Bilgi Teknolojilerindeki Gelişmelerin Satış Gücü Üzerindeki Etkileri

Makalenin İngilizce İsmi: 
Effects of Improvements in Information Technologies on Sales Force
Makale İçerik Bilgileri
Makale Dili: 
Türkçe
Anahtar Kelimeler: 
Bilgi Teknolojileri
satış gücü
satış gücü otomasyonu
bilgisayar destekli satış işlemi.
Türkçe Özet: 

Bu çalışmada, bilgi teknolojilerindeki gelişmelerin satış gücü üzerindeki etkileri çeşitli yönlerden ve bütüncül bir bakış açısıyla incelenmiştir. Çalışma kapsamında, önce, bilgi teknolojilerindeki gelişmeler karşısında satış gücünün, hem yüzyüze, hem de self-servis satış sürecindeki durumu ve uyumu, gözlemlere ve literatüre dayalı ve teorik olarak incelenmiş, daha sonraki bölümde ise, bilgi teknolojilerindeki gelişmelerin katkıda bulunduğu, SFA, CASP, ilişkisel pazarlama ve CRM gibi yeni gelişmeler ve uygulamalar üzerinde durulmuştur. Çalışmada, bilgi teknolojilerindeki gelişmelerin, müşteriler, işletme ve satış süreci üzerindeki etkileri ayrıntılı bir şekilde ortaya konarak, hem üst yönetimin, hem de satış gücünün bu değişikliklere uyum sağlamalarının önemi vurgulanmıştır.

Key Words: 
Information Technologies
sales force
sales force automation
computer assisted sale process.
İngilizce Özet: 

In this paper, effects of improvements in information technologies on sales force are investigated holistically in various points of views. In the paper, the position and the adoption of sales force to information technologies, in both face to face and self service sale process is investigated theoretically first and in the following section, new improvements and applications caused by the developments in information technologies, such as SFA, CASP, relational marketing and CRM are investigated. In the paper, effects of improvements in information technologies on customers, firm and sale process and explained in detail and importance of adoption of both top management and sales force on this type of changes is emphasized.

Yazar Bilgileri
1. Yazar
Yazar Adı: 
İnci VARİNLİ
Yazar Ünvanı: 
Profesör
Yazar Üniversitesi: 
Bozok Üniversitesi
2. Yazar
Yazar Adı: 
Mustafa ÖZ
Yazar Ünvanı: 
Öğretim Görevlisi
Yazar Üniversitesi: 
Erciyes Üniversitesi
Yazar Fakültesi: 
Meslek Yüksekokulu
Makale Künye Bilgisi
Makalenin Yayımlandığı Dergi: 
Eskişehir Osmangazi Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi
Makale Yayın Yılı: 
2008
Cilt/Sayı: 
3
Sayı: 
1
Sayfa Aralığı: 
45-58
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