The Korean Journal of Health Service Management (보건의료산업학회지)

Korea Society of Health Service Management (보건의료산업학회)
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The Effectiveness of Facilitation Education for Call Quality of Medical Representative in Pharmaceutical Industry

제약회사 영업사원의 면담 품질(Call Quality) 향상을 위한 퍼실리테이션(Facilitation) 교육법의 효과

  • Im, Hyung Sik (College of Pharmacy, Chungbuk National University) ;
  • Kang, Shin Kook (College of Pharmacy, Chungbuk National University) ;
  • Lee, Kwang-Su (College of Pharmacy, Chungbuk National University) ;
  • Hong, Jin Tae (College of Pharmacy, Chungbuk National University)
  • Received : 2019.07.30
  • Accepted : 2019.10.30
  • Published : 2019.12.31
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Abstract

Objectives: The purpose of this study is to figure out that Facilitation education can affect significant improvement in sales staff's understanding of precise pharmacokinetics, benefits, safety, and side effects, etc. and eventually lead to increase in call after taking courses. Methods: Data utilized in this study was collected from 413 sales staffs who completed Facilitation course for 5 months. This study used statistical methodologies, paired t-test, exploratory factor analysis, and logistic regression model in order to identify change in Call and after Facilitation courses. Results: The result shows that there are statistically significant increases in CALL quality after Facilitation courses based on the result of pared t-test. Moreover, Facilitation education is more effective in average time of one-time detail than average number of visits per day and average number of doctors per day from the result of logistic regression. Conclusions: In order for MR in pharmaceutical company to improve CALL quality, the education for precise pharmacokinetics, benefits, safety, and side effects is necessary. In addition, various professional training required for detail, including disease education, Selling Skills education, and literacy education are essential. Therefore, Facilitation education would be desirable choice in terms of pharmaceutical marketing strategy.

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References

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