A Study of Salesman Characteristics of Success and Happiness Based on Buddhist Psychology

Abstract

The objectives of this study were 1) to study salesman’s characteristics of success and happiness based on psychology and Buddhism; 2) to analyze the key components of salesman’s characteristics of success and happiness based on Buddhist psychology; and 3) to propose the key salesman’s characteristics of success and happiness based on Buddhist psychology. This research exploited a mixed method between a qualitative research and quantitative research. An in-depth interview was used for collecting qualitative data from 9 key informants, and a questionnaire was used for collecting quantitative data from a sample of 389 salesman working for various private companies in Thailand. A content analysis was employed for analyzing qualitative data, and statistics including percentage, mean, standard deviation and Exploratory Factor Analysis (EFA) was employed for analyzing quantitative data. Results of the study were as follows:

1. Regarding salesman’s characteristics of success and happiness based on psychology and Buddhism it showed that current salesman’s characteristics were comprised of 3 different aspects based on psychology and Buddhism, including 1) salesman’s characteristics based on the 4 bases for success (Iddhipada), namely, aspiration, effort, thoughtfulness, and investigation; 2) salesman’s characteristics based on habits of Highly Performance People, namely, being  proactive, beginning with the end in mind, putting first thing first, seeking first to understand then being understood; 3) salesman’s characteristics including personality and selling art.

2. Key components of salesman’s characteristics of success and happiness based on Buddhist psychology were comprised of 5 critical components called ‘HAPPY Sales Concept’: 1) H - Heart as the component and indicator of the passion in sales profession;  2) A - Absolute as the component and indicator of the unique contribution to salesman work; 3) P - Personal as the component and indicator self-preparation and self-development; 4) P - Paradigm as the component and indicator of a good vision of self and others thoroughly; and 5) Y - Yield as the component and indicator of a sustainable development.

3. In respect of the proposal of the key salesman’s characteristics of success and happiness based on Buddhist psychology it revealed that there were 8 keys of salesman’s characteristics of success and happiness based on Buddhist Psychology including 1) right personality, 2) right determination, 3) right win-win mindset, 4) right passion, faith and confidence in sales profession, 5) right determination and responsibility, 6) right prioritization, 7) right starting point with clear objectives as the end in mind, and 8) right proactive mindset and ability to review the past performance.