Nil Rekhem: sapota-zogulitsa

Sapota-zogulitsa - dongosolo anayamba ndi British zamaganizo-kafukufuku nawo mavuto malonda - Neil Rackham. Pa mtima za izo, zomwe zafotokozedwa m'buku la «sapota Kugulitsa», lofalitsidwa mu 1978, ali bwino kumatanthauza ndondomeko ya mitundu anayi a mafunso amene amalola akatswiri malonda kumvetsa kasitomala. Njira mawunikidwe ndi kufunsa, kumene kukanatsogolera nawatsimikizira ku kuphunzira kwa zosowa za makasitomala kukhala njira. Pogwiritsa ntchito ndondomeko Rackham, kuulula "ankafuna kuthekera" ndi kukhala nawo mu "zosowa bwino" kuti wogulitsa angathe kuthetsa. Ngakhale kuti zithunzi m'buku "sapota-zogulitsa" penapake chakale, zili zake ndi zogwirizana. Today, chuma lipindulitsa pafupifupi katswiri aliyense mu kugulitsa katundu.

amitundu inayi mafunso

Situational. Lililonse wamalonda wabwino akuyamba kugulitsa ndi kufunsa mafunso othandiza kasitomala kumvetsa zinthu zikusinthira ndi kuganizira Kuwulura mavuto ena. Koma zimenezi siziyenera nkhanza, monga nthawi zina zotentha ndi antchito zambiri. Zimakhala "kuwopseza" wa kasitomala. Musaphwanye kufunsa mafunso kuvumbulutsa zachisinsi zinthu zimene zili zosavuta kupeza, pamaso pa zokambirana anayamba.

Mabvuto. Iwo apangidwa kudziwa vuto munapangana, mafunso amenewa ankakonda kuwafunsa amalonda odziwa. chifukwa ndi lodziwikiratu. Oyamba zambiri ndikuyembekeza kupirira mwa mafunso situational ndi mavuto kasitomala amaoneka kuti pachiswe. ZIMAKHALA wamalonda amadziwa kuti Kuvuta zingakhale zothandiza kwa iye.

Abstractors. Awa ndi mafunso za zotsatira kapena zotsatira za mfundo za mavuto makasitomala. Iwo umafananirako bwino malonda, koma zovuta kuposa situational ndi vuto. Wogulitsa delves ku mavuto onse angathe amene angakhalepo, ngati si mwamsanga kanthu kuti tikonze vutolo.

Adzandilondolera. Iwo akhoza kukhala zothandiza makamaka pamene kukambirana ndi maphwando aakulu. Mafunso kuganizira makasitomala pa njira, si vuto.

Sales njira sapota zimatchulanso malonda zikuluzikulu, zimene amafuna misonkhano angapo akambirana kale mapangano alionse lalembedwa ndi katundu anasinthanitsa. Ngakhale njira angagwiritsidwe ntchito yocheperako buku la malonda, kumene mkombero lonse amamuchititsa nsanga kwambiri. Koma ngakhale pamaso pa mavenda malonda kupeza ntchito zina kunja ndi kukonza zimene iwo amayembekezera kukumana ndi kasitomala.

Pali kukambirana kosangalatsa wa zodziwika pa "kugonjetsa ankakana". Pamene buku "sapota-kugulitsa" linalembedwa, panali kale kwambiri za njira wamba Sales maphunziro, anatchula njira kuti "kugonjetsa ankakana". Atalipenda oposa 35,000 malonda kupeza ntchito zina kunja, Rackham ndi gulu la ofufuza 30 atha kuika kupuma ena zikhulupiliro ndi kukhala miyeso kuti kungabweretse ndikupeleka bwino. zodzinenera Rackham zimene zimachitikadi ndiponso kufufuza kuti ambiri mwa mfundo za chikuchitika pamene ndondomeko malonda ndi anaikira Pamlingo waukulu pa mbali ndi ubwino mankhwala / utumiki. Tikawonetsetsa ali ochepera pamene wogulitsa akuyembekezera gulu katswiri wa mankhwala / ntchito ndi zofuna bwino, polongosola ubwino wake kwa mfundo imeneyi. ndikupeleka ukuyenda bwino, kasitomala amaona ubwino okha.

Sapota malonda njira, makampani ambiri asintha kwambiri mu 1980s ndi. Ngakhale lero ena otsutsa amavomereza kuti imodzi mwa zitsanzo loyamba la malonda kafukufuku penapake chakale. Ndithudi, abwino kwa kudziwa zosowa za kasitomala, koma si yeniyeni zokwanira kuti apeze mwayi mpikisano. Chifukwa chake n'chakuti dziko ano, ngakhale sanyalanyaza zosowa, koma ambiri, sudzakhalanso ndi anthu zochokera kwa iwo.

Koma Mulimonsemo, buku "sapota-zogulitsa" akanali mabuku bwino kugulitsa wa malonda.