Makasitomala wokonda njira cholinga ndi dongosolo lophunzitsira

Kodi inu munamva za zokambirana ndi trainings, nkhani ya amene ali ndi njira kasitomala-zochokera ku ntchito? Tiyeni tione zimene anthu osiyana awa ndi momwe iwo zingakhale zothandiza kwa inu kapena anu antchito.

Kodi "malonda, kasitomala wokonda"?

Akamanena za njira kasitomala olaula ndi antchito kuika chidwi kwenikweni kwa makasitomala. Ntchito yaikulu kwambiri wa membala aliyense wa gulu - kuchita chirichonse kwa amene anamaliza kampani ndalama, monga tsogolo si koma nthawi mubwerere.

kutsatira mfundo za njira kasitomala wokonda ndi:

1. Nato kumvetsa ndi kuthandiza wogula kapena makasitomala.
2. Kukhazikitsa zopangidwa ndi misonkhano, khalidwe lomwe likukwaniritsa zoyembezereka za ogula kapena kuposa iwo.
3. mogwirizana ogwira ndi makasitomala, zochokera kulemekezana.
4. Mtima wa Ngopambana pa mlingo uliwonse kwa momasuka.
5. The kusinthasintha kwa gulu ndi nkhani kusintha makasitomala ndi makasitomala zopempha.
6. Kujambula kasitomala omasuka maganizo mlengalenga.
7. Kufuna kuthandiza wogula kutenga mbali pothetsa mavuto ake.
8. ntchito yopitirira pa kusintha kwa khalidwe utumiki.
9. zochita Planning umalimbana kukopa ndi kusunga makasitomala.

Monga inu mukudziwa, njira yakale yochitira malonda ikukhudza ntchito munthawi yomweyo zinthu 4 a malonda: mankhwala, mtengo, malo, Kukwezeleza. Chiwembu 4P (mankhwala, mtengo, malo, Kukwezeleza) limafotokoza mwatsatanetsatane mu kudziwika bukuli F. Kotler, "chikhazikitso cha malonda".

Kodi kutsogoza ntchito, zipangizo kasitomala zochokera njira? Marketing ziphunzitso zambiri, phindu si adakana. Koma mtundu watsopano wa ubale ndi ogula ndi makasitomala, kampani ikufotokozanso mankhwala si mtengo. Ntchito yofunika kwambiri oyang'anira okalamba ndi ogwira ntchito ena - muzilankhulana bwino m'banja ndi makasitomala.

Ubwino kasitomala zochokera njira ali motere:

1. Kwaiye zabwino chokomera ku msika.
2. Anapanga bwalo la makasitomala okhulupirika, nthawi zonse kusinthidwa ndi anawapatsa ndalama pa.
3. Pali zambiri makasitomala atsopano ndi makasitomala kufunafuna gulu lako chifukwa umboni wa abwenzi.
4. Makasitomala wokonda njira amalimbikitsa malonda ndi kuchuluka mabuku malonda.
5. ndalama malonda ndi kuchepetsedwa ndi kukhala zosavuta.

Kodi misonkhano ndi trainings pa cholinga kasitomala?

Si chinsinsi kuti kumayambiriro njira kasitomala zochokera pang'onopang'ono. Poyamba, kampani ayenera kufufuza ogula ake ndi makasitomala, kumvetsetsa ndi kumaganizira zosowa zawo. Kuti tichite zimenezi, antchito ayenera maganizo kutenga malo a makasitomala, kumvetsa:

• zimene akufuna, pamene wotembenukira bungwe lanu;
• katundu anthu ndi zinthu zina zofunika ndi ogula ndi makasitomala;
• kuti ndi utumiki wabwino kuchokera maganizo awo;
• mavuto anakumana ndi makasitomala amene kugula mankhwala kapena utumiki, chifukwa chimene iwo chingathandize anu;
• wogula kapena kasitomala amafuna ndi ntchito ngati Inu mukhoza kuchita chinthu china kwa iye;
• zomwe zingachititse maganizo abwino kasitomala mmene gulu lako amatha kudzetsa chisangalalo kwa wogula.

Nkofunika kuphunzira mfundo zokhudzana ndi makasitomala: zakuthupi malonda, telefoni, malo oimika magalimoto pa udindo wanu kapena shopu, ndondomeko utumiki.

Imodzi mwa mfundo zabwino za mmene kukhazikitsa njira kasitomala centric kuti malonda, amapereka Dzhon Shoul. US katswiri pa khalidwe utumiki kupereka kuganizira ndi kumvetsera kwambiri makasitomala, mosalekeza analanda maganizo ndi madandaulo awo. Kulandira mayankho ochokera makasitomala mu mawonekedwe a kudzaza Mbiri osamveka monga zonena shoul. Osati makasitomala onse akufuna lembani mafunso, ndi iwo amene amagwirizana, amakonda gloss pa zenizeni. mudziwe zambiri ogwira ntchito kulandira kwa makasitomala mu ndondomekoyi. Ofotokoza kampani akhoza kwambiri kuwongolera utumiki. Mwachitsanzo, ngati makasitomala tifuna inu usiku, ndikofunika kupereka iwo ndi mwayi wotero. Apo ayi, kampani, makamaka, adzataya mwayi ntchito ndi makasitomala amene amakhala mu theka ina ya dziko lapansi.

Kukhazikitsa njira kasitomala olaula pofuna kukhazikitsa adzalephera ngati si bwino kuphunzitsa nzeru zatsopano yochitira malonda mu bungwe. vuto kwagona kuti luso muzilankhulana bwino m'banja ndi ogula ndi makasitomala sangathe anasamutsa chiphunzitso. M'malo mwake, anakulira mu mlengalenga ambiri a kampani. kampani kasamalidwe pamwamba ndi Ngopambana pakati okha ayenera kupereka chitsanzo cha khalidwe kasitomala olaula.

Kodi tinganene za zikalata lolamulira ndondomeko makasitomala ndi makasitomala? Makasitomala wokonda njira kudzachitika mu kumalo a ntchito, ngati ife asagwiritse tokha kubweretsa malangizo a ogwira ntchito, mmene kukhazikitsa zogulitsa. M'pofunika kukhazikitsa dongosolo la ntchito zothandiza ndi ogula ndi makasitomala.

Zolinga za maphunziro kasitomala wokonda

Makasitomala wokonda njira ayenera kulimbikitsidwa mwa antchito onse. Ndipo membala aliyense wa gulu bwana mwamsanga nthawi zonse tiyenera kukambirana zimene zinachitikira wantchito analakwitsa pamene zimavuta ndi makasitomala.

Pamisonkhano kupanga zinthu mabvuto bwino n'komwe. Kuti mumve ambiri yabwino kwambiri kugwiritsa ntchito masewero mawonekedwe a maphunziro.

magawo zogwiritsa mwina vuto la "maphunziro" antchito, ngakhale sizingalowe m'malo Ngopambana tsiku kulankhulana ndi atumiki.

Kawirikawiri allocated zothandiza ngati zimenezi maphunziro kasitomala:

1. Pophunzitsa ogwira kuganiza bwino ndipo khalidwe.
2. Kuwonjezera maganizo nzeru mlingo wa mamembala a gulu.
3. Chitukuko cha luso zothandiza anthu kulankhulana.
4. Kudzutsa kukula munthu antchito.

Mabwana Sales pambuyo likufa maphunziro ndi zosangalatsa mchitidwe mu njira kasitomala wokonda. Maphunziro pulogalamu ya gulu la ogwira ntchito zambiri amapereka zotsatira zabwino.

Kodi ndi nkhani ziti zofunika kuunikila pa maphunziro

Makasitomala wokonda njira kumapereka lingaliro kuti antchito angapo a chidziwitso akatswiri ndi luso. Choncho, trainings ano pa phunziro, monga ulamuliro, zigwirizana midadada zotsatirazi:

1. Chiwerengero cha maphunziro onsewa, cholinga chimene - kupanga ophunzira kumvetsa kufunika kusamalira za makasitomala. Lodziwa zifukwa kusiya ogula ndi makasitomala. Kukafola ndi ndondomeko ya ntchito mmene makasitomala.
2. Games ndi ntchito yokulitsa luso Ngopambana kudzuka ku malo ogula ndi makasitomala, kumvetsetsa zosowa zawo.
3. Zokambirana za magawo Makasitomala Wokhulupirika (yachibadwa kasitomala - makasitomala okhulupirika - kasitomala wotsatira).
4. Kuphunzira peculiarities khalidwe ogula zinthu zimene zimakhudza zochita pa iwowo.
5. Familiarization ndi njira ya utumiki wa alendo. maphunziro ntchito luso ndi makasitomala ambiri. Kuyesera njira lomvetsera yogwira.
6. Unit wodzipereka kwa zimavuta ndi makasitomala kovuta. Chiwerengero cha mlandu amaphunzira pa kusanthula mfundo. Kuphunzira mfundo za madandaulo.
7. Dziŵani Mabwana ndi njira kusangalala ntchito. Kuphunzira kudziletsa lamulo ndi kudzikonda gulu njira. Lophunzira njira ntchito ndi nkhawa komanso kuchotsa kutopa.

Tiyeni tione zina mwa ntchito zimene zikugwirizana ndi maphunziro pa lathu kasitomala.

Kuwerengetsa mtengo wa kutaya kasitomala

Pindulani ndi phindu zachuma, amene amathandiza kasitomala wokonda njira akhoza kumvetsa vuto masamu, amene njira ndi mphamvu ya ngakhale sukulu.

Tayerekezani kuti kugula kasitomala katundu ku kampani wanu kuchuluka kwa 10 zikwi. Opaka. pa chaka. Chaka chilichonse, ndalama zimenezi ndi chinawonjezeka ndi 2 zikwi. Opaka. Omwe kampani adzautaya malonda ngati wogula kapena makasitomala sikungathetseretu inu kugula patadutsa zaka 5? Kuwerengera ndalama za m'tsogolo phindu otaika. Mu chitsanzo chathu chidzakhala:

10 + 12 + 14 + 16 + 18 = 70 chikwi. Pakani.

Imeneyo ndiyo mtengo wa kasitomala anataya. mawerengedwe Makinawa wa index lipindulitsa kukhazikitsa mu dongosolo CRM, ngati ili ntchito pakampaniyo.

Kudziwa profitability zoyerekeza wa kampani, n'zothekanso kuwerengera ndalama za phindu anataya. Mwachitsanzo, ngati khoka chifukwa chuma chimachititsa 20% ya malonda, kwa zaka 5, kampani adzautaya 14 chikwi. Pakani.

Mu ndondomeko ya kuthetsa vuto la maphunziro, ophunzira ayenera kumvetsetsa mmene zokwera mtengo imfa ya wina kampani kasitomala. Nkofunika kutsindika kuti kufunafuna ndi kukopa makasitomala atsopano kapena makasitomala akadali mtengo.

Zifukwa zimene kasitomala amatenga

Mu siteji yotsatira ntchito ndikofunika kumvetsetsa zifukwa zimene wogula kapena kasitomala zambiri salinso ntchito kwa gulu lako, katundu ndi ntchito yomwe poyamba nazo.

Chifukwa chaichi, ayenera kufunsa ophunzira aliyense kukumbukira nkhani ya maphunziro a moyo, pamene bwino kwambiri anatumikira mu shopu, ndiye pitani kubwereketsa ritelo anadwala. Nkofunika kwa ophunzira mafunso otsatirawa:

1. Kodi maganizo anali ogwira ntchito amene kulankhula nanu?
2. Kodi kundichitira?
3. Kodi kwenikweni sunawakhutitse inu mu utumiki?
4. Kodi nkhondo inayamba? N'chiyani chinakupangitsani kukwiya kapena kukhumudwa?
5. ndi mmene mumamvera pa nthawi ndipo kuchokera pa ulendo wa wamalonda chiyani?
6. Kodi anapitiriza kugula pa sitolo izi zitachitika ndi yosasangalatsa?
7. Ndi anthu angati inu nawo nkhani zosasangalatsa?

Pokambiranapo, mndandanda wa zifukwa ogula kapena makasitomala salinso ntchito misonkhano ya makampani. Ena akufuna kukumbukira nthawi ya makhalidwe ntchito pamene makasitomala kusiya.

Kuchuluka kwa utumiki

Si chinsinsi kuti munthu aliyense ali nzeru zawo zimene ayenera kukhala mu utumiki wa kampani. Ndalama, ife kulandira enaake a chitonthozo, n'kumamva zabwino mtima (kapena kuchita popanda zoipa).

Makasitomala wokonda njira anira ano amafuna kudziwa za misinkhu 3 wa utumiki umene zingaoneke mu magulu osiyanasiyana:

1. Low. ziyembekezo kasitomala si wolungama. Iye akutenga maganyu, akukumana kukhumudwa.
2. Standard. ziyembekezo kasitomala akwaniritsidwe. Iye atapeza ndendende zimene zinkawerengedwa. Kasitomala sasamala bata.
3. Oo utumiki. Mayiwo afika kuposa kuyembekezera. Iye akuona zabwino mtima, amamva kufuna kubwerera ku kampani kugula latsopano.

Kuphunzira magulu a maphunziro utumiki, gulu anawagawa magulu 3. Aliyense timu mu nyengo yochepa ya nthawi (mphindi 10) ayenera kubwera ndi kumachita pamenepo shopu pa sitolo:

- mlingo wochepa wa utumiki;

- ndi mlingo muyezo wa utumiki;

- ndi Oo utumiki.

Chithunzi chilichonse patsogolo maphunziro, ophunzira kusewera kasitomala ayenera kudziŵitsa omvetsera, yomwe gulu izo ziri, kuti anakonza kugula chotani amayembekezera ali pa ndondomeko kugula.

Pambuyo mawu, mawu a makasitomala, zimene mtima iye anakumana ndi maganizo anali kuluka mu mutu wake. Ophunzira komanso limafotokoza mmene iye amayankha kuti ankafunitsitsa kamodzinso kubwera kwa kugula ku kampani anatulukira.

masewera "O, ndi"

Mbali yofunika kwambiri ya utumiki kasitomala-zochokera ku kampani - ndi luso antchito ake kugwirizana ndi makasitomala ndi makasitomala, kukhala naye pa mbali imodzi. Akutulukira nkhani m'chachikulu kuthana mu njira yakuti onsewo kukhalabe tipambane. Kuti tichite zimenezi, Ngopambana n'kofunika kuphunzitsa kasitomala kuzindikira musamuyese m'dani, koma monga bwenzi, amene inu mukhoza kukambirana zonse mokoma mtima.

Si chinsinsi kuti limodzi la malamulo wofunika kwambiri kwa anzake ogwira ndi mnzawo - osati kumuuza kuti ndi kolakwika. Nkofunika kuvomereza ndipo nthawi yomweyo kupanga kupereka kauntala, mmene kuchita bwino imeneyi.

The trainings ndi cholinga cha ntchito luso limeneli kawirikawiri anagwira masewero osangalatsa, ndipo malinga ndi malamulo? ophunzira kulowa awiri, koma kuvomereza ndi kugwirizana ndi mzake. Akufunsa ophunzira kugawanitsa akhale awiriawiri. Othandiza ayenera kugonjera pa masewera kuti sadzachitanso kudziwana wina ndi mzake ndipo anali limodzi zinthu yachilendo: Anapitirizabe chikepicho, kusochera mu nkhalango, ndipo chisweke ngati ngalawa chilumba mchipululu, anakhala Anagwiranso a achifwamba a. Iwo ayenera kugwirizana chochita lotsatira. Osewera kutenga mosinthanasinthana maganizo awo. Malinga ndi malamulo a masewerawo nthawi iliyonse muyenera kugwirizana ndi maganizo a comrade ndi (kutchula: "Inde ...") ndi kuwonjezera mfundo yake ( "... ndi ...").

Chifukwa ndi oseketsa dialogues mizere:

- Gulani botolo la vinyo.

- O, ndi mkate.

- Inde, ndipo adzapita uko mu nkhalango.

- O, ndi kugawana ndi agologolo ...

Play akupitiriza kwa mphindi 3-5.

Malinga ndi zotsatira za ntchito, ophunzira kukambirana zimene mtima analingalira pa masewera, chimene malingaliro anawoloka maganizo awo kuti ankaoneka zovuta, ndipo ena mphindi zinali zophweka kwambiri.

Thupi chitukuko cha luso Yesetsani kupita

Kulakwitsa antchito ambiri, chifukwa nthawi zambiri amalephera kugwiritsa njira kasitomala-zochokera ku ntchito za gululi, ndi sankafuna kulankhula ndi makasitomala pa nkhani iliyonse zosagwirizana ndi ntchito. Nthawiyi, makasitomala ambiri amakonda kuthana ndi ogulitsa ndi amene anali pa ubwenzi wabwino.

Choncho, mwa kuphunzira njira ya maphunziro kasitomala "nkhani wamba." Ophunzira akulimbikitsidwa kuyamba kulankhula ndi mzake nkhani bwinobwino pogwiritsa ntchito njira zotsatirazi:

1. Kuti ndibwereze zimene gwero anauzanso.
2. Kupereka mauthenga othandiza kwa bwenzi la.
3. Uzani nkhani zosangalatsa.
4. Zikomo.
5. Anapanga kuthekera.
6. Kulankhula mawu olimbikitsa.

Chitani "Zakumapeto"

Iyi ndi ntchito yolenga amathandiza Ngopambana kuphunzira kulankhula chinenero makasitomala a. Kuphunzitsa ophunzira anawagawa m'magulu. Aliyense timu akutsogolera akulangiza kulemba lemba ulaliki wa katundu ndi ntchito wa kampani, ndinazolowera woimirira wa ntchito zina (ndi mapulogalamu, dokotala, woyendetsa, mtolankhani). Kuganiza wapatsidwa mphindi 5-10. lemba malonda ayenera olembedwa ntchito jargon ndi mawu ankagwiritsa ntchito yopanga chilengedwe kasitomala wa.

Chitani "tiziike sakonda"

Mmodzi wa ophunzirawo akuwonetsa wogula wosokonezeka: wofunafunayo sanasankhe kuti athandizidwe ndi kampaniyo, koma sakufuna kuti amvepo chifukwa chochoka. Chifukwa chake chafotokozedwa pasadakhale pamapepala. Wophunzira-kasitomala akhoza kumasula ndemanga iliyonse ndi kufotokoza malingaliro alionse, koma samamvetsetsa kwenikweni za vutoli. Ntchito ya ophunzira awiri ndikumvetsa zomwe kasitomala sakukhutitsidwa nazo.

Kumapeto kwa masewerawo, wolembayo akuwerengera zotsatira zake: kodi mtsogoleriyo adapeza chifukwa chake kusakhutira kwa kasitomala, pazifukwa zotani zomwe akanatha kuzizindikira, monga wofuna chithandizo adanenera pa crux ya vutoli.

Kuchita masewera olimbitsa thupi "Fotokozerani munthu yemwe samvetsa"

Ophunzirawo amaimira kuti amagulitsa m'sitolo mwachizoloŵezi, koma osati mankhwala ophweka, mwachitsanzo, galimoto kapena khadi la banki. Pa nthawi yomweyi, wogula ndi munthu wopanda cholinga (mwana wamng'ono, dona, yemwe sadziwa chilichonse mu teknoloji, wachinyamata, wogontha, wamisala). Ntchito ya wogulitsa ndiyo kufotokozera mwaulemu, chiyankhulo chopezeka kwa kasitomala, chomwe kwenikweni amagulitsa ndi chifukwa chake chinthuchi chikufunikira kwa wogula.

Mbali za maphunziro ku banki

Njira yotsatsira makasitomala ku banki ndi yovuta kuigwiritsa ntchito kusiyana ndi bungwe la malonda. Ntchito za ogwira ntchito zachuma zikuphatikizapo ntchito zokhudzana ndi makasitomala, komanso kumatsatira malamulo, malamulo, malangizo. Pachifukwa ichi, wogwira ntchito ku banki ayenera kupereka zofunikira zambiri kwa wofuna chithandizo ponena za kupereka malemba oyenera, kuyankhulana kwa mfundo zofunika.

Kuphunzitsa pa njira yothandizira anthu ogwira ntchito ku bungwe la ndalama kumaphatikizapo choyika chokonzekera mosamala kuti chigwirizane ndi zifukwa ndi zotsutsana. Wogwira ntchito ku banki ndi wofunika pokonzekera kuti apititse patsogolo luso la kayendedwe kotsutsana.

Ntchito zamasewera zokonzekera bwino zimathandiza ophunzira a maphunziro kuphunzira momwe angatumizire makasitomala pamlingo wapamwamba, akulimbikira kukwaniritsa zofunikira za bungwe.

Pulogalamu yophunzitsira ogwira ntchito ku banki iyenera kukhala ndi nthawi yayikulu yoyang'anira nthawi ndi kudzikonda. Antchito ogwira ntchito, oyang'anira ngongole, ogwira ntchito m'ntchito ogulitsa ntchito amagwira ntchito pa nthawi yovuta. Zili zochepa ndi nthawi ya tsiku lothandizira ndipo nthawi yomweyo zimagwirizana ndi mizere ya alendo olakwika. Kupanikizika kosalekeza kumakhudza chikhalidwe cha kugwirizana ndi makasitomala.

Maluso a kuphunzitsa kuti mukhale ogwira ntchito bwino ayenera kukhala imodzi mwa nkhani zazikulu pa phunziro ndi ogwira ntchito ku banki.

Kuphunzitsa maphunziro kwa ogwira ntchito za maphunziro

Pogwirizana ndi kuti chiwerengero chowonjezeka cha mabungwe apamwamba ndi apamwamba chimakhala chitukuko, malingaliro kwa ophunzira ndi sukulu akusintha. Njira yopezera kasitomala mu maphunziro ikukula kwambiri. Aphunzitsi nthawi yomweyo amakumana ndi zovuta. Pachifukwa chimodzi, ayenera kufufuza mozama kudziwa za ophunzira awo, ngati kuli kofunikira, kuwonetsa maphunziro ochepa. Komabe, ngakhale wophunzira wosasangalatsa kwambiri tsopano ndi kasitomala. Kusakhutitsidwa kwake ndi bungwe la maphunziro kungapangitse kutaya gawo la ndalama za sukulu kapena yunivesite.

Choncho, maphunziro a ogwira ntchito za maphunziro ayenera kuphatikizapo kukhazikitsa ndi kusanthula zovuta zonse zomwe zikuchitika mu maphunziro, maphunziro, semina. Ndikofunika kuti aphunzitsi aphunzire kuima m'malo a ophunzira ndikuwamvetsa zosowa zawo.

Ndikofunikanso kuti aphunzitsi azidziŵa bwino maphunziro a ophunzira omwe akulimbikitsa, kuti awathandize kukhala ndi chikhumbo chofuna kumvetsetsa zomwe akuphunzira.

Mbali za maphunziro kwa antchito a malonda a zokopa alendo

Njira yoyendetsera makasitomala m'makampani okopa alendo ndi ofunika kwambiri. Mu gawo la bizinesi, anthu amazindikira mavuto ambiri ang'onoang'ono ndi kusagwirizana, akuyembekezera iwo. Kupita ku tchuthi, komabe ngakhale anthu omwe amagwira ntchito zovuta nthawi zambiri samafuna kuthana ndi mavuto ndi mavuto. Makampani okhudzana ndi malonda, zokopa alendo, zosangalatsa, ayenera kusamala kwambiri makasitomala.

Pa maphunziro, ndikofunika kulimbikira kwambiri kugwira ntchito pa malingaliro abwino a ophunzira. Ogwira ntchito m'mahotela, zosangalatsa zosangalatsa, makasitomala, makampani oyendayenda ndi ofunikira kuwonetsa mphamvu za mtendere ndi chimwemwe. Mukamagula tikiti kunja kapena tikiti yogwidwa, kasitomala ayenera kumverera kuti wapuma kale.

Kutsiliza

Njira yopezera kasitomala ku vutoli sizimaleka kukhala yofunikira. Momwe zinthu zilili zovuta kwambiri, mabungwe ambiri amayesetsa kugwiritsa ntchito malingaliro omwe salola kupulumutsa kwa makasitomala ndi makasitomala.

Kusunga makasitomala okhulupirika, makampani ambiri amayendetsa gawo limodzi ndikuzindikira bwino zosowa zawo. Panthawi yovuta, mpikisano ukukhazikika. Makampani akuluakulu amasamala zomwe makasitomala amafunikira, ndalama zomwe akufuna, zomwe angagulitsidwe kapena kugula makamaka makasitomala awo.

Zikuwoneka kuti vuto lachuma lidzafalikira njira yowakondera m'mabizinesi aang'ono ndi apakatikati. Masemina ndi maphunziro omwe aperekedwa pa mutu uwu akhoza kukhalabe akufunidwa kwa nthawi yaitali.