SATIŞ MÜDÜRLERİNİN GÖREV VE SORUMLULUKLARININ GENEL DEĞERLENDİRMESİ

Bu çalışmanın amacı, satış müdürlerinin görev ve sorumluluklarını genel olarak ele almaktır. Bu doğrultuda, konu ile ilgili alan yazını taramasına ve geçmiş araştırma bulgularına dayanarak satış müdürlerinin görev ve sorumlulukları listelenmiş, incelenmiş ve değerlendirilmiştir. Mevcut literatürde, işletmelerin başarısı ve etkili satış gücü yönetimi için kilit unsurlar olmalarına rağmen ilgili yönetici pozisyonuna ait görevlerin yaygın olarak irdelenmediği gözlemlenmiştir. Araştırma mevcut literatüre katkı sağlarken, tespitler yazarın çeşitli işletmelerdeki profesyonel satış yönetimi rolü deneyimlerine bağlı olarak kişisel yorumu ile de desteklenmiştir. Satış müdürlerinin görev ve sorumluluklarına ilişkin literatürden elde edilen bulgulara ek olarak, bu çalışma satış müdürleri için paydaş ilişkileri yönetiminin önemini vurgulamakta ve araştırmacılara bu boyutu gelecekte konu ile ilgili yürütülecek araştırmalara dahil etmelerini tavsiye etmektedir. Araştırmanın sonucunda satış müdürlerine görev ve sorumluluklarını yerine getirirken önem vermeleri gereken bazı pratik yönetimsel uygulamalar önerilmektedir.

AN OVERVIEW OF THE DUTIES AND RESPONSIBILITIES OF SALES MANAGERS

The purpose of this study is to conduct an overview of the duties and responsibilities of sales managers.Accordingly, based on a literature review and the findings in previous studies, the duties andresponsibilities of sales managers are listed, examined and evaluated. In the extant literature, it has beenobserved that the tasks of this management position have not been widely evaluated, although salesmanagers are the key elements in effective salesforce management and are crucial to a company’sachievements. This research contributes to the existing literature, as the topic is not only reviewed withrespect to the current literature but also supported by the personal interpretation of the author based on hisown professional experiences as a sales manager in various companies. In addition to findings from thecurrent literature on the duties and responsibilities of sales managers, this study emphasizes theimportance of stakeholder relations management for sales managers and recommends researchers toconsider including this dimension in relevant future researches. To conclude, the study proposes somepractical managerial implications for sales managers in fulfilling their duties and responsibilities.

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