The Analysis of On-the-Job-Training about Sales Departments in Pharmaceutical Companies—Educational OJT and Strategic OJT—

• Yoshinari Akira

  Aichi Institute of Technology

Bibliographic Information

Other Title

• 製薬会社における営業部門のOJT分析—育成的同行と戦略的同行—

Abstract

This study concerns OJT in sales departments. OJT is a method of training personnel in companies, the same as Off-JT. Analysis of OJT up until now has mainly concerned OJT in production departments and there has been almost no analysis of OJT in sales departments. Accordingly, this study will clarify whether there are discrepancies between OJT in sales departments and production departments and the causes of these discrepancies. Specifically, a survey of JOT in sales departments was conducted based on interviews at the sales department of a domestic pharmaceutical company. The first result was that sales department OJT was OJT through shadowing salespeople. The second showed that production department OJT emphasized personnel training whereas sales department OJT emphasized personnel training and business strategy. These discrepancies can be considered to be the cause of the differences between production and sales departments.

Journal

• Journal of Japan Management Diagnosis Association

  Journal of Japan Management Diagnosis Association 15 (0), 10-15, 2015

  Japan Management Diagnosis Association

Keywords

• OJT(On-the-Job-Training)
• sales departments of pharmaceutical companies
• MR(Medical Representative)
• shadowing trainer for sales
• educational shadowing for sales
• strategic shadowing for sales

Details

• CRID: 1390282680267899264
• NII Article ID: 130005132966
• DOI: 10.11287/jmda.15.10
• ISSN: 18824544
• ISSN: 18834930
• Text Lang: ja
• Data Source:
  • JaLC
  • CiNii Articles
  • KAKEN
• Abstract License Flag: Disallowed