MODEL OF COACHING SKILLS DEVELOPMENT FOR MIDDLE MANAGEMENT IN AUTOMOBILE DEALER BUSINESS

Abstract

The purposes of this research were to 1) study the coaching skills of middle management in automobile dealer business, 2) develop a coaching skills model for middle management in automobile dealer business, and 3) evaluate the results of the training model. This research is a Research and Development by selecting a sample group of 30 participants at the middle management level from different functions / departments in a major automobile dealer business in Northeastern region through simple random sampling method. The tools for data collection were open ended interviews and group discussions. The statistics applied for data analysis consisted of percentage, means, standard deviation, and t-test.

The research results were as follows: 1. The coaching skills included 1) Good Relations with Coachee 2) Powerful Questions 3) Active Listening 4) Positive Feedback 5) Motivation and Inspiration and 6) Goal Setting. 2.The development model of coaching skills prepared to handbook that aim to develop the knowledge, practical coaching skills, and concrete and sustainable application for middle management in automobile dealer business. 3. The findings revealed can apply to coaching process, mentoring and performance appraisal, which effect behavioral changes and improve team performance as well as better team relationships. This is a powerful coaching skill and is performed appropriately. It helps staff develop their potential to work and drive collaboration effectively.