Antecedents Affecting Performance Effectiveness of Healthcare Salesman

Authors

  • สุเนตร มีนสุข
  • รัชฎา ฟองธนกิจ

DOI:

https://doi.org/10.53848/irdssru.v9i3%20SUP.214260

Keywords:

characteristics, motivation, integrity, innovation, healthcare sales performance effectiveness.

Abstract

The purpose of this research was to study:1)the level of characteristics,
motivation, integrity, innovation, and sales performance effectiveness; and 2the
relationship of characteristics, motivation, integrity, innovation and healthcare sales
performance effectiveness.The data were collected from 500 salespeople of DKSH
(Thailand) Limited. Questionnaires were sent to salespeople, while their 15 superiors at
the level of sales manager and higher involved in healthcare sales performance
development were intensively interviewed. The study revealed that sales performance
effectiveness depended on characteristics, innovation, motivation and integrity. The
findings interpreted that innovation depended on characteristics, integrity and
motivation. In addition, integrity depends on characteristics and motivation, while
motivation depended on characteristics.
From the findings, ideas to improve healthcare sales performance
effectiveness were recommended. The management should focus on sales
characteristics starting from recruitment activities to the development process by
encouraging work experience sharing, new idea presentation and work motivation.
Integrity, which is basic requirement for sales people, was also recommended.

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Published

03-09-2019

How to Cite

มีนสุข ส., & ฟองธนกิจ ร. (2019). Antecedents Affecting Performance Effectiveness of Healthcare Salesman. Research and Development Journal Suan Sunandha Rajabhat University, 9(3 SUP), 7. https://doi.org/10.53848/irdssru.v9i3 SUP.214260

Issue

Vol. 9 No. 3 SUP (2017): ฉบับมนุษยศาสตร์และสังคมศาสตร์ ปีที่ 9 2017 VOL.9 (ฉบับพิเศษ เดือนกรกฎาคม)

Section

Research Articles

License

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