{"id":525,"date":"2013-12-08T15:54:17","date_gmt":"2013-12-08T13:54:17","guid":{"rendered":"http:\/\/aslantozcan.com\/?p=525"},"modified":"2013-12-08T16:03:16","modified_gmt":"2013-12-08T14:03:16","slug":"fiyattan-odun-veremediginiz-durumda-basvurabileceginiz-yedi-onlem","status":"publish","type":"post","link":"https:\/\/aslantozcan.com\/?p=525","title":{"rendered":"Fiyattan \u00d6d\u00fcn Veremedi\u011finiz Durumda, Ba\u015fvurabilece\u011finiz Yedi \u00d6nlem"},"content":{"rendered":"

Pazarl\u0131k al\u0131c\u0131n\u0131n ve sat\u0131c\u0131n\u0131n \u00f6d\u00fcn vermesini gerektirir. Yine de \u00e7o\u011fu sat\u0131c\u0131 fiyat konusunda kesin bir \u00e7er\u00e7eve ile g\u00f6r\u00fc\u015fmeye ba\u015flar ve bu \u00e7er\u00e7evenin d\u0131\u015f\u0131na \u00e7\u0131k\u0131p \u00f6d\u00fcn veremez.<\/p>\n

Fiyatla ilgili \u00f6d\u00fcn veremedi\u011finiz durumlarda, bunun yerine neler yapabilece\u011finize ili\u015fkin baz\u0131 \u00f6nerilerimiz var:<\/p>\n

1.<\/i><\/b> Ayn\u0131 ko\u015fullarda t\u00fcm m\u00fc\u015fterilerinize sa\u011flad\u0131\u011f\u0131n\u0131z hacim indirimlerini ve paket fiyatlar\u0131n\u0131 belirtin.<\/i> “On adet sipari\u015f verirseniz, adet ba\u015f\u0131na fiyat\u0131 16.39 dolara indirebilirim. Ne dersiniz?”<\/p>\n

2.<\/b> Muhtemel m\u00fc\u015fterinin ayn\u0131 ko\u015fullarda verilebilecek en d\u00fc\u015f\u00fck fiyat\u0131 verdi\u011finizden emin olmas\u0131n\u0131 sa\u011flay\u0131n.<\/i> Al\u0131c\u0131 olarak hepimiz buna inan\u0131rsak, genellikle tatmin oluruz. Herhangi bir al\u0131c\u0131y\u0131 rahats\u0131z eden konulardan birisi, bir ba\u015fka al\u0131c\u0131ya daha uygun bir fiyat verilmesidir. S\u00f6z konusu olan yaln\u0131zca para de\u011fil, ayn\u0131 zamanda onur meselesidir.<\/p>\n

<\/p>\n

3.<\/b> Muhtemel m\u00fc\u015fteri k\u0131yaslama yap\u0131yorsa, sizden ve firman\u0131zdan sal\u0131n alman\u0131n getirece\u011fi fiyat d\u0131\u015f\u0131 yararlar\u0131 belirtin.<\/i> Sat\u0131c\u0131 muhtemel m\u00fc\u015fterilerine, “Benden sat\u0131n al\u0131rsan, beni de al\u0131rs\u0131n” diyor. Tavsiye ve \u00f6nerileriniz \u00fcr\u00fcn ya da hizmetinizin temel maliyetine de\u011fer ekleyecektir.<\/p>\n

4.<\/b> \u00dcr\u00fcn\u00fcn sunu\u015f s\u0131ras\u0131nda \u00f6zellikle \u00f6nemli g\u00f6r\u00fcnm\u00fc\u015f \u00f6zelliklerini ve sa\u011flayaca\u011f\u0131 yararlar\u0131 tekrarlay\u0131n. Bunlar\u0131 vurgulay\u0131n.<\/p>\n

5.<\/b> Vaat edilen yararlar\u0131n s\u00fcreklili\u011fine i\u015faret edin. Bunlar\u0131 tan\u0131kl\u0131klar ve \u00f6rnek olaylarla destekleyin.<\/p>\n

6.<\/b> Yetkiniz dahilinde garanti verin. “Size ne yapaca\u011f\u0131m\u0131 s\u00f6yleyeyim, Bay Murphy. \u015eimdilik be\u015f \u00e7anta ile ba\u015flayal\u0131m ve otuz g\u00fcn deneme yapal\u0131m. Bu s\u00fcrede istedi\u011finiz gibi sat\u0131lmazsa, kalan\u0131n\u0131 ayn\u0131 fiyattan geri alaca\u011f\u0131m. Sizce uygun mu?”<\/p>\n

7.<\/b> Denetiminiz alt\u0131nda bulunan konularda \u00f6d\u00fcn t\u00fcr\u00fc vaatlerde bulunun. “Her defas\u0131nda eldeki sto\u011funuzu denetleyece\u011fim ve yeni sipari\u015fler i\u00e7in \u00f6neride bulunaca\u011f\u0131m. Ayr\u0131ca ba\u015fkalar\u0131n\u0131n sat\u0131\u015flar\u0131 art\u0131rmak i\u00e7in neler yapt\u0131\u011f\u0131na ili\u015fkin \u00f6nerileri de aktaraca\u011f\u0131m.” \u00d6neriler i\u00e7in a\u015fa\u011f\u0131daki listeyi kullanabilirsiniz.<\/p>\n

Fiyat D\u0131\u015f\u0131 \u00d6d\u00fcn \u00d6nerileri<\/b><\/p>\n

Fiyat\u0131 indiremedi\u011finiz durumlarda muhtemel m\u00fc\u015fteriye \u00f6nerebilece\u011finiz ek yararlarla ilgili \u00f6nerilerimizi a\u015fa\u011f\u0131da s\u0131ral\u0131yoruz. Zaman ve harcama a\u00e7\u0131s\u0131ndan bunlar\u0131n \u00e7o\u011funun siz ve firman\u0131z i\u00e7in para olarak bir de\u011fer ta\u015f\u0131d\u0131\u011f\u0131n\u0131 unutmay\u0131n. Bunlar\u0131 \u00f6d\u00fcn olarak ileri s\u00fcrerken, fiyat kar\u015f\u0131la\u015ft\u0131rmas\u0131nda oldu\u011fu gibi parasal de\u011ferlerini g\u00f6z \u00f6n\u00fcnde bulundurun.<\/p>\n\n\n\n
Standart miktar indirimi Konsinye mallar iptal ko\u015fullar\u0131 K\u00e2r \u00f6nceli\u011fi Belli s\u00fcre i\u00e7in servis Yedek par\u00e7a sa\u011flama Teslimat ko\u015fullar\u0131nda uygunluk<\/i>Teslimat giderlerinin \u00fcstlenilmesi<\/i>Kullan\u0131c\u0131lar\u0131n e\u011fitimi El kitaplar\u0131 sa\u011flanmas\u0131<\/i><\/td>\nKaynak kitaplar\u0131n sa\u011flanmas\u0131 Garanti s\u00fcresinin uzat\u0131lmas\u0131 Standart d\u0131\u015f\u0131 \u00f6zel garantiler An\u0131nda ya da erken \u00f6deme halinde indirim<\/i>\u00d6zel \u00f6deme ko\u015fullan<\/i>\u00dccretsiz depolama anla\u015fmas\u0131<\/i>Test uygu lama! an<\/i><\/p>\n

Deneme kullan\u0131m\u0131<\/i><\/p>\n

Uzman dan\u0131\u015fmanl\u0131\u011f\u0131 ve tavsiyesi<\/i><\/p>\n

De\u011fi\u015fiklik yap\u0131lmas\u0131<\/i><\/p>\n

Yasal \u00e7er\u00e7evede b\u00f6lge korumas\u0131<\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\n
\n<\/div>\n

Sipari\u015f almak i\u00e7in yapabileceklerinizi hesaba kalarak ve neye istekli oldu\u011funuzu d\u00fc\u015f\u00fcnerek kendi fiyat d\u0131\u015f\u0131 \u00f6d\u00fcn listenizi haz\u0131rlay\u0131n.<\/p>\n

 <\/p>\n

Fiyat \u00d6d\u00fcn\u00fc Konusunda Yedi Strateji<\/b><\/p>\n

Profesyonel sat\u0131c\u0131lar fiyattan \u00f6d\u00fcn vermeden \u00f6nce ne kadar direnirlerse dirensinler, b\u00f6yle bir \u00f6d\u00fcn\u00fcn gerekli olabilece\u011fi durumlara da haz\u0131rlan\u0131rlar. Fiyat \u00f6d\u00fcnleri i\u00e7in stratejinizi planlamak, sat\u0131\u015f\u0131n geri kalan\u0131n\u0131 planlamak kadar \u00f6nemlidir.<\/p>\n

4.B\u00f6l\u00fcm’dc sat\u0131\u015f g\u00f6r\u00fc\u015fmesi s\u0131ras\u0131nda \u00e7e\u015fitli \u00f6d\u00fcnlerde bulunma konusunda stratejileri tart\u0131\u015ft\u0131k. \u015eimdi, tart\u0131\u015ft\u0131\u011f\u0131m\u0131z temel noktalar\u0131 g\u00f6zden ge\u00e7irelim ve bunlar\u0131n fiyat konusunda \u00f6d\u00fcne nas\u0131l uygulanabilece\u011fini irdeleyelim.<\/p>\n

 <\/p>\n

1<\/b>. En y\u00fcksek fiyat\u0131 beklentinizle ba\u015flay\u0131n.<\/i> Her \u015feyden \u00f6nce, sunu\u015funuz s\u0131ras\u0131nda al\u0131c\u0131ya herhangi bir \u015fekilde fiyat indirmeye istekli oldu\u011funuzu H\u0130SSETT\u0130RMEY\u0130N. Pek \u00e7ok deneysiz sat\u0131c\u0131 g\u00f6r\u00fc\u015fmenin ba\u015flang\u0131c\u0131nda kendisini \u015f\u00f6yle \u015feyler demek zorunda hissediyor: “Bu arada, teklifimi de\u011ferlendirirken liste fiyat\u0131 \u00fczerinden % 25 indirim yapmaya haz\u0131r oldu\u011fumu da d\u00fc\u015f\u00fcn\u00fcn.” B\u00f6yle bir a\u00e7\u0131klamadan sonra pazarl\u0131\u011f\u0131n nereden ba\u015flayaca\u011f\u0131n\u0131 d\u00fc\u015f\u00fcn\u00fcyorsunuz?<\/p>\n

2<\/b>. Fiyat \u00f6d\u00fcnlerini k\u00fc\u00e7\u00fck miktarlarda ve dikkatlice d\u00fc\u015f\u00fcnerek, hatla s\u0131k\u0131nt\u0131 duyarak verin.<\/i> M\u00fcsvedde ka\u011f\u0131d\u0131 ve hesap makinesi kullan\u0131n. \u00c7ok b\u00fcy\u00fck ve \u00e7ok kolay verilen \u00f6d\u00fcn al\u0131c\u0131ya daha ba\u015fka verilecek \u00f6d\u00fcnler oldu\u011funu d\u00fc\u015f\u00fcnd\u00fcr\u00fcr. Pazarl\u0131kla ilgili ara\u015ft\u0131rmalar, ba\u015far\u0131l\u0131 olamayan sat\u0131c\u0131lar\u0131n her defas\u0131nda \u00e7ok fazla \u00f6d\u00fcn verdi\u011fini g\u00f6steriyor.<\/p>\n

3.<\/b> Verdi\u011finiz \u00f6d\u00fcne kar\u015f\u0131l\u0131k isteyin.<\/i> Al\u0131c\u0131dan \u00f6d\u00fcn istemek i\u00e7in en iyi zaman \u00f6d\u00fcn \u00f6nerdi\u011finiz zamand\u0131r. “Bir bakal\u0131m, (biraz durun) fiyat\u0131 37 dolara indirebilirim, ama aleti depomuzdan sizin alman\u0131z gerekecek. Bunu yapabilir misiniz?”<\/p>\n

4<\/b>. Al\u0131c\u0131n\u0131n verdi\u011finiz \u00f6d\u00fcn\u00fcn de\u011ferini tam olarak anlamas\u0131n\u0131 sa\u011flay\u0131n.<\/i> “Birim ba\u015f\u0131na yar\u0131m cent indirim sa\u011flay\u0131p sa\u011flayamayaca\u011f\u0131ma bir bakay\u0131m. B\u00f6yle bir indirim sizin toplam sipari\u015finizde 485 dolarl\u0131k bir tasarruf anlam\u0131na geliyor. Buna ne diyorsunuz?”<\/p>\n

5.<\/b> Fiyat \u00f6d\u00fcn\u00fc vermeden \u00f6nce t\u00fcm di\u011fer ko\u015fullar\u0131 g\u00f6zden ge\u00e7irin. <\/i>Vermi\u015f oldu\u011funuz t\u00fcm fiyat d\u0131\u015f\u0131 \u00f6d\u00fcnlerin de firman\u0131za paraya mal olaca\u011f\u0131n\u0131 g\u00f6z \u00f6n\u00fcnde bulundurun.<\/p>\n

6.<\/b> Fiyatta \u00f6d\u00fcn vermeden \u00f6nce sat\u0131n alma s\u00f6z\u00fc al\u0131n.<\/i> “Fiyatta %3 indirim yapabilirsem, sipari\u015fi \u015fimdi imzalamaya haz\u0131r m\u0131s\u0131n\u0131z?”<\/p>\n

7<\/b>. Muhtemel m\u00fc\u015fteri sat\u0131n almazsa, verdi\u011finiz fiyat \u00f6d\u00fcnlerini geri \u00e7ekmeye haz\u0131r olun.<\/i> \u00d6d\u00fcnler yaln\u0131zca pazarl\u0131\u011f\u0131 s\u00fcrd\u00fcrmek i\u00e7indir. 2. B\u00f6l\u00fcm’de belirtti\u011fimiz gibi, al\u0131c\u0131 fiyattan \u00f6d\u00fcn vermenizden sonra ayn\u0131 fiyata ba\u015fka \u00f6d\u00fcnler de isteyebilir.<\/p>\n

 <\/p>\n

“Son Teklifi\u201d Yenilemede Kullan\u0131lan Yedi Taktik<\/b><\/p>\n

Sat\u0131\u015f g\u00f6r\u00fc\u015fmelerinde bazen al\u0131c\u0131n\u0131n ya da sat\u0131c\u0131n\u0131n, “Bu benim son teklifim, lamam m\u0131, devam m\u0131?” dedi\u011fi bir an gelir. Durum bu kadar a\u00e7\u0131k bi\u00e7imde ifade edilmese de, anlam ayn\u0131d\u0131r. Taraflardan birisi \u00f6d\u00fcn vermedi\u011fi ya da teklife daha anlay\u0131\u015fl\u0131 yakla\u015fmad\u0131\u011f\u0131 takdirde sat\u0131\u015f g\u00f6r\u00fc\u015fmesi sona erer.<\/p>\n

Sat\u0131c\u0131dan daha ileri \u00f6d\u00fcnler koparmak \u00fczere al\u0131c\u0131n\u0131n b\u00f6yle bir takti\u011fi kullanabilece\u011fini 2.B\u00f6l\u00fcm’de anlatm\u0131\u015ft\u0131k. Bu bilgileri tekrarlayal\u0131m. “Son teklifi yenilemek \u00fczere \u00f6nerdi\u011fimiz taktikleri burada g\u00f6zden ge\u00e7irelim:<\/p>\n

1<\/b>. B\u00f6yle bir ifadeyi duymam\u0131\u015f gibi davran\u0131p pazarl\u0131\u011f\u0131 s\u00fcrd\u00fcr\u00fcn.<\/p>\n

2.<\/b> Al\u0131c\u0131n\u0131n ciddi olmad\u0131\u011f\u0131n\u0131 d\u00fc\u015f\u00fcn\u00fcn. Bu durumu soru sorarak kontrol edin.<\/p>\n

3<\/b>. Muhtemel m\u00fc\u015fteriyle ayn\u0131 g\u00f6r\u00fc\u015fle olup olmad\u0131\u011f\u0131n\u0131z\u0131 anlamak \u00fczere teklifin i\u00e7eri\u011fini g\u00f6zden ge\u00e7irin.<\/p>\n

4.<\/b> Teklifinizin kabul edilmesiyle sa\u011flanacak yararlar\u0131 ve kabul edilmedi\u011fi takdirde s\u00f6z konusu olacak kay\u0131plar\u0131 ve riskleri tekrarlay\u0131n.<\/p>\n

5.<\/b> Fiyat\u0131 indirmek i\u00e7in, teklif paketinizin bile\u015fenlerinde de\u011fi\u015fiklik yap\u0131n, \u00f6rne\u011fin daha d\u00fc\u015f\u00fck kalite veya miktarda \u00fcr\u00fcnlere yer verin, baz\u0131 \u00fcr\u00fcnleri teklif d\u0131\u015f\u0131 b\u0131rak\u0131n, sa\u011flanacak hizmetleri azalt\u0131n.<\/p>\n

6.<\/b> Sorun yaralan unsurlar\u0131 bir yana b\u0131rak\u0131p, di\u011fer unsurlarla ilgili pazarl\u0131\u011f\u0131 s\u00fcrd\u00fcr\u00fcn.<\/p>\n

7.<\/b> Al\u0131c\u0131n\u0131n geri ad\u0131m atmas\u0131n\u0131 kolayla\u015ft\u0131r\u0131c\u0131 bir tutum izleyin. Sa\u011flanacak yararlar\u0131 yeterince a\u00e7\u0131klayamad\u0131\u011f\u0131n\u0131z\u0131 s\u00f6yleyerek kabahati \u00fcstlenin.<\/p>\n

Kaynak: Sat\u0131\u015f ve Pazarl\u0131k \/ Homer Smith<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Pazarl\u0131k al\u0131c\u0131n\u0131n ve sat\u0131c\u0131n\u0131n \u00f6d\u00fcn vermesini gerektirir. Yine de \u00e7o\u011fu sat\u0131c\u0131 fiyat konusunda kesin bir \u00e7er\u00e7eve ile g\u00f6r\u00fc\u015fmeye ba\u015flar ve bu \u00e7er\u00e7evenin d\u0131\u015f\u0131na \u00e7\u0131k\u0131p \u00f6d\u00fcn veremez. Fiyatla ilgili \u00f6d\u00fcn veremedi\u011finiz durumlarda, bunun yerine neler yapabilece\u011finize ili\u015fkin baz\u0131 \u00f6nerilerimiz var: 1. Ayn\u0131 ko\u015fullarda t\u00fcm m\u00fc\u015fterilerinize sa\u011flad\u0131\u011f\u0131n\u0131z hacim indirimlerini ve paket fiyatlar\u0131n\u0131 belirtin. “On adet sipari\u015f verirseniz, […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[20],"tags":[],"_links":{"self":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/525"}],"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=525"}],"version-history":[{"count":5,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/525\/revisions"}],"predecessor-version":[{"id":528,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/525\/revisions\/528"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=525"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=525"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=525"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}