Conceptual framework and research method for personality traits and sales force automation usage

Scientific Research and Essays

Cheng-Wu Chen¹ 

关键词:  ;    Pharmaceutical company;    personality traits;    human factor;    Taiwanese enterprises;    sales force automation.;   

DOI  :  10.5897/SRE11.1022

学科分类：社会科学、人文和艺术（综合）

来源: Academic Journals

【 摘 要 】

This study began with an extensive literature review combined with a quantitative study and personality trait testing and involves the medical sales representatives of several multinational pharmaceutical companies which are members of the Taiwan Pharmaceutical Marketing and Management Association (TPMMA). Their sales forces range from 50 to 200 and all used automation systems in their daily sales operation. These systems were not the same for all companies, since they developed systems independently of one another; however they were very similar in function and design. The members of the sales force had different experience in using the systems and received different levels of support and training. Similarly, each sales force management group was free to develop and use sales force automation (SFA) systems based on their own business needs and financial standing. The product lines were different for each sample company as was their competitiveness in the market place.

【 授权许可】

CC BY