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شناسائی شیوه فروش | مشاوره منابع انسانی و رفتار سازمانی
شناسائی شیوه فروش

این گزارش به شما نمیگوید که این فرد یک فروشنده خوب است یا خیر، بلکه شیوه مورد استفاده این فرد را در گامهای مختلف از یک فرآیند فروش به شما معرفی میکند.

گذشته از آنکه هر سازمان میتواند براى کارکنان بخشهاى مختلف سازمان فروش خود تعریف خاص خود را داشته باشد، از نظر کلى براى تحقق فروش باید:

  • موضوع به درستى براى مشترى یا مخاطب طرح شود : آغاز فروش
  • خدمت یا کالاى موضوع فروش به نحو بایسته براى مخاطب تشریح شود : ارائه محصول
  • به سوالات و ابهامات مشترى به درستى توجه و پاسخ داده شود : ارتباطات فروش
  • بستن قرارداد یا قطعى نمودن سفارش با مشترى : نهائى نمودن فروش
  • حفظ ارتباط با مشترى و توجه به نیازهاى او : ادامه و توسعه فروش
  • صدور فاکتور، عقد قرارداد، ارتباطات مالى : کارهاى ادارى فروش

کاستى در هر یک از این مراحل، ممکن است سبب عدم توفیق در فروش در سازمان شما شود. اما شما میتوانید با شناختن توانائى هر یک از کارکنان خود در هر یک از این زمینه ها، فرد یا افراد مناسب را براى انجام کارهاى ضرورى در هر مقطع از فروش به کار بگیرید. از سوی دیگر میتوانید برای مواجهه با مشتری، از نیروهایی استفاده کنید که محصول یا خدمت شما را متناسب با انتظار مشتری به وی ارائه کنند و به این ترتیب عملکرد بخش فروش شما افزایش یافته و مشتریان راضی تری خواهید داشت.

اگر فردى را که توانائى قابل ملاحظه در گرفتن سفارش دارد، اما در زمینه طرح مسئله و ارائه محصول حوصله کافى ندارد را به سراغ یک مشترى مهم بفرستید، احتمالا آن مشترى را به علت عدم توجه به نیازهایش در کسب اطلاعات لازم، از دست خواهید داد. همچنین اگر فردى را که توانائیش در بخش ارائه محصول بالاست، به سراغ مشترى کم حوصله و مهمى که وقت لازم براى شنیدن توضیحات احتمالاً مفصل همکاران شما را ندارد بفرستید، احتمالا باز هم مشترى را از دست خواهید داد.

بى شک شما این اطلاعات و تجارب را در طى زمان کسب خواهید کرد، اما ممکن است آگاهى از این مسئله براى سازمان شما به بهاى از دست دادن چند قرارداد تمام شود.

در حالیکه با استفاده از گزارش “سنجش شیوه فروش” میتوانید از ابتدا متناسب ترین فرد یا مجموعه اى از افراد را براى مشتریان مختلف و مراحل مختلف فروش در نظر بگیرید. کارکنان شما هم به علت افزایش موفقیت در زمینه اى که در آن توانائى لازم را دارند، با رضایت شغلى بیشترى به سازمان شما خدمت خواهند نمود و احتمال ماندگاری آنها در سازمان شما افزایش خواهد یافت.

شما میتوانید شیوه فروش همه کارکنان خود، یا تعداد محدودى از آنها را شناسائی نمائید. براى کسب اطلاعات بیشتر در این زمینه با ما تماس بگیرید.

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