Motivation factors for salespeople in multinational pharmaceutical companies in Thailand.

Abstract

Medical Representatives are salespeople employed by pharmaceutical companies. In 2017, the government announced Government Procurement and Supplies Management policy that caused a major change for pharmaceutical industry. Many companies tried to adapt their motivation strategy for salespeople to survive during hard times. Data collection will be done by collecting primary data from indepth interviews with 10 salespeople and 2 sales managers from 2 different multinational pharmaceutical companies that use different compensation strategies for salespeople. Results show the differences between 2 companies in their payment strategy and goal setting involving salespeople. Reward and recognition are important tools to influence salespeople to keep improving their sales performance. Other motivation factors are working environment, quality of supervision, challenging yourself, pride in being medical representative, self-development, and positive mindset. In conclusion, motivation is very important drive for medical representatives to gain more sales for companies. If pharmaceutical companies understand the importance of motivational factors, they can adjust motivation strategies to match with