A day in the life of a technical sales representative

2021 ◽  
Keyword(s):  
Sales Representative

scholarly journals Imparting medical knowledge to pharmaceutical sales force

2021 ◽  
Vol 8 (4) ◽  
pp. 152-154
Author(s):  
Sunil Chaudhry ◽  
Vishwas Sovani
Keyword(s):  
Medical Knowledge ◽  
Sales Force ◽  
Sales Representative ◽  
Product Launch ◽  
Medical Terminology ◽  
Medical Department ◽  
Pharmaceutical Sales ◽  
Medical Practitioners ◽  
Training Unit ◽  
Marketing Team

Keycustomers of the pharmaceutical industry are qualified medical practitioners. To be able to stand their ground the sales representative needs training about medical terminology, the relevant disease, the molecule being marketed and some competitor information. A short induction could be followed by ongoing refresher training either face to face or online. The medical department has a major role to play here. Product launch training is planned by medical and marketing team based on the feature benefits of the product being launched. The training unit of the medical department of pharma companies are an inseparable part of the whole marketing effort.

A Sales Representative Is Made: An Innovative Sales Course

2015 ◽  
Vol 26 (1) ◽  
pp. 39-44 ◽  
Author(s):  
Michael A. Levin ◽  
Lori T. Peterson
Keyword(s):  
Sales Representative

Case Study on Relationship Marketing

2014 ◽  
pp. 22-26
Author(s):  
Bhawana Sharma ◽  
Tulika Sood
Keyword(s):  
Relationship Marketing ◽  
Service Industry ◽  
Insurance Industry ◽  
Sales Representative ◽  
Prime Concern ◽  
Lifetime Value ◽  
Production Concept ◽  
Brand Ambassadors

A paradigm shift has occurred in the concepts of marketing from the production concept to the societal concept. A prominent concept today is the customer concept, which aims to build loyalty and lifetime value by creating, maintaining, and enhancing relationships with the customer by addressing individual customer needs. Relationship marketing is a bifurcation from the customer concept, which seeks to earn and retain long-term preferences, business, and ultimately, a marketing network. In relationship marketing, both parties collaborate on identifying needs to fulfill. Immediate sales are not of prime concern in this model. Organizations should understand the fact of when–and how–to use relationship marketing. The five R’s of Relationship Marketing are Relationship, Realization, Response, Relevance, & Respect. This case study addresses relationship marketing focusing on a service industry (i.e. Insurance Industry). A Sales representative needs to bond well with all his clients in order to be able to meet their expectations as required. Therefore, an employee with good PR skills is sure to climb the ladder of success. The protagonist in the case study, Mr. Sahil Sharma, an Employee of AFRO-INDIA Insurance Ltd., guides and trains his entire team to build, maintain, and enhance their relationship with their clients. This will not only make the clients loyal to the organization, but also will also make them brand ambassadors through word of mouth.

A Psychometric Assessment of a Measure of Sales Representatives’ Power Perceptions

1984 ◽  
Vol 21 (2) ◽  
pp. 221-225
Author(s):  
James M. Comer
Keyword(s):  
Power Index ◽  
Sales Representative ◽  
Sales Manager ◽  
Psychometric Assessment ◽  
Sales Representatives ◽  
Single Item ◽  
Power Base ◽  
Point Of Reference

Using Busch's single-item power scales as a point of reference, the author examines the quality of Holzbach's multi-item attributed power index. The Holzbach scale is found to represent an improvement in the measurement of power base utilization in sales manager–sales representative relationships.

ASSESSMENT CENTER AS AN EFFECTIVE SELECTION TO THE POSITION OF THE TRADE REPRESENTATIVE – CASE STUDY

2019 ◽  
Vol 20 (2) ◽  
pp. 107-119
Author(s):  
Joanna Tokar
Keyword(s):  
Empirical Studies ◽  
Assessment Center ◽  
Sales Representative ◽  
Trial Period ◽  
Ethical Considerations ◽  
New Employees ◽  
Selection Processes ◽  
Effective Selection ◽  
Effective Use

The article presents realization stages of the Assessment Center process for the sales representative in a large manufacturing company, which has an established position and is the leader of its industry on the Polish market. Over two years three selection processes were done using the Assessment Center method in the sales department of surveyed company. Each time the goal was to obtain at least one sales representative who would join the existing nine person team. Both in the case of the first and second recruitment, the candidates selected by the assessors did not meet expectations and after the trial period the contract was not renewed. During third recruitment process, the Assessment Center method was also used, however, the process was carried out in accordance with the standards set out in the Guidelines and Ethical Considerations for Assessment Center Operations. This contributed to increasing the effectiveness of selection, the goal was achieved and two new employees were recruited, who continued their work after the trial period. The aim of the article is to evaluate the conditions of effective use of the Assessment Center method in the selection of candidates for the position of a sales representative, based on literature and empirical studies.

My experience of laptop purchase

2016 ◽  
Vol 6 (2) ◽  
pp. 1-13
Author(s):  
Sabita Mahapatra ◽  
Saumya Sharma
Keyword(s):  
Decision Making ◽  
Consumer Behaviour ◽  
Subject Area ◽  
Sales Representative ◽  
Consumer Decision Making ◽  
Consumer Decision ◽  
Content Type ◽  
Postgraduate Students ◽  
Introductory Session ◽  
Post Purchase

Subject area Marketing/Consumer behaviour. Study level/applicability The case can be used for the postgraduate students and executives in a first-year Marketing Management class for an introductory session on understanding consumer decision in a business-to-consumer context. The case can be also used in a second-year elective course on Consumer Behaviour for the topic on consumer decision-making journey and managing customer experience through service excellence. This case would be most befitting to be used for the first introductory session of 75 minutes to give an overview on consumer behaviour. Case overview The dismal failure of Natasha’s desktop while preparing an important presentation due for submission compels Natasha (the protagonist) to make up her mind to buy a laptop. After consulting her friends and relatives, followed with intense search from different retail stores, Natasha finally decides to buy a Sony laptop from a multi-brand retail outlet with a price discount and freebies. Finally, when Natasha settled down to work on her new laptop on her pending presentation, she confronts some problem. Unable to identify the problem, she contacted the store sales representative to resolve the problem. However, the representative’s ineffectiveness in addressing the problem and promptly delivering the service leaves Natasha in a state of uncertainty and confusion. She seemed to be in a fix and undecided, wondering whether she should immediately rush to the repair centre with her desktop to fix the problem for the time being or she should leave the laptop and wait till the problem gets resolved. Expected learning outcomes The case aims to provide interesting inputs on various phases of consumer decision-making journey and appropriate marketing strategy for each phase. The objective is to make students appreciate how poor after-sales service results in post-purchase dissonance and conflict in the consumer's mind. The case provides an opportunity for students to come up with possible solutions to resolve the post-purchase dissonance and conflict and share their views or ideas of how a seller can create a lasting impression in the mind of the buyer. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email [email protected] to request teaching notes. Subject code CSS 8: Marketing

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