FACTORS OF SALES MANAGEMENT INFLUENCING SALES PERFORMANCE OF ORGANIZATION OF INDUSTRIAL SECTOR IN EASTERN ECONOMIC CORRIDOR-EEC: A CASE STUDY: SUPER CLUSTER IN CHONBURI RAYONG AND CHACHONGSAO PROVINCE

Abstract

                This research aims to study factors of sales management that influences sales performance of organizations in Eastern Economic Corridor (EEC). It is called “Super Cluster” in Chonburi, Rayong, and Chachongsao. This is a quantitative research. The non-probability sampling was used to select research sample. The sample was 415 people salesman who work in “Super Cluster” industrial estates. The five point rating scale questionnaire was used as an instrument. The statistical methods used were standard deviation, correlation coefficient, and chi square to examine the quality. The researcher used statistical software for Structural Equation Model (SEM) analysis in order to check consistency between Structural Equation Model. The findings were: the factors that influence sales management of organizations in Eastern Economic Corridor (EEC) are sales practices, management training, strategic planning, and attitude. The overall sales performance was influenced by relationship between sales and marketing, salesperson-level process models, expertise, honesty, cooperation, social interaction, and communication. In addition, the factors influencing the development to efficiency about sales management for organization of industrial sector in area Eastern Economic Corridor were empirical data. The last adjusted model had the following statistics: p-value = 0.436, Chi-Square/ Degree of Freedom (CMIN/DF) = 1.018, GFI = 0.981, NFI = 0.944, RFI = 0.870, IFI = 0.999, TLI = 0.997, CFI = 0.999, AGFI = 0.952, RMSEA = 0.007, RMR = 0.016