台灣政府為了降低成本與提升醫療的品質,政府於民國八十四年開辦全民健康保險後,並於民國八十六年實施醫療分業,醫藥分業的制度是醫師專職於診斷、處置和開立處方簽,藥師則是依據醫師開立的處方先簽調劑藥品,並提供用藥指導等服務。本研究主要探討人際關係與人格特質對於銷售績效之影響,採用深度訪談的方式進行研究,共有10位受訪者受訪。研究結果發現,以銷售人員的觀點上,人際互動主要透過互動暸解、專業說明與服務來完成銷售;銷售人員會以不同的人格特質,影響與顧客的溝通方式及用字遣詞;人格特質是行為的基底,人格特質在環境行為中的影響是有理論基礎的。連鎖藥局該如何掌握其身有利的經營點,增加自己的競爭力,則成為相當重要的關鍵。
In order to cost down and increase the quality of health care, the Taiwanese Government has launched National Health Insurance since 1995 and has carried out medical division of dispensing and prescription system since 1997. Specifically, the medial division means that doctors focus on diagnosis, treatment and prescription and that pharmacists focus on dispensing and provide medication guidance. This research investigates how personality traits and interpersonal relationship affect sales performance adopting qualitative approach by interviewing ten interviewees. The results show that from salesmen’s perspectives, interpersonal relation builds on interacting with customers through professional explanation and customer service. Salemen would adjust their way of communication and wordings when facing customers with different personality traits. Personality traits shape behavior and the effects of personality traits on environmental behaviors has a string theoretical basis. In sum, it is crucial for drugstores to make good use of their management privileges and enhance their competition edge.