highest) How long have you been in your current job? Time_in_job (1 = less than 6 months, 2 = 6 months but less than 12, 3 = 1 year but less than 2, 4 = 2 years but less than 4, 5 = 4 years but less than 8, 6 = 8 years or more.) How long have you worked in the medical sales industry? Time_in_med_sales (1 = less than 6 months, 2 = 6 months but less than 12, 3 = 1 year but less than 2, 4 = 2 years but less than 4, 5 = 4 years but less than 8, 6 = 8 years or more.) Level of highest qualification achieved (1 = O-level/GCSE, Education 2 = A-level, 3 = HNC, 4 = HND, 5 = Degree, 6 = Postgraduate degree, 7 = Nurse qualified, 8 =Other) Number of previous medical sales companies worked for Prev_companies Full part time (ft = full-time, pt = part-time) Fulltime Basic gross salary (£) excluding bonus and incentive payments Gross_salary Increase in salary (£) during last 12 months Salary_increase Average of monthly bonus (£) paid in addition to salary Monthly_avg_bonus Do you have a company car? (Yes/No) Company_car Satisfaction with current salary (1 = very dissatisfied, 2 = dissatisfied, Sat_salary 3 = no opinion, 4 = satisfied, 5 = very satisfied) Satisfaction with company’s car policy (1 = very dissatisfied, Sat_car 2 = dissatisfied, 3 = no opinion, 4 = satisfied, 5 = very satisfied) Make of car (1 = VW, 2 = Mercedes, 3 = BMW, 4 = Audi, 5 = Other) Car_make Individuals who did not have a company car have missing data Scenario EmploySat 2 of 3 Questions of interest The worksheets developed concentrate on the characteristics of pharmaceutical sales representatives and managers. Some possible questions, and the worksheets in which they are addressed, are: Question(s) Worksheet Qualifications, salary and satisfaction levels: • How old are the staff? • How do they perceive their sales Charts (to investigate the characteristics performance? of the sales representatives and • How qualified are the employees? managers) • What is the distribution of the salaries? • Is there a difference between males and females? Salaries and bonus payments in the medical sales industry: Descriptive Statistics (using summary The biggest incentive for most sales people is statistics and frequency tables) money – but what are the best summary statistics to describe salaries and bonus payments? Salaries and experience in the medical sales industry: Non-parametric tests What factors influence the salaries and satisfaction levels of the employees? Satisfaction levels in the medical sales Tests of association (to investigate industry: satisfaction levels reported by employees • Are employees happy with their salaries? in different categories) • Are they happy with their company cars? The dataset With 1,758 respondents and 17 columns, the dataset is too large to show here but a flavour is given in the following table. Scenario EmploySat 3 of 3
"Sales Survey Worksheets"