Tecnicas de Ventas

 

SËOLKOG_ CD ZDLSG_

QYD_DLSGCM QMY6 JHMY @GYÀG YD[D_ YMFG_

@ßCTHM 9 

QYD_DLSGCM G HTK_ QGHGOKM

_[_SD@ ODLSDY

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Sgihg cd omltdlkcm6

7. Kltrmcuookÿl ------------------------------------------------------------------------------ ? 9. Sëolkogs cd vdltgs -----------------------------------------------------------------------3 ?. Skpms cd tëolkogs cd vdltgs ----------------------------------------------------------3-5 3. Hmoghkzgokÿl y oghkjkogokÿl cd hms ohkdltds --------------------------------------------5 4. Godrog`kdltm oml ohkdltds --------------------------------------------------------------; :. Grbu`dltm cd vdltg ---------------------------------------------------------------------; 2. Omlohuskÿl -------------------------------------------------------------------------------71 5. Ikihkmbrgjàg  ----------------------------------------------------------------------------- 77

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Kltrmcuookÿl

Dl dh prdsdltd trgigfm cgrd`ms g omlmodr hgs ckjdrdltds tëolkogs y dstrgtdbkgs qud sd `gldfgl pgrg hg vdltg cd ul prmcuotm, cdltrm cd dstg `dsohg dlomltrg`ms ulg sdrkd cd vgrkgihds qud sml6  prmcuotm, prdokm phgzg y prm`mokÿl, ulg cd c d hgs `dfmrds dstrgtdbkgs pgrg hmbrgr ulg ul g vdltgs ds utkhkzglcm hg ldbmokgokÿl, qud ikdl mrkdltg pudcd hhdvgrlms gh kcdgh cd bglgr-bglgr.

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Sëolkogs cd vdltgs   Hg tëolkog cd vdltgs ds dh OM@QMYSG@KDLSM QDY_TG_MY cdh prmjdskmlgh qud `glkpuhg hms grbu`dltms pgrg prmcuokr ulg gookÿl cd om`prg pmr pgrtd cd mtrgs pdrsmlgs. Ds hg `g÷g dl dh `gldfm cd dstms grbu`dltms hg qud cdtdr`klg hg gookÿl om`prgcmrg.

Skpms cd vdltgs Qmcd`ms misdrvgr hgs lu`drmsgs mpokmlds qud egy g hg emrg cd om`prgr ul prmcuotm. Gltds, hg ölkog vàg cd om`prg cd ul prmcuotm omlskstàg dl gouckr gh dstgihdok`kdltm, gemrg pmcd`ms djdotugr hg omprg cdscd ludstrms embgrds, g trgvës cdh tdhëjmlm m ikdl pmr kltdrldt, pmcd`ms gcqukrkrhm dl ul irdvd phgzm cd tkd`pm skl ldodskcgc cd cdsphgzgrlms cd ludstrm cm`kokhkm. Dxkstdl ckjdrdltds tkpms cd vdltgs, dltrd hms `çs usughds dlomltrg`ms hms skbukdltds. 

Zdltgs ckrdotgs.

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Zdltgs g ckstglokgs. 

Gutm`çtkog

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Ogtghmbm

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_usorkpokÿl

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Zdltg `uhtklkvdh

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Zdltg pdrsmlgh  

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Zdltg cdltrm cdh dstgihdok`kdltm Zdltgs judrg cdh dstgihdok`kdltm

Zdltgs pmr om`drokm 

Zdltg trgckokmlgh

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Zdltg dl rëbk`dl cd hkird sdrvkokm m gutmsdrvkokm

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Zdltg `kxtg

Zdltg skl tkdlcg 

Zdltg pmr omrrdspmlcdlokg

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Zdltg pmr ogtghmbm

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Zdltg pmr tdhëjmlm

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Sdhd vdltg

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Zdltg pmr kltdrldt

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Zdltg gutm`çtkog

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Zdltg pudrtg g pudrtg

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Zdltg g`iuhgltd

Zdltg ckrdotg6   Ds ulg cd hgs vdltgs qud rdqukdrdl `gymr prmbrg`gokÿl, phglkjkogokÿl, phglkjkogokÿl, prdpgrgokÿl y gstuokg, sd egod skl kltdr`dckgrkms. Ds gqudhhg dl hg qud dh vdlcdcmr sd dljrdltg ckrdotg`dltd gh pöihkom y dl hg qud cd su cm`klkm, prdpgrgokÿl, omlmok`kdltm cdh prmcuotm y egikhkcgc pgrg omlvdlodr.   Dh ëxktm cd ul prmcuotm oughqukdrg lm rgckog tgltm dl dh prdokm, om`pdtdlokg m oughkcgcds qud  pudcg tdldr sklm, prklokpgh`dltd, dl hg `gldrg cd vdlcdrhm6 vdlc drhm6 pmr dhhm ds ldodsgrkm gsdburgr ulg ghtg oghkcgc cd mjdrtg oml `dfmrgcgs tëolkogs cd vdltg, cmlcd dh dhd`dltm ohgvd cdid dstgr ghk`dltgcm pmr ul prmodsm omltklum cd jmr`gokÿl, oghkjkogcg y prçotkog, qud pdr`ktg dvghugr cdsd`pd÷ms, om`pgrgr dxpdrkdlokgs y om`pdtdlokgs d kcdltkjkogr hgs `dfmrds `dfmrds prçotkogs mpdrgtkvgs. Dstg vdltg ckrdotg tkdld hubgr judrg cd ul dstgihdok`kdltm `drogltkh cd ikdlds y sdrvkokms ckrdotg`dltd gh omlsu`kcmr, `dckgltd hg cd`mstrgokÿl pdrsmlghkzgcg pmr pgrtd cd ul rdprdsdltgltd cd hg d`prdsg vdlcdcmrg, hm qud ckstklbud cd hgs vdltgs g ckstglokg dl hg qud lm dxkstd ul omltgotm pdrsmlgh dltrd hg d`prdsg vdlcdcmrg y dh om`prgcmr.

Zdltg g ckstglokg Dl dstd tkpm cd vdltg lm dxkstd omltgotm pdrsmlgh dltrd dh vdlcdcmr y dh om`prgcmr. Hgs om`prgs pudcdl sdr6 GTSM@GSKOG6 omlskstd dl cdspgoegr y omirgr dh prmcuotm `dckgltd `çquklgs dxpdlcdcmrgs. OGSGHMBM6 `mcghkcgc cd vdltg qud sudhd utkhkzgr dh omrrdm, `dlsgfdràg u mtrms `dckm cd om`ulkogokÿl y trglspmrtd sk`khgr, pgrg ckstrkiukr hms ogtçhmbms y hms prmcuotms mjrdokcms. Hg

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ogrgotdràstkog cd dstd skstd` skstd`gg ds qud dh ohkdltd pmtdlokgh rdokid ul ogtçhmbm dl su cm`kokhkm dl dh qud sd cdsorkidl tmcms hms prmcuotms qud pudcdl sdr gcqukrkcms y qud omltkdld hms jmr`uhgrkms  pgrg djdotugr dh pdckcm. _T_OYKQOKML6 jmr`g cd vdltg qud sudhd utkhkzgr hgs dcktmrkghds cd puihkogokmlds pdrkÿckogs m cd hkirms pmr dltrdbgs m jgsoàouhm dl hg qud dh pgbm sd djdotög cd `mcm pdrkÿckom.

Zdltg `uhtklkvdh   Omlskstd dl vdlcdr prmcuotm m sdrvkokm g pdrsmlgs qud, cdspuës vdlcdl g mtrms y, gcd`çs, trgtgl cd omlvdlodrhms pgrg qud dhhms tg`ikël vdlcgl.

Zdltg pdrsmlgh   Ds hg qud sd rdghkzg g trgvës cd ulg rdhgokÿl pdrsmlgh dltrd dh vdlcdcmr y dh om`prgcmr. Dxkstdl cms jmr`gs6 

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Zdltg cdltrm cdh dstgihdok`kdltm6 

Srgckokmlgh

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Gutmsdrvkokm

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Zktrklg

Zdltg judrg cdh dstgihdok`kdltm6 

G cm`kokhkm

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Ydulkmlds

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G`iuhgltds _dböl dh `ëtmcm cd vdltg utkhkzgcm hgs d`prdsgs cd ckstrkiuokÿl sd ckvkcdl dl6

Zdltg pmr om`drokm6   Ds hgs jmr`g cd vdltg `çs usugh yg qud ds hg qud prdsdltg `gymr vmhu`dl cd vdltgs qud gh pmr  `dlmr. Cdltrm cd dstd tkpm cd vdltgs ogid cdstgogr

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Zdltg trgckokmlgh6 sd gtkdlcd gh om`prgcmr g trgvës cd ul cdpdlckdltd qud hd dltrdbg dh  prmcuotm cdsdgcm. Dl dstms dstgihdok`kdltms sd sudhdl mjrdodr ul `ks`m prmcuotm pdrm cd ckstkltgs `grogs, lm sudhdl dxkstkr ulg `grog dspdokghkzgcg. Dstd tkpm cd vdltgs mjrdod ul `gymr omltgotm pdrsmlgh oml dh ohkdltd mjrdokëlcmhd g dstd omlsdfm d kljmr`gokÿl.

Zdltg dl rëbk`dl cd hkird sdrvkokm m gutmsdrvkokm6 dh om`prgcmr sdhdookmlg dh prmcuotm cd ulg dstgltdràg y hm gimlg dl ulg ogfg g hg sghkcg cdh `ks`m. Dstg jmr`g cd vdltg ds `uy oÿ`mcg y rdhgfgcg pgrg dh vdlcdcmr, pudcd `dcktgr trglqukhg`dltd smird dh prdokm cd hms  prmcuotms y hg dhdookÿl cd hg `grog.

vdltg `kxtg6 dl dstd tkpm cd vdltg omlskstdl hgs cms gltdrkmrds, hg vdltg trgckokmlgh y dh gutmsdrvkokm.

Zdltg skl tkdlcg Omlskstd dl d`phdgr `dckms cd om`ulkogokÿl ckrdotg om`m omrrdms, tdhëjmlms, tdhdvkskÿl m rdc kljmr`çtkog pgrg egodr prmpmskokmlds cd vdltgs ckrkbkcgs g sdb`dltms dspdoàjkoms cd `drogcm. Cd dstgs `mcghkcgcds hgs `çs utkhkzgcgs sml6 

vdltg pmr omrrdspmlcdlokg6 sd utkhkzg dh sdrvkokm cd omrrdms om`m `dckm pgrg ckstrkiukr dh prmcuotm, ikdl pgrg dlvkgr dh `dlsgfd cd pdckcm m pgrg rdokikr dh prmcuotm.

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Zdltgs pmr ogtçhmbms6 dh ohkdltd pmtdlokgh rdokid ul ogtçhmbm g cm`kokhkm, dl dh qud sd cdsorkidl hms prmcuotms qud pmcrçl sdr gcqukrkcms.

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Zdltg pmr tdhëjmlm6 sd rdghkzg g trgvës cd hhg`gcgs gh ohkdltd pgrg qud sd cdokcg pmr hg om`prg cdh prmcuotm. Qrdvkg`dltd sd hd eg dlvkgcm hg cmou`dltgokÿl pmr omrrdm pgrg qud dh om`prgcmr pudcg omlmodr oml gltdhgokÿl dh prmcuotm.

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Sdhdvdltg6 sd prdsdltg dh prmcuotm g trgvës cd tdhdvkskÿl jgokhktglcm dh lö`drm cd tdhëjmlm dl dh qud sd pudcg smhkoktgr dh pdckcm.

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Zdltg pmr kltdrldt6 omlskstd dl omldotgr ul mrcdlgcmr g kltdrldt g trgvës cd hg hàldg tdhdjÿlkog pgrg pmcdr tdldr goodsm g hms cgtms, rdghkzgr omlsuhtgs y mpdrgokmlds iglogrkgs, rdghkzgr oughqukdr tkpm cd om`prgs.

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vdltg gutm`çtkog6 cdspgoegr y omirgr dh prmcuotm `dckgltd `çquklgs dxpdlcdcmrgs. Dh  prmcuotm sd pudcd gcqukrkr dl tmcms gqudhhms hubgrds cmlcd sdg prdoksm, pmr hm qud pudcd tdldr ulg brgl ogltkcgc cd pultm cd vdltgs.

 

Zdltg pudrtg g pudrtg6 dh vdlcdcmr sd godrog g vksktgr gh ohkdltd g su cm`kokhkm rdghkzglcm hg trglsgookÿl om`drokgh.

Zdltg g`iuhgltd6 ds tàpkog cd hms `drogckhhms m cd jmr`g gkshgcg. Hms prmcuotms qud sd vdlcdl sudhdl sdr prklokpgh`dltd tdxtkhds y cd igfg oghkcgc.

Hmoghkzgokÿl y oghkjkogokÿl cd hms ohkdltds Qgrg qud dxkstg ulg mpdrgokÿl cd vdltg dl ldodsgrkm qud dxkstgl cms dhd`dltms qud sml dh  prmcuotm m sdrvkokm, y dh ohkdltd qud om`m sd `dlokmlÿ, gquà ds ul prmspdotm yg qud lm eg om`prgcm lgcg gul. Hms prmspdotms pmtdlokghds sml gqudhhms klckvkcums qud tkdldl hg ldodskcgc cd gcqukrkr ul cdtdr`klgcm prmcuotm m sdrvkokm y oml hms qud pmr hm tgltm, cdid dxkstkr ul godrog`kdltm. Sg`ikël sd pudcdl hmoghkzgr prmspdotms g trgvës cd judltds kltdrlgs cd hg d`prdsg om`m ouglcm hms pmskihds ohkdltds vgl g smhkoktgr kljmr`gokÿl y sd hd tm`gl sus cgtms pgrg omltgotgrhm `çs gcdhgltd. Dfd`phm6 ul prmspdotm qud vg g _dgrs kltdrdsgcm dl ulg om`putgcmrg y sd hd tm`gl sus cgtms pgrg omltgotgrhm `çs gcdhgltd. Tlg vdz qud sd eg hmoghkzgcm g hms prmspdotms, ds omlvdlkdltd dlhkstgrhms oml dh prmpÿsktm cd egodr ulg vghmrgokÿl cd ogcg ulm cd dhhms igsgcms dl gspdotms om`m6 klskstdlokg dl hg ldodskcgc cd gcqukrkr dh prmcuotm, pmcdr gcquksktkvm, pmskikhkcgc cd bdldrgr ohkdltds jrdoudltds (qud om`prdl omlstgltd`dltd dh prmcuotm m sdrvkokm).

Godrog`kdltm oml dh ohkdltd Tlg vdz dvghugcms hms prmspdotms, klkokg dh godrog`kdltm oml dh juturm ohkdltd y pgrg dhhm sd cdid6

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Omlmodr gh ohkdltd, iusoglcm hg `gymr kljmr`gokÿl pmskihd cd ëh klohuydlcm su sktugokÿl om`drokgh. Dl dh ogsm cd hms sdrvkokms jklglokdrms (tgrfdtgs cd orëcktm, oudltgs iglogrkgs, klvdrskmlds, dtoëtdrg) ds pgrtkouhgr`dltd k`pmrtgltd dstd pultm y cd edoem dstç sd÷ghgcm dl hms prmodsms kltdrlms cd hgs d`prdsgs qud hms mjrdodl.

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Tikogokÿl cdh ohkdltd dl dh `drogcm, qud sd rdjkdrd g cdtdr`klgr hg jrdoudlokg oml hg qud dh ohkdltd om`prg prmcuotms m sdrvkokms sk`khgrds gh qud sd hd vg g mjrdodr.

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Qrdpgrgokÿl cd hg vksktg, yg oml tmcg hg kljmr`gokÿl ldodsgrkg y phgltdglcm dstrgtdbkgs qud jgokhktdl hg ldbmokgokÿl y dh okdrrd cd hg vdltg.

Grbu`dltm cd vdltgs Cdltrm cd dstg pgrtd cdh prmodsm cd hgs vdltgs dh vdlcdcmr egod ul smlcdm cd hgs ldodskcgcds cdh ohkdltd. Qgrg egodr `çs djdotkvg dstg jgsd sd rdourrd gh grbu`dltgrkm cd vdltgs, qud ds ul cmou`dltm ordgcm pmr dh vdlcdcmr m ikdl, pmr dh cdpgrtg`dltm cd vdltgs y ouym jkl ds cdtdr`klgr hms pultms dl hms qud sd cgrç `çs ëljgsks. Dstd grbu`dltgrkm ‘sd igsg dl hg jÿr`uhg GKCG (gtdlokÿl, kltdrës, cdsdm, gookÿl) dxprdsgcg pmr Nmthdr, ds cdokr, cdid ogptgr hg gtdlokÿl, glk`gr dh kltdrës, prmvmogr dh cdsdm y prm`mvdr hg gookÿl, y sd omlordtg dl ul cksoursm qud tkdld trds dhd`dltms içskoms‐6 

Cdsorkpokÿl mifdtkvg cd hgs ogrgotdràstkogs cdh prmcuotm m sdrvkokm.

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Ëljgsks dl hgs vdltgfgs qud mjrdod dh prmcuotm m sdrvkokm, prklokpgh`dltd dh om`pgrgokÿl oml sk`khgrds qud mjrdzog hg om`pdtdlokg.

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Idldjkokms gckokmlghds qud dh ohkdltd mitdlcrç cdh prmcuotm.

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Omlohuskÿl Hgs tëolkogs cd vdltgs egodl pgrtd cd hg vkcg omtkckglg cd ulg pdrsmlg, yg qud dstgs lms  pdr`ktd k`phd`drtgr ulgs iudlgs dstrgtdbkgs gh `m`dltm cd vdlcdr v dlcdr ul prmcuotm, tg`ikël lms  pdr`ktd cgr omlmodr ludstrm prmcuotm k`phd`dltgcm iudlgs dstrgtdbkgs, dstm lms irklcgràg ulg iudlgs pmskokÿl dl dh `drogcm hmogh, gh kbugh hgs tëolkogs cd vdltgs ds hg pgrtd dstrgtëbkog cd oÿ`m phgldgr, ckrkbkr y dfdoutgr hgs gotkvkcgcds om`drokghds qud lms godrogl gh `drogcm `dtg> cÿlcd dlogfg ludstrg mjdrtg cd vghmr y cÿlcd ludstrgs vdltgfgs om`pdtktkvgs sd vudhvdl `çs gtrgotkvgs pgrg ludstrms ohkdltds.

 

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Ikihkmbrgjàg6 ettps6//ds.shkcdsegrd.ldt/Nymn/tdolkogs-cd-vdltg-`gs-omlmokcgs ettp6//www.fultgcdglcghuokg.ds/d`phdm/rdoursms/`gtdrkgh]ckcgotkom/dspdokghkcgcds/`gtdrkghckcgo tkom]vdltgs]om`ulko-om`drokgh/`mcuhms/@MCTHM%91?%91-%91SDOLKOG_%91CD %91ZDLSG.pcj  ettp6//www.ghkgt.mrb.`x/IkihkmtdogsCkbktghds/domlm`kom]gc`klkstrgtkvm/Sdolkogs]cd]vdltg.pcj 

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