Abstract
Bir satınalma gerçekleştirmeden önce, müşteriler genellikle satınalma kararı sürecine dahil olmakta ve geçmiş deneyimleri, iç ve dış kaynaklardan elde ettikleri bilgileri değerlendirdikten sonra, alternatif ürünler arasında seçim yapmaktadırlar. Satış işinde başarılı olmak için satışçılar için satış bilgisi önem taşımaktadır, ve ürünlerini, müşterilerini, pazarı, rakipleri ve işletmeyi tanımaları gerekmektedir.. Uluslararası eğitim alanında çalışan satışçılar ürünleri ile ilgili ayrıntılı teknik bilgileri sağlayarak müşterilerine doğrudan satışlar yapmakta ve bu bilgileri müşterilerine iletebilmek için alanlarında uzman olmaları gerekmektedir. Uzman sistem girişimin verimliliğini arttırabilmek için satışçının ya da eğitim danışmanının bilgilerini otomatikleştirmek için tasarlanabilmektedir.. Bir özel eğitim ajansında gerçekleştirilen çalışma olumlu sonuçlar elde edilmiştir
References
- Kotler Philip, Marketing Management, International Edition, Pearson Education Int, pp. , 2002
- “May 2004 National Occupational Employment and Wage Statistics”, US Department of Labour, http://www.bls.gov/oes, 2004
- Del I Hawkins, Roger J Best, Consumer Behaviour Building Marketing Strategy, McGraw Hill, 2004, s. 506
- Michael Solomon, Gary Bamossy, Soren Askegaard, Consumer Behaviour, Prentice Hall, nd Edition, Edinburgh, p. 238, 2002
- Gary Armstrong, Philip Kotler, Marketing, Prentice Hall, 5th Edition, New Jersey, pp 155, 2000
- Charles M Futrell, Fundamentals of Selling, 8th Edition, The McGraw Hill, pp. 3, 2004
- Deborah Gardner, Witherell Sharon, “International Students in the US”, Institute of International Education http://opendoors.iienetwork.org, Nov 2014
- Ursula Oaks, “Foreign students”, National Association of Foreign Student Advisers, http://www.nafsa.org/, (Nov 2004).
Abstract
Before making a purchase, the customers often get involved in the process of buying decision and after evaluating the information they have received through internal and external searches and past experience, they make a choice between a couple of alternative products. Sales knowledge is very important for the sales people in order to be successful in the sales job, and they need to know their products, customer, market, competitors and the company. Sales people working in international education recruitment business make direct sales to their clients with providing the detailed technical information regarding their products and they need to be an expert in their field to be able to forward these information to the customers. An expert system could be designed, to automate the intelligence of an international educational consultant or sales person
to increase the productivity of the enterprise. A
positive outcome is experienced by using expert
system at a private educational agency.
References
- Kotler Philip, Marketing Management, International Edition, Pearson Education Int, pp. , 2002
- “May 2004 National Occupational Employment and Wage Statistics”, US Department of Labour, http://www.bls.gov/oes, 2004
- Del I Hawkins, Roger J Best, Consumer Behaviour Building Marketing Strategy, McGraw Hill, 2004, s. 506
- Michael Solomon, Gary Bamossy, Soren Askegaard, Consumer Behaviour, Prentice Hall, nd Edition, Edinburgh, p. 238, 2002
- Gary Armstrong, Philip Kotler, Marketing, Prentice Hall, 5th Edition, New Jersey, pp 155, 2000
- Charles M Futrell, Fundamentals of Selling, 8th Edition, The McGraw Hill, pp. 3, 2004
- Deborah Gardner, Witherell Sharon, “International Students in the US”, Institute of International Education http://opendoors.iienetwork.org, Nov 2014
- Ursula Oaks, “Foreign students”, National Association of Foreign Student Advisers, http://www.nafsa.org/, (Nov 2004).
Details
| Other ID | JA29AN23KR |
|---|---|
| Journal Section | Research Article |
| Authors | |
| Publication Date | May 1, 2004 |
| Published in Issue | Year 2004 Volume: 4 Issue: 1 |