Çok Kriterli Karar Verme Yöntemleri ile Satış Müdürü Seçimi

Yıl 2023, Cilt: 9 Sayı: 1, 210 - 228, 30.06.2023

Sercan Edinsel

Öz

Success in business requires leaders who can create strategic plans in consistent forward-looking interactions. Companies must pay attention to the selection of these people who can create interactive, realistic strategic plans for the long term and enable their employees to act in line with these plans. Because these decisions affect the performance of the companies and the trust of the shareholders. One of the most important personnel selections to be made is the sales manager. For this reason, spare part companies need to select the best personnel for this position. The literature uses multi-criteria decision-making (MCDM) methodologies to solve the management selection challenge. The purpose of this study is to identify the requirements for a sales manager and to use MCDM methodologies to apply them. Eight criteria were established using a thorough literature study. The criteria were weighted by the criteria importance through an inter-criteria correlation based on single-valued neutrosophic set (SVNS-CRITIC) method. And alternatives were ranked with the multi-objective optimization by ratio analysis based on single-valued neutrosophic sets (SVNS-MULTIMOORA) method. A Turkish automobile spare part company was the target of the application. The study's findings revealed that communication skills were the most crucial factor, and the first applicant was regarded as the best management candidate. Based on the results of the research, recommendations have been made for automobile spare part firms, prospective sales manager candidates, and researchers.

Anahtar Kelimeler

Sales Manager, Sales Manager Selection Problem, Single Valued Neutrosophic Sets, CRITIC, MULTIMOORA

SALES MANAGER SELECTION WITH MULTI CRITERIA DECISION MAKING METHODS

Öz

İş dünyasında başarı, tutarlı ileriye dönük etkileşimlerde stratejik planlar oluşturabilen liderler gerektirmektedir. Şirketler, uzun vadeli, interaktif, gerçekçi stratejik planlar oluşturabilen ve çalışanlarının bu planlar doğrultusunda hareket etmelerini sağlayan bu kişilerin seçimine özen göstermelidir. Çünkü bu kararlar şirketlerin performansını ve hissedarların güvenini etkilemektedir. Yapılması gereken en önemli personel seçimlerinden biri de satış müdürüdür. Bu nedenle yedek parça firmalarının bu pozisyon için en iyi personeli seçmesi gerekmektedir. Literatürde, yönetim seçimi zorluğunu çözmek için çok kriterli karar verme (MCDM) metodolojileri kullanılmaktadır. Bu çalışmanın amacı, bir satış yöneticisi için gereksinimleri belirlemek ve bunları uygulamak için MCDM metodolojilerini kullanmaktır. Kapsamlı literatür çalışması kullanılarak sekiz kriter oluşturulmuştur. Kriterler, tek değerli nötrozofik set (SVNS-CRITIC) yöntemine dayalı kriterler arası korelasyon yoluyla kriter önemine göre ağılıklandırılmıştır. Alternatifler ise tek değerli nötrozofik kümeler (SVNS-MULTIMOORA) yöntemine dayalı oran analizi ile çok amaçlı optimizasyon ile sıralanmıştır. Uygulamanın hedefi bir Türk otomobil yedek parça firmasıdır. Çalışmanın bulguları, iletişim becerilerinin en önemli faktör olduğunu ve ilk başvuranın en iyi yönetici adayı olarak görüldüğünü ortaya koymuştur. Araştırma sonuçlarına dayalı olarak otomobil yedek parça firmaları, satış yöneticisi adayları ve araştırmacılara önerilerde bulunulmuştur.

Anahtar Kelimeler

Satış Müdürü, Satış Müdürü Seçim Problemi, Tek Değerli Nötrozofik Kümeler, CRITIC, MULTIMOORA

Kaynakça

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