طرق تقويم أداء مندوبي البيع في الشركات الدوائية

Abstract

This study tackles the assessment methods of sales men performance in pharmaceutical companies, whereas the study has been applied in Ratag pharmaceutical company as from 2004 – 2009. This study aims at recognizing assessment methods and the impact of this assessment and to know if it can be applied in other pharmaceutical companies according to the results of the assessment. The researcher take into account number of assumptions: 1- pharmaceutical companies follow scientific assessment for salesmen. 2- Private sector institutions follow scientific approach in selecting salesmen 3- Providing salesmen with the required training will affect their performance positively and increase revenues. The population of this study include Ratag company staff in addition to the staff of similar pharmaceutical companies. The researcher used descriptive analytical approach and case study ( Ratag company) in addition to statistical analysis. Random sample composed of (70) individuals has been selected to answer the questioner, where as he used statistical analysis, Alpha factor, chi square and percentage in his analysis. The study consists of four chapters as follows: Chapter one: marketing and sales management, the role of planning in marketing in addition to selling objectives and the prediction of sales methods. Chapter two: is about salesmen and distribution. It tackles the process of selecting, training and supervising salesmen, in addition to distribution channels and how to design sales points, personal selling It ’ s concept and steps. Chapter three: It focuses on selling control and It's importance and forms as well as evaluating selling performance and balanced score card. Chapter four: include the case study in addition to the results of field survey, and recommendation. The researcher came out with the following findings: 1- the company follows scientific approach in selecting sales men. 2- Private sector follow scientific assessment to the assess the performance of the staff, which increase satisfaction and stability among salesmen. 3- The company lacks the department of human resources that cope with development in training and rehabilitation. 4- Lack of supervisors, who follow field work and recognize the abilities of sales men an the difficulties that hinder their activity . 5- Lack of incentives which affect the performance negatively .

Recommendation: 1- designing strategy that concerns with sales force and developing process of selection. 2- Be in with development regarding training and rehabilitation of sales men. 3- Establishing human resources department as well as designing a form to assess sales men performance. 4- Attracting qualified and specializes sales man. 5- Appointing supervisor and provide them with the required training to evaluate the performance. 6- Setting up incentives system that encourage salesmen and strengthen their loyalty and belonging.