Review of Training and Development Strategy, Policy and Practices in The Commercial Exellence Division of Merc Serono

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Chrismarth, Jovan and Kuswardhani, Prafira (2012) Review of Training and Development Strategy, Policy and Practices in The Commercial Exellence Division of Merc Serono. Project Report. Sekolah Tinggi Manajemen IPMI, Jakarta Selatan. (Unpublished)

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Abstract

In the pharmaceutical industry, there is a definite requirement for skilled and qualified professionals at all levels, from the marketing, sales to field forces. A skillful sales force is essential because field forces (sales representatives and area managers) sell complex products (c.g, vitamin, diabetes drug, cancer drugs, etc) or services to consumers e.g. doctors, pharmacists and medical professions. Therefore, training plays an important role for sales force in order to stay up-to-date with the newest information and developments for their products or services aligned with the company's standard skills level. PT. Merck Tbk is one of the leading pharmaceutical companies in Indonesia which major operator in the pharmaceutical and chemical industrics. One of the division is Merck Serono that focus in pharmaceutical ethical products. As the supporting function, Merck Serono established Commercial Excellence aimed to have better focus and to monitor and evaluate sales and marketing activities. Thus, in Commercial Excellence has its training and development division aimed to improve its field force performance through training and development program.

Item Type:	Monograph (Project Report)
Subjects:	H Social Sciences > HC Economic History and Conditions H Social Sciences > HD Industries. Land use. Labor H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions:	Library > GFP (Group Field Project)
Depositing User:	Gandes Mranani
Date Deposited:	22 Jan 2020 04:38
Last Modified:	22 Jan 2020 04:38
URI:	http://repository.ipmi.ac.id/id/eprint/467

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