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Training Needs Assessment: Its Impact on Improvement of Human Productivity in Pharmaceutical Organizations of Pakistan
Muhammad Zahid Iqbal
Purpose of this research was to analyze the opinions of salespeople about TNA along with concentrating on studying the current TNA practices; to study relationship between TNA and human productivity of medical representatives; to study the segregation of training and non-training needs. Survey questionnaires were designed and pre-tested. The study was carried out by taking a sample of size 292 medical representatives and 60 training/sales managers working with 32 pharmaceutical organizations of Pakistan. In addition, a semi-structured questionnaire was designed to interview 53 doctors. Data were processed in MS Excel and analyzed in SPSS. Results supported the TNA-HP model by showing direct impact of TNA on HP i.e. TNA explained 36% of variation in HP. In addition, TNA and human productivity were found correlated directly and through training and KSA. TNA was found essential for goal setting; medical representatives to be acclimatized with adopting new sales approaches, techniques and procedures; arousing learning motivation of trainees. TNA was found instrumental to help reduce training cost and to identify cost of training. Segregating training and non-training needs was found helpful for attaining cost effectiveness of a training program. Results also revealed significant difference among average opinions of training/sales managers while responding to six different situations of Prokopenko and Kubr model.