The Effects of the Black Swan Pandemic on Turkısh Companies and their Previsions for Face - to - Face Sales in the Near Future

Abstract

PANDEMIC, which affects every aspect of life in different ways and can be called as the black swan, has especially affected companies, which are the cornerstones of economic life, in different ways.  Besides, some restrictions specific to this period negatively affected face-to-face sales and directed consumers and companies to digital platforms.  

The main purpose of this research is to determine how the pandemic has affected companies and what lessons the companies have taken from these special conditions. To determine the affect of the decrease in face-to-face sales due to the restrictions and the expectations of the companies from their sales people during this period are the sub-objectives of the research. 

 In the research, one of the qualitative research techniques namely "interview technique" was used and interviews were made with 48 companies either face-to-face or online. During the meetings, approximately 11 questions were asked to companies about “personal sales, expectations from salespeople, and the pandemic”. As a result, it was determined  that the companies have increased their investments in digital sales to a great extent, and they need more salespeople who are experts in social media and e-commerce. However, companies have agreed that no other sales technique can replace face-to-face sales and that face-to-face sales will never cease in the future.