Perception of Sales Executives towards Sales Force Effectiveness in Pharmaceutical Industry

Sales Executives play a vital role in hierarchy for generating revenue to the organization. The purpose of this paper is to know the perception of Sales Executives towards Sales Force Effectiveness (SFE) including factors influencing the same with respect to Pharmaceutical Industry. The method used for primary research is survey and data have been collected from Sales Executives across various pharma companies and their divisions. Various statistical analyses have been used to validate the constructs namely, perceptions, feedback, attitude, usage and performance. The present study had made an attempt to find out the perception & acceptance of Sales Force Ef!ectiveness by Sales Executives which has the direct impact on sales performance through segmentation & targeting, better customer management and improved team performance.