Page 202 - Nghệ Thuật Quản Lý Khách Hàng

Chuong 5. Quan he voi hang ban buon
giai quye't van de la hai ben mua ban co tinh nguyen thtfc
hien viec nay hay khong. Trong vi du ma chung toi da dtfa ra,
thi ldi nhuan ma ben ban co dtfdc neu lam thee each thoa
thuan cung chia se thdng tin se thap hdn 25%, nhtf vay se
khuye'n khich ben ban se thd each Ida gat de giao dich vdi
ben mua, hoac la ap dung ddi sach can thiet de ddi phd.
Cach giai quye't la thay ddi quy tac cudc chdi, de dam bao
ca hai ben se cd ldi hdn ne'u ap dung phtfdng phap giao dich
thanh that vdi dd'i phtfdng. Tuy rang hanh vi ltfa gat khdng
de dang bi phat hien, mdt phtfdng phap thay ddi quy tac cudc
chdi la, ap dung xd phat nghiem khac ddi vdi ben nao cd
harm vi Ida gat, giau giem, vi the cai gia cua viec Ida dd'i cd
the se ldn hdn so' tien ldn bi mat.
Tuy viec phat nang cd the loai bd dtfdc nhtfng hanh vi
ltfa gat, dd'i gian nhtfng lai khdng giup khuyen khich nha
cung cap tim ra stf tang kha nang san xua't va khdng che gia
thanh.
Van de la, ben mua lam the nao de xay dtfng nguyen tac
cho md'i quan he cua ben mua vdi ben ban, nham thtfc day
nha cung cap tinh nguyen cd' gang d hai phtfdng dien la ctfng
chia se ldi ich va ldi nhuan vdi dd'i phtfdng?
Dd'i vdi ben mua, mdt trong nhtfng phtfdng phap trong dd
la chuyen hoa nguyen tac cda md'i quan he. Trong nguyen tac
quan he nay, ben mua khdng can phai theo ddi sat sao nhdng
hanh dong cua nha cung cap, nhdng hanh dong ma ban than
ho ap dung cd the the hien dtfdc suy nghi cua anh ta ddi vdi
lpi nhuan tiem nang. Khi ben mua cd the nam ro cac hanh vi
va ddng tac cua ben cung cap, thi sach ltfdc nay se cd the
phat huy tac dung td't nha't.

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