THE EFFECT OF 21ST CENTURY COMPETENCIES (CRITICAL THINKING-PROBLEM SOLVING, ENTREPRENEURSHIP-INNOVATION AND INFORMATION-TECHNOLOGY LITERACY SKILLS) ON SALES PERFORMANCE

Year 2023, Volume: 4 Issue: 2, 90 - 112, 30.12.2023

Onur Kafadar , Serdar Suna

https://doi.org/10.54439/gupayad.1322033

Abstract

Purpose: This study aims to examine the impact of 21st-century competencies (critical thinking-problem solving, entrepreneurship-innovation, and information-technology literacy) on sales performance. The sub-goal of the study was to evaluate the research in terms of demographic variables. Material and Method: The study was conducted face-to-face with an online survey and snowball sampling method. The sample of the research consisted of 179 participants working in the field of sales. The data were analyzed with the SPSS program. Findings: A statistically significant and positive relationship was found between sales performance and entrepreneurship and innovation skills, information and technology literacy skills. No statistically significant relationship was found between critical thinking and problem-solving skills and sales performance. Within the scope of the research, the most impact on sales performance was seen in entrepreneurship and innovation skills. Result: It is important to provide necessary training to employees in the field of sales, especially in providing them with entrepreneurship and innovation skills, and information and technology literacy skills. It may be helpful for managers and human resources departments to consider the skills included in the scope of work when selecting sales person. In addition, it may be recommended that the working environment of the enterprise be designed in a way that allows employees to use 21st-century competencies.

Keywords

Sales Performance, 21st Century Skills, Critical Thinking and Problem-Solving Skills, Knowledge and Technology Literacy Skills, Entrepreneurship and Innovation Skills

Project Number

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21. YÜZYIL YETKİNLİKLERİNİN (ELEŞTİREL DÜŞÜNME-PROBLEM ÇÖZME, GİRİŞİMCİLİK-İNOVASYON VE BİLGİ-TEKNOLOJİ OKURYAZARLIĞI BECERİLERİ) SATIŞ PERFORMANSINA ETKİSİ

Abstract

Amaç: Bu çalışmada, 21. yüzyıl yetkinliklerinin (eleştirel düşünme-problem çözme, girişimcilik-inovasyon ve bilgi-teknoloji okuryazarlığı) satış performansına etkisi açısından incelenmesi amaçlanmıştır. Çalışmanın alt amacı olarak araştırmanın demografik değişkenleri açısından değerlendirilmesi belirlenmiştir. Gereç ve Yöntem: Çalışma, online (çevrimiçi) anket ile yüzyüze ve kartopu örnekleme yöntemiyle gerçekleştirilmiştir. Araştırmanın örneklemi satış alanında çalışmakta olan 179 katılımcıdan oluşturulmuştur. Veriler SPSS programı ile analiz edilmiştir. Bulgular: Satış performansıyla girişimcilik ve inovasyon becerileri, bilgi ve teknoloji okuryazarlığı becerileri arasında istatistiksel olarak anlamlı ve pozitif bir ilişki bulunmuştur. Eleştirel düşünme ve problem çözme becerileriyle satış performansı arasında istatistiksel olarak anlamlı ilişki bulunmamıştır. Araştırma kapsamında satış performansına en fazla etki girişimcilik ve inovasyon becerilerinde görülmüştür. Sonuç: Satış alanında çalışanlara özellikle girişimcilik ve inovasyon becerileri, bilgi ve teknoloji okuryazarlığı becerileri kazandırılması konusunda gerekli eğitimlerin verilmesi önemlidir. Yöneticilerin ve insan kaynakları çalışanlarının satış elemanı seçimlerinde çalışma kapsamına alınan becerileri de göz önünde bulundurmaları uygun işgören seçimi yapılması hususunda yardımcı olabilir. Ayrıca işletmenin çalışma ortamının çalışanların 21. yüzyıl yetkinliklerini kullanabilmesine imkan verecek şekilde tasarlanması önerilebilir.

Keywords

Satış Gücü Performansı, 21. Yüzyıl Yetkinlikleri, Eleştirel Düşünme ve Problem Çözme Becerileri, Bilgi ve Teknoloji Okuryazarlığı Becerileri, Girişimcilik ve İnovasyon Becerileri.

Supporting Institution

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Project Number

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Thanks

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