\nExist\u0103 opinia, larg r\u0103sp\u00e2ndit\u0103, c\u0103 afacerile din Rom\u00e2nia au o problem\u0103 cu v\u00e2nz\u0103rile, de fapt cu oamenii de v\u00e2nz\u0103ri; faptul c\u0103 institu\u0163iile de \u00eenv\u0103\u0163\u0103m\u00e2nt superior nu au facult\u0103\u0163i sau clase dedicate, faptul c\u0103 v\u00e2nz\u0103rile nu fac obiectul unor sesiuni dedicate au f\u0103cut ca v\u00e2nz\u0103rile s\u0103 fie o activitate \u00eenv\u0103\u0163at\u0103 mai mult din practic\u0103, din \u00eent\u00e2lniri \u015fi din experien\u0163a acumulat\u0103 \u00een timp. A\u015fa c\u0103 apari\u0163iac\u0103r\u0163ii lui Chet Holmes nu poate fi dec\u00e2t binevenit\u0103, iar cele 12 strategii cheie de care vorbe\u015fte autorul par s\u0103 func\u0163ioneze.<\/p>\n
\nSigur c\u0103 \u00eenv\u0103\u0163\u0103mintele lui Holmes par a fi comune – to\u0163i \u015ftim c\u0103 trebuie s\u0103 ne gestion\u0103m bine timpul, c\u0103 avem nevoie de training periodic, c\u0103 \u015fedin\u0163ele trebuie s\u0103 fie eficiente \u015fi c\u0103 o afacere are nevoie de strategii bine puse la punct, c\u0103 trebuie s\u0103 angajezi talente \u015fi s\u0103-\u0163i atragi cei mai buni cump\u0103r\u0103tori, c\u0103 este nevoie de marketing \u015fi de detalii care s\u0103 atrag\u0103, dar \u015fi de follow-up \u015fi de stabilirea unei leg\u0103turi cu clien\u0163ii. Autorul \u00eens\u0103, logic \u015fi ordonat, nu se mul\u0163ume\u015fte s\u0103 \u00een\u015fire percepte, ci le exemplific\u0103, impune exerci\u0163ii \u015fi ofer\u0103 abord\u0103ri practice, cu exemple \u015fi situa\u0163ii reale.<\/p>\n
\nDe exemplu trecerea de la managementul de tip \u201eai un minut\u201c, de la managerul la care zi de zi, toat\u0103 ziua, angaja\u0163ii veneau, \u00eencepeau cu \u00eentrebarea \u201eai un minut?\u201c, dup\u0103 care \u00eencepea o nesf\u00e2r\u015fit\u0103 \u015fedin\u0163\u0103 neprogramat\u0103, p\u00e2n\u0103 la o abordare profesionist\u0103, \u00een care nu mai avea, ca manager, niciun minut, dar avea \u015fedin\u0163e organizate, cu o agend\u0103 strict\u0103 \u015fi cu \u015fedin\u0163e de tipul \u201eai un minut\u201c desf\u0103\u015fur\u00e2ndu-se la intervale de timp precise \u015fi doar \u00een acele intervale.<\/p>\n
\nRezultatul a fost c\u0103 timpul dedicat conducerii directe a afacerii a sc\u0103zut de la 70-80 de ore pe s\u0103pt\u0103m\u00e2n\u0103 la nou\u0103 ore. Mai departe, cartea vorbe\u015fte despre transformarea organiza\u0163iilor \u00een ni\u015fte ma\u015fini eficiente de v\u00e2ndut, de la prezent\u0103ri \u015fi moduri de comunicare la m\u0103runtele cadouri oferite clien\u0163ilor. Cheia succesului nu const\u0103, spune Holmes, \u00een a face 4.000 de lucruri, ci \u00een a st\u0103p\u00e2ni doar dou\u0103sprezece zone de abilit\u0103\u0163i de baz\u0103 care ar trebui s\u0103 plaseze pe oricine \u00een fruntea pie\u0163ei.<\/p>\n","protected":false},"excerpt":{"rendered":"
Exist\u0103 opinia, larg r\u0103sp\u00e2ndit\u0103, c\u0103 afacerile din Rom\u00e2nia au o problem\u0103 cu v\u00e2nz\u0103rile, de fapt cu oamenii de v\u00e2nz\u0103ri; faptul c\u0103 institu\u0163iile de \u00eenv\u0103\u0163\u0103m\u00e2nt superior nu au facult\u0103\u0163i sau clase dedicate, faptul c\u0103 v\u00e2nz\u0103rile nu fac obiectul unor sesiuni dedicate au f\u0103cut ca v\u00e2nz\u0103rile s\u0103 fie o activitate \u00eenv\u0103\u0163at\u0103 mai mult din practic\u0103, din \u00eent\u00e2lniri […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7194],"tags":[81,4126,32751,373,274,6064,26564,80,14126,7222,19707,7212],"class_list":["post-132212","post","type-post","status-publish","format-standard","hentry","category-carte","tag-afaceri","tag-clienti","tag-dedicatie","tag-eficienta","tag-incepere","tag-manager","tag-nevoie","tag-refuz","tag-sedinte","tag-strategii","tag-timp","tag-vanzari"],"_links":{"self":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/132212","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=132212"}],"version-history":[{"count":0,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=\/wp\/v2\/posts\/132212\/revisions"}],"wp:attachment":[{"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=132212"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=132212"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bm.dev.synology.me\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=132212"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}