A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity
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It is very rightly quoted “Plan the work and work according to planâ€. This paper has identified dearth of planning as one of the causes of decrease in sales force effectiveness and proposed automation for call planning as a solution. It is proposed that the sales representative be relieved from the task of planning his work thus allowing him to concentrate on his performance in the doctor’s cabin. Instead of relying on the sales executives plan his work technology should be used for bringing in efficiency into planning. Using automation enables efficient day to day planning and also ensures that the distance traveled by the sales representative is minimum. These has the dual advantage of decreasing the cost incurred by the pharmaceutical company over traveling allowances and also decrease the work load and frustration of sales representative.
Article History
How to Cite
Gupta, D. S. & Pangal, M. D.. (2012). A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity. Journal of Business and Retail Management Research, Volume 03 Issue 2.
Citation Context
APA
Gupta, D. S. & Pangal, M. D.. (2012). A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity. Journal of Business and Retail Management Research, Volume 03 Issue 2.
MLA
Gupta, Dr. Sunil, and Ms. Darshana Pangal. "A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity." Journal of Business and Retail Management Research, Volume 03 Issue 2, 2012.
Chicago
Dr. Sunil Gupta and Ms. Darshana Pangal. "A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity." Journal of Business and Retail Management Research Volume 03 Issue 2 (24 Feb 2012).
Harvard
Gupta, D. S. & Pangal, M. D. (2012) A User-Oriented Model of Automation for Pharmaceutical Sales Force for Better Productivity. Journal of Business and Retail Management Research, Volume 03 Issue 2
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