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A FIELD SURVEY ON SALE AND CUSTOMER ORIENTATION, ADAPTING SELLING SKILLS AND PERSONAL PERFORMANCE PERCEPTIONS OF REAL ESTATE SALESMEN
ABSTRACT
Selling facility is the most important process in getting income and contacting with the external world for companies. Real estate agents do not get income only by selling activities, but also establish relations with both their customers and other components of the external world.. In this way, they indicate their positions in the markets.
Today, the real estate agents encounter more qualified and sophisticated demands. The qualified and sophisticated customers forces the real estate agents developing and improving in the abilities of standing against the competititon.
This survey aims to identify firstly sale and costomer arientation, adapting selling skills, their attitutes to customers and personal performance perceptions in order to be more competitive in the real estate market.
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For the survey, the SOCO scale developed by Saxe and Weitz was used.. The results were analyzed bu adopting SPSS program.
Key Words: Real Estate Sales and Marketing, Adapting Selling, Sales and Costomer Orientation, Salesman Personal Performance
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FAKTÖRLER FAKTÖR
<h./(5ø DƺƔƚĞƌŝKĚĂŬůŦůŦŬ
DƺƔƚĞƌŝŶŝŶŝŚƚŝLJĂĐŦŶĂĞŶŝLJŝĐĞǀĂƉǀĞƌĞĐĞŬƺƌƺŶůĞƌŝƚĂǀƐŝLJĞĞƚŵĞ 0,876 mƌƺŶůĞƌůĞŝůŐŝůŝŽůĂƌĂŬŵƺƔƚĞƌŝŶŝŶƐŽƌƵůĂƌŦŶĂŵƺŵŬƺŶŽůĚƵŒƵŶĐĂĞŶ
ĚŽŒƌƵƔĞŬŝůĚĞĐĞǀĂƉǀĞƌŵĞLJĞĕĂůŦƔŵĂ
0,864 DƺƔƚĞƌŝůĞƌŝďĂƐŬŦLJĂƉĂƌĂŬĚĞŒŝůďŝůŐŝůĞŶĚŝƌŵĞLJŽůƵLJůĂŝŬŶĂĞƚŵĞLJĞ
ĕĂůŦƔŵĂ
0,744
^ĂƚŦƔKĚĂŬůŦůŦŬ
DƺƔƚĞƌŝŶŝŶŝŚƚŝLJĂĕůĂƌŦŶŦĂŶůĂŵĂLJĂĕĂůŦƔŵĂŬƚĂŶĚĂŚĂĕŽŬŽŶƵƐĂƚŦŶ
ĂůŵĂLJĂŝŬŶĂŝĕŝŶnjĂŵĂŶŚĂƌĐĂŵĂ
0,783 mƌƺŶƺŶŵƺƔƚĞƌŝŝĕŝŶĚŽŒƌƵƺƌƺŶŽůĚƵŒƵŶĚĂŶĞŵŝŶŽůŵĂĚĂŶĚĂƺƌƺŶƺ ƐĂƚŵĂŬŝĕŝŶŐĂLJƌĞƚŐƂƐƚĞƌŵĞ
0,762 DƺƔƚĞƌŝLJŝŵĞŵŶƵŶĞƚŵĞŬƚĞŶĚĂŚĂĕŽŬŽůĂďŝůĚŝŒŝŶĐĞĕŽŬƺƌƺŶ
ƐĂƚŵĂLJĂĕĂůŦƔŵĂ
0,743 DƺƔƚĞƌŝLJŝƵnjƵŶǀĂĚĞĚĞŵĞŵŶƵŶĞĚĞĐĞŬƺƌƺŶůĞƌĚĞŶĚĂŚĂĕŽŬ
ŵƺƔƚĞƌŝLJŝƐĂƚŦŶĂůŵĂLJĂŝŬŶĂĞĚĞĐĞŬƺƌƺŶůĞƌŝƐƵŶŵĂ
0,734 DƺƔƚĞƌŝLJĞƺƌƺŶƺƚĂŶŦƚŦƌŬĞŶŵƺŵŬƺŶŽůĚƵŒƵŶĐĂĂďĂƌƚŵĂŬŐĞƌĞŬƚŝŒŝŶ ĚƺƔƺŶŵĞ
0,539
<ŝƔŝƐĞůWĞƌĨŽƌŵĂŶƐůŐŦƐŦ
7ƔůĞƚŵĞĚĞŬŝŵĞƐůĞŬƚĂƔůĂƌŦŶĂŬŦLJĂƐůĂŬĞŶĚŝŐĞŶĞůƉĞƌĨŽƌŵĂŶƐŦŶŦŶĞŶŝLJ ŽůĚƵŒƵŶƵĚƺƔƺŶŵĞ
0,887
^ĂƚŦƔŬĂƉĂŵĂŬŽŶƵƐƵŶĚĂŝƔůĞƚŵĞĚĞĕĂůŦƔĂŶĚŝŒĞƌƐĂƚŦƔĞůĞŵĂŶůĂƌŦŶĂ
ŐƂƌĞĚĂŚĂŝLJŝƉĞƌĨŽƌŵĂŶƐĂƐĂŚŝƉŽůĚƵŒƵŶƵĚƺƔƺŶŵĞ
0,867
ŝŒĞƌŵĞƐůĞŬƚĂƔůĂƌŦŵĂŐƂƌĞŵƺƔƚĞƌŝLJŝĂŶůĂŵĂŬŽŶƵƐƵŶĚĂĚĂŚĂŝLJŝ
ŽůĚƵŒƵŶƵĚƺƔƺŶŵĞ
0,812 hLJĂƌůĂŶŵŦƔ^ĂƚŦƔĞĐĞƌŝƐŝ
LJŶŦĂŶĚĂĨĂƌŬůŦƐĂƚŦƔƚĞŬŶŝŬůĞƌŝŶŝŬƵůůĂŶĂďŝůŵĞďĞĐĞƌŝƐŝŶĞƐĂŚŝƉŽůŵĂ 0,750 'ĞƌĞŬůŝŽůĚƵŒƵĚƵƌƵŵůĂƌĚĂĨĂƌŬůŦƐĂƚŦƔƚĞŬŶŝŬůĞƌŝŶŝŬƵůůĂŶĂďŝůŵĞ
ďĞĐĞƌŝƐŝŶĞƐĂŚŝƉŽůŵĂ
0,718 DƺƔƚĞƌŝLJĞ,ĂŬsĞƌŵĞdƵƚƵŵƵ
DƺƔƚĞƌŝůĞƌŝŵĞŵŶƵŶĞƚŵĞŬŝĕŝŶĚĂŝŵĂŽŶůĂƌůĂĂLJŶŦĨŝŬŝƌĚĞŽůĚƵŒƵŶƵ
ƐƂLJůĞŵĞ
0,753
DƺƔƚĞƌŝLJŝŚĞƌnjĂŵĂŶŚĂŬůŦŐƂƌŵĞ 0,704
<ĞŶĚŝŝƔůĞƚŵĞƐŝŶŝŶĂůĞLJŚŝŶĞĚĞŽůƐĂŵƺƔƚĞƌŝŝĕŝŶĞŶƵLJŐƵŶƺƌƺŶ
ĂůƚĞƌŶĂƚŝĨŝŶŝŵƺƔƚĞƌŝLJĞƂŶĞƌŵĞ
0,600
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Tablo 3. Geçerlilik Testi
dDOÕúPDGD YHULOHULQ JYHQLOLUOL÷LQL |OoPHN LoLQ JYHQLOLUOLN DQDOL]L GH X\JXODQPÕú YH
&URQEDFK¶V $OSKD .DWVD\ÕVÕ RODUDN EHOLUOHQPLúWLU %X NDWVD\ÕQÕQ -0,80 DUDVÕQGD ROPDVÕ JHOLúWLULOHQ |OoH÷LQ ROGXNoD JYHQLOLU ROGX÷XQX J|VWHUPHNWHGLU %X
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KMO a nd Bartlett's Te st
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2144,554 153 ,000 Kaiser-Mey er-Olkin Measure of Sampling
Adequacy.
Approx . Chi-Square df
Sig.
Bartlet t's Test of Sphericity
642
Tablo 4. Güvenilirlik Testi
6218d9(7$57,ù0$
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WXWXPGXU %X WXWXPX EHQLPVH\HQ VDWÕú HOHPDQODUÕ PúWHULQLQ J|UQHQ LVWHN YH
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beklenir.
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PúWHUL RGDNOÕOÕNOD LOJLOL LIDGHOHUH NDWÕOÕPODUÕQÕQ \NVHN ROPDVÕ VHNW|UGHNL VDWÕú
HOHPDQODUÕQÕQ |QHPOL RUDQGD PúWHUL RGDNOÕ ROGXNODUÕQÕ J|VWHUPHNWHGLU (PODN VDWÕú
HOHPDQODUÕQÕVDWÕúRGDNOÕOÕNLOHLIDGHOHUHNDWÕOÕPODUÕDoÕVÕQGDQGH÷HUOHQGLUHFHNROXUVDN
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ROGX÷X YH NHndilerini yüksek performans sahibi olarak gördükleri söylenebilir.
$UDúWÕUPD VRQXoODUÕ D\QÕ ]DPDQGD HPODN VDWÕú HOHPDQODUÕQÕQ X\DUODQPÕú VDWÕú
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da göstermektedir. UyarlaQPÕúVDWÕúEHFHULVLVDWÕúHOHPDQODUÕQÕQEDúDUÕOÕROPDODUÕQGD
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EDúDUÕVÕQÕQJ|VWHUJHVLRODUDNHOGHHWWLNOHULJHOLULGLNNDWHDODFDNROXUVDNRUWDODPDD\OÕN
JHOLUOHUL7/¶QLQDOWÕQGDRODQODUÕQRUDQÕ\DOQÕ]FD¶GU¶LQLQLVHRUWDODPD
D\OÕN JHOLUL 7/¶QLQ ]HULQGHGLU %X OLN GLOLP LoHULVLQGH \HU DODQ YH ¶OÕN
RUDQOD oR÷XQOX÷X ROXúWXUDQODUÕQ JHOLUi ise, 5000 TL’nin üzerindedir. Bu rakam
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Reliability Statistics
,675 18
Cronbach's
Alpha N of Items
643
%X J|VWHUJHOHU HPODN VHNW|UQGHNL VDWÕú HOHPDQODUÕQÕQ NHQGLOHULQL VDWÕú YH PúWHUL
RGDNOÕ RODUDN DOJÕODPDODUÕQÕQ KDNOÕ QHGHQOHUL ROGX÷XQX RUWD\D NR\PDNWDGÕU $QFDN EX
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NDYUDPÕúROGXNODUÕQÕYHX]XQG|QHPGHEDúDUÕ\DRGDNODQGÕNODUÕQÕV|\OH\HELOLUL]
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dHQJHOgøoOL*7XUDQ1YHg]WUN6 (PODN<|QHWLPL YH3D]DUODPDVÕ
Anadolu ÜnLYHUVLWHVL$g)<D$QNDUD6DUD\0DWEDDFÕOÕN
dLOR÷OX 'R÷DQ ) 6DWÕú (OHPDQÕ *|]\OH 0úWHUL 2GDNOÕ 6DWÕú .DYUDPÕ
h]HULQH%LU6DKDdDOÕúPDVÕ <NVHN/LVDQV7H]L 6DNDU\DhQLYHUVLWHVL6%(
'H÷HUPHQ $ ³+L]PHW 3HUVRQHOLQLQ 0úWHUL 2GDNOÕ 'DYUDQÕúODUÕQÕQ
0úWHULOHULQ$OJÕODPDODUÕh]HULQGHNL(WNLVLQLQ6DSWDQPDVÕQD<|QHOLN%LU$UDúWÕUPD´
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