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تعريف البيع الشخصى هي العملية التي يقوم من خلالها مندوب المبيعات ببيع المنتج أو الخدمة للعميل وذلك بعد مقابلته لذلك العميل بشكل شخصي، مستخدماً في ذلك اللقاء خبرته ومعرفته الكاملة بالمنتج أو الخدمة التي يحاول بيعها، ومهاراته الشخصية في الإقناع وفي الرد على إعتراضات العميل وأسئلته بطريقة تشجع العميل على إتمام عملية الشراء. وهذا النهج مكوّن من 7 خطوات يبدأ بعملية التنقيب والبحث عن مشترٍ لديه الرغبة والقدرة على الشراء (Prospecting) ثم يستعدّ البائع للقاء الذي سيتم بينه وبين المشتري ويحدد النهج الذي سيتّبعه في تسويق بضاعته أو خدماته (Pre-approach) ثم يحدث اللقاء وتتم المقابلة (Approach). عندئذٍ يقوم البائع بعرض بضاعته أو خدماته على المشتري (Presentation) ويتجاوز أي عقبات أو صعوبات قد تحدث أثناء عملية التسويق (Overcome Objections)، ثم تُغلق الصفقة (Closing) وتبدأ عملية المتابعة (Follow Up). تختلف عملية التسويق عن المبيعات اختلافًا كليًا، لكنها تسعى لتحقيق نفس النتيجة.
اشترك الان في النشرة الاٍخبارية و ترقب استقبال افضل عروضنا علي بريدك الاٍلكتروني
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