Date of Conferral

2021

Degree

Ph.D.

School

Psychology

Advisor

Stacy Orr-Sprague

Abstract

The pharmaceutical industry relies heavily on sales to stimulate growth, support research and development, and remain solvent. A review of the literature revealed there is limited insight on the impact of interpersonal skills on sales performance. This study addressed the role of interpersonal skills in a pharmaceutical salesperson’s performance in terms of total sales income, which includes salary, bonuses, and commissions. Gardner’s (1983) multiple intelligences theory, specifically interpersonal skills, served as the study’s framework. The Conversational Skills Rating Scale (CSRS) was used to assess interpersonal skill level. Additionally, the relationship between salesperson tenure and the number of sales meetings attended were also used to predict total sales income. A sample of 107 pharmaceutical salespeople served as participants, completing the CSRS and a questionnaire capturing the other two predictors as well as their income sources. Interpersonal skills predicted increased sales income with an R2 of .10, a beta value of .23, and an improved t value of 2.45. Tenure also predicted increased sales income with a positive correlation of .25, a t value of 2.91 and a beta of .30. There was no significant increase from the number of large group meetings held with a beta of -270.16. Through the findings of this study positive social change will be promoted by increasing the understanding of the role of interpersonal skills in a pharmaceutical salesperson’s performance thereby improving the sales experience for both consumers and salespeople alike. Additionally, companies can use these findings to provide more targeted employee training and potentially identify more suitable job candidates, which could lead to greater organizational sales performance and an even better customer experience.

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