AN OVERVIEW OF THE DUTIES AND RESPONSIBILITIES OF SALES MANAGERS

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

M. Çağrı Pehlivanoğlu

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.

Anahtar Kelimeler

Management, Sales Managers, Stakeholder Relations Management

SATIŞ MÜDÜRLERİNİN GÖREV VE SORUMLULUKLARININ GENEL DEĞERLENDİRMESİ

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.

Anahtar Kelimeler

Yönetim, Satış Müdürleri, Paydaş İlişkileri Yönetimi

Kaynakça

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