Nil Rekhem: i milo-kuai

I milo-kuai - ka'ōnaehana hoʻomohala ma ka Beritania psychologist-kanaka noiʻi 'ole i loko o ke kūʻai akuʻana pilikia - Neil Rackham. Ma ka naau o ka mea, e like me ka wehewehe i loko o ka puke «i milo kuai», paʻi i ka makahiki 1978, Ua pono-i ho'ākāka 'kaʻina o na ano eha o nā nīnau e leie aku kuai' Oihana e maopopo i ka Client. Ka mākau kokoke mea ia e kukakuka, i makemake alakai kekahi hoʻonohonohoʻana i ka hoʻopaʻa 'ana i nā pono o nā mea kūʻai mai, e hoʻomōhala pāʻoihana. E ho ohana i ke kaʻina hana Rackham, hōʻike "Loaʻaʻia koi" a me ka hoʻomōhala ia i loko o ka "maopopo pono" i ke kuai mea hiki ia ke hoʻoponopono. I loko nō o ka mea i nā kiʻi i loko o ka puke "milo-kuai" o kekahi OOAOAaXUEIE, kona maʻiʻo mea nō pili. I keia la, i ka lako e mea pono no ka aneane kekahi hoʻomalu i loko o ke kuai ana o ka waiwai a me nā lawelawe.

Four 'ano o nā nīnau

Situational. O na mea maikai salesman hoʻomaka kuai me ka mea noi nīnau e kōkua i ka Client maopopo i ka he pilikia, a kālele ana ma luna o ka hōʻike 'ia' ana o kekahi mau pilikia. Akā, i kēia e ole e hana ino mau ana, e like me ka mea ua i kekahi manawa i ka inexperienced salespeople. Ua hiki "hoʻomakaʻu" o ka Client. No pono e noi mau ninau i ka wehe 'ike i ka mea oluolu i ka loaa, ma mua o nā kūkā' hoomaka.

Problematic. Ka mea, i papahana pilikia ka Client ka e hōʻike, na ninau pinepine noi ma ka hoao ana i ka poe kalepa. Ke kumu ua maopopo. Beginners pele manaʻolana e Makuakane ma ka mea o situational nīnau, a ua ike pilikia ka Client ka like na olelo hooweliweli au. Inā pilikia ka haumāna salesman ka hoomaopopo i ka manaʻo pohihihi hiki e pono no ia ia.

Abstractors. Eia nā nīnau e pili ana i ka waiwai, aole hoi hopena o na loina Customer pilikia o. Ka mea, ua pili loa aku i ka kuai ana i ka pomaikai, akā, oi huikau ma mua o situational a me ka pilikia. Kuai delves i loko o nā mea a pau o ka Loaʻaʻia hihia i ke ala mai, ināʻaʻole koke laweʻanuʻu i ka pilikia, e hooponopono.

Alakai. Ka mea hiki e pakahi aku la ia mau mea kōkua ma negotiating me ka nui aoao wā. Ninaninau 'ana i kālele ana Customer noonoo ana ma luna o ka pāʻoihana, i ka pilikia.

Sales ma milo papa hana 'ana i kapa i nui kuai, a noi aku i mau halawai a me ka hui kūkāʻana ma mua kekahi aelike i kakau inoa, a me ka waiwai a me nā lawelawe ua panai aku. ʻOiai ka hana hiki ke hoʻohana 'ia no ka uuku ka leo o ke kuai, ma ka mea a pau āu e kalapona e e nui quicker. Akā, i mua o nā kuai outsourcing kanaka kūʻai aku i e ka manaʻo i loko o ua kaumaha hoʻi i ka mea i manaʻo mai i ka halawai ana me ke Client.

Aia ka he hoihoi 'kūkākūkā o na ike ma "lanakila kumu o". I ka wā o ka puke "milo-kuai" i palapala, ua mua he wahi lihi iki o na methodologies o ke aʻo Sales,ʻeleu ma aoao e "lanakila kumu o". Ma hope o ke kālailai oi ma mua o 35.000 kuai outsourcing, Rackham a me kona hui ana o 30 noiʻi i Ua hiki ke pepehi, e kau mai i kekahi o nā kaʻao a me ka ulu ana i makemake alakai i ka holomua hana. Rackham koi ana me ka nānā 'ana ma ka ho'āʻoʻana a me ka noiʻi, i ka hapanui o na kue hana ka wā o nā kuai kaʻina ua kia e like he nui ma luna o nā hiʻona a me ka huina hoonui / hana ia e pōmaikaʻi ai. Conversely, ua emi mai ma mua o ka wā o ka mea kūʻai aku e imi i ka 'oihana' ē aʻe o ka huina hoonui / lawelawe me ka maopopo koi, hōʻike no kona pono, mai keia wahi o ka nānaina mea. Ke hana ka holomua, ka Client ike i ka pomaikai no lakou iho.

Milo kuaiʻano hana, ua hoʻololi dramatically nui poʻe i loko o nā 1980s. Oiai, o ka papa, i keia la i kekahi mau manaʻo kiʻiʻoniʻoni pili no hoi i kekahi o nā Ke Ana Hoʻohālike mua o consultative kuai kekahi OOAOAaXUEE. He oiaio, ia mea maikaʻi no nä na pono o ka Client, akā,ʻaʻole i ho'ākāka 'lawa i ka mea e loaa i ka hoʻok & lanakila. Ke kumu o ia ka mea o kēia au nei, eia nae ka mea 'aʻole i kāpae'ōlelo i nā pono ai, akā, ma ka mau, hou ola i loko o ke kaiāulu aʻo i kaʻoihana iā ia.

Akā, ma kekahi hihia, o ka puke "milo-kuai" koe ka mea maikaʻi-kuai puke o ka hana.