Study On The Scale Of FMCG Terminal Salesmen Work Behaviors

Fast moving consumer goods terminal salesmen are the special talents of fast moving consumer goods companies, in order to effectively improve the quality of terminal sales men, it has been the main focus in the companies reform about how to scientifically determine the standards of various fast moving consumer goods terminal salesmen work behaviors. The relative research does not consider the levels and sorts of terminal salesmen work behaviors, or else lack of a scientific theoretical foundation and a rigorous validation process.This paper takes the fast moving consumer goods terminal salesmen work as a research object, uses relevant theoretical research at home and abroad and relevant practice of fast moving consumer goods companies, studies on the characteristics about fast moving consumer goods terminal salesmen work behaviors. Combined with interviewing the terminal salesmen, we initially establish framework of the terminal salesmen work behaviors, and set up a scale which includes54items. We select10cities of Changsha, Urumqi, Chengdu, Harbin, Hangzhou, Kunming, Guangzhou, Mianyang, Xi’an and Hefei from the whole country. We issue about30scales each city and get a total of301samples in which there are289valid samples. In order to correct the behavior framework and scale, then we make project analysis, factor analysis, reliability test and validity test to289samples with software, and finally we set up the scale which is of good reliability and validity. The revised scale is constituted by5behavior dimensions and28items.