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يکشنبه 02 دي 1403      22:10
 
 
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شبكه هاي بيسيم RFID براي سيستم هاي بلادرنگ ارتباط با مشتري

شبكه هاي بيسيم RFID براي سيستم هاي بلادرنگ ارتباط با مشتري


مدیریت فروش و بازاریابی
 
 
بسياري از فروشندگان جلسات زيادي براي متقاعد كردن مشتري مي گذارند و از كارشان هم ابراز رضايت مي كنند اما فروشي صورت نمي دهند؟اشكال كار آنها در اين است كه فرآيند مذاكره فروش را نصفه و نيمه رها مي كنند . آنها در مذاكرات تجاري يا جلسات فروش ، پس از تشريح كامل مزاياي محصولات يا خدماتشان ، هرگز از مشتري درخواست سفارش نمي كنند .
 
ساعتها وقت خود را به پيدا كردن مشتري ، تنظيم قرار با وي و گفتگو با او صرف مي كنيم اما از موضوع اصلي يعني درخواست سفارش به او غافل مي شويم . خوب در اين لحظه بايد از خود بپرسيم پس اين همه رنج و زحمت براي چيست؟
 
بيائيم از بچه ها بياموزيم آنها الگوهاي بسيار خوبي در اين مورد براي ما هستند .
 
در يك روز داغ تابستان در حال بازي تنيس در يكي از زمين هاي مجموعه ورزشي انقلاب تهران هستيم . در گوشه اي از زمين و پشت حصارهاي سيمي اطراف آن ، دختري 10 يا 11 ساله به همراه پسركي 5 يا 6 ساله كه دو پارچ پلاستيكي بزرگ در دست دارند ، ايستاده اند .
براي استراحتي كوتاه به كنار زمين آمديم . دختر پارچ بدست در حاليكه لبخندي بر لب دارد ، مي پرسد ؟ حالا كه داريد استراحت مي كنيد كمي نوشيدني خنك ميل داريد؟
هوا بسيار گرم است و ما نيز حسابي تشنه شده ايم ، پس به آنطرف فنس ها مي رويم . او مي پرسد ؟ ليموناد ميل داريد يا شربت پرتغال ؟ پس از اينكه نوشيدني هايمان را انتخاب مي كنيم ، او نوشيدني ها را مي ريزد و در حاليكه دستش را جلو آورده است مي گويد : هر كدام 800 تومان مي شود، لطفاً .
 
ما نيز 4000 تومان به او مي دهيم ، او نيز بعد از آنكه پولها را با دقت تا كرده و در جيبش مي گذارد ، نوشيدني ها را به ما مي دهد و مي گويد : روز خوبي داشته باشيد ، و مابقي پول را نيز نمي دهد و مي رود . هيچ يك از ما هم گله اي نمي كند .
 
آيا تصور نمي كنيم اين روش حرفه اي عرضه كالا آنهم از يك دخترك 10 يا 11 ساله ، ارزش 800 تومان انعام را نيز داشته باشد ؟
مديران بسياري را مي شناسم كه در جلسات مذاكرات تجاري بسيار بزرگي حاضر مي شوند اما چون از استراتژي مشخصي براي هدايت فرآيند مذاكره بهره نمي برند ، متأسفانه پس از ماهها مذاكره همچنان موفق به عقد قرارداد نمي شوند .  
به درخواست مدير سازماني در يك مذاكره تجاري نسبتاً بزرگ شركت كرده بودم . مذاكره اي كه ماهها بطول انجاميده بود. با اطلاعاتي كه از ايشان گرفتم با يك پلان مشخص وارد جلسه شديم و با تكنيك قيمت گذاري چند گزينه اي ، مشتري را متقاعد كرديم و وي نيز يكي از قيمت ها را برگزيده و جلسه با عقد قرارداد به اتمام رسيد .به نظر بنده اصلاً مشكلي وجود نداشت ، صرفاً پافشاري طرفين بر روش ارائه يك نوع خدمات خاص مانع از اين مي شد كه بحث به ارائه قيمت و درخواست سفارش منتهي شود. در پايان جلسه نيز هر دو طرف اذعان داشتند كه منافعشان بخوبي در قرارداد تأمين گرديده است .
 
اگر به اين نكته توجه داشته باشيم كه براي لحظه به لحظه يك مذاكره تجاري بايستي طرح و برنامه داشت و متفكرانه گام برداشت ، ديگر مذاكره نصفه و نيمه رها نخواهد شد.

 

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