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• W1543131680 abstract "Purpose – This paper aims to offer a schema for carrying out a comprehensive training needs assessment (TNA) of medical representatives. The schema answers commonly posed questions, the journalistic six.Design/methodology/approach – A sample of 292 medical representatives (trainees) and 60 training/sales managers (trainers) from 32 pharmaceutical organizations of Pakistan was surveyed. The study attempted to answer the why, what, when, and where aspects of TNA by using correlation and two independent samples t‐test. Who‐ and how‐related aspects were analyzed using descriptive statistics.Findings – The results reveal that the perspectives of trainers and trainees are fully and partially consistent with each other on competency‐based TNA (why), and TNA inputs and TNA products/outcomes (what) respectively. However, a significant difference is found befallen TNA time‐line (when) and TNA situate (where). The results related to TNA decision makers (who), and TNA mechanisms (how) reveal a range of options.Resear..." @default.
• W1543131680 created "2016-06-24" @default.
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• W1543131680 date "2012-03-30" @default.
• W1543131680 modified "2023-09-26" @default.
• W1543131680 title "Answering the journalistic six on the training needs assessment of pharmaceutical sales representatives" @default.
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• W1543131680 doi "https://doi.org/10.1108/17506121211216914" @default.
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