You are on page 1of 26

1

Ca tnh chung ta gom co: Mot linh hon, Mot than xac va Mot bo o

15 IEN HNH NGI BAN HANG KHONG AT YEU CAU

Ngi ban hang kem

coi. Ngi ban hang le me, li bieng. Ngi ban hang khong thanh that. Ngi ban hang nhut nhat. Ngi ban hang khong thch hoc

Ngi ban hang xa hoa ua oi.


Ngi ban hang thieu ngh lc. Ngi ban hang khong co tham

vong.
Ngi ban hang khong co tnh ke

hoach.
Ngi ban hang bao thu. Ngi ban hang sc khoe kem.

Ngi ban hang khong biet t kiem

iem.
Ngi ban hang ngai viet lach.
4

NGUYEN NHAN THAT BAI


TT

NGUYEN NHAN THAT BAI


Thieu sang kien Hoach nh va to chc thc hien kem

%
55 39

1 2

3
4 5 6 7 8 9 10

Thieu kien thc ve san pham


Thieu s nhiet tnh Thieu s quan tam en khach hang Khong c huan luyen chuyen mon Thieu muc tieu ca nhan Thieu hieu biet moi trng kinh doanh Thieu hieu biet ve cong ty Qui che giam sat khong phu hp

37
31 30 23 20 19 16 9

CHNG 2 :

trong

Ky Nguyen Hp Tac
6

Muc tieu cua chng 2


Khang nh ban hang la mot nghe nghep , nen ngi ban hang can co cac tieu chuan mang tnh ca nhan . Biet van dung cac nguyen tac giao tiep co hieu qua Hieu biet moi trng kinh doanh , co ky nang chuyen mon ve ban hang

I.

NHNG TIEU CHUAN CAN BAN CUA NGI BAN HANG

1.

TIEU CHUAN TAM LY

Thai o tch cc Tnh quyet oan, iem am, t chu, mem deo S nhiet tnh, long t tin, t trong S kien tr, nhan nai, dam chap nhan rui ro Biet lang nghe, trc giac th trng
9

2. TIEU CHUAN AO C
2.1. AO C NGHE NGHIEP LA G ?
La he thong cac gia tr ma ngi ban hang can phai co khi thc hien cong viec cua mnh (Ton tai trong nhan thc, the hien qua thai o va hanh vi )

10

2.2. CAC TIEU CHUAN AO C ong c lam viec ung an Ky luat t giac Trung thc, thang than va ang tin cay Tan tam va co tinh than trach nhiem trong cong viec

Co thien ch vi nhng ngi co quan he ben trong lan ben ngoai to chc Co tinh than hoc hoi, cau tien e nang cao gia tr van hoa ca nhan ( ca c lan tai ) theo thi gian :
Thoi quen oc sach Lang nghe va hoc hoi
11

3.

TIEU CHUAN KIEN THC KHOA HOC-KY THUAT


Trnh o hoc van can ban Kien thc va ky nang chuyen mon Co ky nang giao tiep Co s nhay cam Thong thao cac ngoai ng thong dung Thanh thao nghiep vu ke toan, thong ke, tin hoc.
12

4.

TIEU CHUAN THE CHAT

Sc khoe tot Ngoai hnh va phong cach thch nghi vi nhu cau cong viec Tnh chat cua giong noi tot va co sc thuyet phuc cao :
Tieng noi : nhieu cng o; am vc rong; co nhieu am sac Li noi : ro rang, minh bach; cach nhan giong Dang ieu

Tr nh tot
13

II.

THC HIEN TOT CAC NGUYEN TAC GIAO TIEP CAN BAN

14

15

16

1.

S DUNG TRANG PHUC THCH NGHI VI TNH HUONG BAN HANG


Trang phuc tng hp vi khach hang Trang phuc theo noi qui cua cong ty Trang phuc danh rieng cho nam nhan vien ban hang Trang phuc danh rieng cho n nhan vien ban hang

17

2.

TRUYEN AT THONG TIN GIAO TIEP CO HIEU QUA

1/ Truyen at thong tin bang li :


1.1/ s dung co hieu qua li truyen at Li truyen at co tnh de hieu Chon t ng tao an tng tch cc e dien at y tng Ve bc tranh bang li La chon li noi phu hp vi khach hang 18

1.2/ ac iem cua giong noi : Toc o noi Am thanh to nho Phat am chuan xac 1.3/ a ra cac cau hoi : Khuyen khch khach hang tra li dai hn Danh khoang thi gian hp ly gia cac cau hoi Hoi ngan va n gian a cau hoi e thu thap thong tin a cau hoi e duy tr luong thong tin19

1.4/ Lang nghe co hieu qua: Lap lai thong tin Nhac lai thong tin cu the Lam ro thong tin Chu ng s im lang Tap trung vao nhng y kien ang c truyen at
20

2/ Truyen at thong tin khong li en khach hang : Dien at tren gng mat Giao tiep qua anh mat Di chuyen ban tay Dang ieu va s chuyen ong cua c the

21

3.

LE NGHI TRONG GIAO TIEP


Cach thc bat tay the hien s t tin, s nhiet tnh. Khoang cach trong giao tiep phu hp vi tnh huong ban hang Khong hut thuoc la

22

4.

THCH NGHI VI NHNG KHAC BIET VE VAN HOA VI KHACH HANG


S dung ngon ng thch hp Thch nghi vi thi khoa bieu cua khach hang

23

5. CACH AP DUNG KHOA AN NOI VAO BAN HANG


Kheo dan du khach hn la biet ly luan vi khach Muon moc tien cua khach nen nh rang cai v cua ho gan qua tim hn khoi oc. Muon cau ca th phai dung giun ng v le mnh thch an beef steak ma moc moi tht bo vao li cau.

24

ng ban bot ca phe ma hay ban cai mui thm ngat cua no. Hay dung hoa e at li. Mat ngot chet ruoi. Mi li noi au tien quan trong hn ngan li noi sau o

25

CHNG 3 :

cua

26