Upload
neuroscienceselling
View
220
Download
0
Embed Size (px)
Citation preview
7/21/2019 Fondamentaux de La Vente et Neurosciences
http://slidepdf.com/reader/full/fondamentaux-de-la-vente-et-neurosciences 1/3
Dgjinbkjyn{x ik `n Tkjyk kj < íynpks
>*Imnljgsymc nppugdgjim i{ ¦ Cgbpyk c`mkjy ¶ pnu {jk tíumyne`k ícg{yk
Cgjjnmsskq tg{s uík``kbkjy `n imddíukjck kjyuk `n ikbnjik
kxpumbík ik tgyuk c`mkjy (`n pnuymk tmsme`k iks eksgmjs sgmy 5?+-ky `n imddmc{`yí uík``k ~{”m` ukjcgjyuk, sgj tíumyne`k ¦ sg{cms ¶ ï ck
c`mkjy, `n sg{uck pukbmèuk ik sn puge`íbnym~{k, sn tunmk
du{syunymgj, sks tunms sg{hnmys 7
@ks tunmks ¦ imddmc{`yís ¶ ky kjtmks sgjy sg{tkjy jgj – kxpumbíks
pnu `k c`mkjy, injs ck ~{”m` mljguk `{m bábk s{u sn smy{nymgj, sgj
pgsmymgjjkbkjy, `ks puge`íbnym~{ks ik sn E[ pnu kxkbp`k,*
(pnuymk mbbkulík sgmy 8?+-
C”ksy ï ck jmtkn{ i”ícg{yk, ik ~{ksymgjjkbkjy g{tkuy kypkuymjkjy (ntkc puípnunymgj iks UT- ~{k sk smy{k `k tíumyne`k
imnljgsymc ~{m dkun íbkulku `n sg`{ymgj igjy m` n eksgmj
Tg{s ~{myykukq ck ¦ Yunmjmjl ¶ kj snchnjy `gcn`msku `ks imddmc{`yís pumjcmpn`ks, `ks puge`èbks"c`ís ik
tgs c`mkjys ̀ gus ik tgs kjyukymkjs ik tkjyks* Tg{s nppukjiukq `”ícg{yk tíumyne`k ik tgs c`mkjys․
>* 5*Imddíukjymkq tgyuk ntnjynlk pugi{my ' sg`{ymgj
5EKj ~{gm tgyuk ntnjynlk pugi{my, sg`{ymgj, íy{iks, skutmck,
pnuykjnumny ․ ksy {jm~{k, imddíukjymkjy ky pkuymjkjy pnu unppguy ï `n
cgjc{uukjck 7
53ECgjjnmsskq tg{s `”mbpncy i{ pumjcmpk ik unukyí ik tgyuk pugi{my,
ik tgyuk sg`{ymgj, ik ̀ ”mjjgtnymgj7
59ETg{s iktukq cgjjnêyuk pg{u ck`n pnudnmykbkjy `n cgjc{uukjck ky sn
yncym~{k kj unppguy ï tgyuk gdduk***
Tg{s pg{uukq nmjsm hmíunuchmsku tgs nul{bkjys {jm~{ks VspícmdmcmyísR pg{u chn~{k c`mkjy s{myk ï
tgyuk ícg{yk ky imnljgsymc ik sks tunms eksgmjs g{ kjtmks*
5?+
888??? +++
7/21/2019 Fondamentaux de La Vente et Neurosciences
http://slidepdf.com/reader/full/fondamentaux-de-la-vente-et-neurosciences 2/3
9* _uk{tks
;* @ks ge kcymgjs
4* Cgbb{jm~{kq ntkc mbpncy – `ks jk{ugscmkjcks pg{u cgjc`{uk
>* 3*Lnmjs ' Eíjídmcks ky tn`k{u l`gen`k pg{u `k c`mkjy
3 igbnmjks ik tn`k{us i”{j pugi{my, i”{jk sg`{ymgj
" Tn`k{u Kcgjgbm~{k
" Tn`k{u Ykchjm~{k $ Syunyílm~{k
"Tn`k{u _kusgjjk``k
Tkjiuk `n tn`k{u l`gen`k c”ksy tkjiuk {jk sg`{ymgj ky pns
{jm~{kbkjy {j ntnjynlk ky iks cnuncyíumsym~{ks *Ckyyk sg`{ymgj
mjyèluk 1 pugi{my, skutmck, íy{ik puí`mbmjnmuk, dgubnymgj, bmsk kj
bnmjs, dmjnjckbkjy, ií`nms, pkudgubnjck SNT․-
Tg{s nppukjiukq ï íyne`mu `ks ¦ Lnmjs"eíjídmcks ¶ pg{u `k c`mkjy kj n}njy {jk nul{bkjynymgj
ninpyík pg{u chn~{k iícmik{u g{ ¦ mjd`{kjck{u ¶ puískjy injs `n iícmsmgj – tkjiuk `n tn`k{u l`gen`k
kj `”ninpynjy kj cgjsí~{kjck*
9 jmtkn{x ik puk{tks pg{u yg{chku 3 ckutkn{x
₆ Uídíukjck – yíbgmljnlks – cgjdmnjck․ Kbgymgj ky >èuk
mbpuíssmgj
₆ Iíbg, kssnms, pugygy}pk․s”nppugpumku, dnmuk sgm․ Kbgymgj ky unmsgj
₆ Inyn " cnuncyíumsym~{ks, chmdduks, cg{ueks․cgbpuíhkjsmgj․Unymgjjk ̀
₆ Tmsmgj " pnuynlk ik tn`k{us – jgygumíyí" síc{umyí․ Ukpym`mkj
Yg{yk nddmubnymgj snjs puk{tk j”n n{c{j mbpncy *Tg{s nppukjiukq ~{k pg{u tkjiuk, m` jk s{ddmy pns
i”njjgjcku iks lnmjs, iks ntnjynlks bnms ~{”m` dn{y `ks pug{tku .
@n iícmsmgj sk dnmy s{u ¦ `”mbpncy ¶ iks puk{tks
Yunmykbkjy iks geakcymgjs
"Gumlmjk ik `”geakcymgj VDgjií'SmjcèukR 7
" @n uín`myí ik `”geakcymgj VDukmjR 7
" Ncckpyku `k pgmjy ik t{k, pgsmymtku, ukdgub{`ku
" Nsskuymd s{u jgyuk sg`{ymgj1 Nul{bkjys & puk{tks
" Cgjc`{uk s{u ̀ ”geakcymgj ky ukegjimu1Geykjmu bmjm nccgui
g{ nccgui
Mbnlmjkq ~{k tg{s imspgsmkq bnmjykjnjy i”{j bkssnlk bnufkymjl p{mssnjy .
7/21/2019 Fondamentaux de La Vente et Neurosciences
http://slidepdf.com/reader/full/fondamentaux-de-la-vente-et-neurosciences 3/3
<* Cgjc`{uk
̂ ^ {{mm uípgjik ky snymsdnssk n{x puge`èbks c`ís i{ c`mkjy – sn tunmk du{syunymgj, sn bgymtnymgj
̂ ^ {{mm sk dgjik s{u {jk puk{tk mjynjlme`k ~{m `”mbpncyk – uídíukjcks, yíbgmljnlks, íy{iks․
̂ ^ {{mm pug{tk ~{k `n tn`k{u iks ¦ lnmjs ¶ pk{y áyuk ícgjgbm~{k, syunyílm~{k g{ p`{s pkusgjjk``k
N ck synik m` ksy yg{y ï dnmy `glm~{k pg{u tgyuk c`mkjy ik iícmiku kj tgyuk dntk{u, ik pukscumuk ck
pugi{my, ik igjjku {jk puídíukjck ï ckyyk `n sg`{ymgj l`gen`k pugpgsík (pugi{my & SNT ik pugxmbmyí &
pnuykjnumny-․*Ck`n nitmkjiun mjítmyne`kbkjy sm tg{s ntkq {j mbpncy s{u `ks ¦ 3 ckutkn{x ¶1
Tgyuk gdduk ksy c`nmuk, smbp`k, ntkc iks inyn geakcymds Vk``k ¦ mbpncyk¶ `k ckutkn{ ik `n unmsgjR
Tgyuk cgbpguykbkjy mjspmuk cgjdmnjck ky {j egj dkk`mjl Vm` ¦ yg{chk ¶ `k ckutkn{ iks íbgymgjsR
Tgyuk ckutkn{ ukpym`mkj imy iks ¦ mjsymjcys ¶ ksy {j tíumyne`k iícmik{u, m` ksy syu{cy{uí pg{u
ítn`{ku ky pukjiuk iks iícmsmgjs mbbíimnyks `gus~{”m` sk skjy kj cgjdmnjck ky kj síc{umyí injs ̀ k
cniuk ik `n puískjynymgj i”{j pugi{my, i”{jk sg`{ymgj mjjgtnjyk․ck ckutkn{ ítn`{k kj uín`myí
tgyuk cuíimem`myí l`gen`k* Bnms m` ksy cnpne`k ik pukjiuk íln`kbkjy iks iícmsmgjs kj ykbps uík`
`gus~{k gj pguyk nyykmjyk ï jgyuk mjyílumyí ph}sm~{k g{ ps}chg`glm~{k*
Tg{s iktukq igjc cgbb{jm~{ku ntkc mbpncy tgyuk gdduk kj {ym`msnjy
`ks ykchjm~{ks ik Cgbb{jmcnymgj ~{m pnu`kjy n{x ¦ 3 ckutkn{x ¶
(unmsgj"íbgymgj"mjsymjcy- " `k bgiè`k ik Bnc@knj mss{s iks
Jk{ugscmkjcks npp`m~{íks ï `n cgbb{jmcnymgj mbpncykjyk kj
jílgcmnymgj Dnck 'Dnck
¦ N{ag{ui”h{m injs ik jgbeuk{sks iícmsmgjs ky pukscumpymgjs, pugi{mys, pumx, íy{iks, ítg`{ymtmyí, SNT ik
pugxmbmyí, dmnem`myí ik `n sg`{ymgj, snymsdncymgj c`mkjy, dmií`msnymgj jk s{ddmskjy p`{s pg{u dnmuk `n imddíukjck ntkc
`ks cgjc{uukjys* [jk tíumyne`k imddíukjck pk{y"áyuk dnêyk pnu tgyuk imnljgsymc ícg{yk nppugdgjim ky tgyuk
cnpncmyí ï cgbb{jm~{ku tgyuk kxpkuymsk ntkc íbgymgj, cuíimem`myí ky mbpncy . ¶
@ks dk{x tkuys ~{m bèjkjy ï `n cgjc`{smgj1
" G{tkuy{uk, cuíku {j tíumyne`k cgjyncy
" Imnljgsymc uín`msí kj pugdgjik{u
" Nul{bkjynymgj " lksymgj geakcymgjs pnu Tn`k{us '_uk{tks –
@n cgjc`{smgj
" Sntgmu pgsku `n ~{ksymgj yksy – `n ~{ksymgj ~{m kjlnlk
" Gskq `”kjlnlkbkjy, `k pnssnlk ï `”ncymgj, ï `n iícmsmgj
" Geykjmu {j kjlnlkbkjy tíumyne`k p`{yùy ~{”{jk nihísmgj ik pumjcmpk
Ug`nji Lugssk – ug`nji*lugsskOjk{ugsk``mjl*mjdg – ?4 ?3 33 33 3?
_nscn` _gjy} – pnscn`*pgjy}Ojkxybgtk*du – ?4 <? =? ?< 8> – |||*jkxybgtk*du