Sales Force Training In a Pharmaceutical Company Case Study In PT. XYZ
Keywords:
Sales force training, Gap analysis, Training need analysis, Evaluation system
Abstract
Penelitian ini dilakukan pada sebuah perusahaan farmasi di Indonesia PT. XYZ. Paralel dengan semakin kompetitinya dunia persaingan usaha, perusahaan mendirikan departemen commercial excellence dengan tujuan agar perusahaan dapat lebih fokus memonitor serta mengevaluasi aktifitas pemasaran dan penjualan. Salah satu bagian dari departemen itu adalah bagian pelatihan dan pengembangan. Tujuan dari penelitian ini adalah mengidentifikasi kesenjangan antara implementasi praktik harapan perbaikan di masa mendatang. Teknik analisis menggunakan Gap Analisis. Hasil peneliatian menunjukan bahwa bagian pelatihan dan pengembangan sudah mempunyai fondasi yang baik seperti; tujuan bagian yang sesuai dengan tujuan perusahaan, fasiltas dan modul yang baik. Tetapi, ada beberapa area yang harus diperbaiki seperti kebutuhan dan sistem evaluasi pelatihan.
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Wright. Jhon, 2011, The ins & outs of Training. Canadian HR Reporter, 24.19.
Carlisle, Joanna, Ramudu Bhanugopan, Fish, Alan., 2011. Training needs of nurses in public hospital in Australia; Review of current practices and future research agenda. Journal of European Industrial Training.
Alvarez, Kay., Salas, Eduardo, Garofano, Christina M., 2004, An Integrated Model of Training Evaluation and Effectiveness. Human Resource Development Review 3.
Attia, A. Honeycutt Jr, E.D and Leach M, 2005, A three-stage model for assessing and improving sales force training and development. Journal of Personal Selling and Sales Management 25(3).
Bee, F . Bee R, R, 2003, Learning Needs Analysis and Evaluation. CIPD, London.
Rown,A, 1993, TQM:Implications for training. Industrial and commercial training.
Boydell, T, 1976, A guide to the indentification of training needs. British Association for commercial and industrial training. London.
Ching-Yaw, Chen; Sok, Phyra; Sok, Keomony. 2007, Exploring potential factors leading to effective training: An exclusive study on commercial banks in Cambodi. The Journal of Management Development 26.9 .
David Simmonds, Rebecca Gibson, 2008, A Model for outsourcing HRD, Journal of European Industrial Training Vol. 32 No. 1.
Jill Bowman, John P.Wilson, 2008, Different roles, different perspective: perception about the purpose of training needs analysis. Industrial and Commercial Training, Vol. 40 No 1.
Kulkarni, Pallavi P, 2013, A Literature Review on Training & Development and quality of work life. Researchers World.
Lin, Hsien-Mi, 2008, Is Training Evaluation Necessary? What Are The Constraints that Might Exist in the Evaluation of Training Programmes in Taiwan? How Can the Constraints be Overcome? The Business Review, Cambridge 10.2 .
Mann, S. and Robertson, LT, 1996, What Should Training Evaluations Evaluate?. Journal of European Industrial Training, Vol. 20, No. 9.
Meshach Goman Goyit et al 2013, An assessment of training and sales force productivity in the Nigeria’s manufacturing industry: Lesson from Nasco Compant LTD,Jos. IJCRR, Oct 2013/Vol 04 (20)
Ming-Chun Tsai, Lu-Fang Chen, Ya-Hui Chan and Shu-Ping Lin 2011, Looking for potential service quality gaps to improve customer satisfaction by using a new GA approach. Total Quality Management, Vol.22. No.9, September 2011.
Prentiss, Doug, 2004, Developing a Safety Training Module. Water Environment & Technology, 16.5 .
Roman, Sergio; Ruiz,Salvador, Jose Luis, 2001, The effect of sales training on sales force activity. European Journal of Marketing, 2002,11/12; ABI.INFORM Research.
Silzer, R., 2004, The 21st Century executive: Innovative practices for building leadership at the top. San Francisco, CA: Jossey-Bass.
Stam, Mark; Molleman, Eric, 1999, Matching the demand for and supply of IT professionals towards a learning organization. International Journal of Manpower, 20.6 .
Soja, Piotr; Paliwoda-Pekosz, Grazyna, 2009, What are real problem in enterprise system adoption?. Industrial Management + Data Systems, 109.5.
Wallis, Patrcik, 2008, Apprenticeship and Training in Premodern England. The Journal of Economic History, 68.3.
Wright. Jhon, 2011, The ins & outs of Training. Canadian HR Reporter, 24.19.
