Çok Kriterli Karar Verme Yöntemleri ile Satış Müdürü Seçimi

Sercan Edinsel

Makale detayları

Çok Kriterli Karar Verme Yöntemleri ile Satış Müdürü Seçimi

Yazarlar:

Sercan Edinsel

Yayıncı:

Giresun University

Ana Başlıklar:

İşletme

Dergi:

Giresun Üniversitesi İktisadi ve İdari Bilimler Dergisi Vol.9 Issue 1, pp.210-228

Belge Tipi:

Makale

Yayın Tarihi:

6/2023

Belge Dili:

Türkçe

Document ID (Org No.):

2001294882

pISSN:

2149-3391

Anahtar kelimeler:

Özet:

 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 studys 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.

 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 studys 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.

 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 studys 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.

 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.

Makale detayları

Çok Kriterli Karar Verme Yöntemleri ile Satış Müdürü Seçimi

Yazarlar:

Sercan Edinsel

Yayıncı:

Giresun University

Ana Başlıklar:

İşletme

Dergi:

Giresun Üniversitesi İktisadi ve İdari Bilimler Dergisi Vol.9 Issue 1, pp.210-228

Belge Tipi:

Makale

Yayın Tarihi:

6/2023

Belge Dili:

Türkçe

Document ID (Org No.):

2001294882

pISSN:

2149-3391

Sales Manager

Sales Manager Selection Problem

Single Valued Neutrosophic Sets

CRITIC

MULTIMOORASatış Müdürü

Satış Müdürü Seçim Problemi

Tek Değerli Nötrozofik Kümeler

CRITIC

MULTIMOORA

Sayı

Makale detayları

Yazarlar: Sercan Edinsel

Yayıncı: Giresun University

Ana Başlıklar: İşletme

Dergi: Giresun Üniversitesi İktisadi ve İdari Bilimler Dergisi Vol.9 Issue 1, pp.210-228

Belge Tipi: Makale

Yayın Tarihi: 6/2023

Belge Dili: Türkçe

Document ID (Org No.): 2001294882

pISSN: 2149-3391

Sayı

Yazarlar:

Sercan Edinsel

Yayıncı:

Giresun University

Ana Başlıklar:

İşletme

Dergi:

Giresun Üniversitesi İktisadi ve İdari Bilimler Dergisi Vol.9 Issue 1, pp.210-228

Belge Tipi:

Makale

Yayın Tarihi:

6/2023

Belge Dili:

Türkçe

Document ID (Org No.):

2001294882

pISSN:

2149-3391