Kolkata

SALES FORCE EFFECTIVENESS: ROLE IN HUMAN RESOURCE DEVELOPMENT

ABOUT AUTHORS
Piyush Tripathi*, Neha Bala, Naresh Mali
Master of Business Administration in Pharmaceutical Management
IIHMR University, Jaipur, Rajasthan, India
* piyushtripathi1992@rediffmail.com

The game of the future is not “Just Large Workforce” but “More Effective Workforce”.

Sales Force Effectiveness (SFE) is a key strategy to increase profitability that is the only one dependent variable for most of the companies. SFE enables the sales employees or workforce to target bulk of its effort towards highly profitable and most effective ways. SFE is all about efficiency, execution and engagement. Efficiency means how the workforce uses its time and energy in the organization very smartly; execution means how the workforce performs decisively in a planned way, engagement means to unleash the full potential of the sales force. It mainly involves around sales team strategy, talent management, remuneration and support processes, all are the essential responsibilities of Human Resource Management (HRM) of the organization because HR managers participate in developing strategies and ensure that human resource dimensions are considered.


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The National Institute of Pharmaceutical Education and Research (NIPER, Kolkata) has been created as a centre of excellence for higher education, research and development in pharmaceutical sciences.
The Institute offers in M.S.(Pharm.) in Medicinal Chemistry, Natural Products and Pharmacoinformatics. The Institute admits students for the M.S(Pharm.) through a common entrance test conducted by NIPER, Mohali. In future the number of M.S. programs would be increased and Ph.D programs would also be started in various disciplines of pharmaceutical sciences every year.


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