Research Information System
Ankara Universitesi Eczacilik Fakultesi Dergisi, vol.33, no.4, pp.243-254, 2004 (Scopus)
The purpose of this study is to analyse sales force training programs in Turkish Pharmaceutical Industry. In this study a questionnaire with 24 questions is applied to Training&Development Departments, Sales/Marketing Managers or Human Resource Managers in charge of sales force training, in 51 pharmaceutical companies, 37 of which are members of Federation of Employer's Organization in Pharmaceutical Industry, 14 of which uses the services provided by the organization. At the end of the study, the firms stated that they found the role of sales/marketing department as very important in determining the requirements of sales force training program and the increasing productivity of the sales as primary aim of the sales force training program. The firms also stated that they have training specialists and training programs for trainers and they subjected inexperienced salespeople to a training program for less than 3 months.