HOW CAN SMALL AND MEDIUM SIZED COMPANIES SELL THEIR PRODUCTS IN DOMESTIC AND FOREIGN MARKETS? CASE STUDY OF AUTOMOTIVE SPARE PART PRODUCTION COMPANY FROM KONYA INDUSTRY
KÜÇÜK VE ORTA ÖLÇEKLİ FİRMALAR ÜRETTİKLERİ ÜRÜNLERİ YURTİÇİ VE YURTDIŞI PAZARDA NASIL SATABİLİRLER? KONYA SANAYİSİNDEN OTOMOTİV YEDEK PARÇA ÜRETİMİ YAPAN FİRMA ÖRNEĞİ VAKA ÇALIŞMASI

Author : Loubna LAHSİNİ
Number of pages : 528-546

Abstract

The automotive spare parts sector in Konya has a great economic power which must not be overlooked. Especially that manufacturers have high quality products with good prices. But the rate of sales is very low compared to the rate of demands. The reson of these results is that in each factory there is not a specialişte in sales marketing and communication. So the customer is always in front of a lack of information. Before being an effective customer a customer is first potential and it is called: PROSPECT. So it is to look for new potential customers to which a sales effort will be made later. It is in this angle that I oriented my research on the prospecting of the clients communication with them. According to an example of spare parts manufacturer Loem Spare Part in Konya. Who needs a client portfolio of communication thecniques argumentation and as a computer tool I used VBA MACROS and Excel for the creation of a flexible database.

Keywords

Automotive, Spare parts, Sales and marketing communication, Vba Macros

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