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The Relationship among Optimism, Job Knowledge and
Skills and Sales Persons' Job Performance
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Saruda Srisiri
TH SarabunPSK 16 WQVlvn
Abstract
TH Sarabun PSK
22 w-iviun
The objectives of this research were to study 1) the sales persons' level of optimism, Job knowledge and\skills; 2) the relationship among these variables; and 3) predictive correlations among the variables and their Jobperformance. Aquestionnaire was administered to asample of 264 sales persons In a public company. Statisticswere used to analyse the data obtained in terms of percentage, mean, standard deviation, testing hypothesesusing simple correlation and multiple regression. It was revealed that most sales persons rated their level ofoptimism. Job knowledge and skills as high, in particular, marketing and customers knowledge and human skillswere rated as highest. Optimism was found to have apositive relationship with their Job performance at .05 level Vof significance. Their Job knowledge and skills were also found to have a positive relationship with their Job iperformance at .01 level of significance. The variable that could predict the sales persons' Job performance wastheir skills which had a predictive ability of 13.9 percent. The results of this study could be applied in recruitingand developing sales persons which will lead to future success of the company.
Key words: Optimism; Job Knowledge; Skills; Job Performance ^TH Sarabun PSK 14
Part ofThesis for the Master Degree ofBusiness Administration, Southern College of Technology.* Graduate Student.
TH Sarabun PSK 12
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