Mthengisi Ophumelelayo: "iziqhamo" exotic oza kanye yesigidi?

Mthengisi (oko kukuthi nangakumbi) abe ngaphezulu okanye ngaphantsi zonke inkampani enkulu. Amaninzi, salespeople afunelwa intshumayelo kunye nokuthengiswa kwempahla, kodwa xa sithetha malunga ngeenkonzo, imisebenzi yabo ayinakuba ngaphantsi kwe ngempumelelo.

Ngoko ke, nina nize kuphuhliso loshishino sabo ukuya kwindawo apho kwakufuneka umthengisi. Kodwa ukufumana indlela umntu unelungelo, nako ukumelana imisebenzi yayo? Ngokutsho Uphando lwakutshanje, kwama-52% yentengiso ngeendleko lonke-27% ye-arhente!

Ziziphi iimpawu zabaviwa kufuneka sinikele ingqalelo kwindawo yokuqala? Uya kumangaliswa, kodwa ke le mbono, njengabo bonke abathengisi ngempumelelo - kufike abantu, evulekileyo, eNamandla kunye nentwana silwe, eNamandla. Abaninzi salespeople omkhulu - babenobuntu nkqu nabantu incinane. Phakathi kwazo kukho amadoda kunye nabafazi, phezulu nezisezantsi, ngubani na ukuthetha kakuhle kwaye engenayo eli emihle, icocekile kwaye apho.

Iingcali ziye amashumi abaninzi bafuna ukwenza umfanekiso eneenkcukacha umthengisi ohambahambayo ngempumelelo. McMurry, umzekelo, wayekholelwa ukuba umthengisi kufuneka ibe 'isoka' wokwenene, indoda baqhele ukuba kusoloko ukuphumeza le njongo. Ezinye iinkalo ezibalulekileyo - eneji, ukuzithemba kunye nesimo sengqondo kuyo nayiphi na inkcaso njenge umngeni kwintetho yakhe.

Phezu inkcazo emfutshane umfanekiso komviwa efanelekileyo wenza Meyer Greenburg. Ngokutsho kwabo, iimpawu eziphambili yiarhente yokuthengisa ingqiqo onovelwano (ukukwazi ukungena iimvakalelo kunye neemvakalelo obunokubakho yomthengi) nenamandla abanekratshi, sidinga ukuphunyezwa yentengiso ngempumelelo olomeleleyo.

Njengoko kuba iinkqubo ukhetho, yonke into ixhomekeke lomqeshi. Nakuba kunjalo, iimvavanyo zobuchule kakhulu ngakumbi ukuba ukunixelela umviwa ngaphezu qalisa enenkcukacha.

Enye ingongoma ebalulekileyo - uqeqesho arhente zeentengiso. Oko kufuneka ukuba bafunde? Hayi ukuba athengise, kunjalo. Kwaye ukuba yinxalenye yenkampani yakho, ngokunyanisekileyo unomdla kuphuhliso kunye nokupasa. Qiniseka ukuba ukuqhuba le ntetho iimpahla (ukuthetha malunga zabo inkqubo yokuvelisa, injongo kunye eziluncedo phezu iimveliso efanayo). Kufuneka uxelele umthengisi elizayo malunga abaphulaphuli ekujoliswe kunye okhuphisana.

Imisebenzi ye-arhente zeentengiso - intengiso ngempumelelo. Ngaba ukujongana nazo? Kukho iindlela ezininzi ukuvavanya ukusebenza salespeople:

• bethelekisa iziphumo arhente ezahlukeneyo;
• Uthelekiso iziphumo zangoku engaphambili.

Indlela yokuqala, njengokuba kusenziwa imiboniso, iphumelela ngakumbi. Ngapha koko, wonke umthengisi ufuna bebodlula oontanga yayo (kule, umvuzo wakhe ixhomekeke ngqo). Iinkuthazo extra ngakumbi kuya (iibhonasi, inkuthazo, okanye ngokuchasene noko, ukoyika nokugxothwa), iinzame kokukhona uya kwenza ukuze sihlale kwindawo eshushu okanye bafudukele ilanga ngakumbi. Qiniseka ukuba iliso ukuba imisebenzi ngamnye umthengisi liyinikiweyo, mawenziwe ngokupheleleyo - oku kuya kuvumela ukunciphisa iindleko kwaye afumane inzuzo.