• Abstract

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

    DOI 10.14210/alcance.v15n1.p123-144
    Published date: 31/07/2008
    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.

Revista Alcance

Revista Alcance is a Brazilian free access journal, published every four months, linked to the Graduate Program in Administration and the Professional Master’s degree in Administration, Internationalization and Logistics Program of the University of Vale do Itajaí – Univali. We seek to publish theoretical-empirical and technological articles in the areas of Business Administration. Different theoretical and methodological perspectives are welcome, as long as they are consistent with and relevant to the development of the area.

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