Kn Rekhem: kuruka-sale

Kuruka-sale - hurongwa kugadzirwa British kwepfungwa-mutsvakurudzi munyaya yokutengesa matambudziko - Neil Rackham. At moyo kwayo, sezvo akatsanangura mubhuku «kuruka kutengesa», rakabudiswa muna 1978, ndiye kutevedzana yakajeka pamusoro mhando ina mibvunzo unobvumira rokutengesa nyanzvi kunzwisisa nemhosva. The Analytical kusvika rinofanira akarangana, aizorega zvine musoro kubva kudzidza zvinodiwa vatengi kutanga mhinduro. Uchishandisa nzira Rackham, buritsa "zvinogona vade" uye kutanga navo "zvakajeka kudiwa" kuti mutengesi anokwanisa kugadzirisa. Pasinei nokuti Graphics mubhuku "kuruka-sale" ndiyo yaita yechinyakare, ayo kugutsikana richiri kushanda. Nhasi, mashoko runobatsira chero nyanzvi iri kutengeswa kwenhumbi uye mabasa.

nezvemarudzi Four mibvunzo

Ezvinhu. Ose akanaka mushambadzi atanga kutengesa pamwe anokumbira mibvunzo kuti abatsire yeGmail.END_STRONG kunzwisisa mamiriro ezvinhu pari uye omerera Kuziviswa zvimwe zvinetso. Asi ichi hakufaniri kushungurudzwa, sezvo dzimwe nguva chinoitwa mano salespeople. Chinogona "kutya" ari munhu anoda kubetserwa. No vanofanira mibvunzo yokuburitsa mashoko nyore kuwana, asi kwakadzama asati atanga.

Matambudziko. Vari zvakagadzirirwa kuziva dambudziko racho nemhosva yacho, mibvunzo yakadaro inowanzobvunzwa nevanhu ruzivo vatengesi. Chikonzero chacho chiri pachena. Beginners kazhinji vanotarisira kurarama achishandisa mibvunzo ezvinhu, uye matambudziko nemhosva yacho zviri kuonekwa sezvo richikwidibira. mushambadzi ruzivo anonzwisisa kuti kunzwisisa zvinogona kubatsira kwaari.

Abstractors. Ndivo mibvunzo pamusoro zvinokonzerwa kana nemigumisiro zvinokosheswa mutengi matambudziko. Ivo chokuita okutengesa kubudirira, asi kuoma kukunda ezvinhu uye dambudziko. Mutengesi delves kunyika yose dzingangoitika matambudziko angamuka, kana kwete nokukurumidza kutora matanho kugadzirisa dambudziko.

Tungamirira. Vanogona chaizvo apo kunyengetedzana pamwe makuru kumapati. Mibvunzo pfungwa mutengi kufunga pamusoro mhinduro, kwete dambudziko.

Sales kubudikidza kuruka nzira zvinowanzodana rokutengesa huru, izvo zvinoda misangano akawanda uye nokukurukura pamberi chero zvibvumirano zviri yakasainwa uye nhumbi kana mabasa vaipanana. Kunyange zvazvo nzira inogona kushandiswa kwenguva duku Vhoriyamu rokutengesa, apo yose kutenderera kunoita kuti zvikuru nokukurumidza. Asi kunyange pamberi okutengesa outsourcing vapemhi kuronga pachine zvavakanga kutarisira kubva musangano pamwe nemhosva.

Pane inonakidza panokurukurwa zvakafanana ruzivo pamusoro "tirwise zvaaitaura". Kana bhuku "kuruka-kutengesa" zvakanyorwa, pakanga atova yakawanda nevakawanda methodologies kudzidziswa Sales, pfungwa nzira "kukurira zvaaitaura". Aongorora anopfuura 35,000 okutengesa outsourcing, Rackham uye chikwata chake Vatsvakurudzi 30 vakakwanisa kuisa kunozorora dzimwe ngano uye vave nezviyero zvaizokonzera abudirire mutengapwe. Rackham anoti kwakavakirwa ruzivo uye tsvakurudzo, kuti vakawanda paanopikiswa zvinoitika kana kutengesa kwacho iri kusimbiswa kuti pamwero zvinhu zvakanakira chigadzirwa / basa. Asiwo, vane zvishoma pane kana mutengesi ari kutsvaga imwe nyanzvi kuwadzana chigadzirwa / mabasa pamwe pachena zvinodiwa, vakarondedzera ayo zvakanakira semaonero iyi maonero. The kutengeserana ndiko kubudirira, asi nemhosva anoona zvazvakanakira pachavo.

Kuruka okutengesa chidobi, makambani akawanda akachinja zvinoshamisa muna 1980s. Kunyange zvazvo, Chokwadi, nhasi vamwe vatsoropodzi dzinobvumirana kuti mumwe okutanga yemashoko vanobva rokutengesa zvishoma yechinyakare. Zvechokwadi, rakanakira kuziva zvinodiwa kuti nemhosva, asi kwete zvakananga zvakakwana kuti vawane mumwe makwikwi zvinobatsira. Chikonzero ndechokuti ano, kunyange zvazvo haasiyani zvaidiwa, asi kazhinji, vasingachagari munzanga nezvatinovavarira kwavari.

Asi chero zvakadaro, bhuku "kuruka-sale" inoramba zvakanaka-kutengesa mabhuku dzebhizimisi.