The Role of Information Technology and Sales Skills to Enhance Sales Performance of Pharmaceutical Employees

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Yasir Hayat Mughal

Abstract

The aim of the current study was to investigate the role of information technology and sales
skills upon salesmen performance. For this purpose survey approach cross-sectional design was
used. Total 203 sales managers and employees have participated in the current study. Non
probability convenience sampling technique was used. Correlation, regression analysis was run
to test the hypotheses while, EFA, CFA and cronbach alpha was used to check the reliability and
validity of the measurement model. It was found that scales used in the study are found reliable
and valid and correlation shows positive and significant relationship among all variables.
pharmaceutical firms need to invest and focus on improving sales skills of their work force it
could help them to get competitive advantage and better performance to increase their sales and
profits.

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