Factors influencing salesperson performance in the freight forwarding business in Chonburi, Thailand

ปัจจัยที่มีอิทธิพลต่อประสิทธิภาพของพนักงานขายในธุรกิจ Freight Forwarding ในจังหวัดชลบุรี ประเทศไทย

Name: Thawinta Pornying

LCSH: Burapha University -- Business Administration

Classification :.DDC: 658

LCSH: Sales personnel

LCSH: Work environment

LCSH: Achievement motivation

LCSH: Performance

Abstract: The purpose of the research is to study the factors influencing salesperson performance in the freight forwarding business in Chonburi. To study various factors that affect the performance of salespeople in terms of sales skills, motivation factors, organizational factors, and environmental factors. A sample of 400 salespeople from a freight forwarding company in Chonburi, Thailand. The instrument used to collect data was a questionnaire, and the data was analyzed by percentage, means, standard deviation, and multiple linear regression analysis. The findings of the relationship between independent and dependent variables, the results found that sales skills (technical skills, interpersonal skills, salesmanship skills, general management skills), motivation (salary and fringe benefits, working conditions and work environment, rewards and recognition, promotion), organizational factors (employee relations, corporate culture), and environmental factors (customers, information and technology, legal and political issues, economy) have a significant influence on salesperson performance. Nevertheless, there were two sub-factors: training and development of motivation factors and social and cultural issues of environmental factors that had no significant influence on salesperson performance. Based on the major findings, it was recommended as follows: (1) study the two factors that had no influence to prove the results of this study; (2) study in other provinces to compare the results with those of the same business; and (3) use an alternative approach using qualitative methods to gain clarity and more insight into the study.

Burapha University. Library

Address: CHONBURI

Email: buulibrary@buu.ac.th

Name: Yordying Thanatawee

Role: Principal advisor

Created: 2023

Modified: 2024-03-29

Issued: 2024-03-29

วิทยานิพนธ์/Thesis

application/pdf

CallNumber: Th 658.8102 Th368F

eng

Spatial: Thai (Eastern region)

Spatial: Chonburi

DegreeName: Master of Business Administration

Level: Master's Degree

Descipline: Business Administration

Grantor: Burapha University

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