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7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
1/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 1
BO CO KT QU KHA HC:
Th
c hin: Nguyn Thanh T
Etec Co., Ltd.
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 2
1. Khi qut v giao tip2. Tm l giao tip3. Thng lng v qu trnh thng
lng4. X l th gng5. Mt s tiu xo trong thng lng6. Gii quyt tnh hung
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 4
Th gii l mt bn m phn khng l,mi chng ta l mt nhn vt trn
bn m phn!Hng ngy bn thc hin cc cuc m
phn u? Vi ai? V ci g?
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 5
mphn tt
cn nhngg?
K nng giao tip
Hiu tm l i tc
Chun b tt
C chin thut mphn linh hot
Cn
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 6
L qu trnh trao i thng tin quali nhm to mi quan h.
P
ROSK
ILL
S
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
7/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 7
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
8/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 8
M ha:
Mi trng:
Knh:
Tip nhn:
Gii m:
Din t thiu thng tinn o
in thoi b h, e-mail b virut,
Thiu s tp trung
K nng lng nghe cha cao
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
9/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 9
Tnh hung
v x l
tnh hung
Mt ln giao tipc th
Mt mi quan h c th
Giao lu x hi
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
10/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 10
Da vo thi : Thng Thng
Thng Thua
ThuaThng ThuaThua
Thng thng hoc khng hp ng
Bn thng giao tip theo kiu no?
I winYou lose
I winYou win
I lose
You lose
I lose
You win
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
11/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 11
Da vo th tm l
Th mnh
Th yu
Th cn bng
Bit mnh, bit ta!!!
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
12/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 12
S dng phng tin giao tip thnh tho
Nhy bn vi tm l ca i tc
Bn p dng k xo giao tip trong trng hpno?
Nn hn ch:
- To ra bu khng kh khch so
- Lm i tc cm thy gi to
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
13/7907/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 13
Ni ci g khng quan trng bng ni nh th no!
Ni vi ai?
Ni ci g?
Ni nh th no?
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 14
Ba
Tiuchun
Chnh xc
Ngn gn
R rng
Ci g? Ai? Khi no? u?
Cu n Mi cu cho mt
Khng dng t a ngha Khng din t c th gy hiu nhm
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
15/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 15
Ni ngt th lt ti xng
Dng nhng li l lch s vi KH:
Xng h hp l
Li ni i i vi c ch ..,
nh mt
Dng li ni ... lm du bt cng thng.
Vui lng, xin li, xin c lm phin,
du dng
thn thin
hm hnh
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
16/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 16
Kho
gi,
Kho
m
Ngn ng c th:
Vt cht:
Khng gian, v tr:
- Hnh vi giao tip:
nh mt, n ci, c ch.
tng qu, tng hoa.
Gi v tr v khong cch hp l.
- Vi KH thng nn ngi mt gc 450
- Khch thng ngi bn tay phi ch
- N thng ngi bn tay phi nam.
m hn, ng chm(ch p dng vi nhng KH c mi quan hc bit thn thit).
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
17/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 17
SN KHU
CH KHCH
Mt khng gian mu trong m phn
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 18
B TXA C
Mc u tin gh ngi trn xe 4 ch
Khi i cu thang
Khi i b bn l ng
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Gii thiu:
Bt tay:
Danh thip:
CCH THC GIAO TIP
- Cp di cho cp trn trc.- Nam cho n trc.
- Cp trn a tay cho cp di bt.- N a tay cho nam bt.
- Cp di trao cho cp trn trc
- Nam trao n trc.
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 22
Tm l l g?
V d:
TM L TRONG M PHN
Tm li, tm hiu tt c nhng g thuc v i sng tinh thn
- Nhu cu, s thch- Tm trng, cm xc, tnh cm- Tch cch, tnh kh, thi quen
- Nng lc, trnh - Tn ngng, tp qun, phong tc- ch, nim tin, quan im,
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 23
L vic dng cc gic quan tm hiu.
Nhn g? nh gi g?Tng mo:Din bin trn khun mt
Dng iu:Thao tc xem xt mt hng, hs
Th hin tnh cch,c tnh.
Din bin tm lTch cch, thi
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 24
Nghe:
Nghe g? nh gi g?
T ng:phn tch ngha en,ngha bng, tnh cm)
Ging iu, m iunh mt, hnh vi
Quy lut Pareto (Tng Bng Tri): 20/80
Trnh , tnh cch, thi , t ca h
v tm t tnh cm
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 25
Cc cplngngheGi vnghe
Chmch nghe
Nghechn lcL i
Thucm
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 26
Cc cplngngheThu
cm
Nghe chn lc
Chm ch nghe
Gi v nghe
L i
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 27
Hiu v tm t tnh cm ca i tng
Gip h gii by tm sLich
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Cho vic kh th .
Hi lc vi vng xem .
Cho i xa xem . .Cho gn xem ..
Giao vt cht xem Cho chn say xem
TI
NHN
TRUNG
THNH - TNH KH
TNH
TR
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 29
Bi cnh
Hiu ng so snhS ho nhong
Bng cp
Tm trngn tng
Tnh cm
Ch quan
Khch quan
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Cm xc ca bn xut pht t u? Tha mn nhu cu => Cm xc tch cc
Khng tha mn nhu cu => Cm xc tiu cc
Cc cp cm xc Tm trng
Xc ng
Xc ng li hay hi trong giao tip Km ch xc ng bng cch no?
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 31
Hy thnh tht quan tm ti ngi khcth trong vng mt thng bn s to ra
c nhiu tnh cm hn so vi hainm ch quan tm ti chnh mnh
(c nhn tm)
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 32
-Cht lng, mu m- An ton-S a dng ca dchv-Gi c
-Hu mi, khuyn mi
-a im-K giao dch-K thay i SP, D
-Gi phc v- Giao hng- Thanh Ton
-K nng v trnh ngi phc v-Thi v hnh vi phc v-Ngai hnh v trang phc
Snphm
Thuntin
Conngi
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
33/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 33
ng bao gi.....!
To cho nhau nhngth v!
N IU
BT NG
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 34
Quyt nh
Ch
Hngth
Hammun
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 35
L mt cuc giao tip iu ha li ch ca hai bn Bng cch tho lun, bn bc Mt cuc thng lng din ra khi:
Mt cuc thng lng va c:
- Hai bn c li ch chung- ng thi c li ch i lp
- S hp tc- Va c s xung t
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 36
1. t ..
2. u ha gi thnh (chi ph min):
3. To ra v .
Vt lc, nhn lc, thi gian Khong nhng b ca chng ta
Chi ph ......c hi
mc tiu
gi gn quan h
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
37/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 37
Bi cnh
Tnh hnh kinh t ca i tc
Cc mi quan h, im mnh, im yuTh t u tin cc yu cu
Tnh trng php l
S bc thit v vn thng lng
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 38
Thi gian: thi im quyt nh (im cht) cai tc
Kin nhnBn b Tin hnh nhanh khi c thBit khi no nn di di, thay i hoc hy b
pht quyt nhiu khin thi gian
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 39
Quyn lc
Quyn lc tim n: kinh nghim, k nng x
l tnh hung, am hiu chuyn mn, am hiuth trng.
Quyn lc thc t: uy tn doanh nghip, ccmi quan h, sc mnh thng hiu.
Nguyn tc chung:
Bit nhiu v i tc nhng du kn mnh
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
40/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 40
1. Cch chia chic bnh
2. Chic ca s
3. Bn o Sinai
Cc v d kinh in trong thng lng
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Kiu mm (hu ngh) Kiu cng (lp trng)
Kiu nguyn tc (Harvard)
NT1: ng bm vo lp trng
NT2: hy a ra nhiu phng n
NT3: hy cng li ch, mm quan hNT4: c Tiu Chun Khch Quan chng minh
Thua - ThngThng - Thua
M hy tm li ch thc s ca nhau
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 43
Ti sao m phn tht bi?
- Xc nh sai mc tiu
- t mc tiu khng kh thi- Mt nh hng trong m phn
- Thu thng tin v i tc v th trng
=> Tm li l do khu chun b km
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 44
A. Xc nh mc tiu Xc nh nhu cu (li ch thc s)
Xc nh phm vi m phn (th t u tin cc
yu cu)B. Tm kim thng tin
C. Xc nh BATNA (Best Alternative To a
Negotiated AgreementPhng n thay th ttnht cho mt cuc m phn).
Mt BATNA mnh l mt BATNA c nhiu s la chn.
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 45
Hi i tc
Tm hiu cc cuc m phn tng t trc y
Tm hiu qua nhng ngi tng m phn vih
Nhng thng tin th trng c lin quan n hot
ng ca i tc t mnh vo v tr ca i tc suy ngh
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
46/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 46
Bn hy i x vi i tc nh h mong mun Hiu phong cch ca bn
Tm hiu phong cch ca i tc
C 3 cch Quan st tng th
Nghe ngng
t nhiu cu hi S dng hiu bit v phong cch ca i tc
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
47/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 47
Chn a im
V tr trn bn m phn
Cc ti liu cn thit Rn luyn cc k nng giao tip
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 48
Trong vng 1-3 pht bn phi t ra
D TH NG.
CH..
IN CMTIN CY
UYN NGHIP
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 49
9 iu cn nh to n tng tt1. Thc hin nhng .2. n mc , tc phong .3. n ng gi, th hin tnh
4. Bt tay ., nh mt ..5. N ci, ging ni tht .6. T gii thiu, trao danh thip, gii thiu v cng ty
mnh
7. To bu khng kh bng cc ti x giao8. C th .. khch hng mt cu9. T tin vo cuc khi c bu khng kh thoi mi
Yu cu ban u ca hgn gng nng ng
nghim tc
cht thng thnnng nhit
khen
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 50
1. Mang ., ht thuc, nhai ..
2. Than phin v mt . Khc
3. .. i th4. cp v nhng vn t nh:
5. Dng nhng t khng chc chn: c th, c l,ti s
6. Dng nhng t v c ch qu thn mt
king mt ko cao su
Khch hng
Ch trch
tn gio, chnh tr, chng tc, ring t
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
51/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 51
Tm hiu nhu cu khch hng
- Cu hi ng: Yes/No
- Cu hi m: Ti sao? Th no? - Lng nghe hiu qu
- Ghi nhn nhu cu ca i tc v chia s vi i
tc v nhu cu thc s ca mnh.
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
52/79
07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 52
1. a yu cu/ ngh: cn lu Nn a ra yu cu tng i hp l
Nn c mt khong hai bn thng lng
Khng nn b st bt c vn no (bo hnh,thanh ton, bo him.)
Nn bt u bng iu khon d thng nhttrc.
2. Nhn ngh
Hy lng nghe ngh v chun b i p
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 53
B1: Nu hai bn chp nhn yu cu ca nhau lhp l th mi bn nhng b mt khong tngng
B2: Nu i tc hp l cn ta v l th:
Cn nhng b, tuy nhin lu :
- Th hin c thin ch vi i tc- i ly nhng b ca i tc (Dng tiu xo xinthm)
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 54
B3: Nu i tc v l cn ta hp l th
Thuyt phc i tc chp nhn yu cu ca mnh bng cch:
Km ch cm xc tiu cc
Lng nghe i tc ti cng hiu c li ch v l lca h
Kim tra xem mnh hiu ng h cha
Trnh by r rng quan im ca mnh km theo chngc khch quan
Tr li cht vn i tc mt cch t tin v dt khot
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 55
1. Nguyn nhn hnh thnh th gnga. Do hai bn bm vo lp trng
b. Do mt bn p bn kiac. Do phm cht yu km ca nhn vin thng
lng
d. Do i tc hy vng chng ta s nhng b
T PH TH GNG (B TC KHI M PHN)
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 56
2. Cch t pha. Hy ri b
b. Yu cu i tc
c. Thay th nhn vin thng lngd. ng tan hy vng ca i tc bng cch:
T PH TH GNG (B TC KHI M PHN)
lp trng v tm hiu li ch
a ra tiu chun KQ chng min
Chng minh cho h thy rng l gii hn cui
cng bng thi cng rn v cng qut.
7/29/2019 Ky Nang Dam Phan Va Thuong Luong - PRE
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 57
1. Tiu xo ch bai2. Tiu xo b i
3. Tiu xo n v
4. Tiu xo cnh tranh cng knh5. Tiu xo hi kin cp trn
6. Tiu xo xin thm
7. Tiu xo ca i chnh lch
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8. Tiu xo sit c9. Tiu xo lin tng
10. Tiu xo a ra bng chng v s liu thng k
11. Tiu xo bt cht12. Tiu xo a ra cc thng k
13. Chin thut chia ct i phng chinh phc
14. Tiu xo gy nng gin
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 59
15. Tiu xo y vn vo vic ri16. Tiu xo mi i tc tham quan cng ty ca
mnh
17. Tiu xo va m va nh18. Tiu xo nh trng lng khi b cht vn
19. Tiu xo bng bn
20. Tiu xo cu gi
Phn loi khch hng theo tnh cch
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 60
Loi khch hng c im Thi ca bn
Khch hng trm ngm t ni, chm ch nghe, hnh ng chm ri C
Khch hng ch ng Ti ci, xi li, quan tm CKhch hng a nghi Khng ng , hay nghi ng, so snh T
Khch hng lch s D chu, t nh, khng b p C
Khch hng phngkhong
Khng quan tm ti chi tit nh nht, chquan tm tng th
NH
Khch hng k tnh T m, chi tit, hay c ca K
Khch hng hch dch Thch ra lnh, dy i, kh tnh mt cchqu ng
NH
Khch hng nht nht N trnh, s la gt, khng dm quyt nh
Khch hng nng tnh t khi hi lng, hay c n, hi cht l tochuyn
KH
Khch hng th Khng quan tm, ch nghe ly l G
Khch hng do d C ng c mua, nhng v nhiu l do mlng l khng quyt nh
g
H NG
I M TIN
HN THNH
ANHCHNG
IN TR
N CN
NNHNG
O LO
Y CH
QUYT DM
Phn loi khch hng theo khun mt
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 61
Khun mt c im Thi ca bn
Mt trn Nhit tnh, nhy cm, vui v, d xc ng,
thiu cng quyt, d b nh hng v chiutheo ngi khc
Khai thc tnh rng ri
ca h
Mt tri xoan Hp dn ngi khc, giu cm xc, hay mmng, thiu kin tr
Phi bit kp thi, vuiv v bit chiu khch
Mt lc lng Khng thch v khng b ngi khc kch
ng. Lm vic theo ngu hng, hi nht,tn tm vi cng vic, d thay lng i d.
To nim tin qua thi
n cn
Mt ch in T tin, ch, c ngh lc, ng tin cy. Khih quyt iu g th kh m thay ic. H khng quanh co, la lc, khng ditr, du dim.
Chn thnh
Mt ch nht Th mng, giu tr tng tng, nhy cmnhng hay lo lng
Gi ln tng snphm, tnh hi hc cangi bn
Mt tam gic Nhanh nhn, ham hiu bit, ngh lc phithng, qu quyt nhng hay t i v ni cu
Ngi bn phi hmhnh, t tin, c trnh
v bit cch dn dt.
Phn loi khch hng theo khun mt
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Tnh hung 1:Cng ty CP Bnh Hng c k hoch xy dng ngoi mt nh
my dt, chn a im t thuc p M Ty s hu. Cng ty bnglng b ra 800 triu mua quyn s dng, m p M Ty li kin tri 900 triu. Qua my vng m phn, gi cng ty Bnh Hng ra lnti 820 triu, cn gi p M Ty chu h xung 880 triu. Hai bncng li khng th nhng b na, m phn sa vo th gng. p MTy kin tr lp trng bo v li ch cho nng dn, bi v nng dnly rung t lm gc, mt i quyn s dng mnh t canh tc, hkhng c qu nhiu la chn, ch mun bn nhiu tin hn mt cht t chc mt xng c kh, hay mt c s sn xut g nngdn c cng n vic lm. M cng ty Bnh Hng ng trn lp trngca mnh, nhng b n 820 triu l cng, h mun trong chuyn
mua bn t, tit kim c mt t tin, dng tuyn m thm cngnhn, m rng quy m thng trng.
Yu cu:Bn hy phn tch lp trng ca hai bn? Li ch ca hai bnl g? Bn hy a ra phng n c th lm cho hai bn hi lng t ph th gng
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 63
Tnh hung 2Ngi nh ca ng To nm trong vng quy hochcamt
d n ln ca mt ngn hng. Ngi nh b gii ta, nhng stinn b c bao nhiu th ng To phi thng lngvichd n. Bn hy theo di cucthnglnggia nhn vinn b v ng To:
NVDB: Chng ti xem xt vic ca ng v quyt nhbi
thng cho ng. ng c quync thanh ton 250 triu.OT: Ti hiu.Nhng cc ng tnh th no ra con sy?Nvdb: l gi trca ngi nh theo quytnhca chng tiOt: Ti hiu. Nhng cc ng dng tiu chun no nh gi nh
vy? Cc ng cbitch no c th mua c ngi nh nhca
ti vi gi hay khng?Nvdb: Th ng mun bao nhiu?Ot: Ti chmunnhncngmc m ti c thcn b.
Tibitrng, c ngi nh gingnhca ti, ngi ta ra gi 300triu cng vi thu trcb v chi ph khc, gi ln n 320triu.
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Tnh hung 2 (tt)Nvdb: Nhng 320 triuc, th l qu nhiu!
OT: Ti khng muni 320tr hay 200tr hay 400tr m ch l mtkhonbithngxngng thi. Tiphicn b stin mua c ngi nh nhca ti ch, cc ng c nghthkhng?
Nvdb: Thi c, ti s thanh ton cho ng 300tr, mc cao nht
y.OT: Cc ng cho stinnhvy l th no?Nvdb: y l mctin cao nht m ng c lnh, lnh hay khng
l ty ng. l quytnhca lnh o ngn hng chng ti.
OT: Ti cngchngbit l 300tr c hp l hay khng.Nhngnung khng a ra cc tiu chun khch quan gii thch tisao ti c lnh stin, th chc tiphiavn ny rahi ta n. Ti sao chng ta khng xem xt livnmtlnna, c tin cho ng khng?
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Tnh hung 2 (tt) Nvdb: Ny ng To, chng ti c tqung co bn ngi nh gingnh
nh ca ng vi gi 310try. OT: Ngi nh c khong sn ngtrcnh nh ti khng? Nvdb: Khng OT: Th nu c thm sn nh nh ti th nh ca ti tng thm bao
nhiu? Nvdb: tnh xem no,thm 15tr OT: Nh vynuly gi 310tr lm csth nh ti s c gi 325tr. Th
nh cch mttin bao nhiu ? Nvdb: 20m OT: Th nh ti ch cch mttin 10m th c bao nhiu natha ng?
Nvdb: 10triu OT: Th ttc l bao nhiu vytha ng? Nvdb: 335tr Sau ng To ra vvistin 335trYu cu: bn hy phn tch xemngino pdngkiuthnglng
no?
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 66
Vi mi cu tr li, bn s c 10 im. mi tnhhung xy ra 3 kh nng, hy chia s im choc 3 kh nng theo t s ng vi bn nht. khng
c im s "ng" hoc "chun". hy nh l phichia 10 im cho c 3 kh nng.
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 67
1.Khi chun b cho cuc m phn, bn s?
a. Bn khon khng bit i tc l ngi nh thno v hy vng khng b li dng trong qu trnh
m phnb. Chun b tinh thn k cnh tranh vi i tc
v t ra k hoch chin lc
c. Chun b k lng mi ti liu, m bo c sliu v thng tin cng c v th ca mnh.
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 68
2. Bt u vo cuc m phn, bn s?a. Dnh thi gian cng c kin thc v chun b
cho ging ni tch cc trc khi bt u.
b. Nhanh chng ni ra mc ch ca mnh cng vinhng d liu v thng tin, khng my nnhng nghi l x giao trc khi ngi vo bn
m phnc. Bt u vo vic mt cch chm ri, lng nghei tc ni trc khi cung cp thng tin.
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07/03/2013Thc hin: Nguyn Thanh T Etec Co., Ltd. 69
3. Khi gii thiu cc thng tin lin quan trong mphn, bn s?
a. Mun i tc bit r mi quan tm ca bn v bncng quan tm n h.
b. Ch a ra nhng thng tin c li cho bn.c. Cung cp cc thng tin mt cch chi tit, c h
thng v y .
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4. Khi hai bn khng nht tr mt vn no ,bn s?
a. Chu tha hip nu c th i n nht tr v duy trc mi quan h.
b. Gi kin ca mnh cho n khi t c mcch
c. Hi hiu thm i tc trong khi vn tip tc a
ra nhng d liu nhm cng c kin ca mnh.
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5. Khi i tc a ra mt thng tin quan trng mbn cha bit, bn s?
a. Cm thy nim tin ca mnh b ph v
b. Phn cng li mt cch chc chn bng mt thng
tin mi ca bn mnhc. Kim tra chi tit thng tin .
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6. Khi c tin ti kt qu, bn s?
a. bn i tc quyt nh kt qu mnh tc s tha thun.
b. Ly lc im ca i tc lm li th ca mnh.
c. Khng thay i kin ca mnh khi cm thy mnhng v i tc sai.
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7.Ttrong qu trnh m phn, s giao tip ca bn?
a. Thn mt v khng my lin quan n vic mphn
b. Qu quyt, trc tip v c th
c. Thn trng, d chng v lnh lng.
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8. Khi cuc m phn tr nn bt li i vi bn,
bn s?a. Nn lng v cm thy mnh ang b li dng
b. Tp trung n cc cch c th s dng t c
mc chc. Quan tm n cc cch c th s dng t c
mc ch.
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9. Khi cn thng tin b sung t pha i tc, bn s?
a. Bn khon khng bit i tc c thy b p lchoc e da trc qu nhiu cu hi khng.
b. Hi trc tip i tc thng tin bn cn bit thnh
cng.c. Thng xuyn t cu hi bit c chi tit v
y thng tin.
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10. Khi kt thc cuc m phn, bn s?
a. Quan tm n nhng g i tc ngh v bn v ckt thc cuc m phn mt cch tt p.
b. Khng quan tm nhiu n vic i tc ngh g v
bn m quan tm nhiu n mc ch m bn tc.
c. Quan tm n vic i tc c cm thy kt qu
cui cng c cng bng khng.
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TNG IM:
a. ......b. ......
c. ......
Sau khi trlixong cc cu hi, cngtngim cccu trli"a", "b" v "c" tngng. kim tranhanh, mborngkhi bncngtngim cu"a", "b" v "c" vinhau lc 100im.
o Nu im anhiuhn: N HA
o Nu im bnhiuhn: MNH M
o Nu im cnhiuhn: PHN TCH
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THE END