経済学および管理科学の国際ジャーナル

Interpersonal Skills for Sales Force Effectiveness- A Survey on Indian Pharmaceutical Industry

Abstract

Sundara Rajan CR

Sales people of an organization tend to exhibit different skills to complete the sales pitch, which sometimes may prove to be more effective. Their effectiveness is difficult to measure, unless a thorough primary survey is conducted on the field. The present competitive situation demands a successful effective tool in closing down a sale. In this scenario, a traditional and much debated communicative skill along with a high caliber interpersonal skill is found to be lacking among the sales persons due to the penetration of online resources. The present study had made an attempt to find out the relevance of the interpersonal skills in one industry where still the salespeople are considered as bread winners.