Procurement and sales management with process management approach

Abstract

A company's buying and selling departments are focused on responding to the types of demand that we can classify as internal and external demand. Although internal demand comes from other parts of the company, external demand refers to the needs to be answered for the customer. In this case, the company employees assume the role of purchaser and / or seller towards other companies and customers, and the mistakes to be made in such negotiations have the potential to seriously affect the firm's profit and the financial power compared its competitors. In this study, it is aimed to make a clear description of the buyers’ and sellers’ roles and responsibilities through the case studies analyzed in the tourism sector in the Antalya region via listing the process steps. According to the results obtained, it is very important to collect data for people in two different roles before an interview and to investigate the interviewee and the firm as well as the market, especially the weak points of the other party at the negotiation. The most important advantage of this approach is that the seller has a ready-made satisfactory answer to the question of why the product is needed by the purchasing company. Hence, it is also emphasized in tourism that data-oriented approach and systematic field research are important for purchasing and sales processes.