Abstract
This research aims to analyze the influence of sales force automation and sales training on performance medical representative to increase the effectiveness of sales. The population of this research is a multinational pharmaceutical company employee work areas of Yogyakarta and Solo. Sample saturated samples were determined by the respondent, with the whole medical pharmaceutical multinational representative in Yogyakarta and Solo as much as 128 people. The data collection method is used with the kuisoner technique. Engineering analysis using model of causality. The results showed that the influence of the system: there is a sales force automation and sales training on performance medical representative; There is the influence of medical representative's performance against sales effectiveness; There is the influence of the system of sales force automation and sales training sales effectiveness against directly without going through the performance of medical representative in the multinational pharmaceutical companies.
 
 Keyword: Sales Force Automation, Sales Training, Performance, Effectiveness Of Sales
Highlights
Sales force automation and sales training are a series of mandatory activities for every company, especially for pharmaceutical companies to develop and improve the effectiveness of the sale of products or services
To be clearer in concluding the results of the analysis, the following is the explanation: The results of the first hypothesis test that says there is an influence of the system of sales force automation and sales training on the performance of medical representatives in Multinational
The results of the second hypothesis test states that there is an effect of medical representative performance on sales effectiveness in Multinational
Summary
Sales force automation and sales training are a series of mandatory activities for every company, especially for pharmaceutical companies to develop and improve the effectiveness of the sale of products or services. Performance is not necessarily able to be optimized without going through supporting factors, because every change must require an effort to change it. Many factors can affect employee performance, for example the use of work support media, training, external / internal motivation, and so on. As competition increases and technology advances, organizations continue to look for ways to adapt to changing business environments. This applies in the context of personal selling where salespeople are the key to success in producing the buying process.
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