Role, Territory, Skill and Capability Indicators of Sales Force in Tourist Operators in Thailand
Keywords:
Sales drivers, Role and territory, Skill and capability, Thailands’ tourist OperatorAbstract
The research was aimed: 1) to study successful salesforces’ level indicators in role and territory including skill and capability in tourist operators in Thailand; and 2) to develop and check content validity indicators of salesforces’ tourist operators in Thailand. The study analyzed the values through frequency distribution, arithmeticmean, percentage, standard deviation, and the secondary order confirmatory factor analysis. The research was conducted by survey and development through a questionnaire approach of 1,110 tourist operators’ business enterprises in Thailand. The samples used multi-stage sampling by tourist operators’ types of business utilizing the quota sampling technique. The research results indicated that the salesforce responded at the more agreeable level in the factors of role, territory, skill, and capability. The salesforces’ indicators from tourist operators comprised 10 indicators that formed two components including; Component 1 - role and territory with five indicators and Component 2 - skill and capability with five indicators. Each element had convergent validity. The construct reliability had passed more than 0.60, and its factor loading was more than 0.30 at statistical significance level of 0.05.
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