What factors motivates the sales force in the pharmaceutical sector in Bulgaria?
Cardiff Metropolitan University
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The main purpose of the survey I have conducted is to assess the importance of motivational factors that affects medical sales representatives in Bulgaria. I consider this topic to be of particular importance because the success of the pharmaceutical companies depends to very much extent from the motivated sales force. I hypothesize that the main motivational factor will prove to be good salary and incentives. My research proved that my hypothesis was almost correct because good payment occupied the second of importance place among the all investigated factors. While conducting the research I didn’t face problems concerning ethical issues. All the questions from the questionnaire were assessed as meaningful by the respondents. I only thing I had to make was to explain the sense of the questions to several of my respondents. In my concrete research I have used deductive approach and I have applied probability sampling. Data collection method that I have chosen was quantitative and I have used both primary and secondary data. In the finding chapter I have described the results from both primary and secondary data which proved that the most motivational factor is job security and safety followed by good payment and the opportunity for flexibility at work. Factors such as opportunity to be creative and to meet new challenges proved to be far less important. After all I gave some recommendations for what managers is good to adjust in the job design in order to improve the work flow, as well as some ideas for future researches.
Masters in Business Administration
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