Sales force motivation, effectiveness & longer stay in organisation


Salman Sheikh


Master of Business Administration Executive

Faculty / School

Faculty of Business Administration (FBA)

Year of Award

Spring 2020

Project Type

MBA Executive Research Project

Access Type

Restricted Access


Organisational management, Industry, Pharmaceutical, Pakistan, Marketing

Executive Summary

The objective of the survey is to find out whether different motivational tools like cash incentives like mobile, laptop and bike etc. and other recreational national and international trip really associated with sales force motivation, productivity, effectiveness and longer stay in the organization in Pakistan pharmaceutical industry or not.The research paper will also give insight about the different motivational tools used by the different pharmaceutical companies in Pakistan to make the most of their sales team. The survey report will provide plenty of reasons to the other national pharmaceutical companies to plan such motivational tools for their sales force to achieve remarkable results, the report will also help management to rethink about the people development programs are the expenditure for the company rather investment of the company. Methodology: The carefully designed survey was filled with pharmaceutical marketing and sales personnel and Human resource personnel of the industry.

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