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Bilgi Teknolojilerindeki Gelişmelerin Satış Gücü Üzerindeki Etkileri

Effects of Improvements in Information Technologies on Sales Force

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Abstract (2. Language): 
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.
Abstract (Original Language): 
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.
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