A study on sales force management and reorganizationof the sales department

he problem of sales force management and sales unit reorganization which may affect sales force performance constitutes the subject of the thesis. The universe of study Turkey's telecommunications sector sales unit employees; the sample is composed of all employees of a company operating in the sector, serving to large-scale customers. In the research, the differences between the gender, age, education and working time groups of the 25 participants, the competitiveness of the sales force, competitive performance and coordination, strong brand perception and external motivation, customer experience and satisfaction and the ways of doing business were examined. In addition to quantitative analysis, qualitative technique was applied and face-to-face interviews were conducted with human resources officers and unit managers. According to the research findings; when the factors within the organization are analyzed, the professional knowledge and skills, sectoral experience and brand awareness, communication and persuasion ability are seen as the most powerful aspects of the sales unit. As a result; in accordance with the nature of the work and the requirements of the sector, reorganization and proper management of the sales force can affect the performance of sales force positively.