Nil Rekhem: SAWS-muag

SAWS-muag - ib tug system tsim los ntawm lub British psychologist-soj ntsuam muab kev koom tes nyob rau hauv kev lag luam muaj teeb meem - Neil Rackham. Hauv plawv ntawm nws, raws li tau piav nyob rau hauv phau ntawv «SAWS Muag», luam tawm nyob rau hauv 1978, yog zoo hais tseg ua ntu zus ntawm cov plaub hom ntawm cov lus nug uas tso cai rau cov muag khoom cov tub txawg to taub txog cov kev pab. Lub analytical mus kom ze yog yuav tsum tau sab laj, uas yuav ua qhov tawm qhov tseeb ntawm txoj kev tshawb ntawm cov kev xav tau ntawm cov neeg muas zaub los tsim kev daws teeb meem. Siv cov txheej txheem Rackham, qhia "tej zaum kev thov" thiab tsim lawv nyob rau hauv ib tug "ntshiab yuav tsum tau" hais tias cov neeg muag khoom yog tau daws. Txawm tias muaj tseeb hais tias cov graphics nyob rau hauv phau ntawv qhov "SAWS-muag" yog dog dig outdated, nws cov ntsiab lus yog tseem tseem ceeb. Niaj hnub no, cov ntaub ntawv uas yog pab tau rau yuav luag txhua tus kws nyob rau hauv lub muag khoom los ntawm cov khoom thiab cov kev pab cuam.

Plaub hom ntawm cov lus nug

Situational. Txhua zoo salesman pib muag nrog uas nug cov lus nug uas yuav pab tau tus neeg to taub txog cov teeb meem tam sim thiab saib ntsoov rau kev qhia tawm ntawm tej yam teeb meem. Tab sis qhov no yuav tsum tsis txhob ua phem rau, raws li nws yog tej zaum los ntawm inexperienced Salespeople. Nws muaj peev xwm "hem" ntawm tus neeg. Tsis xav nug cov lus nug yuav yaws cov ntaub ntawv uas yog ib qho yooj yim mus nrhiav tau, ua ntej lub sib khom lus pib.

Problematic. Lawv yog tsim los qhia hais tias tus neeg muaj teeb meem, tej lus nug feem ntau hais los ntawm tej traders. Yog vim li cas yog cuab kev. Beginners feem ntau cia siab tias yuav daws los ntawm txoj kev situational lus nug, thiab tus neeg tej teeb meem yog pom raws li neeg txoj sia. Cov salesman to taub tias complexity yuav pab tau rau nws.

Abstractors. Cov no yog cov lus nug txog cov teebmeem los yog txim ntawm lub qhov tseem ceeb ntawm cov neeg muaj teeb meem. Lawv yog cov zoo yam rau cov muag khoom zoo, tab sis ntau tham tshaj situational thiab teeb meem. Muag khoom delves rau hauv tag nrho cov tej zaum teeb meem uas tej zaum yuav tshwm sim, yog hais tias tsis kom sai coj cov kauj ruam mus kho qhov teeb meem.

Coj. Lawv muaj peev xwm yuav pab tau tshwj xeeb thaum sib cog lus nrog cov loj tog. Yog muaj lus nug kom pom tseeb cov neeg saib xyuas nyob rau hauv cov tshuaj, tsis tau qhov teeb meem.

Muag khoom ntawm SAWS txoj kev feem ntau xa mus rau loj muag khoom, uas yuav tsum tau ntau cov rooj sib tham thiab kev sib tham ua ntej tej kev sib cog lus yog kos npe thiab cov khoom los yog cov kev pab cuam sib pauv. Txawm hais tias txoj kev yuav siv tau rau ib tug me me volume ntawm kev muag khoom, qhov twg tag nrho cov kev voj voog nyhav npaum li cas cuam sai. Tab sis txawm ua ntej qhov muag outsourcing neeg muag khoom yuav tsum tau npaj ua ntej yog dab tsi lawv tau txais los ntawm lub rooj sib tham nrog tus neeg.

Muaj yog ib qho kev nthuav kev sib tham ntawm ntau kev txawj ntse nyob rau hauv "kev kov yeej kev tawm tsam". Thaum phau ntawv "SAWS-muag" twb sau ntawv, twb muaj ib tug ntau ntawm ntau methodologies ntawm cov kev kawm Muag, teem nyob rau hauv txoj kev mus "kov yeej tawm tsam". Tom qab cais ntau tshaj 35,000 muag khoom outsourcing, Rackham thiab nws pab neeg ntawm 30 soj ntsuam tau muab tso rau mus so ib co ntawm cov myths xwb thiab tsim kev ntsuas uas yuav ua rau ib tug muaj kev vam meej lw. Rackham neeg pab leg ntaubntawv raws li nyob rau hauv kev kawm txawj thiab kev tshawb fawb, uas feem ntau ntawm cov tawm tsam tshwm sim thaum qhov muag txheej txheem yog feeb meej mus rau ib tug loj raws li nyob rau hauv cov yam ntxwv thiab cov khoom / kev pab cuam cov kev pab cuam. Conversely, lawv yog cov tsawg tshaj thaum cov neeg muag khoom yog tab tom nrhiav rau ib tug kws koom haum ntawm cov khoom / kev pab cuam uas muaj tseeb xav tau, piav txog nws zoo los ntawm no taw tes ntawm view. Lub lw yog muaj kev vam meej, tus neeg pom cov kev pab cuam rau lawv tus kheej.

SAWS muag khoom cov txheej txheem, tuam txhab uas muag tau hloov dramatically nyob rau hauv lub 1980s. Txawm tias, ntawm chav kawm, hnub no ib co critics pom zoo hais tias ib tug ntawm cov thawj ua qauv ntawm consultative muag khoom dog dig outdated. Xwb, nws yog zoo tagnrho rau cov paub cov kev xav tau ntawm tus neeg, tab sis tsis yog hais txaus nyob rau hauv thiaj li yuav tau ib tug kev sib tw kom zoo dua. Yog vim li cas yog hais tias cov niaj hnub ntiaj teb no, txawm hais tias nws tsis quav ntsej txog cov kev xav tau, tab sis nyob rau hauv Feem ntau, tsis nyob nyob rau hauv ib haiv neeg oriented rau lawv.

Tab sis nyob rau hauv txhua rooj plaub, cov phau ntawv "SAWS-muag" tseem qhov zoo tshaj plaws-muag phau ntawv ntawm ua lag ua luam.