Al\u0131c\u0131lar fiyat de\u011fil de\u011fer sat\u0131n al\u0131rlar. Al\u0131c\u0131 yaln\u0131zca, \u00f6dedi\u011finden daha de\u011ferli \u00fcr\u00fcn ve hizmeti sat\u0131n alacakt\u0131r. Rekabet ortam\u0131nda de\u011feri en \u00e7ok olan ya da de\u011fer yaratan \u00fcr\u00fcn ve hizmeti.<\/p>\n\n\n\n
The New Psychology of Persuasion and Motivation in Selling adl\u0131 \u00e7ok \u00f6nemli bir kitab\u0131n yazarlar\u0131 (Whitney, Hubin ve Murphy) \u201cde\u011fer”i yans\u0131tan bir form\u00fcl geli\u015ftirdiler.<\/p>\n\n\n\n
Ekonomik de\u011ferin a\u015fa\u011f\u0131daki form\u00fclle anlat\u0131labilece\u011fini iddia ettiler:<\/p>\n\n\n\n
* Ekonomik De\u011fer= Kalite + Yarar + Hizmet \/ Fiyat<\/p>\n\n\n\n\n\n\n\n
Ekonomik de\u011ferin yaln\u0131zca pay\u0131 (Kalite + Yarar (kullan\u0131m bi\u00e7imi) + Hizmet) art\u0131rarak ya da payday\u0131 (Fiyat) azaltarak art\u0131r\u0131labilece\u011fine dikkat edin. Bu form\u00fcldeki kilit nokta kalite, yarar ve hizmet s\u00f6zc\u00fcklerindeki anlam\u0131n, sizin de\u011fil al\u0131c\u0131n\u0131n anlad\u0131\u011f\u0131 anlam olmas\u0131d\u0131r. Kurumunuz ve sizin i\u00e7in \u00f6nemli oldu\u011funu d\u00fc\u015f\u00fcnd\u00fc\u011f\u00fcn\u00fcz \u015fey al\u0131c\u0131n\u0131z i\u00e7in hi\u00e7 de \u00f6nemli olmayabilir.
Bu nedenle, kalite, yarar ve hizmetin al\u0131c\u0131 i\u00e7in ne anlama geldi\u011fini belirleyen \u00f6nemli fakt\u00f6rleri \u00f6\u011frenmek amac\u0131yla onlara sorular sorman\u0131z ve onlar\u0131 dinlemeniz gerekir. Burada akl\u0131n\u0131zda tutman\u0131z gereken \u00f6nemli bir nokta daha var. Rakipleriniz fiyat k\u0131r\u0131nca, oyundan at\u0131lmamak i\u00e7in ayn\u0131 \u015feyi yapman\u0131z gerekmeyebilir. M\u00fc\u015fteriye, paydan elde edeceklerini \u00f6nemseterek Ekonomik De\u011fer’i art\u0131rabilirsiniz ve b\u00f6ylece payday\u0131 hi\u00e7 azaltmazs\u0131n\u0131z.<\/p>\n\n\n\n
B\u00f6l\u00fcm \u00d6zeti:<\/p>\n\n\n\n
1<\/strong>. Sat\u0131c\u0131-al\u0131c\u0131 ili\u015fkilerinin \u00fc\u00e7 ana t\u00fcr\u00fc vard\u0131r:<\/p>\n\n\n\n \u2022 Tek g\u00f6r\u00fc\u015fmeyle yap\u0131lan sat\u0131\u015f<\/p>\n\n\n\n \u2022 Birka\u00e7 g\u00f6r\u00fc\u015fmeyle yap\u0131lan sat\u0131\u015f<\/p>\n\n\n\n \u2022 Uzun s\u00fcreli ili\u015fki<\/p>\n\n\n\n 2.<\/strong> Ortakl\u0131k, Sinerjik Paradigma’n\u0131n temelidir. Sat\u0131c\u0131yla al\u0131c\u0131 aras\u0131ndaki ili\u015fki bu paradigman\u0131n i\u00e7inde serpilir.<\/p>\n\n\n\n 3.<\/strong> Ortakl\u0131k, yapt\u0131\u011f\u0131n\u0131z de\u011fil oldu\u011funuz bir \u015feydir. Ortakl\u0131\u011f\u0131n d\u00f6rt temel \u00f6zelli\u011fi vard\u0131r.<\/p>\n\n\n\n \u2022 Ortakl\u0131\u011f\u0131n do\u011fas\u0131nda birbirine ba\u011f\u0131ml\u0131 olmak vard\u0131r.<\/p>\n\n\n\n \u2022 Kar\u015f\u0131n\u0131zdaki ki\u015finin ya\u015fam\u0131nda farkl\u0131l\u0131k yaparsan\u0131z, onlara katk\u0131da bulunursan\u0131z, onlar i\u00e7in bir \u015feyler yapmaktan zevk duyarsan\u0131z ortakl\u0131k geli\u015fir<\/p>\n\n\n\n \u2022 Ortakl\u0131k bireylerden daha b\u00fcy\u00fck bir de\u011fere varmay\u0131 g\u00f6rev edinmektir.<\/p>\n\n\n\n \u2022 Ortakl\u0131\u011f\u0131n gelece\u011fi vard\u0131r.<\/p>\n\n\n\n 4.<\/strong> Sinerjik Paradigma’n\u0131n be\u015f temel ilkesi:<\/p>\n\n\n\n \u2022 Ad\u0131m ad\u0131m sat\u0131\u015ftan vazge\u00e7in. Son karar m\u00fc\u015fterinindir.<\/p>\n\n\n\n \u2022 M\u00fc\u015fteriye bask\u0131 yapmak, sat\u0131n almaya kar\u015f\u0131 bir diren\u00e7 yarat\u0131r.<\/p>\n\n\n\n \u2022 Sat\u0131\u015f elemanlar\u0131, m\u00fc\u015fterinin karar almas\u0131na yard\u0131mc\u0131 olacak bir ortam yaratmal\u0131d\u0131r.<\/p>\n\n\n\n \u2022 Sat\u0131\u015f elemanlar\u0131, bir dan\u0131\u015fman gibi davranmal\u0131d\u0131r.<\/p>\n\n\n\n \u2022 Sat\u0131\u015f elemanlar\u0131, de\u011fer yaratmal\u0131d\u0131r.<\/p>\n\n\n\n 5.<\/strong> Al\u0131c\u0131n\u0131n kendi karar\u0131n\u0131 almas\u0131na yard\u0131mc\u0131 olacak alt\u0131 basamak:<\/p>\n\n\n\n \u2022 Al\u0131c\u0131n\u0131n kar\u015f\u0131lanmam\u0131\u015f gereksinimlerini ve korkular\u0131n\u0131 tan\u0131mlama<\/p>\n\n\n\n \u2022 \u00c7\u00f6z\u00fcmler \u00fcretme<\/p>\n\n\n\n \u2022 \u00c7\u00f6z\u00fcmleri de\u011ferlendirme<\/p>\n\n\n\n \u2022 En iyi \u00e7\u00f6z\u00fcme karar verme<\/p>\n\n\n\n \u2022 \u00c7\u00f6z\u00fcm\u00fcn nas\u0131l uygulanaca\u011f\u0131n\u0131 belirleme<\/p>\n\n\n\n \u2022 \u00c7\u00f6z\u00fcm\u00fcn sonu\u00e7lar\u0131n\u0131 de\u011ferlendirme<\/p>\n\n\n\n 6<\/strong>. Al\u0131c\u0131n\u0131n davran\u0131\u015f\u0131n\u0131 denetim alt\u0131na almaya ne kadar \u00e7ok \u00e7abalarsaniz, o ili\u015fkideki etkiniz o kadar azal\u0131r.<\/p>\n\n\n\n 7<\/strong>. \u0130nsanlara tav\u0131rlar\u0131n\u0131, tutumlar\u0131n\u0131 ve inan\u00e7lar\u0131n\u0131 de\u011fi\u015ftirmeleri i\u00e7in eskiye ba\u011fl\u0131l\u0131klar\u0131n\u0131, yeniyle ilgili korkular\u0131n\u0131 ve ku\u015fkular\u0131n\u0131 ifade etme \u015fans\u0131 tan\u0131nmal\u0131d\u0131r.<\/p>\n\n\n\n 8<\/strong>. Dan\u0131\u015fman, ki\u015filerin ya da kurumlar\u0131n “yeni” yollar denemelerine yard\u0131mc\u0131 olacak bilgi ve uzmanl\u0131\u011f\u0131ndan gelen etkisine g\u00fcvenen, ama otoritesi olmayan ki\u015fidir.<\/p>\n\n\n\n 9<\/strong>. T\u00fcm sat\u0131n alma kararlar\u0131n\u0131n temeli olan Ekonomik De\u011fer a\u015fa\u011f\u0131daki form\u00fclle tan\u0131mlan\u0131r:<\/p>\n\n\n\n Ekonomik De\u011fer = Kalite + Yarar+ Hizmet \/ Fiyat <\/p>\n\n\n\n Kaynak: Etkili Sat\u0131\u015f E\u011fitimi – Carl Zaiss – Dr. Thomas Gordon<\/em><\/em><\/p>\n","protected":false},"excerpt":{"rendered":" Al\u0131c\u0131lar fiyat de\u011fil de\u011fer sat\u0131n al\u0131rlar. Al\u0131c\u0131 yaln\u0131zca, \u00f6dedi\u011finden daha de\u011ferli \u00fcr\u00fcn ve hizmeti sat\u0131n alacakt\u0131r. Rekabet ortam\u0131nda de\u011feri en \u00e7ok olan ya da de\u011fer yaratan \u00fcr\u00fcn ve hizmeti. The New Psychology of Persuasion and Motivation in Selling adl\u0131 \u00e7ok \u00f6nemli bir kitab\u0131n yazarlar\u0131 (Whitney, Hubin ve Murphy) \u201cde\u011fer”i yans\u0131tan bir form\u00fcl geli\u015ftirdiler. Ekonomik de\u011ferin […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[16],"tags":[],"_links":{"self":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/1052"}],"collection":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1052"}],"version-history":[{"count":5,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/1052\/revisions"}],"predecessor-version":[{"id":1077,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/1052\/revisions\/1077"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1052"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1052"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1052"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}