G\u00fcn ge\u00e7tik\u00e7e artarak karma\u015f\u0131kla\u015fan piyasa, sat\u0131\u015f elemanlar\u0131na fazladan engeller yaratmay\u0131 s\u00fcrd\u00fcrmektedir. Sat\u0131\u015f\u0131n hemen hemen her alan\u0131nda sat\u0131\u015fla ilgili ki\u015filerin say\u0131s\u0131 artmaktad\u0131r.
B\u00fcy\u00fck kurulu\u015flarda, kaliteli \u00fcr\u00fcn ve hizmetin verilmesini ve sat\u0131\u015f\u0131 etkileyecek \u00e7ok say\u0131da karma\u015f\u0131k yap\u0131da destek departmanlar\u0131 ve \u00e7ok fazla \u00e7al\u0131\u015fan vard\u0131r. Bunlara ek olarak, ayn\u0131 hizmetleri veren k\u00fc\u00e7\u00fck i\u015fletme sahiplerinden emlak ve sigorta sat\u0131c\u0131lar\u0131na kadar pek \u00e7ok ki\u015fi i\u015fin i\u00e7indedir.<\/p>\n\n\n\n
Gelecekte kurum i\u00e7indeki otorite hiyerar\u015fisini ortadan kald\u0131rmaya do\u011fru bir gidi\u015f var. Artan uzmanla\u015fma hareketi sat\u0131\u015f ve serviste daha \u00e7ok insan g\u00fcc\u00fc ve ek \u00fcniteler anlam\u0131na gelmektedir.
Alan Kerr bunu \u015f\u00f6yle a\u00e7\u0131kl\u0131yor: “Teknolojimiz geli\u015ftik\u00e7e, m\u00fc\u015fteriyle daha \u00e7ok etkile\u015fmemiz gerekiyor. Teknisyenden, \u00fcr\u00fcn \u00e7izimine, m\u00fc\u015fteri e\u011fitiminden m\u00fc\u015fteri deste\u011fine kadar pek \u00e7ok ki\u015fi m\u00fc\u015fterilerle y\u00fcz y\u00fcze gelecek.”<\/p>\n\n\n\n\n\n\n\n
Michael Bender ayn\u0131 konuya ba\u015fka bir perspektiften bak\u0131yor:<\/p>\n\n\n\n
B\u00fcy\u00fcmek amac\u0131yla uluslararas\u0131 s\u0131n\u0131rlar\u0131 a\u015fan \u015firketlerin, yeni i\u015fleri i\u00e7in daha fazla eleman\u0131 i\u015fe almak zorunda olduklar\u0131 unutulmamal\u0131d\u0131r. Fazla eleman almak \u015firket i\u00e7indeki \u201csat\u0131\u015fla ilgisi olmayan ki\u015filerin” m\u00fc\u015fteriyle do\u011frudan y\u00fcz y\u00fcze gelmesini gerektirir.<\/p>\n\n\n\n
Yeni elemanlar e\u011fitilmemi\u015f ve sat\u0131\u015f hedefleri konusunda hedefleri ve ama\u00e7lar\u0131 benimsememi\u015flerse, \u015firket m\u00fc\u015fteri kaybetme tehlikesiyle kar\u015f\u0131 kar\u015f\u0131yad\u0131r. Burada verilmek istenen as\u0131l ileti \u015fudur: G\u00fcn\u00fcm\u00fczde ve b\u00fcy\u00fck bir \u00e7o\u011funlukla gelecekte de etkili sat\u0131\u015f, sat\u0131\u015f eleman\u0131n\u0131n \u00fczerlerinde do\u011frudan otoritesinin olmad\u0131\u011f\u0131 ki\u015filerin \u00e7abalar\u0131n\u0131 koordine etme yetene\u011fine ba\u011fl\u0131d\u0131r. Sat\u0131c\u0131 her g\u00fcn, her birinin kendine \u00f6zg\u00fc g\u00fcndemi olan, birbirine ba\u011fl\u0131 ki\u015filerle etkile\u015fim i\u00e7indedir. Bu ki\u015filerin t\u00fcm\u00fc kendilerini m\u00fc\u015fterinin mutlulu\u011funa adad\u0131klar\u0131nda fikir birli\u011finde olmalar\u0131na kar\u015f\u0131n, her birinin sonu\u00e7 almada farkl\u0131 yollar\u0131, hatta sonu\u00e7lar\u0131 \u00f6l\u00e7mede farkl\u0131 standartlar\u0131 vard\u0131r. Sat\u0131\u015f eleman\u0131n\u0131n ba\u015far\u0131s\u0131, kendi sat\u0131\u015f\u0131n\u0131 etkileyecek ki\u015filerle verimli ortakl\u0131klar kurma ve bunlar\u0131 s\u00fcrd\u00fcrme yetene\u011fine ba\u011fl\u0131d\u0131r.<\/p>\n\n\n\n
Burada itaat ve uyu\u015fma aras\u0131ndaki ayr\u0131m\u0131 belirlemek gerekir. \u0130taat bireylerin uyumlu bir ileti\u015fim i\u00e7inde bulunmalar\u0131 halidir. Kabul ve yard\u0131m anlam\u0131na gelir; anla\u015fmazl\u0131k ve \u00e7at\u0131\u015fma yoktur. \u0130taat stat\u00fckoyu kabul eder, \u00e7\u00fcnk\u00fc bir \u015feyi de\u011fi\u015ftirmede anla\u015fmazl\u0131k tehlikesi vard\u0131r. Bu da uyumu besler. \u00d6te yandan uyu\u015fma verimli bir harekettir. G\u00fc\u00e7leri d\u00fcz bir \u00e7izgi \u00fczerine, ayn\u0131 dalga boyuna getirmenin bir yoludur. Do\u011fas\u0131nda sinerji vard\u0131r. Ba\u015fka bir deyi\u015fle, ortaya \u00e7\u0131kan sonu\u00e7lar taraflar\u0131n tek ba\u015flar\u0131na elde edeceklerinden daha b\u00fcy\u00fckt\u00fcr. Uyu\u015fma anla\u015fman\u0131n alt\u0131nda yatan anla\u015fmazl\u0131kla y\u00fczle\u015fmeyi gerektirir. Sat\u0131\u015f elemanlar\u0131 ba\u015fka ki\u015fi ve gruplarla uyumlu bir ileti\u015fim i\u00e7indedir; \u00e7\u00fcnk\u00fc anla\u015fmazl\u0131klar\u0131 y\u00fczeye \u00e7\u0131karmamak i\u00e7in aralar\u0131nda s\u00f6ze d\u00f6k\u00fclmeyen bir anla\u015fma vard\u0131r. M\u00fc\u015fterilerimizin \u00e7o\u011fu bize, herkes iyi ileti\u015fim i\u00e7inde oldu\u011fu i\u00e7in iyi bir ekip \u00e7al\u0131\u015fmas\u0131 yapt\u0131\u011f\u0131m\u0131z\u0131 s\u00f6ylediler. Bu s\u00f6zler k\u0131rm\u0131z\u0131 bayrakt\u0131r.<\/p>\n\n\n\n
Kurslar\u0131m\u0131zda s\u00f6zs\u00fcz ileti\u015fim egzersizi yaparken, ileti\u015fimin alt\u0131nda \u00e7ok b\u00fcy\u00fck k\u0131rg\u0131nl\u0131klar oldu\u011funu ke\u015ffettik. Ortaya \u00e7\u0131kard\u0131\u011f\u0131m\u0131z sorunlar\u0131 \u00e7\u00f6zerek uyu\u015fma sa\u011flayabildik ve daha \u00fcretken bir ekip olabildik. ( \u0130TAAT – UYU\u015eMA) \u015eirketinizin i\u00e7inde ve d\u0131\u015f\u0131nda sat\u0131\u015f\u0131n\u0131z\u0131 etkileyecek bir ki\u015fiyle ileti\u015fiminizde boyun e\u011fici davran\u0131\u015f\u0131n \u00e7\u00f6zmeden b\u0131rakt\u0131\u011f\u0131 konular bir labirent olu\u015fturur; i\u015finizi tamamlayabilmek i\u00e7in bu labirentten \u00e7\u0131kman\u0131z gerekir. Size etkinizi k\u0131s\u0131tlayan, uymak istemedi\u011finiz \u015feyler sorulsa herhalde hi\u00e7 d\u00fc\u015f\u00fcnmeden en az \u00fc\u00e7 tanesini hemen s\u0131ralayabilirsiniz. Yine de ileti\u015fimi bozmamak i\u00e7in bir yol bulursunuz. Her g\u00fcn kar\u015f\u0131la\u015ft\u0131\u011f\u0131n\u0131z bu engellerin \u00e7o\u011funa “Bu i\u015fler b\u00f6yle olur.” diye al\u0131\u015f\u0131rs\u0131n\u0131z.<\/p>\n\n\n\n
Sat\u0131\u015f\u0131n\u0131z\u0131 etkileyen ki\u015fi ve gruplarla uyu\u015fma sa\u011flamak i\u00e7in d\u00f6rt temel basamak vard\u0131r:<\/strong> M\u00fc\u015fteri mutlulu\u011funun \u00f6nemi, piyasan\u0131n rekabet\u00e7i do\u011fas\u0131, m\u00fc\u015fteri gereksinimlerine \u00e7abuk yan\u0131t verme gere\u011fi, k\u00fcreselle\u015fmenin etkisi de i\u00e7inde olmak \u00fczere g\u00fcn\u00fcm\u00fcz\u00fcn sat\u0131\u015f elemanlar\u0131n\u0131 bekleyen zorluklar, onlar\u0131 yeni anlamda bir i\u015fbirli\u011fine zorluyor. Basit anla\u015fmalar art\u0131k kabul edilmiyor.<\/p>\n\n\n\n Uyu\u015fma, ki\u015fisel etkinin ve gelecek y\u0131llarda ayakta kalabilmek i\u00e7in gerekli olan kurum veriminin artmas\u0131n\u0131 sa\u011flar.<\/p>\n\n\n\n Kaynak: Etkili sat\u0131\u015f e\u011fitimi – Carl D.Zaiss – Thomas Gordon<\/p>\n","protected":false},"excerpt":{"rendered":" G\u00fcn ge\u00e7tik\u00e7e artarak karma\u015f\u0131kla\u015fan piyasa, sat\u0131\u015f elemanlar\u0131na fazladan engeller yaratmay\u0131 s\u00fcrd\u00fcrmektedir. Sat\u0131\u015f\u0131n hemen hemen her alan\u0131nda sat\u0131\u015fla ilgili ki\u015filerin say\u0131s\u0131 artmaktad\u0131r.B\u00fcy\u00fck kurulu\u015flarda, kaliteli \u00fcr\u00fcn ve hizmetin verilmesini ve sat\u0131\u015f\u0131 etkileyecek \u00e7ok say\u0131da karma\u015f\u0131k yap\u0131da destek departmanlar\u0131 ve \u00e7ok fazla \u00e7al\u0131\u015fan vard\u0131r. Bunlara ek olarak, ayn\u0131 hizmetleri veren k\u00fc\u00e7\u00fck i\u015fletme sahiplerinden emlak ve sigorta sat\u0131c\u0131lar\u0131na kadar […]<\/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\/1123"}],"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=1123"}],"version-history":[{"count":1,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/1123\/revisions"}],"predecessor-version":[{"id":1124,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/1123\/revisions\/1124"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1123"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1123"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1123"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
<\/strong>1. Vizyonunuz olsun. Sat\u0131\u015f sonu\u00e7lar\u0131n\u0131n ba\u015far\u0131s\u0131 ve m\u00fc\u015fteri mutlulu\u011fu i\u00e7in \u00e7aba harcay\u0131n.
2. Stat\u00fckoyu kabul etmeyin. Yeni yollar denemeye, ki\u015fisel ve kurumsal etkinizi art\u0131rmaya istekli olun.
3. \u0130leti\u015fiminiz i\u00e7ten olsun. Ger\u00e7e\u011fi s\u00f6yleyin. Ba\u015far\u0131n\u0131z\u0131 engelleyen \u201ckutsal inekler”le y\u00fczle\u015fin.
4. Y\u00fczeye \u00e7\u0131kan sorunlar\u0131 kazan-kazan y\u00f6ntemiyle \u00e7\u00f6z\u00fcmleyin.<\/p>\n\n\n\n