Sakhiwo ukuqeqeshwa: isihloko, inhloso, izindlela kanye nezinhloso. ukuqeqeshwa Lebhizinisi

Hard ukukholelwa, kodwa umlando ukuqeqeshwa eRussia iminyaka engaphezu kwengu-100! Umsunguli kungenziwa ngokuthi Konstantina Sergeevicha Stanislavskogo. Uye uhlelo ehlukile abalingisi, ehlanganisa umzimba ezingamakhulu amathathu, ngenhlanhla, manje zisetshenziselwe ukuthuthukisa nezimo ngokomzwelo. Ukuqeqeshwa udumo kwafinyelela umvuthwandaba esikhathini 70-80-yalolucwaningo kwekhulu elidlule. Esikhathini nineties zakuqala, abantu bamane nje hhayi kuze kube izifundo zokusebenza kwengqondo nemicabango esoteric. Kodwa ekugcineni yentshisekelo engakaze ibonwe ke wasuka: ngosizo lwabo kwakunokwenzeka ukuthola indlela yokuphuma ezimweni ezinzima, ukuthola uhlelo olusha yamanani, ukuthuthukisa amandla ingqondo nomzimba.

Sanquma ukuba sihlaziye nobunzima ongeke ezabhekana nazo phakathi kwalolu qeqesho, futhi uzilungiselele uhlobo "imiyalelo" Sitshela mayelana nesakhiwo ukuqeqeshwa, lodaba, izinjongo, nezindlela kanye nezinhloso! Sithemba ukuthi lesi sihloko kuyoba usizo hhayi kuphela Wabasaqalayo abaqeqeshi, kodwa futhi nalabo abangekho onyakeni wokuqala beqhuba lolu hlobo izifundo!

Umqondo lokufunda

Uma une isifiso sokuba yisithunywa Umqeqeshi nokuqhuba ukuqeqeshwa ezithakazelisayo, cabanga umuntu (yebo, ngaphandle kwakho) kuyoba mnandi. Kuyadingeka ukuba amphuzise uhlu abangabamba iqhaza futhi ukuqhuba ucwaningo phakathi kwabo. Uma ngamunye yesibili ubambe umcimbi kungase kubonakale ngumbono omuhle kakhulu - ngokuphepha bakha isakhiwo yokuqeqeshwa!

Kubalulekile yini le mibuzo elandelayo:

1. Ziyini izimpokophelo yokuqeqeshwa nezinhloso zalo?
2. Yini izilaleli wayeklanyelwe?
3. Yini lokhu ukuqeqeshwa ngaphandle trainings mncintiswano?
4. Ingabe ezikhethiwe umsebenzi ulwazi amabhlogo?
5. Ngokwazi ukuqeqeshwa kuyinto engabizi?

Indlela ukuqhuba ukuqeqeshwa: ewusizo amathiphu

Ngo izincwadi ku lokusungula, ungathola imithetho eyisisekelo ukwenza isakhiwo script kanye ukuqeqeshwa kanye nekhwalithi bekungahlela yayo. Nazi nje ezincane okuyingxenye:

1. Loluhlelo kungaba ukuboleka kusukela abaqeqeshi engcono, bese ukuzivumelanisa ukuze kuhambelane nenhloso yakho. Kulokhu, kungcono hlanganisa amamojuli ethathwe ezinhlelweni ezahlukene.
2. Kubalulekile ukwazi ukuthi lolu hlelo engcono - uhlelo olusha. Izinto ngoba lingahunyushwa ethathwe izingxenye ezihlukahlukene zokuphila!

Izikhonzi ukuqeqeshwa

Ngaphambi kokuba uqale ukusebenza isakhiwo ukuqeqeshwa, kubalulekile ukuqhuba ngo-ejulile analysis, okuvumela ukucacisa inkinga.

Kunezinhlobo ezintathu eziyisisekelo imisebenzi: ibhizinisi ngokucacile, ngokusobala siqu, kokubili siqu futhi ibhizinisi.

Personality, esikhundleni salokho, zingahlukaniswa zibe nengqondo, esoteric, nsuku zonke futhi asathuthuka. Bonke ahloselwe ekushintsheni izici siqu abawugijimayo. ukuqeqeshwa ibhizinisi, okuyinto kungabuye ngokuthi i ukuqeqeshwa ibhizinisi, izimfanelo zomuntu azisebenzi ngokulandelana. Umgomo wabo - ukuthuthukisa amakhono adingekayo ibhizinisi.

Sales Training

Ngokuvamile, ukuqeqesha isakhiwo kungenziwa ngokuthi isethulo ecacile kolwazi logic. Kahle umsebenzi ehlelekile kuzovumela abahlanganyeli ukufunda lemali ulwazi. Futhi inqubo kuyokwenzeka ngokushesha futhi kalula.

Sikunikeza ukuba simazi ne ngezici eziyisisekelo zokwakheka yokuthengisa ukuqeqeshwa isakhiwo sehlo:

1. Kufanele uqale nge isingeniso. Linanikhulu lesikhatsi - isigamu sehora. Abahlanganyeli kudingeka yazi nge umqeqeshi kanye nomunye nomunye. Umqeqeshi presents kafushane ngokwayo, bese ukunikeza isikhathi abahlanganyeli ukuze indaba ngokwayo. Awukwazi ukweqa lesi sinyathelo, ngoba idala isimo ukuzethemba eqenjini. Inkulumo eyalandela enesihloko esithi we esigabeni sokuqala - ujwayele iziqondiso ukuqeqeshwa izikhathi yenhlangano. It kusiza ukuvimbela izenzo angafuneki abahlanganyeli. Kubalulekile futhi ukuthi iqoqe ulwazi mayelana okulindelwe abahlanganyeli. Ngenxa yalokhu uyokwazi ukuqonda lokho ulindele kuwe izethameli, kulokho nezindaba kufanele bahlale.
2. I theory okuyingxenye. I Sales ukuqeqeshwa isakhiwo kulesi sigaba kumele singeqi 40%. Kungenjalo, esikhundleni sokuqeqeshelwa etholwe inkulumo evamile, okuyinto ngeke sivumele ukwakha amakhono awusizo. Yonke imininingwane theory kungeqiwa zingahlukaniswa ngalezindlela ezilandelayo ezincane. Ajwayelekile nemfundiso izingxenye ezidingekayo singapheli amandla. abahlanganyeli. Kufanele babe yingxenye izikimu izinto eziyinkimbinkimbi kanye nemibandela. Njengoba inketho - abasuse eqondakalayo. Umsebenti wakho - ukwakha amakhono! Ngokuba Amazwibela theory okuyingxenye uzodinga sihambisana ezibukwayo. A option enhle - nezethulo, izincwajana. Naphezu kweqiniso lokuthi ufuna ukwabelana nge abahlanganyeli ukwaziswa okwengeziwe nemininingwane ethakazelisayo evela kumfundi kufanele uyekwe. Sokuzijayeza theory kungase kunganeli. Kungcono ukuba nginikele isikhathi ukuzivocavoca esisebenzayo.
3. Ukufundiswa ingxenye. Isakhiwo saleli ingxenye ukuqeqeshwa okufanele athathe amaphesenti engengaphansi kwengu-60 amakilasi. Bonisa kufanele ulandele ukwaziswa iyunithi ngalinye - lokhu uyowumisa theory. Ukuzivocavoca Akufanele kube nzima kakhulu. Uhlu esingcono sokulungiselela kusengaphambili. Ukuvivinya ngayinye kufanele kuhambisane isitatimende esicacile. Akubalulekile ukuthi liphazamisane abahlanganyeli inkambo ikhambi izinkinga ezingokoqobo. Umqeqeshi kokungenela kungaholela yokuthi iqembu nje uphumule futhi ngeke zama.
4. Isigaba sokugcina. It okudingekayo ukuze athathe isitokwe. Phakathi nale ngxenye abahlanganyeli kungaba waphinda ukukhumbula ekwazisweni kwezabelo. Kubalulekile ukuba banake okulindelwe ababambiqhaza, okuyinto amenyezelwa ekuqaleni ukuqeqeshwa. Phela, yayihloselwe ukuqinisekisa ukuthi liyiphendula yonke imibuzo futhi saxoxa wonke amaphuzu abalulekile. Uma usuqede zonke imisebenzi, abahlanganyeli bazothola ukwaneliseka yokuthi ukuqeqeshwa bekwenziwa elithelayo.

Ukuqeqeshwa ukukhula siqu

Isakhiwo ukuqeqeshwa ku ukukhula siqu sihlukile kwesama ukuqeqeshwa ibhizinisi. Yiqiniso, ngeke ukwazi ukwenza, Kodwa umahluko okhona, ngaphandle izinyathelo ezifanayo.

1. Isifundo ingxenye akufanele luthathe abangaphezu kuka-25% wesikhathi abelwe ukuqeqeshwa.
2. umzimba Olungokoqobo zincike esigabeni ukuqeqeshwa. Kunezinhlobo ezintathu kuphela: izifundo eziyisisekelo sezihambile, uhlelo lobuholi.
3. Isigaba sokugcina we debriefing okuthiwa kumele luthathe mayelana 25% of the ukuqeqeshwa. Nokuziphatha ukuxoxisana ngalesi senzo, ahlaziye amaphutha izimisele.

teambuilding

Uma unquma ukuba afeze ukuqeqeshwa esakhiweni nethimba, kubalulekile ukukhumbula ukuthi azinakwenzeka ngaphandle dive esiteji. Ngaphandle kwayo, umsebenzi owengeziwe nje lutho. Inkulumo eyalandela enesihloko esithi yokuqeqeshwa e isakhiwo - the division zibe amaqembu. Hlukanisa ababambiqhaza kungaba kokubili indlela elinqunyiwe, futhi okungahleliwe ngokuphelele. Abasebenza emaqenjini amancane (esuka kubantu 6 kuya ku-13) ngeke kuphela uzizwa umoya laleli thimba, kodwa futhi usize ukuba bahlanganyele umdlalo nemibango. Wonke umuntu uyokwazi ukuzizwa yethimba ukuba nengxenye ekuphumeleleni.

Lapho akhiwa amaqembu, kubalulekile ukuba ubambe okuthiwa ice-amadlambi: abahlanganyeli eqenjini ngalinye kufanele uthole bazana, khetha induna beveza izimfanelo zayo siqu.

Esigabeni esilandelayo - ukusebenzisana. Phakathi nokuqeqeshwa, ababambiqhaza kumele enze izivivinyo. Ngaphezu kwalokho, ukulungiswa kokuqala kufanele uncike imiyalo nokuba yinkimbinkimbi: ingahluka ukuzijabulisa otweni futhi eziyinkimbinkimbi.

Qiniseka ukuthi sihlaziye. Lokhu kungenziwa emkhatsini izivivinyo, futhi kungenziwa kwesokunxele ekupheleni ukuqeqeshwa. Amathimba kufanele uthathe isitokwe imisebenzi yabo, unake umsebenzi izimbangi.

Yokugcina ingxenye isakhiwo ku ukuqeqeshwa team - ekusebenziseni Imininingwane. Lesi senzo sihlinzekela ukubamba iqhaza kuzo zonke amaqembu bese kuhlanganiswa inchumbi nabo zibe munye.

Ukuqeqeshwa Ukuhola: Izidingo

Impumelelo ukuqeqeshwa futhi umphumela wayo kuthinta Umqeqeshi ukunikezela impahla. Kunezindlela eziningana izimfanelo ukuthi kufanele ngempela abe Umqeqeshi ezinhle:

• imizwelo, kusitsho namancoko nobuciko;
• ikhono lokuthonya inkambo mpikiswano, ubugagu;
• professional kanye nokuphila nesipiliyoni;
• esikhathini esingamahora anga-ulwazi mayelana nezihloko ukuqeqeshwa.

Kubalulekile futhi ukuthi umqeqeshi ngokwakhe wabonisa isithakazelo kulokho akushoyo. Phela, lift ngokomzwelo incike nokuvuleka ngetetsamelilwati ukulungela wawo ukuba wamukele ukwaziswa. Ngaphezu kwalokho, kumelwe nakanjani babe impendulo samanje: abahlanganyeli uyohlale ufuna ukwazi ukuthi umzimba kwenziwa ngendlela efanele, futhi lapho wenza iphutha.

Amathiphu ukuthuthukisa ikhwalithi yokubandula

Uma ugijima a ukuqeqeshwa ibhizinisi, ngokuqinisekile azokuqhubela ukuboniswa, okuzokwenza iqhaza nabasebenzi abangcono kakhulu! Bavumele bakubonise nokuthi ungalusebenzisa kanjani ukufeza sokubonisana kanye yokuthengisa. Sebenzisa bezikhali abahlanganyeli ngangokunokwenzeka. Futhi-ke, kokuqeda ukuqeqeshwa, zama ukuchitha imibuzo ebhaliwe noma ngomlomo kanye luhlolo.