AMO training Manual.pdf

†UªBwbs †cÖvMÖvg
(‡mj&m Uzjm& GÛ †UKwb·)
07-Feb-15 1
Aveyj Lv‡qi †Uve¨v‡Kv †Kv¤úvwb wjt
A.K.M.Azizul Haque, TMM, AKTCL

weµq I weµwqKZv
weµq n‡”Q Ggb GKwU Kvh©µg hvi gva¨‡g gvwjKvbv ¯^Z¡ wewbgq nq|
weµq n‡”Q cY¨ µ‡q ‡µZv‡K †evSv‡Z mÿg nIqv| cY¨ µ‡qi †ÿ‡Î
‡µZv‡K wb‡¤œ DwjøwLZ d¨v±i ¸wj cÖfvweZ K‡it
1. c‡Yï Pvwn`v
2. c‡Yï ‡KvqvwjwU
3. c‡Yï g~j¨
4. cY¨ µ‡q †µZvi jvf
weµq cÖwZwbwai `vwqZ¡t
1.
2.
3.
4.
07-Feb-15 2
‡kqvi I Uv‡M©U AR©b
`vwqZ¡ cvj‡b AcPq n«vm I †h․w³KxKiY
mybvg e„w×
‡Kv¤úvbx‡Z Ae`vb A.K.M.Azizul Haque, TMM, AKTCL

1.1 gv‡K©U ‡kqvi I ‡mj&m Uv‡M©U AR©b
gv‡K©U ‡kqvi I Uv‡M©U AR©‡bi Rb¨ wb‡¤œv³ welq¸wj Rvb‡Z n‡et
• wmwcAvi I weGmAvi Uv‡M©U
• eª¨vÛ wfwËK †mjm& fwjDg
• eª¨vÛ wfwËK gv‡K©U †kqvi
• mKj †`vKv‡b ch©vß cY¨ mieivn (Width & Depth)
• ‡iÄ †mwjs
• mvwf©m wd«Kz‡qwÝ
• ‡cÖvWv± wWm‡cø
• K¨vk Kv‡jKkb
• ‡fv³v K›U¨v±
• cÖ‡gvkbvj Kvh©µg
• c‡Y¨i ¸YMZ gvb Ges mvwf©m m¤ú‡K© Awf‡hvM mgvavb
07-Feb-15 3

1.2 mybvg e„w×
mybvg µq Kiv hvq bv, AR©b Ki‡Z nq| eëmvqx‡ì KvQ
†_‡K weµq cÖwZwbwa hv AR©b K‡i t
• wb‡Ri Rb¨ eëmvqx‡ì kÖ×v AR©b|
• c‡Yï cÖwZ eëmvqx‡ì kÖ×v AR©b|
• ‡Kv¤úvbxi cÖwZ eëmvqx‡ì kÖ×v AR©b|
07-Feb-15 4

1.3 `vwqZ¡ cvj‡b AcPq n«vm I †h․w³KxKiY
• iæU wfwËK LiP I Avq we‡ePbv (b~¨bZg †eªK B‡fb c‡q›U)
• m‡e©v”P Drcv`bkxjZv AR©b
• Abyrcv`bkxj Dcv`vb eR©b
• weµq `ÿZvi me©vwaK cÖ‡qvM
• hvZvqv‡Z mg‡qi AcPq bv Kiv
• K¬v÷vi wfwËK •ewkó¨ wPwýZKiY
• cÖwZ‡hvMxi Zzjbvq Av‡M weµq ïiæ Kiv
• cwiKwíZ †mj&m Kj
07-Feb-15 5

1.4 ‡Kv¤úvwb‡Z Ae`vb
• K‡g©i AbyK~j cwi‡ek •Zix
• wm×všÍ MÖn‡Y A‡b¨i gZvgZ Ges civgk©‡K ¸iæZ¡ cÖ`vb
• g~j Kv‡Ri Rb¨ MVb g~jK wPšÍv
• e¨emvq Dbœq‡bi Rb¨ mycvwik
07-Feb-15 6

weµq e„w×i c×wZ
1. wWwóªweDkb Kvfv‡iR I wi‡UBj AvDU‡jU-G cY¨
mieivn wbwðZKiY
2. ‡iÄ †mwjs Dbœqb
3. ‡UªW wi‡jkb e„w×
4. ‡mj&m Uyjm& (†g‡gv,wWGmGm,wmwcAvi,weGmAvi,
K¨vke¨vK) Gi h_vh_ e¨envi
5. cÖwZ‡hvMxZv g~jK myweav (Competitive Edge)
‣Zix Kiv
07-Feb-15 7

‡mj&m Uz¨j&m
‡g‡gv
wW.Gm.Gm
Kj cÖWvw±wfwU
eª¨vÛ ÷ªvBK †iU
Gm.wW.G.Gd
07-Feb-15 8

‡mj&m Uz¨j&m
‡g‡gv t c‡Yï cwigvb I g~j¨ wj‡L †µZvi wbKU †g‡gv Bmÿ Kiv nq|
wW.Gm.Gm (†WBjx †mj&m ‡÷U‡g›U) t †g‡gv †_‡K cÖvß Z†_ï wfwË‡Z †`vKv‡bi bvg,
wVKvbv, †kªbx, †`vKvb wfwËK ‣`wbK Uv‡M©U, Dcw¯’wZi mgq I cÖwZw`b wjdwUsK…Z c‡Yï
cwigvb wjwce× Kiv| GQvovI iæU wfwËK gvwmK Uv‡M©U, †gvU †`vKvb msL¨v, gvm †k‡l
‡gvU weµq cwigvb wjwce× K‡i eª¨vÛwfwËK ÷ªvBK‡iU I Kj cÖWvw±wfwU wbY©q I
GbvjvBwmm& Gi gva¨‡g †mj&m †UªÛ D×©gyLx Av‡Q wKbv hvPvB Kiv|
Gm. wW. G. Gd ( †mj&mg¨vb †WBjx G¨vw±wfwU di‡gU) t cÖwZw`b weµq cÖwZwbwa †h
mKj Kvh©µg m¤úv`b K‡i Zvi ‡÷U‡g›U| †hgb- eª¨vÛwfwËK †mj&m, ÷ªvBK‡iU I
Kj cÖWvw±wfwU|
07-Feb-15 9

‡mj&m Uz¨j&m
Kj cÖWvw±wfwU t
‡gvU †g‡gv
‡gvU †`vKvb msL¨v
100
(•`wbK wfwË‡Z)
Kj cÖWvw±wfwU t
‡gvU †g‡gv
wd«‡Kv‡qÝx ‡ewmm ‡gvU †`vKvb msL¨v
100
(gvwmK wfwË‡Z)
wd«‡Kv‡qÝx ‡ewmm †`vKvb msL¨v wd«‡Kv‡qÝx msL¨v ‡gvU †`vKvb msL¨v
Kj cÖWvw±wfwU †`vKv‡b mvwf©m msµvšÍ Z_¨ †`q
07-Feb-15 10

‡mj&m Uz¨j&m
‡gvU eª¨vÛ †g‡gv
100
eª¨vÛ ÷ªvBK ‡iU t
wd«‡Kv‡qÝx ‡ewmm ‡gvU †`vKvb msL¨v
(gvwmK wfwË‡Z)
‡gvU eª¨vÛ †g‡gv
‡gvU †`vKvb msL¨v
100
eª¨vÛ ÷ªvBK ‡iU t
(•`wbK wfwË‡Z)
weGmAvi eª¨v‡Ûi Dcw¯’wZ msµvšÍ Z_¨ †`q
07-Feb-15 11

MZvbyMwZK weµqKg©xi ‣ewkó¨
• c~e© cÖ¯‘wZi Afve (Uv‡M©U bv Rvbv, †mj&m Uzjm& e¨ZxZ iæ‡U Mgb BZ¨vw`)
• cwi”QbœZvi Afve
• cÖZ¨vL¨v‡bi fq
• Kg K_v ejv
• eëmvqxi Order Carry Kiv
• AvZœiÿvgyjK/fq cvIqv
• Z_¨ cÖ`vb bv Kiv
• AcÖ‡qvRbxq wel‡q K_v ejv
• eëmvqx‡K K_v ejvi my‡hvM bv †Ìqv
• eëmvqxi Awf‡hvM¸wj mgvavb bv K‡i Gwo‡q hvIqv
• eëmvqx‡K cY¨ µ‡q cÖ‡ivwPZ Kivi ÿgZv Kg|
• mKj †`vKv‡b cY¨ mieivn bv Kiv
07-Feb-15 12

cÖwkÿY cÖvß weµq Kg©xi ‣ewkó¨
• h_vh_ cÖ¯‘wZ ( †g‡gv, wWGmGm, wmwcAvi, weGmAvi, ‡mj&m Uv‡M©U I Pvwn`v
Abyhvqx cY¨ MÖnY cÖf…wZ wel‡q cÖ¯‘wZ )
• cÖ‡qvRbxq Z_¨ m¤ú‡K© AeMZ _vKv
• Pvwn`v ev mgm¨v wbiæcY
• fv‡jv Dc¯’vcbv `ÿZv
• ‡Kv¤úvbxi D‡Ïk¨ AR©‡b Order Make Kiv
• eëmvqxK myweav/gybvdv Gi wel‡q K_v ejv
• eëmvqx‡K cÖfvweZ Kivi ÿgZv
• D‡Ëv‡ivËi †mj&m I gv‡K©U †kqvi e„w× Kiv
• eëmvqx‡ì mv‡_ m¤ú‡K©vbœq‡b `ÿZv
• eëmvqxi wbKU MÖnY †hvM¨Zv AR©b
• weµq Kv‡R A½xKvie×
• eëmvqxi bv-‡K nüv Kivi ÿgZv
07-Feb-15 13

07-Feb-15 14
weµq Kvh©µ‡gi 9-wU avc

‡mj&m K‡ji avc Rvbvi cÖ‡qvRbxqZv
• wmwcAvi, weGmAvi, †mj&m Ges gv‡K©U †kqvi e„w× Kiv
• ‡mj&m K‡ji avcmg~n AbymiY Kiv
• `ªæZ Kvh©m¤úv`b Kiv
• ‡h․w³K Dc¯’vcb
• mgq Gi AcPq n«vm
• ‡mj&m K‡ji g‡a¨ Kvh©µg mxgve× ivLv
• AhvwPZ Av‡jvPbv Gov‡bv
• ¸iæZ¡c~Y© †Kvb Z_¨ ev` bv †`Iqv
• AvZ¥ Dbœq‡bi Rb¨ wb‡Ri cvidi‡gÝ we‡kølY Kiv
07-Feb-15 15

óK MÖnY
07-Feb-15 16
cÖ¯‘wZ
AvDU‡j‡U cÖ‡ek
wWm‡cø I gv‡P©ÛvBwRs
Dc¯’vcb
weµq mgvwß
Kvh©µg g~j¨vqb
KbRygvi K›U¨v±
cÖkvmwbK Kvh©µg
1
3
5
6
7
8
9
2
4
weµq Kvh©µ‡gi bqwU avc

cÖ¯‘wZ (avc-1)
‡`vKv‡b cÖ‡e‡ki c~‡e©B GKRb weµq Kg©xi cÖ¯‘wZ †bIqv
DwPZ| GKwU fv‡jv cÖ¯‘wZi AšÍf©y³ welq ¸‡jv n‡jv t
• †µZvi bvg Rvbv
• e¨emvqxi µq / weµq ÿgZv Rvbv
• c~e©w`‡bi K‡j wK N‡UwQj Zv g‡b Kiv
• DcKiY cixÿv Kiv
07-Feb-15 17

AvDU‡j‡U cÖ‡ek (Approach)-(avc-2)
GKRb weµq Kg©xi G¨v‡cÖvP my›ì nIqv DwPZ| †h ai‡Yi
G¨v‡cÖvP GKRb eëmvqxi wbKU MÖnb‡hvM¨ Zv wb¤œiæc t
– m‡¤§vab
– ¯§vU©‡bm
– fvj eënvi
– AvZœwek¦vm
– AvšÍwiKZv
– eëmvqxK myjf g‡bvfve
– ¯úófvlx
– im‡eva
07-Feb-15 18
AMÖnb‡hvM¨ t
• iæÿZv / KK©k
• AwZPvjvK
• Amr
• wàvMÖ¯’, AvgZv AvgZv Kiv Ges Lvivc †kÖvZv

÷K MÖnY (avc-3)
‡`vKv‡bi ÷K m¤ú‡K© aviYv MÖnY †h․w³K Dc¯’vcb Gi
c~e©kZ© Ges Zv †iÄ †mwjs m¤¢e K‡i| GKRb weµq Kg©x
†`vKv‡b cÖ‡e‡ki Av‡M Ges c‡i wb‡¤œ D‡jøwLZ welq¸wj cvjb
Ki‡Z n‡e t
1. ‡`vKv‡b cÖ‡e‡ki mgq wbR¯^ c‡Y¨i óK enb|
2. †`vKv‡bi óK m¤ú‡K© aviYv MÖnY |
3. e¨emvqxi cÖ‡qvRb Abyaveb|
07-Feb-15 19

Dc¯’vcb (Presentation) (avc-4)
Dc¯’vcb n‡”Q weµqKgx© hv Pv‡”Q Ges †hfv‡e Pv‡”Q Zv‡Z
e¨vemvqx‡K m¤§Z Kiv‡bvi cÖ‡Póv| GUv Av‡jvPbvi gva¨‡g
Ki‡Z n‡e|
Dc¯’vc‡bi †K․kjt
• `ÿZvi mv‡_ Rvb‡Z n‡e Ges Dc¯’vcb Ki‡Z n‡e|
• mywbw`©ó wKQz Rvbvi Rb¨ close question Ki‡Z n‡e|
• AwaK Z‡_¨i Rb¨ open question Ki‡Z n‡e|
• e¨emvqx‡K avuavi g‡a¨ †djv hv‡e bv|
07-Feb-15 20

weµq Kg©xi Av`k© Dc¯’vcb Gi ch©vq mg~n
07-Feb-15 21
AIDA Model Setting in 4 Steps
Mnemonic Description
1 Attention
(g‡bv‡hvM AvKl©b)
wi‡UBjvi Gi g‡bv‡hvM AvKl©b Kiv| weµq cÖwZwbwai
Dc¯’vcbvi gva¨‡g wi‡UBjvi Gi g‡bv‡hvM AvKl©b Kiv|
2 Interest
(AvMÖn)
wi‡UBjvi Gi AvMÖn m„wó Kiv| c‡Y¨i ¸bv¸b I jvf
Dc¯’vcbvi gva¨‡g wi‡UBjvi Gi AvMÖn m„wó Kiv|
3 Desire
(AvKv•Lv)
wi‡UBjvi Gi AvKv•Lv RvMÖZ Kiv| c‡Y¨i •ewkó¨, myweav,
gybvdv I f¨vjy Dc¯’vc‡bi gva¨‡g wi‡UBjvi Gi AvKv•Lv RvMÖZ
Kiv|
4 Action
(Kvh©µg)
wi‡UBjvi‡K Uv‡M©U Abyhvqx cY¨ µ‡q m¤§Z Kiv|

Dc¯’vc‡bi ¸iæZ¡c~Y© c‡q›U
• wb‡R‡K m¤§Z n‡Z n‡e
• AvšÍwiK n‡Z n‡e
• e¨emvqxi Bw½Z eyS‡Z n‡e
• ‣`wnK A½fw½‡Z mZK© nIqv
• ‡µZvi fvlvq K_v ejv
• AwZiwÄZ wKQz Kiv hv‡e bv
• wbe©vwPZfv‡e weµq myweavmg~n e¨envi Kiv
• weµq Dc¯’vcb m¤ú‡K© Rvbv Ges eª¨vÛ m¤ú‡K© fvjfv‡e
Dc¯’vcb Kiv
07-Feb-15 22

hw` `ytLRbK wKQy N‡Ut
 my¯¤úK© eRvq ivLyb
 ivM †_‡K `y‡i _vKyb
 Awf‡hv‡Mi mwVK DËi w`‡Z †Póv Kiæb
Awf‡hvM mgvavb KiYt
07-Feb-15 23

we‡µZvi Awf‡hvM _vKvUvB ¯^vfvweK , Avmyb wk‡L †bB †Kgb K‡i Zv
mgvavb Ki‡Z nq
evav w`‡eb bv---------ïb‡eb
weiwZ wbb Ges wbf©yjZvi mv‡_ DËi w`b
07-Feb-15 24
g‡b ivL‡eb, Awf‡hvM nj ‡`vKvb`vi Avcbvi KvQ †_‡K wKQy †kvbvi
†K․kj Ges †mUvB Avcbv‡K wKQy mg‡qi Rb¨ K_v ejvi GKwU
my‡hvM
e¨w³MZ fv‡e wb‡eb bv Ges †bZxevPK
AvPiY Ki‡eb bv

Awf‡hvM
¶gv cÖv_©bv, †K․kjMZ Kvi‡Y wejw¤^Z KiY, Av‡eM
RwbZ KviY BZ¨vw`
Kg ¸iæZ¡c~Y©
¸iæZ¡c~Y©
GUv wK wb‡`©k K‡i
mZ¨ Awf‡hvM
fyj eySveywS
GUv wK wb‡`©k K‡i
?
07-Feb-15 25

Awf‡hvM mg~n
07-Feb-15 26
¸iæZ¡c~Y©
fyj eySveywS
 fzj eySveywSi KviY ¸wj we‡kølY KiæY
 ‡`vKvb`vi hv eyS‡Z cv‡i bvB, Zv mwVK Z_¨mn
cwi¯‥vi fv‡e eywS‡q w`b

GLb Avgiv GKgZ njvg †h Avcwb 40 kjvKv i¨vjx, 400 ‡gwim, 200 Aveyj wewo
6 WRb †d¬ge· Ges 6 WRb m¨vjgyb g¨vP µq Ki‡Qb ?
Awf‡hvM mgvav‡bi 10 wU wbqg n‡”Q
07-Feb-15 27
1. kvšÍ _vKzb
2. KLbI cÖwZev` Ki‡eb bv
3. e¨w³MZ fv‡e wb‡eb bv
4. ïbyb Ges eyS‡Z †Póv Kiæb
5. AvMÖn cÖKvk KiæY
6. Awf‡hvM¸‡jv‡K wbw`©ófv‡e wPwýZ KiæY
7. Awf‡hvM¸‡jv µgvbymv‡i mvRvb
8. Awf‡hvM¸‡jv we‡kølY KiæY
9. weKí c×wZ MÖnY
10. Awf‡hvM¸‡jv mwVK fv‡e mgvavb †`Iqvi ci Avcwb †hfv‡e weµq mgvßKiY

hw` µq m‡¼Z eyS‡Z fyj K‡ib Z‡e Avcbvi weµ‡qi my‡hvM bó nevi Sz&uwK _v‡K
µ‡qi ms‡KZ
07-Feb-15 28
µq ms‡KZ m¤§‡Ü Rvbv Avcbvi Rb¨ LyeB Riæix

µ‡qi ms‡KZ wK?
07-Feb-15 29
cÖkœt
1. KZ¸‡jv wKb‡Z n‡e
2. `vg KZ n‡e
3. hv Av‡Q AvR P‡j hv‡e
4. wVK Av‡Q GKUv w`b
5. c‡i ivLe
6. Kvj ivLe
7. K¨vk bvB, weKv‡j Av‡mb
cÖwZwµqvt
1. nv‡mb
2. gv_v bvovb
3. DËi w`b
µ‡qi ms‡KZ

A‡bK weµq cÖwZwbwa mPivPi c‡Y¨i g~j myweav¸‡jv eb©bvi c~‡e©B cY¨ weµq K‡i
_v‡Kb| avibv Dc¯’vc‡bi c~‡e©B cY¨ weµ‡qi cwiw¯’wZ j¶¨ Kiv hvq|
‡mRb¨B wbgœ wjwLZ c‡q›U ¸‡jv g‡b ivL‡ebt
BUY
weµq cÖwµqv mgvwß KiæY
µq m‡¼Z cvIqvi mv‡_ mv‡_ Avcwb avibv Dc¯’vcb eÜ KiæY
Amgvß weµq Dc¯’vcbv eyS‡Z cvi‡j mv‡_ mv‡_ mgvß KiæY
hLb GKwU Awf‡hv‡Mi mwVK DËi w`‡Z cvi‡eb ZLbB Avcwb cY¨wU weµq Kivi †Póv Ki‡eb
07-Feb-15 30

weµq mgvwßKiY (avc-5)
mgvwßKi‡Yi mgq wba©viY GLv‡b LyeB ¸iæZ¡c~Y©| mnRfv‡e
ej‡Z †M‡j mgvwß n‡”Q AW©vi ‣Zwi (order making) Kiv|
Dc¯’vc‡bi †cÖwÿ‡Z ‡h․w³K I wbw`©ó gvÎvq c‡Y¨i AW©vi MÖnYB
mgvwßKiY|
DËg mgvwßi •ewkó¨t
• mwVK mg‡q
• BwZevPK
• ‡h․w³K
07-Feb-15 31

wWm‡cø I gv‡P©ÛvBwRs (avc-6)
• AvDUvi Ly‡j cY¨ mvwR‡q †`Iqv
• ‡Kvb wUwcIGmGg _vK‡j Zv †`vKv‡b ¯’vcb
• ¯’vwcZ wUwcIGmGg b÷ n‡q‡M‡j Zv c~Yt¯’vcb/AcmviY
• ¯’vqx cÖPvi mvgMÖx‡Z gv‡P©ÛvBwRs wbwðZ KiY
• Gg.Avi †`i‡K gv‡P©ÛvBwRs Gi my‡hvM msµvšÍ Z_¨ cÖ`vb
07-Feb-15 32

KbRygvi K›U¨v± (avc-7)
1. ‡`vKv‡b Kj Kivi mgq cÖwZ‡hvMx †fv³v‡K K›U¨v± Kiv
2. ‡fv³v‡K c¨vK wiWv¤úkb Gi Z_¨/wMdU& cÖ`vb, †`vKvb †_‡K
c¨v‡KU †mj&m, Swapping
3. cÖwZ‡hvMx †fv³vi WvUv‡eR cÖ¯‘Z Ges we.Avi †`i cÖ`vb
4. ‡cÖvMÖvg PjvKvjxb mg‡q †fv³vi wi‡Ubkb †PK Kiv Ges
WKz‡g‡›Ukb m¤úv`b Kiv
07-Feb-15 33

cÖkvmwbK Kvh©µg (avc-8)
• wWGmGm cÖ¯‘Z
• ‡g‡gv Bmy¨
07-Feb-15 34

Kvh©µg g~j¨vqb (avc-9)
wb‡R‡K cÖkœ KiæYt
• Uv‡M©U/cwiKíbv Abyhvqx weµq m¤úbœ n‡q‡Q wKbv?
• ‡mj&m Uzjm& Gi h_vh_ e¨envi n‡q‡Q wKbv?
• AW©vi Abyhvqx cY¨ cÖ`vb Ges UvKv MÖnb n‡q‡Q wKbv?
• ‡µZvi mš‘wó AR©‡b mÿg n‡q‡Q wKbv?
07-Feb-15 35

Memory Black Box
• gvbyl hv †kv‡b Zvi 20% g‡b ivL‡Z cv‡i|
• gvbyl hv †`‡L Zvi 30% g‡b ivL‡Z cv‡i|
• gvbyl hv ‡kv‡b Ges †`‡L Zvi 50% g‡b ivL‡Z cv‡i|
• gvbyl hv Av‡jvPbv K‡i Zvi 90% g‡b ivL‡Z cv‡i|
07-Feb-15 36
gvbyl hv Abykxjb K‡i Zv 100% g‡b ivL‡Z cv‡i|

G.Gg.I Gi KvR wK?
1. wmwcAvi, weGmAvi I weµq e„w×
2. wi‡UBj AvDU‡jU-G cY¨ mieivn wbwðZ Kiv
3. ‡UªW wi‡jkb e„w× Kiv
4. ‡UªW cÖ‡gvkbvj †cÖvMÖvg ev¯Íevqb
5. cÖwZ‡hvMx †fv³vi WvUv‡eR cÖ¯‘Z Kiv
6. gwbUwis/mycviwfkb
7. wi‡cvwU©s
07-Feb-15 37

1. wmwcAvi, weGmAvi Ges †mj&m Uv‡M©U
wbw`©ó mg‡q wbw`©ó cwigvb weµq AR©‡bi wba©vwiZ jÿ¨gvÎvB
n‡”Q Uv‡M©U|
Uv‡M©U `yB ai‡Yit
• mw¤§wjZ Uv‡M©U
• e¨w³MZ Uv‡M©U
07-Feb-15 38

Uv‡M©U AR©‡b e¨_©Zvi ARynvZ
1. A_©‣bwZK Ae¯’v Lvivc, KbRv¤úkb Kg|
2. Ab¨‡ì Zzjbvq Avgvi gv‡K©U GKUz e¨wZµgag©©x|
3. Avgvi gv‡K©‡U c~e© †_‡KB weµq Kg|
4. Avwg‡Zv gvÎ `yB gvm nj ‡hvM`vb K‡iwQ|
5. ‡nvj‡mj G AvÛvi †iU Gi Kvi‡Y weµq n‡”Q bv|
6. evB‡i †_‡K cY¨ Avm‡Q|
7. gv‡K©‡U aygcvqx †bB mevB K…wlKv‡R e¨¯Í|
8. ‡`vKvb eÜ
9. eª¨vÛ B‡gR Kg
10. Uv‡M©U †ekx n‡q †M‡Q
11. Lvivc AvenvIqv- e„wó, Kyqvmv, kxZ
12. cÖwZ‡hvMx c‡Yï Zzjbvq g~j¨ Kg bq|
13. cÖwZ‡hvMx cY¨ I †mev †_‡K Avgv‡ì wbR¯^ c‡Yï †mevi cv_©K¨ †bB ev
AwZwi³ †ewbwdU †bB|
07-Feb-15 39

Uv‡M©U AR©‡bi Dcvq
• wWGmGm-G D‡jøwLZ weMZ gv‡mi Mo weµq Gi Dci wbw`©ó kZKiv nvi D‡jøL K‡i
†`vKvb wfwËK Uv‡M©U wba©viY Ki‡Z n‡e|
• ‣`wbK / mßvn wfwËK wmwcAvi, weGmAvi I †mj&m Uv‡M©U AR©b g~j¨vqb Ges wiKqvW©
GwWGm Abyhvqx AR©‡b cÖ‡qvRbxq c`‡ÿc MÖnY|
• ‡gvU Uv‡M©U‡K iæU wfwËK I Gm.Avi wfwËK e›Ub Ki‡Z n‡e Ges Gm.Avi †ì
AeMZKiY mn Uv‡M©U AR©‡b m¤§Z Ki‡Z n‡e|
• iæU wfwËK Uv‡M©U‡K D³ iæ‡Ui †gvU Kvh©wèm Øviv fvM K‡i ‣`wbK Uv‡M©U wba©viY
Ki‡Z n‡e Ges Zvi AR©b wbwðZ Ki‡Z n‡e|
• ‣`wbK Uv‡M©U‡K D³ iæ‡Ui AvDU‡jU mg~‡n e›Ub Ki‡Z n‡e Ges wbw`©ó AvDU‡j‡U
Uv‡M©U cwigvb cY¨ D‡Ëvjb wbwðZ Ki‡Z n‡e|
• ‣`wbK I mvßvwnK wfwË‡Z Uv‡M©U AR©b g~j¨vqb Ki‡Z n‡e|
• G.Gg.I ‡hw`b †h iæ‡U wfwRU Ki‡e †mw`b D³ iæ‡Ui Uv‡M©U AR©b K‡i mswkøó
Gm.Avi †ì Uv‡M©U AR©‡b Av¯’vkxj Ki‡Z n‡e|
07-Feb-15 40

‡mj&m Uv‡M©U wba©vi‡Y we‡eP¨ welq
• weMZ mg‡qi weµq Z_¨ we‡kølY
• eZ©gvb ‡mj&m †UªÛ
• ‡gvU Kvh©w`em
• cÖ‡gvkbvj †cÖvMÖvg
• KbRygvi K›U¨v±
• Drme I wmRbvj d¨v±i
• cÖwZ‡hvMxi Kvh©µg
07-Feb-15 41

CPR, BSR, Sales Target Uv‡M©U wba©viY I AR©b c×wZ
SMART Goal Setting in 5 Easy Steps
Mnemonic Description
S pecific
(mywbw`©ó)
Uv‡M©U mywbw`©ó nIqv DwPZ| GKwU fv‡jv Uv‡M©U †hmKj cÖ‡kœi DËi w`‡Z cv‡i-
wK,‡K, †Kv_vq, KLb, †Kb ?
M Easurable
(cwigvc‡hvM¨)
AMÖMwZ wPwýZ Kiv Ges djvdj cwigvc Ki‡Z mÿg n‡Z n‡e| GKwU fv‡jv
Uv‡M©U †h mKj cÖ‡kœi DËi w`‡Z cv‡i-wK cwigvY A_ev wK msL¨K ?
A ction Oriented
(Kg©gyLx )
GKwU fv‡jv Uv‡M©U Avgiv wK Ki‡Z hvw”Q-‡m m¤úwK©Z Kv‡Ri djvdj eY©bv
K‡i|
R
ealistic & Relevant
(ev¯Íe m¤§Z Ges
cÖvmw½K)
Uv‡M©U nIqv DwPZ Challenging Ges ev¯Íe m¤§Z| cÖv_wgKfv‡e Uv‡M©U †ekx
g‡b n‡Z cv‡i| wKš‘ †h‡nZz Avgiv Uv‡M©U AR©‡bi Rb¨ †K․kj Dbœqb Kwi,
d‡j cieZ©x‡Z †m¸‡jv ev¯Íe m¤§Z n‡q hvq|
T ime Based
(mgq wfwËK)
cÖwZwU fv‡jv Uv‡M©U Gi wbw`©ó mgq mxgv _vKv DwPZ| Uv‡M©‡U ‡Kvb mg‡qi g‡a¨
Avgiv djvdj AR©b Ki‡Z Pvw”Q Zvi DËi wbwnZ _v‡K|
07-Feb-15 42

07-Feb-15 43
2. wi‡UBj AvDU‡jU-G cY¨ mieivn wbwðZ Kiv

myôz wWwóªweDkb †Kb cÖ‡qvRb
• ‡h mKj eëmvqx †fv³vi wbKU weµ‡qi D‡Ï‡k¨ cY¨ µq K‡i Zv‡ì
†K wi‡UBj ev LyPiv eëmvqx e‡j| wi‡UBj AvDU‡jU ev LyPiv ‡`vKvb
n‡”Q †fv³vi mv‡_ c‡Yï †hvMv‡hv‡Mi gva¨g| ZvB ‡fv³vi wbKU
c‡Yï mnR cÖvc¨Zv wbwðZ Ki‡Z wi‡UBj AvDU‡jU-G c‡Yï m~ôz
wWwóªweDkb cÖ‡qvRb|
• Avgv‡ì †`‡k GKRb †fv³v •`wbK M‡o 4-5 evi wmMv‡iU µq K‡i
Ges Zv wbKU¯’ †`vKvb †_‡K µq Ki‡Z Pvq| ZvB ‡fv³vi wbKU¯’
†`vKv‡b wmMv‡iU bv _vK‡j ‡fv³v cÖwZ‡hvMx eª¨v‡Û P‡j hvIqvi m¤¢vebv
_v‡K| GKwU wmMv‡iU GKevi ‡fvM n‡j †mB KbRv¤úkb Avi cvIqv
hvq bv| Avevi Ae¨vnZfv‡e wbKU¯’ †`vKv‡b ‡fv³vi Kvw•LZ eª¨vÛ bv
†c‡j cÖwZ‡hvMx eª¨v‡Û ¯’vqx fv‡e P‡j hvIqvi m¤¢vebv _v‡K|
• we‡µZv Zvi ‡µZv nviv‡Z Pvqbv| hw` GKwU wbw`©ó eª¨vÛ †`vKv‡b bv
_v‡K Zvn‡j we‡µZv †fv³v‡K a‡i ivLvi Rb¨ Ab¨ eª¨vÛ Advi K‡i
Ges Zvi c‡ÿ G¨vW‡fv‡Kwm K‡i|
07-Feb-15 44

myôy wWw÷ªweDkb wbwðZ Ki‡Z KiwYq
• ‡`vKvb ZvwjKv cÖ¯‘Z KiY
• ‡nvj‡mj/wi‡UBj AvDU‡jU c„_KxKiY
• fwjDg K¬vm Abyhvqx †`vKvb †kÖYxe×KiY|
• cÖwZ‡hvMx †Kv¤úvbxi mvwf©m wd«Ky‡qwÝ hvPvB|
• iæ‡Ui `~iZ¡ wba©viY K‡i iæ‡Ui aiY wba©viY (†g‡Uªv/AvDU
†÷kb/wmGmAvi)
• wbw`©ó †`vKv‡b Dcw¯’wZi mgq I mvwf©m wd«Kz‡qwÝ wba©vib c~e©K
iæU PvU© cÖYqb
• iæU PvU© Abyhvqx wi‡UBj AvDU‡jU-G mieivn wbwðZ KiY|
07-Feb-15 45

3. ‡UªW wi‡jkb
07-Feb-15 46
‡UªW wi‡jkbt wi‡UBjvi Gi mv‡_ †Kv¤úvbxi cÖwZwbwa-‡ì eëmvwqK mym¤ú©K-B n‡”Q
†UªW wi‡jkb|
‡UªW wi‡jkb Gi ¸iæZ¡ I myweavt
e„n`vqZb eëmv‡q ms¯’v ev ms¯’vi cÖwZwbwaMb mivmwi †fv³vi wbKU cY¨ †c․‡Q w`‡Z cv‡i
bv, †h Kvi‡b wi‡UBjvi ev eëmvqx‡ì Dci wbf©i Ki‡Z nq| GRb¨ ms¯’v ev ‡Kv¤úvbxi
gv‡K©U Dbœq‡b wi‡UBjvi Gi f~wgKv Ab¯^xKvh© Zv ejvi A‡cÿv iv‡L bv| GRb¨ eëmvqxi
mv‡_ mym¤úK© ‣Zix Kiv AZ¨šÍ cÖ‡qvRb|
‡UªW wi‡jk‡bi D‡Ïk¨ I myweavt
1. weµq e„w× cvq|
2. eª¨vÛ B‡gR e„w× cvq|
3. ‡Kv¤úvbxi mybvg e„w× cvq|
4. cÖPwjZ I bZzb eª¨v‡Ûi gv‡K©U m„wó‡Z my‡hvM ‣Zix nq|
5. eª¨v‡Ûi †fv³v •Zix‡Z eëmvqxi G¨vW‡fv‡Kwm I mn‡hvMxZv cvIqv hvq|
6. cÖwZ‡hvMxi eª¨vÛ I †cÖvMÖvg m¤ú‡K© Z_¨ †bIqv hvq|
7. c‡Yï wWm‡cø I gv‡P©ÛvBwRs Kiv hvq Ges msiÿb Kiv m¤¢e nq|

‡UªW wi‡jkb ‣Zixi †K․kj
• eëmvqxi eqm,ag© I iæwP Abyhvqx †m․Rb¨ g~jK eënvi Kiv|
• eëmvqxi gZvg‡Zi ¸iæZ¡ †Ìqv|
• eëmvqxi mv‡_ mwVKfv‡e †hvMv‡hvM Kiv|
• eëmvqx‡K c‡Yï ¸bv¸b m¤ú‡K© AeMZ Kiv|
• eëmvqx‡K c‡Yï jvf m¤ú‡K© AeMZ Kiv|
• eëmvqxi wbKU c‡Yï mieivn wbwðZ Kiv|
• cY¨ m¤úK©xZ mgm¨v mn Ab¨vb¨ mgm¨v _vK‡j Zv mwVK mg‡q mgvavb Kiv|
• eëmvqxi eëmvqxK Kvh©µg‡K cwRwUf fv‡e Zz‡j aiv|
• eëmvqxi bvg Rvbv, g‡b ivLv, cvwievwiK †LuvR-Lei †bIqv Ges cvwievwiK
wel‡q civgk© †Ìqv|
• eëmvqx‡K Zvi eëmv Dbœq‡b civgk© †Ìqv|
07-Feb-15 47

4. ‡UªW †cÖvMÖvg ev¯Íevqb
weµq e„w×i j‡ÿ¨ †UªW †cÖvMÖvg cwiPvjbv Kiv nq| h_vh_fv‡e
†cÖvMÖvg ev¯Íevqb bv n‡j D‡Ïk¨ AR©b e¨nZ nq Ges ms¯’v‡K
wecyj cwigvY Avw_©K ÿwZi m¤§yLxb n‡Z nq|
‡UªW †cÖvMÖv‡gi D‡Ïk¨ t
- weµq e„w× Kiv
- wbw`©ó †`vKv‡b †mjm& Uv‡M©U AR©b Kiv
- wbR¯^ c‡Yï AbyK~‡j eëmvqx‡ì G¨vW‡fv‡Kwm wbwðZ Kiv
- wbR¯^ cY¨ weµ‡q eëmvqx‡ì DrmvnxZ K‡i gv‡K©U †kqvi e„w×
- LyPiv eëmvqx‡ì mv‡_ m¤úK© Dbœqb
07-Feb-15 48

†UªW †cÖvMÖvg ev¯Íevq‡b KiYxq
• ‡UªW †cÖvMÖv‡gi cÖ¯‘wZ|
- mwVK gv‡K©U wbe©vPb
• ‡cÖvMÖvg m¤ú‡K© fvjfv‡e wb‡R‡K Rvb‡Z n‡e |
-D‡Ïk¨ , wK Ki‡Z n‡e, †Kv_vq, †K, wKfv‡e, KLb BZ¨vw`
• ‡cÖvMÖvg m¤ú‡K© Gm.Avi Ges eëmvqx‡ì my¯úó aviYv w`‡Z n‡e|
• mK‡ji Ask MÖnY wbwðZ Ki‡Z n‡e|
• Gm.Avi Ges eëmvqx‡ì ‡cÖvMÖvg m¤ú‡K© Ges ‡cÖvMÖv‡g Zvi Ae¯’vb
m¤ú‡K© evievi g‡b Kwi‡q w`‡Z n‡e|
• ‣`wbK, mvßvwnK Ges gvwmK wfwË‡Z ‡cÖvMÖv‡gi D‡Ïk¨ AR©b g~j¨vqb
Ki‡Z n‡e|
• cyi®‥vi cÖ`vb I Objection Handling
07-Feb-15 49

5. cÖwZ‡hvMx †fv³vi WvUv‡eBR cÖ¯ÍZKiY
1. LyPiv †`vKvb †_‡K cÖwZ‡hvMx †fv³vi Z_¨ †bIqv
2. Uv‡M©U †fv³vi †cÖvdvBj m¤ú‡K© wbwðZ nIqv
3. †fv³vi †jv‡Kkbmn wVKvbv Ges †gvevBj bv¤^vi msMÖn
4. wbw`©ó †jv‡Kk‡b †fv³vi Ae¯’vb msµvšÍ Z_¨ MÖnY
5. †fv³vi m¤§wZ m~PK ¯^vÿi MÖnY
6. †fv³v K›U¨v± Gi ci mswkøó †`vKv‡b weµq e„w×i Z_¨ MÖnY
07-Feb-15 50

6. gwbUwis/mycviwfkb
mycviwfkb Gi 5wU avct
• KvRwU m¤ú‡K© wb‡R Rvbv - wK Ki‡Z n‡e, KLb, wKfv‡e,
†Kv_vq Ki‡Z n‡e|
• KvRwU hviv Ki‡e Zv‡`i‡K h_vh_fv‡e AeMZ Kiv|
• KvRwU mwVKfv‡e Kiv n‡”Q wKbv Zv †`Lv, AskMÖnY Kiv
• ‡Kv_vq, †Kb KvRwU mwVKfv‡e n‡”Q bv Zv wPwýZ Kiv Ges
mwVK Kivi D‡ÏvM MÖnY|
• g~j¨vqb
07-Feb-15 51

7. wi‡cvwU©s
• Z_¨ msMÖn
• weµq MwZ ch©v‡jvPbv I Pvwn`v wba©vib|
• gv‡K©U †kqvi I †mjm& †÷U‡g›U cÖ¯‘Z KiY|
• Gm.Avi cvidi‡gÝ g~j¨vqb|
07-Feb-15 52

Sales info Flow-Chart
‡g‡gv
wW.Gm.Gm
Gm.wW.G.Gd
‡Rvb cvidi‡gÝ
‡UwiUix cvidi‡gÝ
wWwfkbvj cvidi‡gÝ
07-Feb-15 53

‡`vKv‡bi †kªbxweb¨vm
†`vKv‡bi †kªbx `yB cªKvi :
1. †nvj‡mj (cvBKvix) †`vKvb
2. wi‡UBj (LyPiv) †`vKvb
‡h me †`vKvb †fv³vi wbKU wmMv‡iU weµq bv K‡i LyPiv e¨emvqxi
wbKU weµq K‡i †m me †`vKvb‡K †nvj‡mj †`vKvb ejv nq|
†nvj‡mj †`vKvb :
wi‡UBj †`vKvb : ‡h me †`vKvb †fv³vi wbKU mivmwi wmMv‡iU weµq K‡i †m me
†`vKvb‡K wi‡UBj †`vKvb ejv nq|
07-Feb-15 54

†nvj‡mj †`vKvb
‡nvj‡mj “A”
‡nvj‡mj “B”
‡nvj‡mj “C”
‡h mKj †`vKvb cÖwZw`b wbR¯^ I cÖwZ‡hvMx eª¨vÛ mn me©‡gvU 50,000
A_ev 50,000 Gi AwaK kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K
†nvj‡mj G †`vKvb ejv nq|
‡h mKj †`vKvb cÖwZw`b wbR¯^ I cÖwZ‡hvMx eª¨vÛ mn me©‡gvU 20,000
†_‡K 49,999 kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K †nvj‡mj we
†`vKvb ejv nq|
‡h mKj †`vKvb cÖwZw`b wbR¯^ I cÖwZ‡hvMx eª¨vÛ mn me©‡gvU 10 †_‡K
19,999 kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K †nvj‡mj wm
†`vKvb ejv nq|
07-Feb-15 55

wi‡UBj †`vKvb
wi‡UBj “A”
wi‡UBj “B”
wi‡UBj “C”
wi‡UBj “D”
‡h mKj †`vKvb cÖwZw`b wbR¯^ I cÖwZ‡hvMx eª¨vÛ mn me©‡gvU 1000 A_ev
1000 Gi AwaK kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K wi‡UBj G
†`vKvb ejv nq|
999 kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K wi‡UBj we †`vKvb ejv
nq|
‡h mKj †`vKvb cÖwZw`b wbR¯^ I cÖwZ‡hvMx eª¨vÛ mn me©‡gvU 1 †_‡K 199
kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K wi‡UBj wm †`vKvb ejv nq|
599 kjvKv wmMv‡iU weµq K‡i †m mKj †`vKvb‡K wi‡UBj we †`vKvb ejv
nq|
07-Feb-15 56

gv‡K©U †kqvi we‡kølY
‡Kv¤úvbxi cÖ`Ë eª¨vÛ ¸wji wbR¯^ cwRkb Rvbvi Rb¨ gv‡K©U †kqvi ¸iæZ¡c~Y©|
wb‡¤œi m~Î †_‡K Avgiv ‡h †Kvb eª¨v‡Ûi gv‡K©U †kqvi wbY©q Ki‡Z cvwi|
eª¨vÛ Gi wewµZ fwjDg
gv‡K©U †kqvi = -------------------------- 100
‡mM‡g›U Gi wewµZ fwjDg
D`vniY ¯^iæc Avcwb hw` GKwU †`vKv‡bi gv‡K©U †kqvi Rvb‡Z hvb, Zvn‡j
‡`vKv‡bi bvgt - Kwig †óvi
iæ‡Ui bvg - K‡jR ‡ivW
‡Rv‡bi bvg - iscyi m`i
‡UwiUixi bvg - iscyi
iæ‡Ui aiY - ‡g‡Uªv
iæ‡Ui K¬vm - wi‡UBj-ÓGÓ
57
07-Feb-15 A.K.M.Azizul Haque, TMM, AKTCL

‡mM‡g›U eª¨vÛ ‡mj&m fwjDg
wcÖwgqvg †mM‡g›U
‡ebmb †i¸jvi 100
‡ebmb jvBUm& 20
wcÖwgqvg †mM‡g›U 120
D”Pgvb †mM‡g›U
K¨v‡mj 100
‡Mvìwjd 250
K¨vc÷vb 80
D”Pgvb †mM‡g›U 430
ga¨gvb ‡mM‡g›U
i¨vjx 100
‡bfx 200
óvi 200
ga¨gvb ‡mM‡g›U 500
wb¤œgvb †mM‡g›U
‡gwim 400
‡mL 100
Wvwe© 200
‡K-Uz 100
wb¤œgvb †mM‡g›U 800
me©‡gvU wewµZ fwjDg 1850
07-Feb-15 58

07-Feb-15 59
‡gwim Gi wewµZ fwjDg
‡gwim Gi gv‡K©U †kqvi = --------------------------------------- X 100
wbgœgvb †mM‡g‡›Ui wewµZ fwjDg
400
‡gwim Gi gv‡K©U †kqvi = --------------------X 100 = 50 %
800

ab¨ev`
07-Feb-15 60

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