{"id":798,"date":"2015-02-14T21:51:33","date_gmt":"2015-02-14T19:51:33","guid":{"rendered":"http:\/\/aslantozcan.com\/?p=798"},"modified":"2018-03-11T10:59:56","modified_gmt":"2018-03-11T07:59:56","slug":"satis-muduru-basari-sartlari","status":"publish","type":"post","link":"https:\/\/aslantozcan.com\/?p=798","title":{"rendered":"SATI\u015e M\u00dcD\u00dcR\u00dc BA\u015eARI \u015eARTLARI…"},"content":{"rendered":"

M\u00fcd\u00fcrl\u00fck yapmaktan vazge\u00e7in, liderli\u011fe ba\u015flay\u0131n. Sat\u0131\u015f m\u00fcd\u00fcrleri dikkatli olun. Kimse bir m\u00fcd\u00fcr istemez, ancak herkes bir lider ister. D\u00fc\u015f\u00fcn\u00fcrseniz e\u011fer, b\u00fcy\u00fck d\u00fcnya liderleri vard\u0131r, ancak b\u00fcy\u00fck d\u00fcnya m\u00fcd\u00fcrleri yoktur.<\/strong><\/p>\n

K\u00f6t\u00fc sat\u0131\u015f m\u00fcd\u00fcrleri aras\u0131nda bir evrensel yanl\u0131\u015f fikir vard\u0131r; hepsi de kendilerinin m\u00fcthi\u015f bir i\u015f yapt\u0131\u011f\u0131n\u0131 san\u0131r! Binlerce m\u00fcthi\u015f bir i\u015f yapan sat\u0131\u015f m\u00fcd\u00fcr\u00fc (ve patron) ve maalesef en az\u0131ndan bir o kadar da yapmayan vard\u0131r.<\/p>\n

Bir\u00e7ok sat\u0131\u015f m\u00fcd\u00fcr\u00fc, \u00fcst\u00fcn sat\u0131\u015f performanslar\u0131 dolay\u0131s\u0131yla y\u00fckseltilmi\u015f ve hi\u00e7bir e\u011fitim almadan (ya da minimum e\u011fitimle) sat\u0131\u015f m\u00fcd\u00fcr\u00fc yap\u0131lm\u0131\u015ft\u0131r. <\/strong><\/p>\n

Bu “m\u00fcd\u00fcrlerin” \u00e7o\u011fu \u015firketlerini iki defa ba\u015far\u0131s\u0131zl\u0131\u011fa u\u011fratacakt\u0131r. <\/strong><\/p>\n

Birincisi, bu g\u00f6rev i\u00e7in haz\u0131rl\u0131ks\u0131zd\u0131rlar ve ikincisi, bir \u00f6nceki s\u00fcper star sat\u0131c\u0131 konumlar\u0131n\u0131, bo\u015f sat\u0131\u015f adedi hanesi yaratarak, b\u0131rakm\u0131\u015flard\u0131r. \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0<\/strong>\u0130\u015fte bir m\u00fcd\u00fcr\u00fcn lider olabilmesi i\u00e7in m\u00fckemmelle\u015ftirmesi gereken yedi uzmanl\u0131k alan\u0131:<\/p>\n

    \n
  1. \u0130dari i\u015fler<\/strong> – Sat\u0131\u015f politikas\u0131n\u0131 haz\u0131rlamak, raporlarla u\u011fra\u015fmak, hatas\u0131z belge ak\u0131\u015f\u0131n\u0131 sa\u011flamak (sipari\u015f formundan, primlere kadar) ve sat\u0131\u015f\u0131, teslimat\u0131 ve sat\u0131\u015f sonras\u0131 servis s\u00fcrecini koordine etmektir.<\/li>\n
  2. S\u0131f\u0131rdan ki\u015filer i\u015fe almak<\/strong> – \u015eirket i\u00e7in sat\u0131\u015f yapma niteliklerine sahip ki\u015fileri gidip bulmak (ve istemek).<\/li>\n
  3. \u0130\u015fe almak<\/strong> – Sorular, cevaplar ve sezgiler yoluyla bir sat\u0131\u015f pozisyonu i\u00e7in kimin iyi aday oldu\u011funu ve b\u00fcy\u00fck olas\u0131l\u0131kla ba\u015faraca\u011f\u0131n\u0131 belirlemek. Bir ki\u015fi se\u00e7ildi\u011finde, i\u015fe alma s\u00fcrecinin ayr\u0131lmaz bir par\u00e7as\u0131 i\u015fin t\u00fcm beklentilerini tam anlatmak; sat\u0131\u015f hedeflerini (kotadan daha g\u00fczel bir kelime) belirlemek ve anla\u015fmak ve kar\u015f\u0131l\u0131kl\u0131 \u00f6zel performans y\u00fck\u00fcml\u00fcl\u00fcklerinde anla\u015fmakt\u0131r. Bunu yapman\u0131n en iyi yolu \u015firketin ve sat\u0131c\u0131n\u0131n y\u00fck\u00fcml\u00fcl\u00fcklerini listeleyen bir belge tasla\u011f\u0131 \u00e7\u0131karmakt\u0131r. Sat\u0131\u015f hedeflerini koyarken a\u00e7\u0131k olun. \u0130ki taraf da imzalas\u0131n. Bu belge her performans de\u011ferlendirilmesinde yeniden g\u00f6zden ge\u00e7irilmelidir.<\/li>\n
  4. E\u011fitim<\/strong> – Kazanmak, kazanmak, kazanmak istiyorsan\u0131z, e\u011fitim, e\u011fitim, e\u011fitim yapmal\u0131s\u0131n\u0131z. Sat\u0131\u015f m\u00fcd\u00fcrleri haftal\u0131k e\u011fitim toplant\u0131lar\u0131 y\u00f6netmeli, ekip ile \u00e7al\u0131\u015fma esnas\u0131nda e\u011fitimler yapmal\u0131, m\u00fcmk\u00fcn olan her seminere kat\u0131lmal\u0131, her g\u00fcn arabada sat\u0131\u015f ve y\u00f6netim kasetleri dinlemeli ve y\u00f6netim, sat\u0131\u015f ve davran\u0131\u015f \u00fczerine senede 6 kitap okumal\u0131d\u0131r.<\/li>\n
  5. Motivasyon<\/strong> – Ba\u015far\u0131 istiyorsan\u0131z ba\u015far\u0131n\u0131n olabilece\u011fi ortam\u0131 yaratmal\u0131s\u0131n\u0131z. Bu, s\u00fcrekli (her dakika) olumlu davran\u0131\u015f ve atmosferin var olmas\u0131 gerekti\u011fi anlam\u0131na gelmektedir. Bu takdir etmek ve \u00f6d\u00fcllendirmek demektir. Bu ortam\u0131, m\u00fcd\u00fcrler yarat\u0131r. M\u00fcd\u00fcr\u00fcn\u00fcz\u00fcn yaratt\u0131\u011f\u0131 ortam, takdir ve \u00f6d\u00fcller nelerdir? E\u011fer ortam yoksa veya m\u00fcd\u00fcr\u00fcn\u00fcz bir dirhem g\u00fcc\u00fcn\u00fc “kimin patron” oldu\u011funu g\u00f6stermek i\u00e7in kullan\u0131yorsa, \u00fc\u00e7 \u015feyin olaca\u011f\u0131n\u0131 size garanti ederim: (1) Sat\u0131\u015f temsilcisi de\u011fi\u015ftirme oran\u0131 \u00e7ok y\u00fcksektir. (2) M\u00fcd\u00fcr kendinden ba\u015fka herkesi su\u00e7lar. (3) Sat\u0131\u015f m\u00fcd\u00fcr\u00fc binlerce dolarl\u0131k zarara yol a\u00e7t\u0131ktan sonra muhtemelen hak etti\u011fi “son”u bulur.<\/li>\n<\/ol>\n

    \u0130lgin\u00e7 olan\u0131, hata m\u00fcd\u00fcr\u00fcn de\u011fildir. Uygun e\u011fitimi sa\u011flamad\u0131\u011f\u0131 ya da i\u015f i\u00e7in do\u011fru ki\u015fiyi se\u00e7medi\u011fi ya da her ikisi i\u00e7in de \u015firket ba\u015fkan\u0131n\u0131n hatas\u0131d\u0131r.<\/p>\n

      \n
    1. Sat\u0131\u015f yapmak<\/strong> – Her g\u00fcn sat\u0131\u015f yapmayan m\u00fcd\u00fcrler (ve e\u011fitmenler) ger\u00e7ekle irtibatlar\u0131n\u0131 kaybederler. M\u00fc\u015fterinin ihtiya\u00e7lar\u0131n\u0131 bilmezseniz bir sat\u0131\u015f ekibini nas\u0131l y\u00f6netebilirsiniz? Hem temsilciler ile hem de liderlik pozisyonunda tek ba\u015f\u0131na d\u00fczenli bir sat\u0131\u015f yapma ritmi olmal\u0131d\u0131r. Kural basittir: Sat\u0131\u015f yapm\u0131yorsan\u0131z, y\u00f6netemezsiniz.<\/strong><\/li>\n
    2. \u00d6rnek olarak y\u00f6netmek<\/strong> – Bu yukar\u0131daki 6 ko\u015fulun t\u00fcm\u00fc i\u00e7in ge\u00e7erlidir. Birisine bir \u015fey yapmas\u0131n\u0131 s\u00f6ylemeyin. Birisine bir \u015feyin nas\u0131l yap\u0131laca\u011f\u0131n\u0131 g\u00f6sterin ve bunun yap\u0131lmas\u0131n\u0131 sa\u011flamak i\u00e7in de destek ve e\u011fitim sa\u011flay\u0131n. Bir m\u00fcd\u00fcr olarak, sat\u0131\u015f ekibinizin ba\u015far\u0131l\u0131 olmas\u0131n\u0131 istiyorsunuz. Bunu yapman\u0131n en iyi yolu, bu yolda liderlik etmektir. Unutmay\u0131n, onlar\u0131n ba\u015far\u0131s\u0131 i\u00e7in, ortam\u0131, te\u015fviki ve e\u011fitimi sa\u011flamak sizin g\u00f6revinizdir.<\/li>\n<\/ol>\n

      Tom Hopkins sat\u0131\u015f y\u00f6netimi \u00fczerine m\u00fcthi\u015f bir seminer verir. Sat\u0131c\u0131 olarak inan\u0131lmaz ba\u015far\u0131l\u0131 g\u00f6revinin ard\u0131ndan kendisinden y\u00f6netim ekibine kat\u0131lmas\u0131 istendi\u011finde, bir \u015fartla evet demi\u015ftir. Pozisyonu kabul etmeden \u00f6nce 6 ay boyunca yo\u011fun uygulamal\u0131 y\u00f6netim e\u011fitimi istemi\u015ftir. Ve b\u00f6ylece, ba\u015far\u0131ya ula\u015fm\u0131\u015ft\u0131r.<\/p>\n

      M\u00fcd\u00fcr\u00fcn\u00fcz ka\u00e7 ay boyunca (g\u00fcn, hafta – saat) y\u00f6netim ve liderlik e\u011fitimi ald\u0131? \u00a0\u00c7o\u011fu durumda \u00fcz\u00fcc\u00fc cevap: Yeterince de\u011fildir. Maalesef ve maalesefdir.<\/p>\n

      Kaynak: Jeffrey Gitomer<\/em><\/p>\n

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

      M\u00fcd\u00fcrl\u00fck yapmaktan vazge\u00e7in, liderli\u011fe ba\u015flay\u0131n. Sat\u0131\u015f m\u00fcd\u00fcrleri dikkatli olun. Kimse bir m\u00fcd\u00fcr istemez, ancak herkes bir lider ister. D\u00fc\u015f\u00fcn\u00fcrseniz e\u011fer, b\u00fcy\u00fck d\u00fcnya liderleri vard\u0131r, ancak b\u00fcy\u00fck d\u00fcnya m\u00fcd\u00fcrleri yoktur. K\u00f6t\u00fc sat\u0131\u015f m\u00fcd\u00fcrleri aras\u0131nda bir evrensel yanl\u0131\u015f fikir vard\u0131r; hepsi de kendilerinin m\u00fcthi\u015f bir i\u015f yapt\u0131\u011f\u0131n\u0131 san\u0131r! Binlerce m\u00fcthi\u015f bir i\u015f yapan sat\u0131\u015f m\u00fcd\u00fcr\u00fc (ve patron) […]<\/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\/798"}],"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=798"}],"version-history":[{"count":4,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/798\/revisions"}],"predecessor-version":[{"id":945,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=\/wp\/v2\/posts\/798\/revisions\/945"}],"wp:attachment":[{"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=798"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=798"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/aslantozcan.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=798"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}