Magister Commercii (Industrial Psychology) - MCom(IPS) / In the 21st century the nature of work and life has become characterized by unavoidable changes. These changes are brought about by various environmental, social and technological developments or unforeseen occurrences. It has become more challenging for economies, countries and organizations to bounce back from these volatile fluctuations in all markets and industries (Martine & Alves, 2015). Examples of the above-mentioned changes is emphasized by Wales (2013) who identified that trends such as climate change, globalization and social inequality have created a significant challenge to the traditional business model. The “credit crunch”, corporate scandals and possible corruption have led to a loss of trust in business, and companies are facing pressures from governments, consumers, employees and investors to demonstrate that they are adopting ethical and sustainable business practices (Pfeffer, 2015). Similarly, Martine and Alves (2015) question whether the economy, society and environment in the 21st century are indeed the three pillars of sustainability. These factors highlight the importance of critically discussing factors surrounding economic growth and the sustainability thereof.

Potenziell disruptive Technologien sind schwer zu vermarkten, weil sie mit Werten verbunden sind, die für etablierte Unternehmen neu sind. Ohne geeignete Geschäftsmodellinnovation gelingt es den etablierten Unternehmen nicht, neue, potenziell disruptive Technologien auf den Markt zu bringen. Die aufkeimende Literatur über disruptive Innovationen bietet nur begrenzte Empfehlungen zu spezifischen Geschäftsmodellelementen, die dazu dienen können, potenziell disruptive Technologien zu integrieren. Um diese Forschungslücke zu schließen, wird in dieser Arbeit untersucht, wie große Pharmaunternehmen Biotechnologien in die Gestaltung ihrer Geschäftsmodellinnovation einbezogen haben, um erfolgreiche Elemente der Geschäftsmodellgestaltung zu ermitteln. Es wird ein qualitativer Forschungsansatz gewählt, der aus drei Studien besteht. Zunächst werden nach einer systematischen Literaturrecherche zur Geschäftsmodellforschung in der pharmazeutischen Industrie 45 Arbeiten ausgewählt und qualitativ ausgewertet. Zweitens werden qualitative halbstrukturierte Interviews mit 16 Experten in großen Pharmaunternehmen geführt. Die Transkripte werden mit der Methode der Qualitativen Inhaltsanalyse ausgewertet. Schließlich wird eine Clusteranalyse durchgeführt, um den von allen digitalen Angeboten großer Pharmaunternehmen vorgeschlagenen und gelieferten Wert zu ermitteln. In dieser Arbeit werden erstmals zwei Geschäftsmodelle großer Pharmaunternehmen aus der Zeit vor und nach der Einführung der Biotechnologien beschrieben. In dieser Arbeit wird argumentiert, dass für die Anpassung an potenziell disruptive Technologien folgende Geschäftsmodellelemente empfohlen werden: Kollaborationsportfolios und digitale Servitisierung. Erstens sollten etablierte Unternehmen ein Portfolio von Kooperationsformaten entwickeln, indem sie die Breite der Partner (einschließlich der Wettbewerber) diversifizieren und alle Aktivitäten in ihrer Wertschöpfungskette abdecken. Zweitens sollten die etablierten Unternehmen den Wert, den sie anbieten, und die Art und Weise, wie sie diesen Wert für etablierte und neue Kundensegmente bereitstellen, innovativ gestalten, indem sie ihre Produkte mit ergänzenden Dienstleistungen bündeln, insbesondere mit solchen, die digital ermöglicht werden. Digitale Dienstleistungen dienen dazu, die Bedürfnisse der Kunden mit denen des Herstellers zu verknüpfen. Neben der Weiterentwicklung der Theorie über disruptive Innovationen können die empfohlenen Elemente des Geschäftsmodells von führenden mittelständischen Pharmaunternehmen (z. B. Fresenius oder Servier) und Unternehmen aus anderen Branchen direkt genutzt werden, um andere potenziell disruptive Technologien zu vermarkten. Diese Forschung unterstützt politische Entscheidungsträger bei der Entwicklung von Strategien zur Förderung der Kommerzialisierung potenziell disruptiver Innovationen in ihrem spezifischen Kontext. / Potentially disruptive technologies are challenging to commercialize because they are associated with values new to established firms. Without fitting business model innovation, incumbent firms fail to bring new potentially disruptive technologies to the market. The burgeoning literature on disruptive innovation provides only limited recommendations on specific business model elements that can serve to accommodate potentially disruptive technologies. To close this research gap, this thesis explores how big pharmaceutical firms accommodated biotechnologies in the design of their business model innovation to discover successful business model design elements. A qualitative research approach consisting in three studies is adopted. First, following a systematic literature review on business model research in the pharmaceutical industry, 45 papers are selected and qualitatively analyzed. Second, qualitative semi-structured interviews are conducted with 16 experts in big pharmaceutical firms. The transcripts are analyzed using the qualitative content analysis method. Finally, a cluster analysis is conducted to identify value proposed and delivered by all digital offers of big pharmaceutical firms. This thesis is the first to describe two business model designs of big pharmaceutical firms from before and since the accommodation of biotechnologies. This research argues that business model designs recommended for the accommodation of potentially disruptive technologies are collaboration portfolios and digital servitization. First, established firms should devise a portfolio of collaboration formats by diversifying breadth of partners (including competitors), and by covering all activities in their value chain. Second, incumbent firms should innovate in the value they offer and how they deliver it to mainstream and new customer segments though bundling their products with complementary services, especially those that are digitally enabled. Digital services serve for back-coupling customers’ needs with the producer. Besides advancing theory on disruptive innovation, the recommended business model design elements can be directly used by top midsize pharmaceutical firms (e.g., Fresenius or Servier) and firms from other industries to commercialize other potentially disruptive technologies. This research supports policy makers in devising strategies for the promotion of the commercialization of potentially disruptive innovations in their specific contexts.

The diploma thesis deals with the history of the production of medicines and medicinal products, the company of Zdeněk Klan and a partial inventory of specialties. The aim of the thesis was to map the time, which was characterized by the industrial production of drugs and medicines, the so-called specialties. Zdeněk Klan was able to take advantage of the situation and build his own company Dr. Mr. Zdeněk F. Klan pharmaceutical-chemical laboratory, operating in the years 1924-1948. He was able to compete with other companies with his products. The production was focused mainly on application forms for internal medicine. In addition to human preparations, he also produced preparations for veterinary use. The Klan Company succumbed to the process of nationalization in 1948, when all companies with more than 50 employees were nationalized and subsequently abolished. On the basis of the study of mainly archival sources stored in the Czech Pharmaceutical Museum in Kuks, a thesis was prepared describing this company from its establishment to nationalization. His CV was also prepared. In addition to processing information about Klan's company, the task was to invent a part of the collection of specialties and thus make it available for subsequent museum-research use through the resulting inventory. These...

La presente tesis consiste en un plan para el desarrollo de la producción y comercialización de ácido gálico obtenido del polvo de la Tara. El ácido gálico se utiliza principalmente en la industria farmacéutica como insumo de productos para la salud y es un producto que se obtiene de la extracción de los taninos que se encuentran en el polvo de la tara. De acuerdo con la consultora Wise Guy Reports, en el mercado internacional se ha estimado el consumo de ácido gálico a nivel mundial en 2019 en US$ 58 millones de dólares, con un potencial de crecimiento hacia el año 2024 de US$ 90 millones de dólares. La producción de Tara se da en diversas regiones del país, lo que facilita el acceso a la materia prima directamente del productor a las empresas que producen el polvo de Tara, y permite la disponibilidad del principal insumo del ácido gálico a precios competitivos. Se tomó conocimiento de tres procesos para obtener ácido gálico por lixiviación y se seleccionó el proceso de extracción utilizando como solvente al etanol, debido a que es el proceso que provee una mejor calidad y pureza acorde con los objetivos de calidad previstos. Teniendo en consideración el acceso y disponibilidad de la materia prima, así como el proceso productivo seleccionado, se realizó el estudio de la producción estimada y comercialización requerida, teniendo en consideración una participación de mercado previamente establecida, para ello se ha previsto implementar una pequeña planta productiva, contar con una estructura organizacional de soporte para la producción y comercialización, y desarrollar un proceso de difusión y comercialización. El mayor consumo se da en los mercados de Norte América, Europa, China y Sudamérica. Si bien la industria farmacéutica es el principal consumidor de ácido gálico y hay una producción nacional, no se observa un consumo local significativo de ácido gálico debido a la tendencia hacia la importación de medicamentos, en consecuencia, hemos considerado el destino de la producción a los mercados extranjeros que tiene un mayor consumo e incremento de la demanda. Finalmente, realizamos la evaluación de la viabilidad financiera del plan considerando un periodo de crecimiento de 10 años y satisfaciendo los objetivos de participación de mercado y rentabilidad deseada. / Gallic acid is extracted from Tara powder. Tara is a fruit cultivated throughout Peru. Gallic acid is mainly used in the health area where its application has contributed in studies to achieve a progress on treatments of several diseases. According to Wise Guy Reports consultant, the worldwide consumption of gallic acid during 2019 was estimated in 58 million dollars with a potential growth of 90 million dollars towards 2024. The highest consumption occurs in North America, Europe, China and South America markets. The biggest gallic acid producer is china where find the top 10 producers, such as Jiurui Biology, Bei Yuan Chemical and, Hunan Linong. Peru is the world’s main producer of Tara, from which Tara powder is extracted, input used to obtain gallic acid. The production of Tara is performed on different regions of the country, which allows access to the raw material directly from the producer to the companies that produce an export Tara powder, making possible to access to competitive prices. The pharmaceutical industry is the main consumer of gallic acid. Although, there is a national production of medicines, there is also a strong trend towards imports. Consequently, gallic acid producers direct their production to foreign markets that show a greater consumption and an increased demand and from where medicines are imported. / Trabajo de investigación

Supercritical fluid chromatography (SFC) is an expanding chromatographic technique that is part of the evolving field of green chemistry due to its short run times and use of non-toxic solvents in combination with recycled CO2. The use of a suitable column is essential for separation science in general and there is a wide variety of SFC compatible columns available on the market. In collaboration with the AstraZeneca Gothenburg Separation Science Laboratory (SSL), an investigation of 25 stationary phases in combination with four different mobile phases was conducted in order to evaluate interactions between the mobile phase, stationary phase and analytes. The aim was to find a new column set, able to operate with a wide range of molecules at both analytical and preparative scale. The 36 compounds analysed were chosen to represent the chemical space suitable for current and foreseen compounds of interest within AstraZeneca. Furthermore, to mitigate the risk of degradation of sensitive compounds in basic conditions, different combinations of basic stationary phases and neutral mobile phases were investigated.The study was performed using a Waters Acquity UPC2 system equipped with a photodiode array (PDA) detector and a single quadrupole detector (SQD). The data was gathered by Empower 3 and analysed using statistical methods to evaluate corelations and orthogonality with the help of Python. Visualisations were produced using Pandas, XLstat and SIMCA.The results evaluated retention time, symmetry factor, distribution of retention times of compounds over the columns, and DMSO retention. The results showed that MeOH and the basic additive NH3 included in the mobile phase composition provided the shortest retention times, best peak symmetry and distribution of compounds. It was concluded that Kromasil 2EP, Kromasil Diol, DC Pak PBT, and Kromasil NH2 columns represent a diverse set for the intended chemical space. They all also operate with good results without additive, for the compounds used. / Superkritisk vätskekromatografi (SFC) är en växande kromatografisk teknik som tack vare sina snabba analyser, användandet av icke toxiska lösningsmedel, samt återvinningsbar CO2 utgör en del av den allt mer populära “gröna” kemin. Det finns en mängd kolonner utvecklade för SFC på marknaden, och att använda rätt sorts stationär fas är en viktig del för separationen av olika ämnen. I samarbete med Separation Science Laboratory på AstraZeneca i Göteborg, har 25 olika stationära faser i kombination med fyra mobila faser studerats för att analysera interaktionerna mellan faserna och analyterna. Målet är att hitta en uppsättning av kolonner som kan användas vid upprening av substanser med en stor variation av kemiska egenskaper/deskriptorer. För den här studien har 36 molekyler som representerar den kemiska rymd som AstraZeneca jobbar i använts. För att minimera risken av nedbrytning av känsliga molekyler i basiska miljöer, är även basiska kolonner med neutrala mobilfaser inkluderade. Under studien användes SFC systemet Acquity UPC2, utrustad med en Diode array detektor, en Single quadrapole detektor samt Empower 3 för insamling av data. Den statistiska analysen utfördes i Python och visualiseringen gjordes med hjälp av Pandas, Xlstat och Simca.Resultaten utvärderades med avseende på retentionstid, symmetrifaktorn, fördelningen av substanser över kolonnerna och retention av DMSO. Resultaten visade att MeOH med NH3 som additiv i mobilfasen gav kortast retentionstid, bäst symmetri och bredast fördelning av substanser. Slutsatserna var att kolonnerna Kromasil 2EP, Kromasil Diol, DC Pak PBT, and Kromasil NH2 tillsammans representerar den diversa uppsättning av kolonner som passar den kemiska rymnd som användes i studien. Samtliga kolonner kan även köras med goda resultat i neutrala mobila faser, med de betingelser som använts.

Energy consumption is one of the major contributors to greenhouse gas emissions and to climate change. Renewable energy sources are one way of mitigating the problem, but behavioral change and reductions in consumption are also required. In addition, little is known about how energy conservation behaviors are driven or hindered at workplaces, but it has been found in previous research that employee engagement is an important factor. Therefore, this study takes a mixed method approach utilizing the framework of Community-Based Social Marketing at a pharmaceutical manufacturing site in Sweden to investigate drivers and barriers to energy conservation, designing an intervention aiming at increasing employee engagement as well as changing behaviors, and evaluating the study using interviews, surveys and real time measurements. The findings of this study suggest that several factors act as barriers and drivers to energy conservation behaviors at work, e.g., interest, organizational culture, work processes and commitment from the company and management. The designed intervention, an inclusionary trans- disciplinary workshop, seems to have increased engagement and has preliminarily influenced pro-environmental behavior changes, as well as mitigated some barriers and strengthened some drivers.

Adopting sustainability practices in both planned and current operations is increasingly important to many organizations. Due to increased awareness various companies are adopting life cycle thinking. For example, life cycle considerations from raw material extraction to final disposal of products or services are requested in environmental management system standard ISO 14001:2015. Octapharma is a biopharmaceutical company producing various medical products for the treatment of haematology, immunotherapy and critical care. The desire to incorporate environmental life cycle thinking into investment projects led to the research question of how this can be achieved at Octapharma in Stockholm. The objectives included a qualitative investigation of current environmental management strategies practiced in investment projects today. Secondly, a case study investment project was used to explore how one of the most commonly practiced life cycle management (LCM) tools, life cycle assessment (LCA), can be applied for the comparison of two alternative process technologies. The results showed that Octapharma today considers environmental aspects in some investment projects, such as construction, but it may be improved in other types of investment projects. Therefore, specific suggestions and modifications of the project model, in relation to life cycle management literature was developed for important checkpoints in the project management model. Lastly the case project comparative LCA showed that one of the technologies had a significant larger environmental footprint. / Inkludering av ett hållbarhetsperspektiv i företags nuvarande och framtida verksamhet har fått ökande betydelse. På grund av större medvetenhet inkluderar flera organisationer ett livscykeltänk, dvs. utvärdering av miljöpåverkan från råvaruextraktion till avfallshantering av både produkter och tjänster. Bland annat ISO 14001:2015, en miljöledningsstandard, har infört krav på livscykeltänk i certifierade verksamheter. Octapharma är ett läkemedelsföretag som tillverkar produkter inom hematologi, immunterapi och intensivvård. På grund av ett intresse för livscykeltänk i investeringsprojekt på Octapharmas Stockholmsfabrik skapades ett behov av att undersöka hur detta skulle kunna åstadkommas. Delmålen i detta projekt innefattar en kvalitativ undersökning om nuvarande inkludering av miljöaspekter i investeringsprojekt med viktiga projektintressenter i verksamheten. En kvantitativ jämförande livscykelanalys (LCA) av ett avslutat investeringsprojekt syftade till att genomföra en LCA av två olika processteknologier. Resultatet visar att Octapharma idag inkluderar miljöfrågor i vissa typer av projekt, framför allt byggprojekt, men implementeringen i andra projekt kan förbättras. Fortsättningsvis resulterade litteratursökningen och den kvalitativa undersökningen i ett antal förslag på förbättringar i projektmodellen på punkter där miljöfrågor är extra viktiga för slutresultatet. Den jämförande LCAn visade att den ena teknologin hade en betydligt större miljöpåverkan.

This study empirically examined the relationship between strategic orientation of an organization and the overseas activities it pursues. It is argued that the nature and extent of an organization’s overseas involvement will be a function of its dominant strategic orientation and the distinctive competences associated with such an orientation. Several hypotheses that build on the central notion of the "common thread", first articulated by Ansoff (1965), were developed and tested. Building on a systems typology of multinationals (Cheng & Ramaswamy, 1989), this study utilized many new measurement approaches that help measure level of internationalization in a multidimensional manner. Set in the drugs and pharmaceutical industry, the empirical effort used objective secondary data to characterize both dependent and independent constructs. Tests of the hypotheses indicated that distinct multinationality profiles were associated with different strategic orientations. Prospector organizations were found to emphasize their distinctive competences in research and development and marketing in their overseas efforts. They tended to operate a larger number of overseas R&D facilities and overseas sales offices than their Defender counterparts. Further, they also exhibited a marked tendency to spread these activities over a larger number of countries than Defender firms. These findings support the theoretical notion that every organization builds around its distinctive competences to achieve competitive advantage (Ansoff, 1965; Miles & Snow, 1978; Porter, 1980). It was hypothesized that Defender firms would exhibit higher levels of overseas production activity than Prospector firms in keeping with their competence in manufacturing and cost control. However, this hypothesis was not supported. Consistent with Horst (1972), further analysis revealed that the age of the firm may play a significant role in influencing internationalization of production activity. This study represents the first effort in applying a typology of strategy to examine multinational corporations. Further, the study provides evidence to show that: (a) Strategic orientation of a firm plays a central role in influencing its international endeavors, and (b) Firms with distinct strategic orientations pursue dissimilar combinations of overseas activities even when operating in similar country environments. These differences could be attributed to differences in strategic orientations. Besides raising concerns about the traditional economic theory of comparative costs, these findings provide several new avenues for organizational research. Building on this study many new research directions such as the performance implications of multinationality that have not been examined as yet could now be explored. / Ph. D.

The concept, sustainability, has developed throughout the years and has become an important part for different actors around the world. Due to many organizations like the United Nations acknowledging this aspect together with governments, initiatives and laws have been implemented for businesses to follow. This forms the basis of what is now called ESG which includes three individual aspects: environment, social responsibility and governance. One of the actors includes investors who have now started to shift their focus onto sustainable investments. In order for them to make decisions about the company's way of working towards a sustainable business, analytics began to measure both each individual aspect of ESG and as a whole. Therefore, ESG rating has become a well-known way of measuring how companies perform when it comes to environment, social responsibility and governance. The pharmaceutical industry in Europe is the second largest in the world and has become acknowledged due to the covid-19 pandemic. It has not only faced criticism and uncertainties both during and after the pandemic, but also faces problems in each individual aspect of ESG. When it comes to environmental issues, the pharmaceutical industry stands for 55% more of carbon emissions than the automotive sector due to non-sustainable supply chains. For the aspect, social responsibility, their main problems include addiction, antibiotic resistance and accessibility of pharmaceuticals. Further, governance issues include illegal marketing and fraud. Due to this, governments and organizations have put pressure on businesses to work towards a sustainable industry. Therefore, ESG ratings have become an important measurement for investors. The aim of the study is to analyze the relationship between ESG and financial performance in the pharmaceutical industry in Europe with a time period of 2018-2022. The results will indicate if the Shareholder’s theory or the Stakeholder’s theory is more applicable for this industry. The result shows a negative significant relationship between the overall rating of ESG and Tobin’s. When it comes to the individual aspect, governance is statically proved to have a negative significant relationship with Tobin’s Q. This concludes that the Shareholder’s theory is more aligned with the results meaning that the pharmaceutical industry may focus on profit maximization for shareholders. Since there was a non-statically proven relationship between ESG and ROA, the study suggests further research within this topic.

Thesis (MBA)--Stellenbosch University, 2002. / Some digitised pages may appear illegible due to the condition of the original hard copy. / ENGLISH ABSTRACT: A few years ago, pharmaceuticalcompanies were more inclined to look at business from the inside out. The principal focus was on the company's goals, and identifying and selling to customers were the method of achieving those goals. However,today the customer is king and therefore the focus is shifting to accommodatethis change. The road to success - or failure - is now an expressway, and companies must be ready to accelerate,tum, or stop quickly. Flexibilityand manoeuvrabilitymean a great deal in an increasinglycompetitivemarketplace(Gabe & Goldberg, 1999). What makes a sales team effective in today's competitive global market? What are the key drivers of success in pharmaceutical sales team effectiveness? The most prominent trend in the US market is customer focus, and the most prominent issue is the recruitment and retention of top performers. Today's focus on relationship building may have occurred in part because companies found that their relationships were less than ideal. Nearly 60% of US pharmaceutical companies use customersatisfaction results, among other measurements, to determine the effectiveness of their sales force. A sales force that can make the transition from selling the product to selling the solution - which is the essence of customer focus - has a better chance of earning customer confidence and "partnering" (Gabe & Goldberg, 1999). To isolate factors that make a pharmaceutical sales representative effective is not easy. The best pharmaceutical representatives have excellent selling skills and behaviours, exhibit consistent performance, build networks, contribute to their teams, focus on the most profitable accounts, open new accounts, and win customer loyalty. How does one identify top pharmaceutical salespeople? Look for the representatives with the ability to learn continuously from experience, to take full responsibility for professional development, to size up each situation, and to apply the most effective skills for that encounter. Most often, they will be the ones using consultative and adaptive selling dialogue techniques (Snader, 2002). According to the study, it was evident that the following effectiveness criteria or selling task characteristics have a definite impact on sales force effectiveness and in turn should be part of every salesperson's capabilities: territory management, objection handling, business planning, adaptive selling, customer focus, knowledge, service, selling skills and training. / AFRIKAANSE OPSOMMING: In die verlede was farmaseutiese maatskappye geneig om hul besigheid van binne na buite te ontleed. Die belangrikste fokuspunt was die maatskappy se doelwit en die identifisering van, en verkope aan hul kliënte die middel tot die doelom hierdie doelwitte te bereik. Vandag, daarenteen kraai die kliënt koning en die fokuspunt het verskuif om by hierdie verandering aan te pas. Die verskil tussen die sukses en mislukking van 'n maatskappy sal afhang van die buigsaamheid en stuurbaarheid van die maatskappy om gereed te wees vir enige aksie in hierdie toenemend mededingende mark (Gabe & Goldberg, 1999). Wat maak 'n verkoopspan doeltreffend in vandag se mededingende globale mark? Wat is die sleutel eienskappe wat sukses sal waarborg vir 'n farmaseutiese verkoopspan? Die belangrikste neiging in die Amerikaanse mark is kliënte-fokus en die mees prominente kwessie is die werwing en behoud van die top presteerders. Die fokusverskuiwing na die verhouding tussen die verkoopsverteenwoordiger en die kliënt het plaasgevind nadat maatskappye besef het hulle het nie ideale verhoudings met hulle kliënte nie. Nagenoeg 60% van alle Amerikaanse farmaseutiese maatskappye gebruik onder andere ook resultate van kliënte-tevredenheid vraelyste as 'n maatstaf om die doeltreffendheid van hulle verkoopspan te bepaal. 'n Verkoopspan wat in plaas van 'n produk verkoop eerder aan die kliënt 'n oplossing vir sy spesifieke probleem bied - wat die kern van 'n kliënt-gefokusde benadering is - skep vertroue by die kliënt en lei tot 'n suksesvolle vennootskap tussen die partye (Gabe & Goldberg, 1999). Dit is baie moeilik om eienskappe te identifiseer wat 'n farmaseutiese verteenwoordiger se doeltreffendheid verseker. Die beste farmaseutiese verkoopsverteenwoordigers gebruik uitstekende verkoopstegnieke, bou netwerke, is goeie spanlede, fokus op die mees winsgewendste kliënte, wen nuwe kliënte en die lojaliteit van hulle kliënte. Hoe word top farmaseutiese verkoopspersone dan geïdentifiseer? Kyk uit vir die verteenwoordiger wat die vermoeë het om te leer uit ondervinding, wat volle verantwoordelikheid neem vir sy persoonlike ontwikkeling, wat elke situasie ontleed en dan die toepaslike vaardighede gebruik vir die spesifieke situasie. Meestal sal dit die verteenwoordigers wees wat konsulterende en adaptiewe dialoogtegnieke gebruik (Snader, 2002). Volgens die studie was dit duidelik dat die volgende kriteria vir doeltreffende verkope of verkoopseienskappe 'n defnitiewe impak het op 'n verkoopsspan se doeltreffendheid en dus deel moet uitmaak van elke verkoopspersoon se vermoë: Areabestuur, die hantering van objeksies, besigheidsbeplanning, 'n adaptiewe verkoopstyl, 'n kliënt gefokusde benadering, kennis, diens en opleiding.