Nil Rekhem: spin-ukuthengiswa

Spin-intengiso - inkqubo ephuhliswe British ngengqondo-ngumphandi inxaxheba iingxaki nokuthengisa - Neil Rackham. Xa intliziyo kulo, njengoko kuchazwe kule ncwadi «spin Ukuthengisa», eyapapashwa ngowe-1978, nto ngokulandelelana kakuhle echazwe ngeentlobo ezine imibuzo evumela iingcali yokuthengisa ukuqonda client. Indlela inethiwekhi ukuba kuthethwane, nto leyo iza kukhokelela Ngokusengqiqweni kwesi sifundo iimfuno zabathengi ukuphuhlisa izisombululo. Ukusebenzisa inkqubo Rackham, siveze "imfuno okungaba 'kwaye siyiphuhlisa ngendlela" imfuneko ecacileyo' ukuba umthengisi unako ukuyisombulula. Nangona ngemizobo ethi "spin-ukuthengisa" Kuthi lixesha, umxholo wayo esasebenza. Namhlanje, izinto iluncedo ukuba phantse nayiphi na ingcali ekuthengisweni kweempahla kunye neenkonzo.

iintlobo ezine imibuzo

Isimo. Yonke umthengisi elungileyo iqala ukuthengisa koko abuze imibuzo ezinceda umxhasi aqonde imeko yangoku kugxininisa ukuvezwa iingxaki ezithile. Kodwa oku akunyanzelekanga ukuba bayahlukunyezwa, njengoko maxa wambi yenziwe yi salespeople ongenamava. Kunokuba 'ukugxotha "ye client. Akukho mfuneko yokuba ukubuza imibuzo ukuze atyhile iinkcukacha ekulula ukuba afumane, ngaphambi kokuqalisa-thethwano.

Yingxaki. Ezi nkundla ke zenzelwe ukuba bachonge ingxaki zabathengi, imibuzo enjalo aphela rhoqo ebuzwa abarhwebi abanamava. Isizathu izicacele. Beginners ngokuqhelekileyo sinethemba ukumelana esebenzisa imibuzo lwemeko, kwaye iingxaki umxhasi xa zibonwa esisoyikiso. mthengisi abanamava uyaqonda ukuba yokuntsonkotha kunokuba luncedo kuye.

Abstractors. Le yimibuzo malunga neziphumo okanye iziphumo imilinganiselo iingxaki zabathengi. Zihlobene enxulumene kokuthengiswa nempumelelo, kodwa intsonkothe ngaphezulu kunayo lobume kunye ingxaki. Umthengisi delves zonke iingxaki ezinokubakho ezinokuvela, ukuba akunjalo ngokukhawuleza athathe amanyathelo ukulungisa le ngxaki.

Guide. Ezipilisi ziluncedo kakhulu xa uthethathethwano kunye namaqela amakhulu. Imibuzo ukugxila yabathengi kwisisombululo, hayi ingxaki.

Intengiso indlela spin idla zibhekisela kokuthengiswa, efuna iintlanganiso ezininzi kunye neengxoxo phambi naziphi na izivumelwano zisayiniwe kunye iimpahla okanye iinkonzo komunye. Nangona indlela zingasetyenziswa ukuba ezincinane umthamo yentengiso, apho umjikelo wonke idla ngokuba ngokukhawuleza kakhulu. Kodwa phambi kokuba abathengisi ngaphandle intengiso kufuneka izicwangciso kwangaphambili oko ukulindeleyo yentlanganiso client.

Kukho i ingxoxo umdla yolwazi eqhelekileyo kwi "inkcaso ekoyiseni". Xa ethi "spin-ukuthengisa" kwathiwa, waba sele kukho ezininzi iindlela eziqhelekileyo yoqeqesho ngeles, swi iindlela 'ukoyisa inkcaso ". Emva kokuhlalutya ngaphezulu kwe 35,000 kwabangaphandle intengiso, Rackham kunye neqela lakhe abaphandi-30 baye bakwazi ukubeka ukuphumla ezinye zeemposiso kunye nokuphuhlisa iindlela ezaziza kukhokelela ekubeni intengiselwano ngempumelelo. amabango Rackham esekelwe kumava kunye nophando, ukuba inkoliso izichaso ntoni xa inkqubo intengiso buzinze ubukhulu becala phezu iimpawu kunye nezibonelelo ngemveliso / inkonzo. Kwelinye icala, ukuba ngaphantsi kwe xa umthengisi ufuna ngumbutho ngobuchule imveliso / iinkonzo kunye neemfuno ecacileyo, echaza zalo eziluncedo kulo mbono. Bethenga yimpumelelo, umxhasi ubona iinzuzo ngokwabo.

Spin intengiso msebenzi, iinkampani ezininzi ziye zatshintsha kakhulu ngeminyaka yoo-1980. Nangona, Kakade ke, namhlanje abanye abagxeki bayavuma ukuba enye imifuziselo zokuqala zokuthenga thethwano ngandlel lixesha. Eneneni, Kungcono kakhulu ukuba nokuchonga iimfuno client, kodwa ezithile ngokwaneleyo ukuze afumane inzuzo encumisayo. Isizathu kukuba ihlabathi lanamhlanje, nangona oko akuthethi ngoyaba iimfuno, kodwa ngokubanzi, akasahlali kuluntu ojolise kubo.

Kodwa nayiphi na imeko, ethi "spin-intengiso" uhlala iincwadi yathengiswa zamashishini.