Active rokutengesa - chii? Nikolai Rysev, "Active okutengesa". Mabikirwo vanoshingaira okutengesa

Kubudirira chero basa hunobva pakugona kukurukura vatengi uye zvinogona vatengi. Ndine nokuti chiridzwa ichi - basa rokutengesa. Chii - chine unyanzvi kana hurongwa mashandiro? Sei nounyanzvi basa rokutengesa, uye iro zvinoenderana kubudirira kugona unyanzvi hwavo?

Musimboti vanoshingaira okutengesa

Sales basa kakawanda vachinzi kunzwisisa kwacho chokuita kumusika kwenhumbi kana mabasa: Customer kutsvaka, kusarudza zvavanoda, ndinosika anokwezva kupa, nhaurirano, kutengeserana kwaizotevera kutaurirana pamwe nemhosva. Musiyano mukuru kubva pusa rokutengesa pakuti ekupedzisira hakudi kuwana mutengi - iye anouya pachake.

Zvakakosha kuti mushandi mubasa kutenderera-chinorondedzerwa pamusoro nekuita nemakasitoma, kunzwisisa chaizvo pane basa rake, aiziva chii vanoshingaira Sales, hakusi chete kugarwa uye mari kushandiswa, uye kutevedzana zvinoitwa nemaune zvainanga dzemabhizimisi kukura. Zvakakosha kukwanisa kumanikidza, kureva kuti kutengesa zvinhu uye mabasa - mutengi anofanira kunzwa pamusoro zvose wokugara. Pano, maneja vachada wose akagadzirwa unhu - kukwanisa kutaurirana uye kuwana kutsauswa uye kuwana zvakafanana zvido pamwe nemhosva uye kuti tirambe ushamwari kwadzinoita pakukurukurirana.

Kusimba art vanoshingaira okutengesa

Nyanzvi dzinodavira kuti chinonyanya kukosha kaestva maneja mutariri kutengeswa zvinhu uye mabasa - ndiko kukura nzira basa, kuti kuda ndevapi unyanzvi zvinonyatsoshanda vanoshingaira Sales, uye kuvaka hurongwa muenzaniso wavo kushandiswa. Saka, Somuenzaniso, vakabudirira kushandiswa nzira kuti akabvumirwa kutanga foni kukurukura nemumwe yeGmail.END_STRONG (umo interviewee anobvuma kutora maminitsi mashoma kuti Chat pamwe maneja), unofanira kukwanisa Nyaya mutengi kutsausa kubvira zvinogona chaiye.

Zvakakosha chaizvo, sezvo nyanzvi dzinoti, kudzivisa munhu wakachenjera Wandinyengedzerei pamusoro interlocutor. Dzimwe nguva nemhosva anonyepedzera Chat pamwe maneja akanga anonakidza - zvinoreva zvikaitika kana maitiro akadaro kunoda "bumbiro" chepamusoro ari mushandirwi kambani, zvichiratidza wokuremekedza pakutanga. Kugona kuziva munhu anotenga yakadaro - unyanzvi, uye iwe unogona kuudza - siyanei vanoshingaira michina Sales, kure kuti nyanzvi utariri Ezvemutauro mhando.

How kutengesa basa?

Business anopa musika pamwe kana zvinhu kana mabasa. The specificity of kudyidzana pamwe vatengi uye zvinogona vatengi kana kushanda mbiri dzakasiyana okutengesa zvinhu. Nyanzvi dzakawanda dzinofunga kuti basa iri rakaoma zvikuru kuti atengese, nokuti kubata, kuravidza, bvunzo uye vanongonakidzwa rive chinhu, ave mutemo, haagoni kuva. Active rokutengesa mabasa - chiitwa chinoda kurovedza zvakananga. Manager, chokutanga, unofanira kuva pfungwa chaiye yaibvira vavanoshandira uye kwete kuvimbisa mutengi chii dzemabhizimisi havagoni dzinoshandura. Chechipiri, kutengesa basa mukoti ngavaite pashure-up mashandiro "shoko mumuromo" - kureva kuti havatsvake mugumisiro mumwe chete basa, uye kunzwa hwemangwana hwevanhu kuwedzera kudiwa. Chechitatu, maneja vanofanira kukwanisa zvimwe nekure pokuperevedza akataura pakuita mabasa (chokwadi kuti havagoni "kunzwa").

The yakanakisisa nzira - kutenda nomazvo uye nyanzvi. Chimwe chezvinonhuwira kubudirira - kukwanisa kutaura chokwadi, kuda kutaura zvakawanda pamusoro ikatengesa zvigadzirwa kana rubatsiro kubva nyanzvi, vaitungamirira basa rokutengesa. Chii muchiso uyu uyo unobereka izvozvo, nei mutengo yakadaro - mutengi anofanira kuziva zvose izvi.

Mapuranga tengesa zvose

Mukuita basa kukura kunouya nguva pazvinenge zvakakodzera kuti mamiriro kupesana itsva - basa okutengesa dhipatimendi. Nokuti basa zvinokosha kusarudza munhu akwanise nzira paumbwe chikamu chino boka uye, Chikurukuru - staffing ne vashandi vanokwanisa. Zvakawanda zvinoenderana magetsi mabasa ose yebhizimisi uye mamiriro avo mhinduro.

Somuenzaniso, panguva kuongorora mamiriro basa yakasarudza - zvakakosha vanoshingaira kukwezva vatengi itsva. Saizvozvowo, tsvimbo vanofanira kusarudza vanhu vane zvakawanda ruzivo ne "inotonhora zvinoda." Munogonawo - pamusika yakaderera chaizvo pamwero maonero ari muchiso. Nokudaro basa - pfungwa basa riri apiwa rokutengesa neimwe vatengi pane kugara kusonganirana fuma uye mabasa ose zvakasimba. Dambudziko huru pakugadzirwa mamiriro rokutengesa mamaneja - Kutsunga nhamba nyanzvi, kukura kwebasa mashandiro uye kwevari basa. Nyanzvi reverero zvebhizimisi, kune rumwe rutivi, kutanga shomanana basa namapoka maduku, pane dzimwe - panguva vakagadzirira wemagazini Tinoenderera mberi, saka kuti kana pakutengeswa achaenda, kukonzera itsva vanhu.

Job - Manager

Chaizvoizvo, chikuru protagonist munhaurirano pamwe mutengi - zviri maneja. Nyanzvi akataura nhamba dzevanhu unhu hunodiwa kusangana pambiru. Chokutanga, maneja anofanira nokukurudzirwa, iyo zvinoenderana nebasa mafungiro, nevakwegura, unhu kugona kuchinja pacharo chokwadi. Chechipiri, zvakawanda unhu - kukura, nechivimbo, pfungwa dzigadzikane, mukana wokushandiswa, kukwanisa kuwana kutsauswa uye negadziriso paine zviitiko, kukwanisa kutaurirana. Chechitatu, maneja anofanira kukwanisa kutifadza mutengi wacho vezvokutengeserana kupa, pachake nzira yokunzvenga yeGmail.END_STRONG oedza kudzivisa nhaurirano. Kukunda paanopikiswa - anokosha mune tsinga ichi, nyanzvi quality, sezvo vatengi vakawanda vari pakutanga kurerekera kutanga kukurukurirana mutorwa. Maneja anofanira kukwanisa kubvumirana pane chinokosha chinhu - mutengo vachitengesa chigadzirwa kana basa.

Apo shoko "kwete" - chikamu basa

Manager, mubasa basa rokutengesa, munhu, zvichida kakawanda kupfuura vanhu vemamwe ounyanzvi hwokugadzira vakawanda, anonzwa chake kero paanopikiswa, kuramba uye nekumwe kuedza kudzivisa interlocutor nhaurirano kunovaka. Kugona kuziva shoko "kwete" - rinokosha kunaka okutengesa dhipatimendi. Nyanzvi vanokurudzira kuti ruzivo mamaneja, kutanga, kuti kuramba sechikamu basa chaiwo, uye chechipiri - kudzidza kunzwisisa izvi mananara havasi madimikira. The yeGmail.END_STRONG kazhinji inoti "kwete," kwete nokuti inonzwisisika inopikisa kutenga zvinhu uye mabasa, dzimwe nguva ndiwo - a mupfungwa chakajairika kuti unoratidza chaizvo manzwiro evanhu. Common zviitiko kana munhu, maneja akatadza mumwe kana kakawanda, ipapo inova wechigarire yeGmail.END_STRONG wekambani. Zvakakosha, nyanzvi dzinoti, kudzivisa rwoga kuchinja kuti zvakanaka mhinduro - zvichabatsira rokutengesa nyanzvi vadzivise mupfungwa kusanzwa muzviitiko apo mutengi inoti "kwete."

The yakanakisisa maneja - a neboltlivy "Scout"

Essential unhu chinoshingaira okutengesa maneja - ndiko kugona mibvunzo yacho nemhosva, "Scout" profile inoda kuziva mupfungwa uye unhu husina. Nyanzvi dzinotaura kuti kugona kwakadaro ane zvishoma chikamu nezvokurara, saka unyanzvi ichi kunogona kuva kwakanaka yemakwikwi zvinobatsira kuti ruzivo "prodazhnika". Arts nemazvo mibvunzo zvakanaka vari pedyo pedyo intersects vachikwanisa ichengetedzwe vachiridza mitsara.

Naizvozvo, kana maneja anamakuhwa hunhu - richaita batsira naye anokwanisa kuva "musori", asi anogona kupindira pakuvaka chinangwa uye dzinovaka Nhaurirano mutengi. Kutaurirana mutengi, mumwe Salesperson anofanira kutaura chete zvakaitika, zvichiratidza kuti zvechokwadi tinoda interlocutor, uye kuti zvinokosha - kukwanisa kuteerera mutengi. Zvakakosha kujekesa kuti mutengi kufunga, nguva yakawanda, vanongoda kuti chikonzero. Mutengi ngaarege kunzwa wakamanikidza, asi nekusiyana, ndiko kuona chii kushandisa kuri muna Chiitiko kuti basa rokutengesa. Haisi vachiedza kutengesa chinhu, uye nzira yokuvaka ukama vashanduri zvinobatsira.

Masayendisiti - chiedza

Kugona zvinokosha basa rokutengesa - haasi chete tsika asiwo dzidziso, kudzidza unyanzvi-siyana munyori uye zvinhu. Pakati akakurumbira pakati Russian mamaneja manyuko - mabhuku (kusanganisira makaseti Manyorerwo), izvo munyori - Nikolai Rysev.

"Active rokutengesa" - saka akadana basa rake. Ivo kubudiswa shanduro dzakawanda, zvakanyorwa nyore chaizvo uye unonzwisisika manyorerwo. Ivo kupa mu-Kunyatsoongorora vanoverengeka gumi nevaviri hwevakuru vakabudirira Sales, nhaurirano, pane zvinokosha mienzaniso kubva tsika. Bhuku rino - a Unganyatsobudirira kuti nyanzvi mumunda wezvokutengeserana siyana specialization. Verenga uye kudzidza zvizhinji anobatsira anogona salespeople, Sales vamiririri, mamaneja, vatungamiriri, uye kunyange vatungamiriri mumadhipatimendi akasiyana-siyana.

Personal budiriro - munhu abudirire

Maneja, uyo akakwanisa kushandisa hurongwa yokusvika basa ravo, kuwana mukana kwete chete kune kutaridza zvakasiyana nzira - iri rose mabikirwo vanoshingaira rokutengesa mumaoko ake, icho chinogona scaled zvakasiyana-siyana mabhora. Kugona chinzvimbo ichi zvinoreva achinyanya kuzvidzora kukura. Kukwanisa uye, Chikurukuru, chido chokudzidza, kudzidza chimwe chinhu chitsva rokutengesa.

Kana basa okutengesa maneja anokwanisa kuisa izvi mananara ari panzvimbo yokutanga, zvichava kumubvumira kwete chete kuvandudza pachavo, asi vo nemazvo kuongorora kuchinja zvakatipoteredza, kushanda pamwe itsva zvimwewo zvinhu (somuenzaniso, kana imwe mhando chigadzirwa kana basa kudiwa akawa, kana chipfuro mutengi boka vamwe chikonzero atadza kubhadhara). Chimwe chinokosha pfuma "prodazhnika" - kuziva chigadzirwa wako, ayo chinangwa uye zvaasingagoni. The nemhosva vanofanira kugamuchira mashoko echokwadi pamusoro watengwa chigadzirwa kana basa - kunokosha zvimiso-refu ukama pakati pavo uye bhizimisi.