Essential competences to the pharmacy industry competitivity: case study with cooperators in the town of Natal, Rio Grande do Norte, Brazil

• Autor(a) principal: Sousa, Kleber Cavalcante de
• Data de Publicação: 2013
• Outros Autores: Queiroz, Fernanda Cristina Barbosa Pereira, Hékis, Hélio Roberto, Queiróz, Jamerson Viegas, Furukava, Marciano
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Repositório Institucional da UFRN
• Texto Completo: https://repositorio.ufrn.br/jspui/handle/123456789/29730
• topic: Competences; Competitiveness; Pharmaceutical representatives; Pharmaceutical industry

The pharmaceutical industry is one of the most promising markets in the world. It is highly competitive, complex and requires huge investments in research, development, production, marketing, and sale of pharmaceutical products. One of the main strategies of the pharmaceutical industry is the promotion of its products for the medical fraternity through a drug sales representative, essential for the acceptance and prescription of your brand. This study identifies the essential drug promoter skills to competitiveness and the success of these organizations. Data were collected through semi-structured individual interviews and resulting 46 competences mentioned as the most important by own sales representatives. The research points to the need for new methods of empowerment, essential to the competitiveness of sales representatives, considering that these competences contribute to the strategies of establish industry