SALES FORCE MANAGEMENT AND ORGANIZATIONAL PERFORMANCE IN PHARMACEUTICAL INDUSTRY

Abstract

This study examined the effect of effective management of Salesforce on organizational performance of Pharmaceutical firms with special interest in Tuyil Pharmaceutical Company, Ilorin. Quantitative technique was used as a research design; the population size was 410. Survey method through questionnaire was used to collect the primary data; Taro Yamane sample size model was adopted and 210 were determined as sample size, Simple random technique was employed in the study. Standard multiple regression (SPSS version 26) was adopted to analyze the data. The conclusion of the study shows that effective management of sales-force can be used as a tool for achieving organization performance in Pharmaceutical Company. The study recommended that organization must concentrate on training their sales person so as to equip them with new skills through adequate information that could help to engage task assigned to them efficientl