INCREASING SALES OF POOMPUN DEVELOPMENT CO.,LTD.

.. 2552


INCREASING SALES OF POOMPUN DEVELOPMENT CO.,LTD.

961 493


.. 2552

493210233-2
493210802-9

493210806-1

.
.
.




.................................................
( )
...................................................
( )

 . 2552.
.
.
:
.
.
.

2



2548 15 ,030,762.71 2549 10 ,440,905.48 2550
8 ,231,390.72 2551 10 ,250,315.15



5%
25 .. 2552 25 2553
1. (Brochure)
2. ( Sale Promotion) 3. ( Direct sales)

61 ,388.83 5.41%
9 50 18 %
56,750 5
% 25 .. 2552 25 .. 2553 56,750



. .
.

1
1.1
1.1
1.2
1.3
1.4
2
2.1
2.2
2.3 (SWOT Analysis)
2.4 (TOWS Matrix)
2.5 (Strategy Plan)
2.6 (STP Marketing)
2.7 (6Ws1H)
2.8 (Marketing Mix: 4Ps)
2.9
2.10

1
3
4
6
6
8
10
11
13
14
20
21
23
25
25

 ( )

3
3.1 1
3.2
3.3
3.4
3.5
3.6
3.7
3.8 2
3.9
3.10
3.11
3.12
3.13
3.14
4
4.1
4.2
4.3
4.4
4.5
4.6
4.7
4.8

(SWOT Analysis)
(TOWS Matrix)
(Strategy Plan )
(STP Marketing)
(6W1H)
(Marketing Mix: 4Ps)

27
27
28
28
29
29
29
30
30
30
31
31
31
31
33
44
46
47
48
53
54
56

 ( )

5
5.1
5.2
5.3
5.4

60
61
61
62
63
65
66
74
78
88
91
116


1
2

3
14

: 1

39

: 2 :

40

: 2 :

41

(Positioning)

52

55

56

25 25 2549 2550
2551 2552

10

58
59


4.1
4.2

/ 1

34
36

4.3

/ 2

43

4.4

44

1.

98 24


10






1,756,101

http://www.dopa.go.th/stat/y_stat.html, 30 2552 )

2.

5% 25 ..2552 25 ..2553
(SWOT Analysis)
(TOWS Matrix)
(Strategy Plan)
(STP Marketing)
(6Ws1H)
(Marketing Mix: 4Ps)

(Personal selling)

(Public Relation)

(Sale Promotion)

(Direct Marketing)

3.
1.

2.

3.

1.

:
SWOT Analysis


2.

TOWS Matrix

5%
25 ..2552 25
..2553

3.
Strategy Plan

5%

25 ..2552 25
..2553
3

4.
STP Marketing

5.
6W1H

6.
Marketing Mix (4Ps)

4.

1 2552 31 2553
3

5.

1.

2.
3 .
4 .

5 .
6 .
7 .


6.
6.1
6.2

6.3
6.4
6.5

6.6

1.
2.
3. (SWOT Analysis)
4. (TOWS Matrix)
5. (Strategy Plan)
6. (STP Marketing)
7. (6Ws1H)
8. (Marketing Mix : 4Ps)
9.
10.

1.

(P: Place) (P: Promotion)

1.1 (Place)



2
(
1) (Channel of Distribution)

(2) (Physical Distribution)
(Transportation) (Storage)
(Warehousing) (Inventory Management)
1.1.1
1.1.1.1 /







()
()
()
()

1.2 (Promotion)


1.2.1 (Advertising)


1.2.2 (Personal Selling)


1.2.3 (Sales Promotion)



1.2.4 (Publicity and Public Relation)



3
(1)
(2)
(3)
(Marketing mix 4Ps) 4

(Product) (Price) (Place) (Promotion)

4

(Right Product) (Right Place)
(Right Promotion) (Right Price)
(Marketing mix 4Ps)

10

(Place) (Promotion)

2.

2.1 (Consumer) (Need) (Purchasing Power)

(Purchasing behavior) (Using behavior)
2.2 (Consumer) (Ultimate consumer)

(Consumer Market) ( . 2535:54)
2.3 (Customer)
( . 2535:54) 2

2.3.1 (Personal Customer)
(Ultimate consumer)
(Consumer)
2.3.2 (Organizational Customer)



2.4 (Industrial User)
(Industrial Market)
2.5 (Individual Buyer)



(Organizational Customer)1
(Ultimate consumer)2 (Personal Customer)
(Organizational Customer)
(Personal consumer)
(Organizational Customer)

11

(Organizational Consumer)

3.

(SWOT Analysis)

()
( )

SWOT Analysis

()


3.1
SWOT ANALYSIS
3.1.1
(Strengths)

3.1.2 ( Weaknesses)


3.1.3
( Opportunities)



3.1.4
( Threats)

12

3.2 SWOT Analysis

3.2.1 SWOT

SWOT



3.2.2 SWOT

SWOT SWOT


SWOT Analysis

SWOT

13

4.

(TOWS Matrix)

TOWS Matrix

TOWS Threat Opportunities Weaknesses Strengths

TOWS Matrix
T
O
W

S
S ()
O ()

W ()
T ()

4.1 SO


WO, ST, WT SO


4.2 WO

4.3 ST

4.4 WT

( Alternative Strategies)

14

(
TOWS
Matrix)

TOWS Matrix
SWOT Analysis

5.

(Strategy Plan)

3
(Corporate-level Strategy) (Business-level Strategy)
(Functional Strategy)

5.1
4
(Growth Strategy) (Stabilization Strategy) (Investment Reduction
Strategy) (Turnaround Strategy)

15

(1) (Expand) (Cut Back) (Continue our
operations unchanged)?
(2) (Current Industry)
(Diversify into other industries)?
(3)
(Acquisition) (Mergers)
3

1
2 3

5.1.1

3 Intensive Growth, Integrative Growth Diversification Growth
5.1.1.1 ( Intensive Growth)
( Integrative
Growth
)
5.1.1.2 (Market Penetration)

) (Market Development)
Starbucks Market Development
) ( Product Development)

Product Development
(Utility)
Product Development 1
Brush On
5.1.1.3 ( Integrative Growth)
/ (Distributor/Buyer)
/

16

Integrative Growth
Integrative Growth
3
(Acquisition) (Merger) Integrative
Growth
) (Forward Integration)
/

Forward Integration /


) (Backward Integration)

Backward Integration
Tesco

) ( Horizontal Integration)

5.1.1.4 (Diversification Growth)

Diversification Growth 2
(Current Industry) (Diversify into other industries)?
Diversification Growth 3
) (Concentric Diversification)



) ( Horizontal Diversification)
..

) ( Conglomerate Diversification)

17

Diversification Growth Intensive Growth

Intensive Growth
Product Development Intensive Growth


1
(Horizontal Integration)
(Product Development)
5.1.2


(External Environment)

5.1.3


5.1.3.1 ( Retrenchment)
1990
Louis V. Gerstner Jr.

5.1.3.2 (Divestiture)


5.1.3.3 ( Liquidation)


1


5.1.4

2

18

5.1.4.1 (Contraction)


5.1.4.2 ( Consolidation)
(New-leaner Corporation)

Intensive Growth Integrative Growth

Diversification Growth
Divestiture


SWOT Analysis, TOWS Matrix, IFAS, EFAS GE
Model ( ,
, , )
5.1 (Competitive Advantage)
/ (Competitive Strategy)
/ (Cooperative Strategy)
/
Cost Leadership
Differentiation
Cost Focus Differentiation Focus


Mutual Service Consortia Joint Venture Licensing Agreement



(Competitive Strategy)
(Cooperative Strategy)
5.2

4Ps (Product, Price,

19

Place Promotion) STP Marketing (Segmentation, Targeting Positioning)

(External
Environment) (Strength) (Weakness) (Opportunity)
(Threat) SWOT Analysis
SWOT Analysis (Internal
Factor Evaluation) (External Factor Evaluation) (Plot) IE (Internalexternal Matrix) Grand Strategy Matrix



( Cost Leadership)

( Differentiation)

Differentiation


(Brand Image)
Cost Leadership
(Work Instruction/ Work Procedure)

20

6
(STP Marketing)








( Target marketing)





3
6.1 (Market segmentation Segmenting)


(Market Segments)


(Market Segment)
6.2 ( Market targeting Targeting)
( Market Segments)

30 - 60
6.3 ( Market positioning Positioning)

21

STP Marketing

(1)

(2)

(3)

(4)

7
(6W1H)


(Stimulus)




(Marketing Strategies)

6 Ws 1 H WHO, WHAT, WHY, WHOM, WHEN, WHERE HOW
7.1 (Who is in the target market?)
(Occupants) (Base of market segmentation) 4
7.1.1.1
7.1.1.2
7.1.1.3
7.1.1.4

4
7.2 (What does the consumer buy?)
(Objects)

22

7.3 (Why does the consumer buy?)

(Objectives)

7.3.1
7.3.1.1 (Motivation)
7.3.1.2 (Perception)
7.3.1.3 (Learning)
7.3.1.4 (Attitude)
7.3.1.5 (Personality)
7.3.1.6 (Self concept)
7.3.2

7.3.2.1 (Cultural factor)
7.3.2.2 (Social factor)
7.3.2.3 (Personal factor)
7.3.2.4 (Psychological factor)
7.4 (Whom participates in buying?)

7.5 (When does the consumer buy?)
(Occasions)
7.6 (Where does the consumer buy?)

7.7 (How does the consumer buy?)

-

-

-

-
-

23

(6
Ws1H)

8.

(Marketing Mix : 4Ps)

(Marketing Mix)


(Internal Marketing Factor Marketing Factor)
(Product) ( Price) ( Place)
(Promotion)
8.1 (Product)



8.1.1

8.1.2

8.1.3

8.1.4


8.1.5

8.2 (Price)



8.3 (Place)

24

8.3.1

8.3.2

8.3.3

8.3.4


8.3.5

8.4 (Promotion)


8.4.1

8.4.2

8.4.3


8.4.4
8.4.4.1

8.4.4.2

(Marketing mix 4Ps)

25

9.

(2551)



400

10.
10.1
98 24


10
10.2


10.3

10.4 (Location) 98 24

26

10.4.1

10.4.2
( )
10.4.3

10.4.4

10.5 (Main customers)



10.6 (Promotion Measures)
10.6.1 (Advertising)
10.6.1.1
,
10.6.2 (Sales Promotion)
10.6.2.1 2 1,000
10.6.2.2 100 2 %
10.6.2.3
10.6.3 (Public Relation)
10.6.3.1 (Word of Mouth)
10.6 (Marketing Strategy)
10.7.1
10.7.1.1
10.7.1.2
10.7.2
10.7.2.1 30-45
10.7.3
10.7.3.1
10.7.3.2 (Word of Mouth)

 3

2

1


1.
1.1

1.1.1

1.1.2 SWOT Analysis
1.1.3 TOWS Matrix
1.1.4 STP Marketing
1.2

1.3






1.4


(Survey research)

(Accidental Sampling)

28

2.
2.1
(Primary Data) ( Secondary Data)

2.1.1 (Primary Data) (Questionnaire)

2.1.2 ( Secondary Data)






2.1.2.1.



2.1.2.2. (Secondary Data)
3.
2

3.1


(Multiple Choice)
3.2

29

4.

( Descriptive
Statistics) (Frequency) (Percentage) (Mean)
5.

5.1

5.2

6.
1 2552 31 2553 3
2

1.
1.1

1.1.1 (Product)
(Price)
1.1.2
1.1.2.1 (Personal Selling)
1.1.2.2 (Public Relation)
1.1.2.3 (Sale Promotion)
1.1.2.4 (Direct Marketing)
1.2




1.3

30

1.4


(Survey research)

1.4.1

1.4.2

1.4.3
( 1 )
1.4.4

2.
2.1
(Primary Data) ( Secondary Data)

2.1.1 (Primary Data) (Questionnaire)

(Promotion)

2.1.2 ( Secondary Data)







1.

2. (Secondary Data)

31

3.
2

3.1

(Multiple Choice)
3.2

4.

(Descriptive Statistics) (Frequency) (Percentage) (Mean)

5.

5.1
5.2

6.

1 2552 31 2553 3

 4



50 /


( ) 7 1


1.
2. (SWOT Analysis)
3. (TOWS Matrix)
4. (Strategy Plan )
5. (STP Marketing)
6. (6W1H)
7. (Marketing Mix: 4Ps)
8.

33

1.

1.1 1

1 1

50

24 26

2
1.1.1 1

34

4.1 /

1.
2.
3.

1. 1
2. 2
3. 3
4.

1.

2.

3.

1.
2.

1.
2.

(n=50)

35
10
5

70
20
10

10
4
6
30

20
8
12
60

10

20

38
2

76
4

48
2

96
4

5
45

10
90

70 20
10

60 1 20 3 12

35

76
20 4

96 4

90 10
1.1.2 2

50

24 26

1.1.2.1

3
( 4.74) ( 4.54)
( 3.52)
1.1.2.2

( 5.00) (
4.86)
1.1.2.3


3 ( 4.54) (
4.52) ( 4.32)
1.1.2.4

36

3 ( 4.74) (
4.54) ( 4.54)
4.2

3.47
4.93
3.76
4.06
4.05

0.82

0.83

0.82

0.85

0.85

4.2




1.

2.

3 .
( 1 )

4 .


50 / 3


50 /

37

2
(Price)
2
(Promotion)
3

1. (Brochure)


2. (Sale Promotion)

3. (Direct sales)

38

1.

Action Plan

(Brochure)

1.1 (Brochure)


1.2
(Brochure) ( Direct Marketing)
1 2552( 25 .. 2552 25 .. 2553)
1.3
()
- (Brochure) 50
400
-
100
500
1.4




2.
Action Plan

(Sale Promotion)
2.1


2.2
(Sale Promotion) 1 25 .. 2552 - 25
2553
2.3
2.3.1



2.3.2 (
)

39

2.4



(
)

3
1
2 :
3 :
: 1

7
8
3 : 1

40

: 2 :

4 : 2 :
()

41

: 3 :

5 : 2 :
()

42

3.

Action plan
(Direct sell)
3.1 (Direct sell))


3.2
(Direct sell) 1 25 .. 2552 25 .. 2553
3.3
-
- Price list
-
-
-
-
3.4
- 100
- 200
3.5

1.
2.
3.

4.
5.
-

43

2


1

4.3 /


1.
2.

1.

1.
2.

(n=50)

50
0

100
0

50

100

18
32

36
64

50 / 100

50 /
100
2




1.2.1.1

44

3 ( 4.22 )
( 4) ( 3.22 )
1.2.1.2

2 ( 4.11)
( 3.88)
1.2.1.3

3
( 4.44) ( 4.16)
( 4.11)
1.2.1.4

2
( 4.11) ( 4)
4.4

2.73
4.01
4.27
4.05
4.05

0.53

0.51

0.50

0.52

0.85

4.4

2. (SWOT Analysis)
S Strengths
1.
10

45

2.
3. 45
4. www.poompun.com

5.
W-Weakness
1.
2.
5,000
3.

O-Opportunities
1.
2.

3.

T-Threat
1.

2.

**

- http://hilight.kapook.com/view/23630
-

46

3. (TOWS Matrix)
(S: Strengths)
Internal Factors

(W:Weakness)

1. 1.

2.

2.

3.

3.
External Factors

4.

(O: Opportunities)

SO () WO ()

1.

2.

1. 1.

3.

(T: threats)

ST ()

WT ()

1.

1.

1.

Promotion

47

4.

(Strategy Plan)

4.1
Intensive
Growth
4.1.1. Market Penetration

4.1.2. Market Development

4.2
4.2.1. (Competitive Strategy)
4.2.1.1. Cost Leadership


4.2.1.2. Differentiation
(Personal
Selling) (Public Relation) (Sale Promotion) (Direct
Marketing )
4.3
4.3.1
Objective



5%
25 2552 25 2553 30
(31 2553)

48

5.

(STP Marketing)

Segmentation)

( Bases for Segmenting Consumer
Marketing)
(Demographic Segmentation)
( Demographic Segmentation)
2
2
1.
2.
(

Geographic Segmentation)

( Demographic Segmentation)
2
3
1.
2.
3.

(Psychological Segmentation)

(Psychological Segmentation)


-
-

49

Behavioral Segmentation)

( Behavioral Segmentation)

(Purchase

objective)

-
-

(1)

(Demographic Segmentation)
(1.1)

(1.1.1)

-
-
-
-

-

50

-


-


(1.1.2)






4




(2) (Geographic Segmentation)
(2.1)

3
(2.1.1)

,
,

(2.1.2)

(2.1.3)

51

(3)

(Psychological Segmentation)

(3.1)

(3.2)

(4)

( Behavioral Segmentation)

2
(4.1)

(4.2)

(Targeting)
(

Demographic Segmentation)

Geographic Segmentation)

(Psychological Segmentation)

Behavioral Segmentation)

(Organizational consumer)

52

(Positioning)

6 (Positioning)

(

)

53

6.

(6Ws1H)

6.1 (Who)




6.2 (What)


6.3 (When)


6.4 (Where)


6.5 (Whom)

1.



2.


3.





1.

54

2.


3
.


6.6 (Why)
-
-
-
6.7 (How)
2
1.
2.

7.

Marketing Mix (4Ps)

7.1 (Product)




7.2 (Price)




7.3 (Place)
2

55

( Channel of distribution)


Brochure

.
(

( )

7.3.1.







7.4 (Promotion)



(
Integrated Marketing
Communication)

7.4.1. (Personal Selling)

7.4.1.1. ,

56

7.4.1.2.
(Promotion)

7.4.2. (Public Relation)

(Brochure)
7.4.3. (Sale Promotion)

8.

8.1



25 ..52 25 .. 53

8 25 25 2549 2550 25512552

57

25 .. 52 25 .. 53

1,135,000 2550 40.53% 2551

21.38% 2552 17.58%
8.2
1

50 /
- () 12
4
1. 13,045
2. 4,840
3. 5,197.60
4. P Copy 5,512
- () 14
4
1. Universe copy 10,560
2. P&T Copy 6,366
3. DD Copy 5,932
4. 7,110
- 24
1
3,553.83

58

9

- () 28 ,594.60 46.03 %

- () 29,968
48.24%
-
3,553.83 5.72%
61,388.83 ( 25 2553)

59

8.3

10
5.41 %
5%

 5

5.1

5 % 25 ..
2552 25 .. 2553



(P:Place)



(P : Promotion) (Personal Selling)
, (Public Relation)
(Brochure), ,
(Sale Promotion) ,
(Direct Marketing)



5 % 25
..2552 25 .. 2553
90 ( 1 2552 31 2553)
(25 2552)


61 ,388.83 5.41%
9
50 18%
56,750 5 % 25 ..2552
25 .. 2553 56,750

61

5.2

( )

1.






2.


3. /
3.1 :
1
3.2 :


4.

(Advertising)


(Sale Promotion)
5.3

1.



2.

62

,

3.



4.



5.


5.4

1.

2.

3.


(Integrated Marketing Communication: IMC). [...] 20
255
2, http://www.geocities.com/a_tui2000/imc.htm

http://202.183.190.2/FTPiWebAdmin/knw_pworld/image_content/74/pw74_4_sp1.pdf
, . (2551). .
, , . (2551).
.
. (2548). (Direct Marketing). 20 2551,
http://www.ismed.or.th/SME2/src/upload/knowledge/1181536762466cd1fa5dd03.pdf
. (2550). . 2. : .
. (2547). .

.
. (2551). ( Break Even Analysis). 29 2552,
http://203.158.184.2/elearning/marketing/unit1206.htm
. (2549). .
.
. (2550).
. .
. (2551).
.
.
. (2547). .[]. E-tat tourism journal, 1-6

64

( )
. (2542). . : .

http://202.183.190.2/FTPiWebAdmin/knw_pworld/image_content/62/Strategic2.pdf
. (2538). . : .
. (2542). . : .
http://hilight.kapook.com/view/23630
, (2551). Strategy Planning . 20 2552,
http://203.158.184.2/elearning/marketing/unit1206.htm
__________, (2551). (Segmentation
Targeting and Positioning). 29 2552 http://203.158.184.2/
elearning/
marketing/unit500.htm

67

1 :


1
1.1 / .......................................................................... ........................................................
1.2 .................................................................... ...................................................................................
1.3 ................................................................................................................................
1.4
[ ]

[ ]

1.5
[ ] 10,000 [ ] 10,001 20,000 [ ] 30,001 40,000
[ ] 40,001 - 50,000 [ ] 50,000

68

2
1. ( )
................
................
................
................
2.
................
................
................
................
3.
................
................
................
................
4.
................
................
................
................
5.
................
................
................
................

69

6.
................
................
................
7.
................
................
....................................................................................................................................................................................

70

2 :

:
( )

1.
1.1
1.2
1.3
1.4
1.5
1.6
1.7
1.8 ........................................................
2.
2.1
2.2
2.3 ........................................................
3.
3.1
3.2
3.3
3.4

71

3.5

3.6
3.7 ........................................................
4.
4.1
4.2
4.3
4.4
4.5
4.6
4.7
4.8
4.9
4.10
4.11
4.12 .......................................................


....................................................................................................................................................................................
....................................................................................................................................................................................
....................................................................................................................................................................................
....................................................................................................................................................................................

72

/ ......................................................................................... ...................
.................................................................... .......................................................................................
1.
1)

2) ( 2)

2. ( 1 )
1)
2)
3)
4)

5) . . . . . . . . . . . . .

3.
1)

2) ( 2 )

4.
....................................................................................................................................................................
....................................................................................................................................................................
....................................................................................................................................................................
....................................................................................................................................................................

73

2
(

1.
1.1
1.2
1.3
1.4
1.5 ........................................................
2.
2.1
2.2
2.3 ........................................................
3.
3.1
3.2
3.3
3.4 ........................................................
4.
4.1
4.2
4.3 .......................................................

67

1
2
1

SPSS
1

Valid

Total

Frequency
35.0
10.0
5.0
50.0

Percent
70.0
20.0
10.0
100.0

Valid Percent
70.0
20.0
10.0
100.0

Cumulative
Percent
70.0
90.0
100.0

Valid

1
2
3

Total

Frequency
10.0
4.0
6.0
30.0
50.0

Percent
20.0
8.0
12.0
60.0
100.0

Valid Percent
20.0
8.0
12.0
60.0
100.0

Cumulative
Percent
20.0
28.0
40.0
100.0

Valid

Total

Frequency
10.0
38.0
2.0
50.0

Percent
20.0
76.0
4.0
100.0

Valid Percent
20.0
76.0
4.0
100.0

Cumulative
Percent
20.0
96.0
100.0

68

Valid

Total

Frequency
48.0
2.0
50.0

Percent
96.0
4.0
100.0

Valid Percent
96.0
4.0
100.0

Cumulative
Percent
96.0
100.0

Valid

Total

Frequency
5.0
45.0
50.0

Percent
10.0
90.0
100.0

Valid Percent
10.0
90.0
100.0

Cumulative
Percent
10.0
100.0

2



1

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

39

78.0

78.0

78.0

10

20.0

20.0

98.0
100.0

2.0

2.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

30

60.0

60.0

60.0

18

36.0

36.0

96.0

2.0

2.0

98.0
100.0

2.0

2.0

Total

50

100.0

100.0

69

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

2.0

2.0

2.0

24

48.0

48.0

50.0

25

50.0

50.0

100.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

14.0

14.0

11

22.0

22.0

14.0
36.0

32

64.0

64.0

100.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

18.0

18.0

18.0

12

24.0

24.0

42.0

29

58.0

58.0

100.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

2.0

2.0

2.0

23

46.0

46.0

48.0

26

52.0

52.0

100.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

14.0

14.0

14.0

31

62.0

62.0

76.0

12

24.0

24.0

100.0

Total

50

100.0

100.0

70

Frequency
Valid

Percent

Valid Percent

50

100.0

100.0

Total

50

100.0

100.0

Cumulative
Percent
100.0

Frequency
Valid

Valid Percent

Cumulative
Percent

47

94.0

94.0

94.0

6.0

6.0

100.0

Total

50

100.0

100.0

Frequency
3

Percent
6.0

Valid Percent
6.0

Cumulative
Percent
6.0

18

36.0

36.0

42.0

25

50.0

50.0

92.0

8.0

8.0

100.0

50

100.0

100.0

Valid

Percent

Total

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

12

24.0

24.0

26

52.0

52.0

76.0

12

24.0

24.0

100.0

Total

50

100.0

100.0

24.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

25

50.0

50.0

50.0

21

42.0

42.0.

92.0

8.0

8.0

100.0

50

100.0

100.0

Total

71

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

16.0

16.0

16.0

27

54.0

54.0

70.0

12

24.0

24.0

94.0

6.0

6.0

100.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

22

44.0

44.0

22

44.0

44.0

88.0

12.0

12.0

100.0

50

100.0

100.0

Total

44.0

Frequency
Valid

27

23

Total

50

Percent
54.0

Valid Percent

Cumulative
Percent

54.0

54.0

46.0

46.0

100.0

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

4.0

4.0

4.0

2.0

2.0

6.0
100.0

47

94.0

94.0

Total

50

100.0

100.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

22

44.0

44.0

24

48.0

48.0

92.0

8.0

8.0

100.0

50

100.0

100.0

Total

44.0

72

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

12

24.0

24.0

26

52.0

52.0

76.0

12

24.0

24.0

100.0

Total

50

100.0

100.0

24.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

13

26.0

26.0

29

58.0

58.0

84.0

16.0

16.0

100.0

50

100.0

100.0

Total

26.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

29

58.0

58.0

19

38.0

38.0

96.0

4.0

4.0

100.0

50

100.0

100.0

Total

58.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

14

28.0

28.0

27

54.0

54.0

82.0

18.0

18.0

100.0

50

100.0

100.0

Total

28.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

18.0

18.0

18.0

27

54.0

54.0

72.0

14

28.0

28.0

100.0

Total

50

100.0

100.0

73

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

20

40.0

40.0

20

40.0

40.0

80.0

10

20.0

20.0

100.0

Total

50

100.0

100.0

40.0

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

14.0

14.0

14.0

15

30.0

30.0

44.0

25

50.0

50.0

94.0

6.0

6.0

100.0

Total

50

100.0

100.0

10

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

19

38.0

38.0

38.0

18

36.0

36.0

74.0

13

26.0

26.0

100.0

Total

50

100.0

100.0

11

Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

38

76.0

76.0

76.0

11

22.0

22.0

98.0
100.0

Total

2.0

2.0

50

100.0

100.0

74

2
2


1

Valid

Total

Frequency
50.0
50.0

Percent
100.0
100.0

Valid Percent
100.0
100.0

Cumulative
Percent
100.0

Valid

Total

Frequency
50.0
50.0

Percent
100.0
100.0

Valid Percent
100.0
100.0

Cumulative
Percent
100.0

Valid

Total

Frequency
18.0
32.0
50.0

Percent
36.0
64.0
100.0

Valid Percent
36.0
64.0
100.0

Cumulative
Percent
36.0
100.0

75

1
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

44.4

44.4

44.4

33.3

33.3

77.7
100.0

Total

22.2

22.2

18

100.0

100.0

2
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

39.0

39.0

39.0

27.8

27.8

66.8

27.8

27.8

94.6

5.5

5.5

100.0

Total

18

100.0

100.0

3
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

11.1

11.1

50.0

50.0

61.1

38.9

38.9

100.0

Total

18

100.0

100.0

11.1

76

4
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

27.8

27.8

12

66.6

66.6

94.4

5.5

5.5

100.0

Total

18

100.0

100.0

27.8

1
Frequency
Valid

Total

Percent

Valid Percent

Cumulative
Percent

27.8

27.8

10

55.5

55.5

27.8
83.3

16.6

16.6

100.0

18

100.0

100.0

2
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

27.8

27.8

27.8

38.9

38.9

66.7

27.7

27.7

94.4
100.0

5.5

5.5

Total

18

100.0

100.0

1
Frequency
Valid

Total

Percent

Valid Percent

Cumulative
Percent

22.2

22.2

13

72.2

72.2

22.2
94.4

5.5

5.5

100.0

18

100.0

100.0

77

2
Frequency
Valid

Total

Percent

Valid Percent

Cumulative
Percent

16.6

16.6

14

77.8

77.8

16.6
94.4

5.5

5.5

100.0

18

100.0

100.0

3
Frequency
Valid

Percent

Valid Percent

Cumulative
Percent

38.9

38.9

38.9

10

55.5

50.0

88.9

5.5

5.5

94.4
100.0

5.5

5.5

Total

18

100.0

100.0

1
Frequency
Valid

Total

Percent

Valid Percent

Cumulative
Percent

11.1

11.1

11.1

14

77.8

77.8

88.9

11.1

11.1

100.0

18

100.0

100.0

2
Frequency
Valid

Total

Percent

Valid Percent

Cumulative
Percent

16.6

16.6

16.6

14

77.8

77.8

94.4

5.6

5.6

100

18

100.0

100.0

79

(Job Description)
()
()

Sale representative

(Objective Purpose)


(Key Responsibilities)


(Key Responsibilities)
(Key Activities)

1.

2.

1.
2.

1.
2.

1.

1.

(Expected Result)
1.
2.
3.
4
1.
2.
3./
1.
2.

1.
2.
3.
1.

80

(Major Challenge)
1.
2.
3.

(Subordinate Responsibilities)

(Organization Chart)

81

(Job Specification)
(Educational Background)

(Key Experience)

-
-

(Prepared by)

(Approved by)

(Acknowledged by)

(..................................................) (..................................................) (..................................................)

........./............../...........
........./............../...........
........./............../...........

82

(Job Specification)

20 35

80% 20%

89

90

92

93

961493 SEMINAR IN MANAGEMENT

94

50 /

1. 24
2. () 12
() 14
1.
24

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20. . (.)
21.

95

22.
23.
24.
25.

( )
( )

96

5
1.
2.
3.
4.
5.

/
..2535 2 .. 2538 3 .. 2539
4 .. 2541 5 .. 2542

1.

- 100,000.-

2.

- 100,000.-

2,000,000.-

3.

- 2,000,000.-

4.
5.

- 100,000.-
- (26)

97

3
1.
2.
3.

( 100,000 )
1. /
2.
3.
-
-
- ()
4. /
5.
- 10,000
( 10,000.- )
6.
7.
8.
9. /
-
-

1. /
2.

/

3. /
*1 39 /
( ..01)

4. /

98

5. 2

-
1

- ( )
-

- ( 6 )
-
-
100,000.-
6.
7.
* 2 71
8. (..14)

/

-
-
- ()
-
9. /
/

99

( 100,000 )
1.
2.
3.
-
-
-
4. /
5.
- 100,000.-
( 10,000.- )
6.
7.
8.
9. //
/
1. / ( ..11)
2.

/

3. /
/ *1 39
/ /

4. //

5. 2


1

- ( )

100

- ( 6 )
-
-
100,000.-

* 2 72
(..15)

/

-
- ()
- ()
-
// /
-

6.
7.
8.

9.

( 100,000.- )
1. /
2. // /
3.
-
-
-
4. /
5.
6.
7.
8.
9. /
10.
11. ( /)

101

1. /

2.
( )
3. (..07)
/
*1 39 /


4. /
5. 2



1

- ( )
-

- ( 6 )
-
-
100,000.-
6.
7.


* 14 71
8. (..14)

/

-
-
-

102

-

- /
-
9.
10.
11. /

(100,000.- 2,000,000.- )
1. /
2.
-
3. /
-
-
-
4. //
-
-
-
-
-
-
-
5. ( 10 )
6.
7.
8.
-
-
-
9.
10. /

103

11.
12.
13.
14.

/

//
/

15. ( ,,)

-
16.
17.

18.
19.
20. / /

21.
-
-

1.


2. ( )


(..08)

*2 40

3. /

* 3
41
4.
-
-
-
-
-

104

5. 10
-
-
-
6. 2
-
- 1 2 (
)
7.

8.

1





* 4 42(1) 42(2)

9.
* 4 42(3)* 5 43

10.

-
-
-

-
-
-
-
-

105

-
-
-
-
11.
/
12. /
( 5 )
- ( )
-

- ( 6 )
-
-
13. 2
-
-
-


14. /
/

15.

1
(.)


16.
17.




18. * 14
71

106

19. (..14)




1. ( )
2.
3.
4.
5.
6.
7.
8.
9. ()
10. ( )
11./ ( )
12. ( )
2- 9

1.
2.
3.
4.
5.
6.

7.
8.
9. ()
10. ()
11./ ()
12. ()
2 8

20.


21. /
/

( 2,000,000)
1. /
2.
3.
> > >
4.
5. //
6. /

107

7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.

1.

2.

/
>
/



/
/

( )

/


- /




(..09)


* 6 44

108

3. /
/

4.
.
-
- F.M. 103
-
-

-
-
-
-
(EMS)

* 7 45
5.

-
-
-
-
-
-
-

* 8 46
6. //
-


* 9
49 (1)-(4)
1

109

7.

8.

9.

10.

11.
12.

/ 2

/




/



* 9 49 (5)(6)


* 10 50 *11 51 *12 52 -13
53


1
2
-
-
-

-
-
-
-

-
-

110

13.

14.

15.
16.
17.
18.

19.
20.

21.
22.

-


( 5 )
- ( )
-
- ( 6 )
-
-
2
-
-
-


/
/

1
(.)

* 14
71
(..14)





1. ( )
1.

111

2.
3.
4.
5.
6.
7.
8.
9. ()
10. ( )
11./ ( )
12. ( )
2- 9

2.
3.
4.
5.
6.

7.
8.
9. ()
10. ()
11./ ()
12. ()
2 8

23.

24.
25.
/ /


WEBSITE http://home.kku.ac.th/finance/

112

2. ( )
()
() 12
()
1. arm copy
2. copy
3. P Copy
4. copy
5. The best
6. smart copy
7.
8. copy
9. P Copy
10.
11. 25Th
12. The best copy
( )

113

() 14
()
1. CC Center
2. PP Copy
3.
4. L-tech
5. D.D. Copy
6. Universe Copy
7.
8. P&T copy
9. NJ Copy
10. Copy zone
11.
12.
13.
14. Nut copy
()

114

( )
()
()
() (Direct sales)

1.
2.
3.
4.

5.
6. Promotion
(1) :
(2) :

115

(Customer Relationship Management-CRM)

1.


2. 2

3.
CRM
CRM CRM

116

21 .. 2530

4
30 ..
2531
4

5 .. 2529