Factors Affecting Salesperson Performance

The Case of Fast-Moving Consumer Goods

Authors

  • Ni Cening Nicky Prasada Gayatri Bina Nusantara University
  • Wanda Artabella Kurniawati Bina Nusantara University
  • Yoga Angka Wijaya Bina Nusantara University
  • Anita Maharani [Scopus ID: 57202744935], Bina Nusantara University

Keywords:

Salesperson, FMCG, Performance, Factors

Abstract

The purpose of this study is to examine the influence of factors suspected of influencing salesperson performance at PT. Rodamas. Literatures discussed include concepts and hypotheses related to salesperson performance. The research approach applied in this study is quantitative, involving one of the largest Fast Moving Consumer Goods (FMCG) companies in Indonesia, PT. Rodamas. Samples were determined using the sampling formula, resulting in 291 respondents that was selected based on Java Island’s. To analyse data according to the research model, we apply regression analysis with a specific technique to explore the effect of moderation. The results obtained indicate that two of the three hypotheses are supported, while one is not. The implication of this research result is that the company needs to follow up on this research result to apply it to policies and implement it in the company to improve salesperson performance.

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Published

14-01-2026

How to Cite

Nicky Prasada Gayatri, N. C., Artabella Kurniawati, W., Angka Wijaya, Y., & Maharani, A. (2026). Factors Affecting Salesperson Performance: The Case of Fast-Moving Consumer Goods. Jurnal Manajemen, 17(1). Retrieved from http://150.107.142.43/index.php/manajemen/article/view/20976

Issue

Vol. 17 No. 1 (2026): Inpress Edisi Februari 2026 Jurnal Manajemen (Edisi Elektronik)

Section

Articles

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