International marketing and sales strategies for commercial vehicles : an application in Turkish automotive sector

In the era of globalizing new world order, ?local market? concept has been disappearing and local firms have been involved in a continuous competitive environment with global firms. Accordingly, effective international marketing and sales management has vital importance for local and global firms to carry on their activities. As it?s globally accessible to the technologies that create rivals realizing cheaper, faster and higher quality production affected the world economy; thus today economy became global. It is important for firms to be involved in international marketing and sales activities, in order to increase their sales and profits, take market shares from world markets, decrease their dependence to local markets, balance market fluctuations, sell their excess production capacity, increase their competitiveness, create employment and facilitate decrease of foreign-trade deficit. Turkish automotive sector has been largely affected from the globalization trend. Especially since 1990s, big automotive investments has been realized in Turkey. Especially the size of Turkish commercial vehicle market and its openness to development caused many commercial vehicle producer firms make big investments in Turkey. These investments caused high increase in local production, fast market saturation and intensive local market competition. Under these circumstances, penetration in international markets is a necessity for commercial vehicle producers, in order to increase their sales and profits and sell excess production capacity. In this context, based on the importance of effective international and sales activities of commercial vehicle producers in Turkey, an application has been realized in Turkish automotive sector. Key Words : 1) International Marketing 2) International Sales 3) International Marketing and Sales Strategies 4) Commercial Vehicles 5) Turkish Automotive Sector