Sales Force Effectiveness through Technical Skills – An Empirical Observation in Indian Pharmaceutical Industry

Abstract

The study is an attempt to identify the technical skills adopted by sales people in a pharmaceutical industry. The main objective is to understand how far these skills enhance the effectiveness of these sales people when they are in the field. This study is conducted based on survey research and a minimal usage of statistics brought out significant results. The major findings of this study points out the customer/product knowledge and client evaluation are some basic skill sets, which improves the sales people performance in this industry.

DOI: 10.5901/mjss.2015.v6n6s2p641