RESONALITY RELATED FACTORS AND THEIR IMPLICATIONS IN TERRITORY FORMATION FOR PHARMACEUTICAL SALES FORCE: AN EMPERICAL INVESTIGATION

Controlling the sales force is one function of management faced by every sales manager, yet a little attention has been paid to the study of personality related factors on sales force control and its implications. The paper is an attempt to study the role played by personality related factors in territory formation and its implications. In this study the sample size is of 500 medical representatives, working in different hospitals in Delhi. The survey was conducted in 2013. The results of the study shows that sales territory formation does not vary significantly with gender but significant differences exists in the mean value of involvement of medical representatives in territory formation across age groups. It was established that there is a significant relationship in the involvement of sales person in territory formation and their educational level. There also exist significant differences in medical representative high in self efficacy and between their age .It was also established that significant differences exists on stress management training of medical representatives in territory formation.