THE USE OF BOARD GAMES AS A TOOL FOR TRAINING SALES FORCES: A CASE STUDY IN A MULTINATIONAL PHARMACEUTICAL COMPANY

Authors

  • Fabiano Rodrigues ESPM - SP
  • Thelma Valéria Rocha ESPM - SP

DOI:

https://doi.org/10.14210/alcance.v15n1.p123-144

Abstract

This study seeks to analyze the use of board games as a tool for training the sales forces. For the development of this study, a theoretical review and qualitative research study were carried out, using the method of case study, to investigate the use of board games in a real situation, in a multinational company in the pharmaceutical sector, where 70 representatives were trained. The data analysis shows that board games, owing to their characteristics of interaction between the participants, adaptability of content and fun aspect, are highly applicable to the training of the sales force. This paper contributes confirming some theories on training with board games, and the capacity to personalize them, as another benefit offered by board games in business training.

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Published

2008-07-31

Issue

Vol. 15 No. 1(Jan-Abr) (2008)

Section

Article

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