A Study of Salesperson’s Competencies for Developing Competency Development Plan Affecting Purchasing Decision of Traditional Trade Customers
คำสำคัญ:
Traditional Retailers, Sales Representative, Human Resource Development Planบทคัดย่อ
This qualitative research aims to study the desirable characteristics of salespersons in the traditional trade market and also design a salesperson development plan. Therefore, we collected data from three groups of people including four salesperson experts, twenty traditional trade store owners and another twenty experienced traditional-trade salesperson.
As a result, we found that the desirable characteristics of salespersons comprise of three dimensions: 1) personality and mindset, 2) knowledge and expertise and 3) duties and responsibilities. For instance, salespeople should suitably dress and sincerely talk with customers with service-oriented mindsets. Moreover, they have to be experts in their products and well-informed about their markets. Furthermore, they are expected to support their customers in many aspects such as customers visiting, sale order processing and after- sales services. As a consequence, we design a salesperson development plan by employing the 70:20:10 approach focusing on learning by doing, group discussion and classroom training accordingly.