FİNANSAL HİZMETLERDE UYARLAMACI SATIŞ BAŞARISINDA ETKİLİ OLAN KİŞİSEL VE KURUMSAL FAKTÖRLER

Yıl 2013, Cilt: 5 Sayı: 1, 105 - 116, 01.06.2013

Burak Nakıboğlu - Sezgi Gözüyeşil

Öz

firms need to integrate new and creative sales approaches into their strategies. As a creative and relationship-oriented sales approach, adaptive selling is considered as a professional skill that meets these enterprise’s needs. In this study, effects of personal and organizational factors associated with adaptive selling success were tried to be revealed. Confirmatory factor analysis and correlation analysis were used in the study. According to the results the level of adaptive selling is moderately and positively correlated with the level of creativity, customer orientation, interaction intention and perceived benefit of sales training of salesperson. Moreover, it was also found that, the level of adaptive selling success increases along with the salesperson’s behavioral performance and perceived performance

Anahtar Kelimeler

Adaptive Selling, Supervisor Support, Customer Orientation

FİNANSAL HİZMETLERDE UYARLAMACI SATIŞ BAŞARISINDA ETKİLİ OLAN KİŞİSEL VE KURUMSAL FAKTÖRLER

Öz

Türkçe Özet Son yıllarda gelişmekte olan ülkelerde hizmet satışlarında ciddi bir artış yaşanmakta, hizmet sektörü hızla büyümektedir. Bu büyüme işletmeleri farklı satış yaklaşımlarını kullanmalarına neden olmaktadır. Uyarlamacı satış da yaratıcı ve ilişki odaklı bir satış yaklaşımı olarak bu ihtiyacı karşılayan bir beceri olarak kabul edilmektedir. Bu çalışmada uyarlamacı satış düzeyi ile ilişkili bireysel ve kurumsal faktörler etkilerin ortaya çıkartılmaya çalışılmıştır. Çalışmada doğrulayıcı faktör analizi ve korelasyon analizi kullanılmıştır. Sonuçlara göre uyarlamacı satış düzeyi, yaratıcılık, müşteri odaklılık, etkileşimde olma isteği ve satış eğitimleri ile olumlu yönde ilişkilidir. Bununla birlikte uyarlamacı satış kullanım düzeyi ile satışçı performansı birlikte artmaktadır

Anahtar Kelimeler

Uyarlamacı Satış, Yönetici Desteği, Müşteri Odaklılık

Kaynakça

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