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The Efficacy of Interpersonal Skills on Sales Production among Pharmaceutical Salespeople.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The Efficacy of Interpersonal Skills on Sales Production among Pharmaceutical Salespeople./
作者:	White, John Todd.
出版者:	Ann Arbor : ProQuest Dissertations & Theses, : 2021,
面頁冊數:	148 p.
附註:	Source: Dissertations Abstracts International, Volume: 83-06, Section: B.
Contained By:	Dissertations Abstracts International83-06B.
標題:	Behavioral sciences. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=28773783
ISBN:	9798759955658

The Efficacy of Interpersonal Skills on Sales Production among Pharmaceutical Salespeople.
White, John Todd.

The Efficacy of Interpersonal Skills on Sales Production among Pharmaceutical Salespeople. - Ann Arbor : ProQuest Dissertations & Theses, 2021 - 148 p.

Source: Dissertations Abstracts International, Volume: 83-06, Section: B.

Thesis (Psy.D.)--Walden University, 2021.

This item must not be sold to any third party vendors.

The pharmaceutical industry relies heavily on sales to stimulate growth, support research and development, and remain solvent. A review of the literature revealed there is limited insight on the impact of interpersonal skills on sales performance. This study addressed the role of interpersonal skills in a pharmaceutical salesperson's performance in terms of total sales income, which includes salary, bonuses, and commissions. Gardner's (1983) multiple intelligences theory, specifically interpersonal skills, served as the study's framework. The Conversational Skills Rating Scale (CSRS) was used to assess interpersonal skill level. Additionally, the relationship between salesperson tenure and the number of sales meetings attended were also used to predict total sales income. A sample of 107 pharmaceutical salespeople served as participants, completing the CSRS and a questionnaire capturing the other two predictors as well as their income sources. Interpersonal skills predicted increased sales income with an R2 of .10, a beta value of .23, and an improved t value of 2.45. Tenure also predicted increased sales income with a positive correlation of .25, a t value of 2.91 and a beta of .30. There was no significant increase from the number of large group meetings held with a beta of -270.16. Through the findings of this study positive social change will be promoted by increasing the understanding of the role of interpersonal skills in a pharmaceutical salesperson's performance thereby improving the sales experience for both consumers and salespeople alike. Additionally, companies can use these findings to provide more targeted employee training and potentially identify more suitable job candidates, which could lead to greater organizational sales performance and an even better customer experience.

ISBN: 9798759955658Subjects--Topical Terms:

529833
Behavioral sciences.
Subjects--Index Terms:

Interpersonal skills

The Efficacy of Interpersonal Skills on Sales Production among Pharmaceutical Salespeople.
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