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

26 Pages Posted: 3 Mar 2015 Last revised: 7 Mar 2015

See all articles by Sundara Rajan

Sundara Rajan

Vellore Institute of Technology (VIT) - VIT Business School

Date Written: November 25, 2014

Abstract

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.

Keywords: sales force effectiveness, interpersonal skills, buyer/seller relationships, perceptive observation

JEL Classification: M31, J24, L65, M12, M53, M39

Suggested Citation

Rajan, Sundara, Interpersonal Skills for Sales Force Effectiveness -- A Survey on Indian Pharmaceutical Industry (November 25, 2014). Available at SSRN: https://ssrn.com/abstract=2572826 or http://dx.doi.org/10.2139/ssrn.2572826

Sundara Rajan (Contact Author)

Vellore Institute of Technology (VIT) - VIT Business School ( email )

Flat 9133, Sobha Meritta, Pudupakkam
Kelambakkam Vandaloor Main Road
Vellore, TN Tamil Nadu 603103
India

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