Document Type

Thesis - University Access Only

Award Date


Degree Name

Master of Science (MS)

Department / School

Communication Studies and Theatre

First Advisor

Laurie Haleta


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.


South Dakota State University



Rights Statement

In Copyright