Summary
Samenvatting CVK TW1 HBO
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- Institution
Samenvatting over H1 van de IVA Bundel en de lesstof. Ook H1 van het boek Salesvaardigheden.
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ConsumentenverkoopInhoud
Bestudeer: ............................................................................................................................................... 2
Hoofdstuk 1 Bundel ............................................................................................................................. 2
Boek Salesvaardigheden...................................................................................................................... 2
Extra aandacht voor: ............................................................................................................................... 2
Covey: 7 eigenschappen van effectieve mensen ................................................................................ 2
Joris Luyendijk: 7 vinkjes van succesvolle mensen.............................................................................. 3
William Marston - DISC ....................................................................................................................... 3
Dominant, daadkrachtig .................................................................................................................. 3
Interactief, invloedrijk ..................................................................................................................... 3
Stabiel, sociaal ................................................................................................................................. 3
Consciëntieus, correct ..................................................................................................................... 3
ZMOT ................................................................................................................................................... 3
Samenvatting H1 bundel ......................................................................................................................... 3
1.2 Wat is verkopen? ............................................................................................................................... 3
Wat is kopen? ...................................................................................................................................... 3
Psychologie van het kopen .................................................................................................................. 4
Basis om iets te verkopen................................................................................................................ 4
1.3 Waar wordt er verkocht? .................................................................................................................. 4
Stel vragen ........................................................................................................................................... 4
1.4 Wat heb je nodig om te kunnen verkopen? ...................................................................................... 4
Belangrijkste eigenschappen van een verkoper.................................................................................. 4
Generaties ........................................................................................................................................... 4
Inzicht in je eigen gedrag en karakter ................................................................................................. 4
PEV-methode....................................................................................................................................... 5
1.5 Aandacht, aandacht, aandacht .......................................................................................................... 5
1.6 Jij ........................................................................................................................................................ 5
William Marston - DISC ....................................................................................................................... 5
Dominant, daadkrachtig .................................................................................................................. 5
Interactief, invloedrijk ..................................................................................................................... 5
Stabiel, sociaal ................................................................................................................................. 5
Consciëntieus, correct ..................................................................................................................... 5
H1 Salesvaardigheden ............................................................................................................................. 5
, 1.1 Algemene voorbereiding intern .................................................................................................. 5
Stap 1 Voorbereiding via internet ....................................................................................................... 5
Stap 2 verkoopinformatiesysteem ...................................................................................................... 6
Stap 3 Customer relations management............................................................................................. 6
Stap 4 Sociale Media ........................................................................................................................... 6
Stap 5 Route en planning .................................................................................................................... 6
Stap 6 Documentatie ........................................................................................................................... 6
Stap 7 Visitekaartjes ............................................................................................................................ 6
Stap 8 schrijfmateriaal......................................................................................................................... 6
Stap 9 alternatieve adressen ............................................................................................................... 6
Stap 10 Voorbereide vragen................................................................................................................ 6
1.2 Verschillende verkoopmethoden ................................................................................................ 6
Bestudeer:
Hoofdstuk 1 Bundel
extra aandacht voor:
• Covey: 7 eigenschappen van effectieve mensen (studenten/sales)
• Joris Luyendijk: 7 Vinkjes, begrijp waarom succesvolle mensen succesvol zijn in hun omgeving
• ZMOT
• DISC!! begrijpen wat de kleuren inhouden, kunnen toepassen in gedrag
Boek Salesvaardigheden
Bestuderen Hoofdstuk 1 en 2
PowerPoints hoofdstukken
Extra aandacht voor:
Covey: 7 eigenschappen van effectieve mensen
1. Wees proactief
2. Begin met het einde voor ogen
3. Belangrijke zaken eerst
4. Denk ‘win-win’
5. Eerst begrijpen dan begrepen worden
6. Synergie
7. Houd de zaag scherp
Covey verdeelt deze eigenschappen op in 2 groepen:
• Overwinningen op jezelf, dit heb je als je het vermogen hebt je emotie en persoonlijk onder
controle te houden gedurende het leiderschap. Het doel van de onderneming moet centraal
staan en niet jij zelf. Eigenschap 1, 2 en 3
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