Araştırma Makalesi
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AN OVERVIEW OF THE DUTIES AND RESPONSIBILITIES OF SALES MANAGERS

Yıl 2020, Cilt: 19 Sayı: 37, 327 - 339, 01.06.2020

Öz

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 and responsibilities of sales managers are listed, examined and evaluated. In the extant literature, it has been observed that the tasks of this management position have not been widely evaluated, although sales managers are the key elements in effective salesforce management and are crucial to a company’s achievements. This research contributes to the existing literature, as the topic is not only reviewed with respect to the current literature but also supported by the personal interpretation of the author based on his own professional experiences as a sales manager in various companies. In addition to findings from the current literature on the duties and responsibilities of sales managers, this study emphasizes the importance of stakeholder relations management for sales managers and recommends researchers to consider including this dimension in relevant future researches. To conclude, the study proposes some practical managerial implications for sales managers in fulfilling their duties and responsibilities.

Kaynakça

  • Adebanjo, D., & Mann, R. (2000). Identifying problems in forecasting consumer demand in the fast moving consumer goods sector. Benchmarking: An International Journal, 7(3), 223-230.
  • Ahmad, N., Nik Mat, N., Isa, M. F., Ismail, S., & Amlus, M. H. (2012). An analysis of alternative causal models of sales performance on sales people. American Journal of Economics, 101-104.
  • Anderson, E., & Schmittlein, D. C. (1984). Integration of the sales force: an empirical examination. Rand Journal of Economics, 15(3), 385-395.
  • Calvin, R. J. (2001). Sales Management. United States of America: McGraw-Hill.
  • Croxton , K. L., Lambert , D. M., García-Dastugue, S. J., & Rogers, D. S. (2002). The demand management process. The International Journal of Logistics Management, 13(2), 51-66.
  • Darmon, R. Y. (2008). The concept of salesperson replacement value: A sales force turnover management tool. Journal of Personal Selling and Sales Management, 28(3), 211-232.
  • Dohnalova, Z., & Zimola, B. (2014). Corporate stakeholder management. Procedia - Social and Behavioral Sciences, 110, 879 – 886.
  • Egbunike, P. A., & Unamma , N. A. (2017). Budgeting, budgetary control and performance evaluation: Evidence from hospitality firms in Nigeria. Studies and Scientific Researches, 26, 23-31.
  • Ferreira , S. T. (2017). Motivational factors in sales team management and their influence on individual performance,. Tourism & Management Studies, 13(1), 60-65.
  • Gemsera, G., & Leenders, M. A. (2001). How integrating industrial design in the product development process impacts on company performance. The Journal of Product Innovation Management, 18, 28–38.
  • Heide, J. B., & John, G. (1990). Alliances in industrial purchasing: The determinants of joint action in buyer supplier relationships. Journal of Marketing Research, 27, 24-36.
  • Hinson, R. E., Adeola, O., & Amartey, A. F. (2019). Sales Management: A Primer for Frontier Markets. Charlotte: Information Age Publishing Inc.
  • Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, Jr, C. H., & Williams, M. R. (2009). Sales Management Analysis and Decision Making (Seventh Edition ed.). New York: M. E. Sharpe Inc.
  • Jaramillo, F., Grisaffe, D. B., Chonko, L. B., & Roberts, J. A. (2009). Examining the impact of servant leadership on sales force performance. Journal of Personal Selling & Sales Management, 29(3), 257–275.
  • Jobber, D., & Lancaster, G. (2011). Selling and Sales Management (8th edition ed.). Essex: Pearson Education Limited.
  • Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business & Industrial Marketing,, 21(5), 311 - 319.
  • John , A. G., Francis, A. I., & Innocent, I. (2012). Improving sales performance through sales force motivation strategies: A study of pharmaceutical firms in Nigeria. Int.J.Buss.Mgt.Eco.Res., 3(5), 620-626.
  • Jones, T. M. (1995). Instrumental stakeholder theory: A synthesis of ethics and economics. The Academy of Management Review, 20(2), 404-437.
  • Koponen, J., & Julkunen, S. (2017). Consumers’ experiences of appropriate sales interaction – a speech code theory perspective,. Studies in Communication Sciences, 17(1), 25–41.
  • Kose, E. (2019). Çalışanların iş tatmini algıları ile iş motivasyonu düzeyleri arasındaki ilişkinin araştırılması. Bilecik Şeyh Edebali Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 4(1), 131-148.
  • Maciariello, J. (2009). Marketing and innovation in the Drucker Management System. J. of the Acad. Mark. Sci., 37, 35–43.
  • Manzoor, Q.-A. (2012). Impact of employees motivation on organizational effectiveness. Business Management and Strategy, 3(1), 1-12.
  • Marshall, G. W., Goebel, D. J., & Moncrief, W. C. (2003). Hiring for success at the buyer–seller interface. Journal of Business Research, 56, 247–255.
  • Min, H., & Yu, W.-B. (2008). Collaborative planning, forecasting and replenishment: Demand planning in supply chain management. Int. J. Information Technology and Management, 7(1), 4–20.
  • Munshi, M. M., & Hanji, S. (2014). A multidimensional subjective scale development for measuring sales performance of retail sales personnel. IOSR Journal of Business and Management, 16(4), 39-47.
  • Özçam, D. S., & Yalman , N. (2012). Banka satış temsilcileri ve banka müşterileri için başarılı satış ekip üyesi tanımlaması farklılıkları: Türkiye'de bankacılık sektöründe bir çalışma. Öneri, 10(38), 65-71.
  • Pehlivanoglu, M. C., & Civelek, M. E. (2019). The effects of emotional exhaustion and depersonalization on personal accomplishment in pharmaceutical industry. OPUS–International Journal of Society Researches, 11(18), 2071-2086.
  • Raghunandan, M., Ramgulam, N., & Raghunandan-Mohammed, K. (2012). Examining the behavioural aspects of budgeting with particular emphasis on public sector/service budgets. International Journal of Business and Social Science, 3(14), 110-117.
  • Schwartz, M. (2006). Fundamentals Of Sales Management For The Newly Appointed Sales Manager. New York: American Management Association.
  • Selvam, M., Gayathri, J., Vasanth, V., Lingaraja, K., & Marxiaoli, S. (2016). Determinants of firm performance: A subjective model. International Journal of Social Science Studies, 4(7), 90-100.
  • Sharma, F. C. (2014). Sales Management. SBPD Publications.
  • Shim , J. K., & Siegel , J. G. (2005). Budgeting Basics and Beyond. Hoboken, New Jersey: John Wiley & Sons, Inc.
  • Singh , S., & Gupta, V. (2016). Organizational performance research in India: A review and future research agenda. In G. Misra (Ed.) The Sixth Indian Council for Social Science Research (ICSSR) Survey of Psychology in India. New Delhi: Oxford Publishing.
  • Singha, J., Flahertyb, K., Sohic, R. S., Deeter-Schmelzd, D., Habele, J., Le Meunier-FitzHughf, K., . . . Onyemahi, V. (2019). Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions. Journal of Personal Selling & Sales Management, 1-21.
  • Smudde, P. M., & Courtright, J. L. (2011). A holistic approach to stakeholder management: A rhetorical foundation. Public Relations Review, 37, 137–144.
  • Teau, A.-M., & Protopopescu, C. E. (2015). Key performance indicators – management tools for sales improvement. Revista Română de Statistică, 6, 65-71.
  • Teo, T., & Low, K. (2016). The impact of goal setting on employee effectiveness to improve organisation effectiveness: Empirical study of a high-tech company in Singapore. Journal of Business & Economic Policy, 3(1), 82-97.
  • Tyagi, C. L., & Kumar, A. (2004). Sales Management. New Delhi: Atlantic Publishers and Distributors.
  • Weinzimmer, L. G. (2000). A replication and extension of organizational growth determinants. Journal of Business Research, 48, 35–41.
  • Weitz, B. A., & Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27(2), 241-254.
  • Zallocco, R., Pullins, E. B., & Micheal, L. M. (2009). A re-examination of B2B sales performance. Journal of Business & Industrial Marketing, 24(8), 598–610.
  • Zinyama, T., & Nhema, A. G. (2016). Zimbabwe performance-based budgeting: Concepts and success factors. Public Policy and Administration Review, 4(1), 33-60.
  • Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2008). Sales force effectiveness: A framework for researchers and practitioners. Journal of Personal Selling & Sales Management, 28(2), 115–131.

SATIŞ MÜDÜRLERİNİN GÖREV VE SORUMLULUKLARININ GENEL DEĞERLENDİRMESİ

Yıl 2020, Cilt: 19 Sayı: 37, 327 - 339, 01.06.2020

Öz

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.

Kaynakça

  • Adebanjo, D., & Mann, R. (2000). Identifying problems in forecasting consumer demand in the fast moving consumer goods sector. Benchmarking: An International Journal, 7(3), 223-230.
  • Ahmad, N., Nik Mat, N., Isa, M. F., Ismail, S., & Amlus, M. H. (2012). An analysis of alternative causal models of sales performance on sales people. American Journal of Economics, 101-104.
  • Anderson, E., & Schmittlein, D. C. (1984). Integration of the sales force: an empirical examination. Rand Journal of Economics, 15(3), 385-395.
  • Calvin, R. J. (2001). Sales Management. United States of America: McGraw-Hill.
  • Croxton , K. L., Lambert , D. M., García-Dastugue, S. J., & Rogers, D. S. (2002). The demand management process. The International Journal of Logistics Management, 13(2), 51-66.
  • Darmon, R. Y. (2008). The concept of salesperson replacement value: A sales force turnover management tool. Journal of Personal Selling and Sales Management, 28(3), 211-232.
  • Dohnalova, Z., & Zimola, B. (2014). Corporate stakeholder management. Procedia - Social and Behavioral Sciences, 110, 879 – 886.
  • Egbunike, P. A., & Unamma , N. A. (2017). Budgeting, budgetary control and performance evaluation: Evidence from hospitality firms in Nigeria. Studies and Scientific Researches, 26, 23-31.
  • Ferreira , S. T. (2017). Motivational factors in sales team management and their influence on individual performance,. Tourism & Management Studies, 13(1), 60-65.
  • Gemsera, G., & Leenders, M. A. (2001). How integrating industrial design in the product development process impacts on company performance. The Journal of Product Innovation Management, 18, 28–38.
  • Heide, J. B., & John, G. (1990). Alliances in industrial purchasing: The determinants of joint action in buyer supplier relationships. Journal of Marketing Research, 27, 24-36.
  • Hinson, R. E., Adeola, O., & Amartey, A. F. (2019). Sales Management: A Primer for Frontier Markets. Charlotte: Information Age Publishing Inc.
  • Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, Jr, C. H., & Williams, M. R. (2009). Sales Management Analysis and Decision Making (Seventh Edition ed.). New York: M. E. Sharpe Inc.
  • Jaramillo, F., Grisaffe, D. B., Chonko, L. B., & Roberts, J. A. (2009). Examining the impact of servant leadership on sales force performance. Journal of Personal Selling & Sales Management, 29(3), 257–275.
  • Jobber, D., & Lancaster, G. (2011). Selling and Sales Management (8th edition ed.). Essex: Pearson Education Limited.
  • Johlke, M. C. (2006). Sales presentation skills and salesperson job performance. Journal of Business & Industrial Marketing,, 21(5), 311 - 319.
  • John , A. G., Francis, A. I., & Innocent, I. (2012). Improving sales performance through sales force motivation strategies: A study of pharmaceutical firms in Nigeria. Int.J.Buss.Mgt.Eco.Res., 3(5), 620-626.
  • Jones, T. M. (1995). Instrumental stakeholder theory: A synthesis of ethics and economics. The Academy of Management Review, 20(2), 404-437.
  • Koponen, J., & Julkunen, S. (2017). Consumers’ experiences of appropriate sales interaction – a speech code theory perspective,. Studies in Communication Sciences, 17(1), 25–41.
  • Kose, E. (2019). Çalışanların iş tatmini algıları ile iş motivasyonu düzeyleri arasındaki ilişkinin araştırılması. Bilecik Şeyh Edebali Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 4(1), 131-148.
  • Maciariello, J. (2009). Marketing and innovation in the Drucker Management System. J. of the Acad. Mark. Sci., 37, 35–43.
  • Manzoor, Q.-A. (2012). Impact of employees motivation on organizational effectiveness. Business Management and Strategy, 3(1), 1-12.
  • Marshall, G. W., Goebel, D. J., & Moncrief, W. C. (2003). Hiring for success at the buyer–seller interface. Journal of Business Research, 56, 247–255.
  • Min, H., & Yu, W.-B. (2008). Collaborative planning, forecasting and replenishment: Demand planning in supply chain management. Int. J. Information Technology and Management, 7(1), 4–20.
  • Munshi, M. M., & Hanji, S. (2014). A multidimensional subjective scale development for measuring sales performance of retail sales personnel. IOSR Journal of Business and Management, 16(4), 39-47.
  • Özçam, D. S., & Yalman , N. (2012). Banka satış temsilcileri ve banka müşterileri için başarılı satış ekip üyesi tanımlaması farklılıkları: Türkiye'de bankacılık sektöründe bir çalışma. Öneri, 10(38), 65-71.
  • Pehlivanoglu, M. C., & Civelek, M. E. (2019). The effects of emotional exhaustion and depersonalization on personal accomplishment in pharmaceutical industry. OPUS–International Journal of Society Researches, 11(18), 2071-2086.
  • Raghunandan, M., Ramgulam, N., & Raghunandan-Mohammed, K. (2012). Examining the behavioural aspects of budgeting with particular emphasis on public sector/service budgets. International Journal of Business and Social Science, 3(14), 110-117.
  • Schwartz, M. (2006). Fundamentals Of Sales Management For The Newly Appointed Sales Manager. New York: American Management Association.
  • Selvam, M., Gayathri, J., Vasanth, V., Lingaraja, K., & Marxiaoli, S. (2016). Determinants of firm performance: A subjective model. International Journal of Social Science Studies, 4(7), 90-100.
  • Sharma, F. C. (2014). Sales Management. SBPD Publications.
  • Shim , J. K., & Siegel , J. G. (2005). Budgeting Basics and Beyond. Hoboken, New Jersey: John Wiley & Sons, Inc.
  • Singh , S., & Gupta, V. (2016). Organizational performance research in India: A review and future research agenda. In G. Misra (Ed.) The Sixth Indian Council for Social Science Research (ICSSR) Survey of Psychology in India. New Delhi: Oxford Publishing.
  • Singha, J., Flahertyb, K., Sohic, R. S., Deeter-Schmelzd, D., Habele, J., Le Meunier-FitzHughf, K., . . . Onyemahi, V. (2019). Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions. Journal of Personal Selling & Sales Management, 1-21.
  • Smudde, P. M., & Courtright, J. L. (2011). A holistic approach to stakeholder management: A rhetorical foundation. Public Relations Review, 37, 137–144.
  • Teau, A.-M., & Protopopescu, C. E. (2015). Key performance indicators – management tools for sales improvement. Revista Română de Statistică, 6, 65-71.
  • Teo, T., & Low, K. (2016). The impact of goal setting on employee effectiveness to improve organisation effectiveness: Empirical study of a high-tech company in Singapore. Journal of Business & Economic Policy, 3(1), 82-97.
  • Tyagi, C. L., & Kumar, A. (2004). Sales Management. New Delhi: Atlantic Publishers and Distributors.
  • Weinzimmer, L. G. (2000). A replication and extension of organizational growth determinants. Journal of Business Research, 48, 35–41.
  • Weitz, B. A., & Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science, 27(2), 241-254.
  • Zallocco, R., Pullins, E. B., & Micheal, L. M. (2009). A re-examination of B2B sales performance. Journal of Business & Industrial Marketing, 24(8), 598–610.
  • Zinyama, T., & Nhema, A. G. (2016). Zimbabwe performance-based budgeting: Concepts and success factors. Public Policy and Administration Review, 4(1), 33-60.
  • Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2008). Sales force effectiveness: A framework for researchers and practitioners. Journal of Personal Selling & Sales Management, 28(2), 115–131.
Toplam 43 adet kaynakça vardır.

Ayrıntılar

Birincil Dil İngilizce
Bölüm Araştırma Makaleleri
Yazarlar

M. Çağrı Pehlivanoğlu Bu kişi benim 0000-0002-7519-3068

Yayımlanma Tarihi 1 Haziran 2020
Gönderilme Tarihi 9 Ocak 2020
Kabul Tarihi 29 Ocak 2020
Yayımlandığı Sayı Yıl 2020 Cilt: 19 Sayı: 37

Kaynak Göster

APA Pehlivanoğlu, M. Ç. (2020). AN OVERVIEW OF THE DUTIES AND RESPONSIBILITIES OF SALES MANAGERS. İstanbul Ticaret Üniversitesi Sosyal Bilimler Dergisi, 19(37), 327-339.