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An investigation of sales management practices in the Irish pharmaceutical industry

Cuddihy, Laura (1996) An investigation of sales management practices in the Irish pharmaceutical industry. Master of Business Studies thesis, Dublin City University.

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Abstract

This research sets out to examine the sales management practices of the Irish ethical pharmaceutical managers. In addition, the author aims to establish both a literature and a documentation of the role of the dual-mandated sales and marketing manager, as this position had not previously been documented in the academic literature. This sector was chosen for research because of the great importance it places on personal selling in the bringing of its products to the marketplace. In addition, these are the only grouping of Irish sales managers who have come together and formed a professional sales manager association, namely the Pharmaceutical Managers Association. The author earned out a census of the Insh pharmaceutical companies, using the mail questionnaire as her primary research instrument With a response rate of seventy-four per cent, extensive data were collected and subsequently analysed by SPSS. The author’s hypothesis was supported in this industry there indeed exists the position of dual-mandated sales and marketing managers whose title is an accurate descriptor of the work they do, and also, by virtue of being dual-mandated, these managers spend proportionately less time on sales management activities than do their single-mandate sales manager colleagues. In addition, the study provides the first comprehensive data on the work o f the Insh ethical pharmaceutical sales managers. Similar research in other industries would further both the literature and knowledge base regarding the role and practices of this dual-mandated manager, whose presence is likely to become more prevalent in the future.

Item Type:Thesis (Master of Business Studies)
Date of Award:1996
Refereed:No
Supervisor(s):Whyte, Jim
Uncontrolled Keywords:Sales management practices; Pharmaceutical industry Ireland; Personal selling
Subjects:Business > Management
DCU Faculties and Centres:DCU Faculties and Schools > DCU Business School
Use License:This item is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 3.0 License. View License
ID Code:18459
Deposited On:18 Jul 2013 15:07 by Celine Campbell. Last Modified 18 Jul 2013 15:07

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