Share This Article:

Work Behavior Analysis of FMCG Salesman

Abstract Full-Text HTML XML Download Download as PDF (Size:859KB) PP. 227-230
DOI: 10.4236/ojbm.2014.23028    3,680 Downloads   4,863 Views  


In the background of cut-throat competition in the FMCG industry, work behaviors of the salesman at the forefront of the business play an important role to achieve the marketing objectives. Based on the sales behaviors and related scale development theory, and following the logic of analyzing FMCG sales order work stages first, and then the sales order work contents of each stage, and the work behavior characteristics of sales order of each stage at last, the work behavior of FMCG salesman is discussed in this paper.

Conflicts of Interest

The authors declare no conflicts of interest.

Cite this paper

Liao, M. and Fan, L. (2014) Work Behavior Analysis of FMCG Salesman. Open Journal of Business and Management, 2, 227-230. doi: 10.4236/ojbm.2014.23028.


[1] Kohn, M.L. and Schooler, C. (1978) The Reciprocal Effects of the Substantive Complexity of Work and Intellectual Flexibility. American Journal of Sociology, 84, 24-52.
[2] Chatman, J. (1989) Improving Interactional Organizational Research: A Model of Person-Organization Fit. Academy of Management Review, 14, 333-349.
[3] Diener, E.L. and Emmons, R. (1984) Person X Situation Interaction: Choice of Situations and Congruence Response Models. Journal of Personality and Social Psychology, 47, 580-592.
[4] Cascio, W.F. (1998) Applied Psychology in Human Resource Management. 5th Edition, Prentice-Hall, Upper Saddle River, 58-79.
[5] Qu, Y.B. (2010) Marketing Coach. Business Management Press, Beijing.
[6] Kerin, R.A., Hartley, S.W., Berkowitz, E.N. and Rudelius, W. (2008) Marketing. Posts and Telecom Press, Beijing, 527-548.

comments powered by Disqus

Copyright © 2020 by authors and Scientific Research Publishing Inc.

Creative Commons License

This work and the related PDF file are licensed under a Creative Commons Attribution 4.0 International License.