Sales Representatives Research Articles

ANALISIS PENERAPAN AKAD MUDHARABAH DAN WADI’AH PRODUK HAJJ BUSINESS DI CIMB NIAGA SYARIAH SURABAYA

Purpose– Sales Representatives play a vital role in the sales of Hajj Business products at CIMB Niaga Syariah. Their duties include promoting the products, explaining them to potential customers, and ensuring compliance with mudharabah and wadiah contracts throughout the sales process. Understanding how well Sales Representatives comprehend and apply these contracts in their sales practices is crucial for maintaining the integrity and success of Hajj Business products. Design/methodology– This study employs a qualitative approach using a case study method. Primary data was obtained through direct observation and documentation of the sales process conducted by the sales team. Three data collection techniques were used: observation, case studies, and documentation, to gain a comprehensive and in-depth understanding of the Hajj package sales process. Findings - The findings indicate that one key factor contributing to the stability of Hajj investments is the well-planned and meticulous management of funds. this study emphasizes the significant role of Sales Representatives in promoting and selling Hajj Business products and ensuring adherence to mudharabah and wadiah contracts at every stage of the sales process.

A sales force effectiveness framework for enhancing healthcare access through pharmaceutical sales and training programs

This paper introduces a conceptual framework aimed at enhancing sales force effectiveness within the pharmaceutical industry, specifically focusing on improving healthcare access through optimized sales training programs and customer relationship management (CRM) systems. The proposed framework recognizes the critical role that pharmaceutical sales teams play in facilitating healthcare delivery, particularly during public health crises. It emphasizes the integration of effective training strategies and advanced CRM tools to enhance engagement with healthcare professionals, thereby improving product distribution and patient outcomes. The framework comprises three essential components Sales Force Training Enhancement, which focuses on developing targeted training programs that equip sales representatives with the necessary skills and knowledge to effectively communicate the value of pharmaceutical products to healthcare providers. This includes understanding clinical data, addressing healthcare providers’ concerns, and fostering a consultative selling approach. Secondly, CRM System Implementation, which underscores the significance of adopting robust CRM systems that streamline interactions between sales teams and healthcare professionals. By leveraging data analytics and customer insights, pharmaceutical companies can tailor their approach to meet the specific needs of healthcare providers, thereby enhancing relationship-building and communication. Thirdly, engagement and Outcome Measurement, which highlights the importance of measuring engagement levels and patient outcomes resulting from effective sales strategies. This component advocates for the use of key performance indicators (KPIs) to assess the impact of training and CRM initiatives on product distribution and healthcare access. The framework ultimately aims to foster a more collaborative environment between pharmaceutical sales teams and healthcare professionals, ensuring that patients receive timely access to essential medications and services. By focusing on the strategic integration of training and CRM systems, this framework presents a comprehensive approach to improving sales force effectiveness in the pharmaceutical sector. Future research and practical applications of this framework can further explore its implications for enhancing healthcare access, particularly in times of public health challenges.

Physical Distribution Practices and Marketing Performance of Selected Fast Moving Consumer Goods Companies in South-South Region of Nigeria

This study was designed to investigate the influence of physical distribution practices (transportation management, warehousing management, communication and information systems, and order processing) on the marketing performance of selected fast-moving consumer goods (FMCG) companies in the south-south region of Nigeria. The survey research design approach was adopted using a structured questionnaire to collect data from 247 selected FMCG sales representatives involved in the distribution of FMCG products in the south-south region of Nigeria. Stratified random sampling was employed. The data gathered was analysed using percentages and frequency tables. The formulated hypotheses were tested using a multiple regression approach. Findings from the study revealed a strong positive influence between the independent variables (transportation management, warehouse management, communication and information systems, and order processing management) and the dependent variable (marketing performance). The researchers suggest that FMCG companies should prioritise transportation management to facilitate better and more efficient movement of goods and people, thereby improving their marketing performance. Given the limitations of this study, the researchers presented practical implications and directions for future research.

Private provider practices and incentives for hypertension management in rural and peri-urban Telangana, India– a qualitative study

Hypertension poses a critical threat to health in India, being the predominant risk factor for mortality and disability. With over 70% of outpatient care being provided by the private sector, our study investigated the practices and incentives of private health providers in screening, diagnosing, treating, monitoring, and counseling hypertension patients in rural and peri-urban India. Conducted from April 2020 to February 2021, the qualitative study involved 46 participants, including various healthcare professionals and patients in three Telangana state districts. Analysis revealed a lack of recognition of hypertension’s gravity among private providers in these areas, leading to inconsistent screening practices and varied diagnostic thresholds, particularly among rural medical practitioners. Both formal and informal providers lacked standardized protocols and follow-up mechanisms, with limited technical knowledge about hypertension observed, especially among rural practitioners who were often the first point of contact. Drug effectiveness, and incentives from pharmaceutical sales representatives influenced prescribing practices. Diagnostic labs also offered financial incentives for patient referrals. Thus, aligning providers’ objectives with patient preferences and public health goals is crucial. To encourage evidence-based hypertension care, the government and NGOs could implement strategies such as tailored incentives, financial rewards, tax benefits, accreditation, and recognition for private healthcare providers. Professional bodies in the private sector should establish programs emphasizing quality assurance and certifications. Future research should focus on designing and testing new models for private sector hypertension service delivery, coupled with targeted interventions to enhance care in rural and peri-urban settings.

Competitive Marketing Vigilance and its Relationship to Social Persuasion Among a Sample of Sports Equipment Sales Representatives in Iraq

The rapid transformations that are taking place today and due to multiple factors, including modern technological development and intense competition between sports institutions at the local and global levels with the aim of controlling the sports market and achieving superiority, have put marketing representatives in difficult situations, and increasing pressure due to the demand of administrative officials in the field of sales to increase their sales and profits on the one hand, and on the other hand, the demand of sports consumers to satisfy their multiple and different needs and desires, in addition to the presence of competitors for the sports institution produced locally and globally. With high quality standards, the sports marketing job will face great and difficult challenges. The research aimed to identify the relationship between competitive marketing and social persuasion among a sample of sales representatives of sports teams in Iraq, whose number of representatives was (60) delegates randomly selected from the total community. The descriptive approach was used in the relational method of the relationship. Competitive marketing and social persuasion measures were distributed to the sample with the need to confirm the answer as an alternative, and once the answer was completed, the questionnaires were collected, audited and processed statistically using appropriate statistical means. The researcher found that: sales representatives are characterized by competitive marketing and have the ability to convince the social consumer of sports, the possession of representatives to a degree of competitive vigilance in marketing has a positive ethical relationship with their ability to convince the sports consumer socially. Therefore, the researcher recommends when choosing sales representatives the need to distinguish competitive marketing due to their role in convincing the consumer to buy.

Customer retention strategies used by jubilee insurance in Burundi

The main purpose of this study was to assess the customer retention strategies used by Jubilee Insurance Burundi. The paper intended to answer to the following questions: what are the strategies used by Jubilee Insurance Burundi to attract customers? What are the challenges faced by Jubilee Insurance Burundi in so far as customer retention is concerned? How can Jubilee Insurance effectively increase its customer base? The results show that Jubilee Insurance Company of Burundi mainly attracts customers through sales representatives (34%) followed by advertisement (24%), Corporate social responsibility programs (18%), sales promotions (16%) and new product/service development (08%). The findings also indicate that the major challenges of customer retention at Jubilee Insurance Company Burundi are affordability of insurance services (32%), ineffective promotion (20%), competition (18%), government regulation policies (16%) and availability of trained staff. Finally, the respondents indicated that the management in insurance agencies need to employ skillful, knowledgeable and qualified marketing workforces (26%) who can effectively market the agency insurance services; they also indicated that the insurance agencies need to improve on delivery quality of insurance services (32%), adopt effective marketing strategies (24%), select efficient channel of advertisement (18%) and as well as advertise aggressively to attract more customers.

MASTERING THE COMPETITIVE ARENA: DEVELOPING COPING SKILLS FOR SALES REPRESENTATIVES

This paper explores the critical role of coping mechanisms in the daily work life of sales representatives, emphasizing the importance of emotional intelligence and problem-solving strategies. The study demonstrates that utilizing problem-focused coping strategies can significantly enhance both job satisfaction and overall life satisfaction. In contrast, emotion-focused coping is associated with decreased satisfaction and performance. Additionally, the paper highlights the importance of empathy in sales, which facilitates better understanding between salespeople and customers, fostering confidence and trust. Key coping skills identified include stress management, emotional resilience, motivation, time management, problem-solving, and effective communication and negotiation. These skills are essential for maintaining composure, navigating challenges, and achieving success in a competitive sales environment. The paper suggests that organizations can benefit from training programs that enhance these coping skills, creating a supportive work environment that promotes resilience and adaptability among sales teams. The findings underscore that continuous self-reflection and a growth mindset are crucial for the ongoing development and high performance of sales professionals. Ultimately, mastering these coping skills enables sales representatives to thrive, improving organizational processes, workplace efficiency, and customer satisfaction. This study provides a comprehensive framework for understanding and developing effective coping strategies in the sales profession.

ALGORITHMIC MANAGEMENT: AN EMPIRICAL STUDY

The paper addresses algorithmic management within mechanistic and organic organizational paradigms, and discusses problems associated with algorithmic management from the socio-technical perspective. Based on the empirical data collected during the experimental implementation of algorithmic monitoring and evaluation of sales representatives in a FMCG company, the study aims to answer two research questions framed from the perspectives of technical and social sub-system: first, what is the effect of algorithmic management on job performance of sales representatives, and, second, how do they perceive algorithmic management. Methods of data collection and analysis included in-depth interviews and thematic analysis. Concerning the first research question, findings indicate that job performance of experimental groups of algorithmically managed sales representatives has improved as compared to the past period and the control group, primarily in terms of standards compliance. As for the second research question, two main themes were identified: trust in the algorithm and perception of man-algorithm interaction. Our findings indicate that trust in algorithmic assessment depends on whether the algorithm is perceived as an instrument rather than an independent agent; on the ability to appeal algorithmic evaluation; and on the algorithmic transparency. Key conclusion of the study is that algorithmic management creates a potential mismatch between technical and social subsystems of an organization, and its implementation requires that decision-makers keep their focus not just on the tools and anticipated goals, but on the in-depth understanding of the assumptions behind these goals.

Expertise Development at Work: A Workplace Curriculum Perspective in the Domains of Sales Representatives and Leadership Coaches in a German Context

Context: Active engagement and participation in professional practices are an important requirement for expertise development in vocational domains. However, not much is known about how work contexts foster or hinder such expertise development. To further fill this research gap, this study investigates two vocational domains, namely sales representatives and leadership coaches, using the Workplace Curriculum Approach. This approach focuses on three aspects. First, how novices get access to certain tasks. Second, which tasks at work are especially conducive to learning, referred to as pedagogically-rich activities. Third, what knowledge is hard-to-learn through practice alone. By focusing on these three aspects, the Workplace Curriculum Approach helps to understand learning. Method: Eleven highly competent sales representatives and ten highly competent leadership coaches from German organizations participated in an interview study. A thematic qualitative text analysis was applied using deductive and inductive coding. Results: For sales representatives, task sequencing is different across organizations due to structural factors, particularly products, and infrastructure. Ideally, apprentices start by getting to know the customers by selling products on site at a counter and by getting to know the products in the warehouse. challenging interactions with customers on the phone are most conducive to learning. The scope of the product portfolio and the amount of technical knowledge are hard to learn. Leadership coaches are encouraged by peers to start at team leader and smaller team levels before moving on to more senior executives and larger team levels. Weekly team meetings offer important social learning opportunities similar to informal discussions among peers. Methodological and organizational knowledge are hard to learn. Conclusion: Regardless of differences between both domains, the Workplace Curriculum Approach proved useful for analyzing learning and expertise development in the different workplace contexts. The approach proved to be a fairly tangible and easy-to-use tool to investigate how workplaces support expertise development and how workplace learning regimes might be changed to further foster novices’ learning and development. Researchers and practitioners alike can utilize the Workplace Curriculum Approach to analyze learning in different domains in their respective organization. However, individual factors of the learners such as motivation to participate in activities in the workplace are not explicitly included in this approach to investigate professional learning and development. They should be of additional focus in any study interested in vocational expertise development.

The Insight Meditation Enhanced Stress, Depression, and Anxiety Reduction in Working Professionals Like Medical Representatives Determined by Using Serum Cortisol Level and Electroencephalogram: A Qualitative Study

The Indian pharmaceutical industry is one of the fastest-growing sectors of the Indian economy and ranks among the top 15 drug-manufacturing countries globally. Among the fastest-growing industries in the world, the pharmaceutical industry has increased over the years. A pharmaceutical company appoints a medical representative to make their products easily reach healthcare specialists and then be used by the general public. The medical representatives construct a well- built network with doctors, clinical specialists, medical practitioners, paramedical experts, Dietitians and nutritionists, paediatricians, gynaecologists, psychiatrists, etc. The problem of stress is widespread in every job description, and it may affect directly or indirectly in the form of health issues and low productivity; the demands of achieving targets induced among medical representatives. Much of this credit goes to Medical Sales Representatives or Pharmaceutical Sales Representatives (also known as MR, PSR) who are solely responsible for the promotion of products among Physicians, Hospitals, and pharmacies and are accountable for sales results. They act as the face of the Pharma company contributing to a better quality of life for customers, building goodwill, and increasing the company’s market share. Pharmaceutical sales representatives (PSR) play a large role in helping an industry in a rapidly changing environment to achieve a new corporate vision and normally these medical representatives are in the highest stress position. Most pharmaceutical sales representatives experience significant job stress and unhappiness levels. Stress, depression, and anxiety are the most common psychiatric disorders all over the world. One of India's oldest meditation methods, vipassana also known as Insight meditation, helps a person become aware of things as they are. The goal of the Vipassana method, which aids in self-change via self-observation, is to finally arrive at a condition of inner and exterior peace and mental equilibrium. It is a process of "Self- exploration" to the normal base of the brain and body that removes mental smog and results in a healthier personality filled with love and empathy. Electroencephalography (EEG) is an efficient modality that helps to acquire brain signals corresponding to various states from the scalp surface area. These signals are generally categorized as delta, theta, alpha, beta, and gamma based on signal frequencies ranging from 0.1 Hz to more than 100 Hz. This paper primarily focuses on EEG signals and their characterization for various states of the human body. Beta wave induced the production of cortisol. Also, the beta wave is necessary for our everyday lives, such as thought, communicating, arguing, and problem-solving, during conscious mental work. This Beta wave can also lead to tension, anxiety, and restlessness as they enable us to think properly. Persistently elevated cortisol concentrations are associated with metabolic disorders. Cortisol is a vital hormone sometimes known as the stress hormone in humans, as it is involved in the body's natural response to physical or emotional stress. cortisol has effects on memory, mood, and neurological diseases. Cortisol is best known for mediating the body’s reaction to stress. This study aims to review the existing research and challenges of serum cortisol levels (cortisol is an indicator of stress) and EEG signals with the Insight meditation effect.

Role of Cultural Intelligence and Customer Involvement on Behavioral Loyalty Toward Manufactured Products in Nigeria

Evidence from the literature reveals that customer loyalty research is growing and is becoming more widely integrated into related disciplines. This study evaluates the role of sales representatives’ cultural intelligence (CI) in the behavioral loyalty (BL) of customers of SMEs in Nigeria, through the mechanism of customer involvement (CuI). Two sets of questionnaires were administered directly to the sales representatives, and indirectly to the customers, via the sales representatives. Three hundred and fifty copies of the sales representatives’ questionnaire were administered, based on the population of 65 manufacturing SMEs and an average of 5.4 copies per SME, while 384 copies of the customers’ questionnaire were sent to the unknown pool of customers. Data were col- lected from the two sets of respondents, which were analyzed through a variance-based structural equation modeling using Smart-PLS software. The results reveal a positive and significant relationship between cultural intelligence and behavioral loyalty, while the in- direct relationship reveals customer involvement does strongly mediate the relationship between the antecedent and the outcome. The findings imply that behavioral loyalty is engendered when sales representatives possess high cultural intelligence, and customers are strategically involved through consultations and product co-creation.

Opioid promotion in Canada: A narrative review.

Studies based on the United States Open Payment database have demonstrated an association between the promotion and prescribing of opioids. An equivalent database does not exist in Canada; therefore, I undertook a narrative review of the literature. In 2015, Purdue spent over CAN$4 million promoting a single product and generated over 160 pages of journal advertising. In the current review, I describe each of the six different forms of promotion that companies used to try and influence prescribing behaviour: messages from sales representatives, journal advertisements, company involvement in undergraduate medical education, key opinion leaders, clinical practice guidelines, and the funding of patient groups. Recent regulatory changes have decreased the volume of opioid promotion, but it would be incorrect to assume that it does not continue to influence the prescribing of this class of drugs.

Hybrid Distribution Model and Market Penetration of Consumer Electronics in Nigeria

In a geographically large and diverse market like Nigeria, gaining full-scale market penetration for consumer goods can be a herculean task due to inadequate transportation infrastructure, and lack of robust channel structure. This study sought to mitigate this challenge by investigating the causality between hybrid distribution model and market penetration. It specifically aimed to determine the influences of direct and indirect distribution on market penetration of consumer electronics in Nigeria. The study adopted cross-sectional research design. Primary data were obtained from 384 major distributors of consumer electronics in Port Harcourt, Calabar and Ikeja through a structured questionnaire. Snowball and quota sampling techniques were applied to recruit respondents for the survey. The data obtained were analyzed using descriptive statistics and the hypotheses of the study were tested using multiple linear regression. The findings of the study revealed that even though both direct and indirect distribution strategies had significant positive influences on market penetration of consumer electronics in Nigeria, the indirect distribution approach had a higher contribution to market penetration. Hence, the study concluded that hybrid distribution model strategically enhances the ability of manufacturers of consumer electronics to achieve extended market penetration in Nigeria. Therefore, we recommended that: manufacturers of consumer electronics should establish direct distribution outlets in Nigeria such as company warehouses, manufacturer-owned retail stores, corporate online stores, and direct sales representatives in order to effectively sell products to customers while eliminating the prospects of third-party adulterations, counterfeiting and other unwholesome practices of middlemen; and there is need for manufacturers of consumer electronics to collaborate and strategically partner with capable intermediaries like wholesale distributors, retail chain stores, independent retailers, online marketplaces, authorized dealers and market traders to achieve extended market coverage and ensure their products are extensively available in the Nigerian market.

Demystifying the Link between Social Media Addiction and Sharing without Verification: The Role of Absentmindedness and Wellbeing

In this paper, we argue that one can understand the adoption and routine use of enterprise systems by examining the fit between the system and the social structures of the organization. We develop a model of the adoption and long- term use of enterprise systems based on sociological concepts (Lord Anthony Giddens’ structuration theory) rather than the usual cognitive psychology concepts. We focus on the adoption and use of three versions of an enterprise KMS to support sales representatives at a multinational pharmaceutical firm. Our first study (a five-year case study of the KMS that went through one failed deployment and two successful ones) shows that the structures of signification, legitimation, and domination all influence loyal use, although domination may be less important. Our second study (a survey of 893 users at the firm) shows that the structures of signification, legitimation, and domination explain about 50 percent of the variance in ongoing loyal use but that their relative importance depends on the job experience of the users: signification and legitimation influence novices more, and signification and domination influence experts more. We believe that this parsimonious three-factor model offers a useful approach for future research and practice.

A study on the perception of farmers about biopesticides in Karnataka

Biopesticides are becoming more popular as a safe and chemical-free alternative to chemical pesticides. This shift is important in ensuring the quality of agricultural products and promoting environmental sustainability. The study analyzed farmers’ perceptions of biopesticides in the Sirsi district of Karnataka. The study collected primary data through a well-structured questionnaire from 120 farmers in 3 talukas of the district. The study found that farmers had a strong understanding of the availability, prices, benefits, and application doses of biopesticides. They gained their knowledge through company sales representatives, progressive farmers, practical demonstrations, and social media. However, traditional media channels such as television, newspapers, and radio had limited impact in disseminating information about biopesticides. The farmers’ decision-making process while purchasing biopesticides was significantly influenced by factors such as effectiveness in pest control, past experiences, pricing considerations, and the opinions of fellow farmers. Despite this awareness, the study identified challenges such as delayed product effects, sub-optimal performance, high prices, and the unavailability of preferred brands.

ĐÁNH GIÁ ĐỊNH HƯỚNG NGHỀ NGHIỆP CỦA SINH VIÊN NGÀNH DƯỢC NĂM CUỐI Ở TRƯỜNG ĐẠI HỌC Y KHOA VINH NĂM 2023

Survey results on the career orientation of Pharmacy students in courses D1A and D2A show that the majority of students want to become consulting pharmacists at pharmacies and pharmaceutical sales representatives. The main deciding factor when choosing a job is income level, with most expecting an income after graduation of between 8 and 12 million VND. However, students also face great difficulties in applying for jobs due to lack of experience and limitations in foreign languages and information technology. The skills that students want to receive additional training in are mainly sales, communication and presentation skills. The results also show that most students have determined to develop a job search plan in the near graduation period, only a few do not have plans because they have been arranged by their families or attracted by local policies.

"Caught in Each Other's Traps": Factors Perpetuating Incentive-Linked Prescribing Deals Between Physicians and the Pharmaceutical Industry.

Despite known adverse impacts on patients and health systems, "incentive-linked prescribing," which describes the prescribing of medicines that result in personal benefits for the prescriber, remains a widespread and hidden impediment to quality of healthcare. We investigated factors perpetuating incentive-linked prescribing among primary care physicians in for-profit practices (referred to as private doctors - PDs), using Pakistan as a case study. Our mixed-methods study synthesised insights from a survey of 419 systematically sampled PDs and 68 semi-structured interviews with PDs (n=28), pharmaceutical sales representatives (SRs) (n=12), and provincial and national policy actors (n=28). For the survey, we built a verified database of all registered PDs within Karachi, Pakistan's most populous city, administered an electronic questionnaire in-person and descriptively analysed the data. Semi-structured interviews incorporated a vignette-based exercise and data was analysed using an interpretive approach. Our survey showed that 90% of PDs met pharmaceutical SRs weekly. Three interlinked factors perpetuating incentive-linked prescribing we identified were: gaps in understanding of conflicts of interest and loss of values among doctors; financial pressures on doctors operating in a (largely) privately financed health-system, exacerbated by competition with unqualified healthcare providers; and aggressive incentivisation by pharmaceutical companies, linked to low political will to regulate an over-saturated pharmaceutical market. Regular interactions between pharmaceutical companies and PDs are normalised in our study setting. Progress on regulating these is hindered by the substantial role of incentive-linked prescribing in the financial success of physicians and pharmaceutical industry employees. A first step towards addressing the entrenchment of incentive-linked prescribing may be to reduce opposition to restrictions on incentivisation of physicians from stakeholders within the pharmaceutical industry, physicians themselves, and policy-makers concerned about curtailing growth of the pharmaceutical industry.

Effect of Refresher and Skill Transfer Initiatives (RSTI) to BHP Representatives’ Sales Stats Performance

This study investigates the impact of Refresher and Skill Transfer Initiatives (RSTI) on the sales performance of Bank of Montreal Home Advantage Plus (BHP) sales representatives. The research aimed to determine whether RSTI contributes to enhancing the sales performance of BHP representatives. Employing a mixed-methods approach, the study selected 17 employees through purposive sampling and collected data using various instruments including Participant Observation, Sales Reports, Focus Group Discussions, and Feedback Forms. Both quantitative data, analyzed through descriptive statistics, and qualitative data, examined thematically, informed the analysis. The study utilized Jamovi Analysis to derive average mean scores and interpret the statistical significance of RSTI’s impact post-implementation. The findings highlight the positive effect of RSTI on BHP sales representatives, noting significant improvements in sales and behavioral performance. Feedback from participants further endorsed RSTI, advocating for its continued use. This research enriches Sales Training literature by introducing behavioral performance enhancements, such as compliance, selling, and soft skills, as critical outcomes of RSTI. The results affirm that RSTI significantly bolsters sales personnel’ sales performance and skill sets. Keywords: Refresher and Skill Transfer Initiatives, sales training, skill transfer, soft skills, behavioral performance

Chain of Title of a Film or Other Audiovisual Work

The purpose of the article is to determine the place and importance of Chain of Title of a film or other audiovisual work, which is the basis of the successful sale of film industry products. The role of Chain of Title for film producers is imputed by film distributors, sales representatives and broadcasting organizations. The importance of proper and prompt formalization of business relationship between the industry product creators – which are the intellectual property rights holders, and the film producers is fundamental to the possibility the producer to generate revenue and profit from the film that will recoup the investment made, and also to provide rights holders with additional remuneration. In the Republic of Bulgaria, for the producers of films and other audiovisual works, the issue Chain of Title is still not fully clarified and the article focuses on the process of presenting this essential information from the point of view of the current regulations in the field, the requirements of distributors, broadcasters, and to present the author’s experience in obtaining the Chain of Title process. The methodology used, allows to present accessible and practical information, both for professionals in the field of the film industry, as well as for teachers and students.

What happens when private general practitioners receive incentivisation offers from pharmaceutical sales representatives? A qualitative study in Pakistan.

Pharmaceutical incentivisation of physicians for profit maximisation is a well-documented health system challenge. This study examined general practitioners' (GPs) reactions to pharmaceutical incentivisation offers in one region in Pakistan. We used the Standardised Pharmaceutical Sales Representative (SPSR) method and qualitative interviews with GPs. SPSRs were field researchers representing mock pharmaceutical companies who recorded their observations of 267 GPs' responses to pharmaceutical incentivisation offers. We triangulated SPSR data using qualitative interviews with a subset of the same GPs to gather information about how they interpreted different interaction outcomes. We found four major outcomes for GPs being offered incentives by pharmaceutical companies for prescribing medications. GPs might agree to make incentivisation deals, reject incentivisation offers, disallow PSRs to access them, or remain indeterminate with no clear indication of acceptance or rejection of incentivisation offers. GPs rejecting SPSRs' incentivisation offers indicated having active commitments to other pharmaceutical companies, not being able to work with unheard-of companies, and asking SPSRs to return later. The GP-pharmaceutical sales representative interaction that centres on profit-maximisation is complex as offers to engage in prescribing for mutual financial benefit are not taken up immediately. The SPSR method helps understand the extent of distortion of practices impacted by incentivisation. Such an understanding can support the development of strategies to control unethical behaviours.