Повышение клиентоориентированных продаж с помощью анализа неудач и усилий по исправлению ситуации: основа и призыв к действию
Гонзалез Г., Ноффман Д., Инграм Т.


Хотя клиентоориентированные продажи должны основываться на долгосрочных взаимовыгодных отношениях между продавцом и покупателем, необходимо учитывать еще два важных аспекта: анализ ошибок продавца и его усилия по исправлению ситуации. Продавцам следует овладеть навыками в пяти взаимосвязанных областях: выявление ошибок; их атрибуция; выбор стратегии исправления; ее осуществление; отслеживание, мониторинг и оценка эффективности.


Анализ неудач и усилия по исправлению ситуации;

Навыки, необходимые для проведения анализа неудач, выбора и осуществления стратегии исправления ситуации;

Отслеживание, мониторинг и оценка


Призыв к действию;

Ключевые слова: анализ неудач, усилия по исправлению ситуации, долгосрочные отношения, культура продаж
Журнал: «Управление продажами» — №2, 2007 (© Издательский дом Гребенников)
Объем в страницах: 14.
Кол-во знаков: около 34,169.

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Гонзалез Габриэль Р.

Ассистент-профессор маркетинга Бизнес Колледжа Университета штата Колорадо (США).

Ноффман Дуглас К.

Профессор маркетинга Бизнес Колледжа Университета штата Колорадо (США).

Инграм Томас Н.

Профессор маркетинга и бизнес-администрации Бизнес Колледжа Университета штата Колорадо (США).