A Study on the Relationship of Training, Job Involvement and Salesmen Performance－The Case of Fast Moving Consumer Goods Industry

• Main Author: 吳文進
• Other Authors: 黃英忠
• Format: Others
• Language: zh-TW
• Published: 2010
• Online Access: http://ndltd.ncl.edu.tw/handle/t42dwj

碩士 === 國立高雄大學 === 高階經營管理碩士在職專班(EMBA) === 98 === The distribution industry is an industry which can connect producers and consumers. It also plays an important role in the macroeconomic environment. The economic benefit which comes from the distribution industry includes creating more job opportunities, increasing national income and promoting the circulation of various goods. Furthermore, the product in the industry of fast moving consumer goods (FMCG) would be daily good which has short-term life-span and fast consumption, can fulfill the consumption of basic life and must be purchased constantly by consumers. In the industry of fast moving consumer goods (FMCG), the salesmen play an important role in the enterprises. They can not only bridge the communication between enterprises and customers but also make more profits for enterprises. Nowadays professional salesmen can discover the customers’ needs, solve customers’problems, acquire market information for the company and increase the product’s value. Therefore, how to make the enterprise value for salesmen’s training to improve their capability and acquire good sales for the company would be the main motivation for the research. According to the analytical result, the training of sales skills and professional knowledge for salesmen has a positive relation with customers’ satisfaction and work result. This means training is a crucial factor for job performance. Moreover, the effect of salesmen’s training toward job involvement is partially tenable. The moderative effect of job involvement to training and job performance is also partially tenable, therefore, job involvement has an moderation to training and job performance.