Document Type
Thesis - University Access Only
Award Date
2003
Degree Name
Master of Science (MS)
Department / School
Communication Studies and Theatre
First Advisor
Laurie Haleta
Abstract
This study examines the oral communication strategies used by pharmaceutical sales representatives in their interactions with physicians. The participants were randomly selected pharmaceutical sales representatives who were sent an e-mail survey. Many oral communication techniques are used in personal selling, but in this study compliance gaining techniques were assessed. The data of this study revealed that pharmaceutical sales representatives receive oral communication training and that compliance-gaining techniques are embedded in their sales presentations.
Library of Congress Subject Headings
Communication in pharmacy.
Selling -- Drugs.
Oral communication -- Study and teaching.
Sales personnel -- Training of.
Publisher
South Dakota State University
Recommended Citation
Van Overbeke, Jeffrey S., "An Assessment of the Oral Communication Training Given to Pharmaceutical Sales Representatives" (2003). Electronic Theses and Dissertations. 1048.
https://openprairie.sdstate.edu/etd2/1048
Rights Statement
