Optimizing sales force automation system through effective technical support in Pacific Healthcare
Date of Publication
2017
Document Type
Master's Thesis
Degree Name
Master of Business Administration
College
Ramon V. Del Rosario College of Business
Department/Unit
Decision Sciences and Innovation
Thesis Adviser
Rachel A. Quero
Defense Panel Chair
Raymund B. Habaradas
Maria Victoria T. Tibon
Defense Panel Member
Jaime T. Cempron
Mary Margaret O. Que
Brian C. Gozun
Abstract/Summary
Sales Force Automation (SFA) is an information technology tool to automate sales tasks and processes to improve the productivity, efficiency, and effectiveness of sales personnel. This action research focused on the value of equipping the medical sales representatives of Pacific Healthcare (Philippines), Inc. with appropriate technical training on the usage of Sales Force Automation system to fully take advantage of its benefits. As the Business Operations Officer in our company, I led the conduct of two cycles of this action research that centered on training interventions. My colleagues and I designed a Training Program and a Training Manual on Using SFA system to facilitate the technical knowledge transfer to medical sales representatives. The results of the training intervention increased the usage of the Sales Force Automation system and enhanced the productivity of our medical sales representatives. The study noted some implications of automation system in the pharmaceutical context.
Abstract Format
html
Language
English
Format
Electronic
Accession Number
CDTG007285
Shelf Location
Archives, The Learning Commons, 12F Henry Sy Sr. Hall
Physical Description
1 disc ; 4 3/4 inches
Keywords
Sales promotion--Philippines; Medical care--Philippines; Pacific Healthcare (Philippines); Inc
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Recommended Citation
Rosapapan, J. R. (2017). Optimizing sales force automation system through effective technical support in Pacific Healthcare. Retrieved from https://animorepository.dlsu.edu.ph/etd_masteral/5572