This document provides an overview of essential selling skills training. It discusses (1) increasing sales and retention, developing winning strategies, and building long-term customer relationships; (2) different types of selling like collaborative, consultative, and customer-centered selling; and (3) why people buy based on feeling understood and having their needs and problems solved. It emphasizes selling oneself first through good appearance, building rapport, honesty, confidence, communication, empathy, and enthusiasm.
This document provides an overview of basic selling skills, including understanding sales calls, identifying customer buying motives, presenting product benefits, handling customer objections, gaining commitments, and analyzing sales calls for improvement. The objectives are to sharpen skills and behaviors to improve sales and professionalism. Key aspects covered include prospecting, call preparation, approaches, presentations matched to customer needs, questioning techniques, dealing with responses and closing.
The document discusses observation techniques for salespeople. It emphasizes the importance of observation to understand customers and adapt one's sales approach. It provides guidance on observing factors like a person's handshake, office environment, manners, eye contact, and body language. These observations can provide clues to a person's personality traits which salespeople can then use to modify their approach to maximize the chance of a successful sale.
The document provides tips and strategies for improving sales skills, including using positive language to build rapport with customers, remembering names, developing creative sales pitches, and using visual aids in presentations. It also discusses the Patterson Principle of Selling, a four-step sales process involving identifying customer problems, proposing solutions, demonstrating value, and closing the sale.
This document contains notes from a presentation on professional selling skills by Dr. Ahmed Nabil. The notes cover various topics related to selling such as identifying customer needs, communication skills, presentation skills, and prospecting. Key points include the importance of planning, qualifying prospects, understanding different customer styles, using body language and verbal communication effectively, preparing well for presentations, and dramatizing ideas to improve understanding and create value for customers. The overall document provides an overview of important concepts in professional selling and strategies for improving selling skills.
The document appears to be from a presentation by Tom Shay of Profits Plus Solutions about improving profits. Some key points discussed include that human shopping patterns remain consistent, there are 5 levels of selling from commodity to transforming a customer's lifestyle, nonverbal communication such as body language accounts for 55% of communication, and the importance of follow up and referrals for small businesses. The presentation provides tips and strategies for enhancing customer needs, experiences, and relationships to increase profits.
This document provides an overview of essential selling skills training. It discusses (1) increasing sales and retention, developing winning strategies, and building long-term customer relationships; (2) different types of selling like collaborative, consultative, and customer-centered selling; and (3) why people buy based on feeling understood and having their needs and problems solved. It emphasizes selling oneself first through good appearance, building rapport, honesty, confidence, communication, empathy, and enthusiasm.
This document provides an overview of basic selling skills, including understanding sales calls, identifying customer buying motives, presenting product benefits, handling customer objections, gaining commitments, and analyzing sales calls for improvement. The objectives are to sharpen skills and behaviors to improve sales and professionalism. Key aspects covered include prospecting, call preparation, approaches, presentations matched to customer needs, questioning techniques, dealing with responses and closing.
The document discusses observation techniques for salespeople. It emphasizes the importance of observation to understand customers and adapt one's sales approach. It provides guidance on observing factors like a person's handshake, office environment, manners, eye contact, and body language. These observations can provide clues to a person's personality traits which salespeople can then use to modify their approach to maximize the chance of a successful sale.
The document provides tips and strategies for improving sales skills, including using positive language to build rapport with customers, remembering names, developing creative sales pitches, and using visual aids in presentations. It also discusses the Patterson Principle of Selling, a four-step sales process involving identifying customer problems, proposing solutions, demonstrating value, and closing the sale.
This document contains notes from a presentation on professional selling skills by Dr. Ahmed Nabil. The notes cover various topics related to selling such as identifying customer needs, communication skills, presentation skills, and prospecting. Key points include the importance of planning, qualifying prospects, understanding different customer styles, using body language and verbal communication effectively, preparing well for presentations, and dramatizing ideas to improve understanding and create value for customers. The overall document provides an overview of important concepts in professional selling and strategies for improving selling skills.
The document appears to be from a presentation by Tom Shay of Profits Plus Solutions about improving profits. Some key points discussed include that human shopping patterns remain consistent, there are 5 levels of selling from commodity to transforming a customer's lifestyle, nonverbal communication such as body language accounts for 55% of communication, and the importance of follow up and referrals for small businesses. The presentation provides tips and strategies for enhancing customer needs, experiences, and relationships to increase profits.
The document provides an overview of a sales training program. It discusses several key topics:
- The training agenda covers basic selling skills, the sales process, communication skills, handling objections, negotiation skills, time management, key account management, adaptive selling, and Pareto's law.
- The goal of the training is to develop an effective sales approach and framework for understanding the role of the sales team in creating success for brands.
- It defines what selling is, explaining that it is a process of developing customer relationships, discovering needs, matching products to needs, and communicating benefits. It also discusses the roles and responsibilities of salespeople.
- The document outlines various concepts in selling like the customer buying process
The document provides tips for advanced selling skills, including connecting with customers on a personal level, identifying their problems and quantifying potential gains, demonstrating how solutions can increase profits, and closing the sale. It also discusses strategies for business networking on social media and remembering customers to build incentives. The key principles are focusing on customer needs and goals, developing a specific value proposition, and assuming the customer will want to buy if presented well.
The document provides information on basic selling skills for pharmaceutical sales representatives (PSRs). It discusses the responsibilities of a PSR, including achieving sales objectives, maintaining communication with managers, and implementing marketing strategies. It also covers important aspects of the sales process like pre-call planning, physician targeting, initial benefit statements, handling objections, and post-call analysis. The document emphasizes the importance of understanding physicians' needs and profiling the right targets in order to have effective sales calls and maximize results.
1. The document discusses various aspects of selling, including definitions of salesmanship, obstacles to selling, qualifications for success in sales, and techniques for handling objections.
2. It provides advice for sales representatives on how to plan calls, conduct presentations, and overcome objections by anticipating, evaluating, and timing responses to objections.
3. The document emphasizes developing strong preparation, communication, and objection handling skills to enable sales representatives to qualify prospects and move sales forward successfully.
The document provides guidance on retail selling techniques and skills. It discusses the importance of understanding customer expectations and needs. It introduces the AIDA technique for generating customer attention, interest, desire and action. Key steps in the selling process are outlined, including pre-sale preparation, opening the sale, progressing the sale through needs analysis, sales presentation, handling objections, and building post-sale relationships. Customers' motivations must be understood to effectively match products and benefits.
The document provides guidance on developing selling skills for pharmaceutical sales representatives. It outlines the selling procedure in 6 steps: 1) prospecting, 2) pre-call planning, 3) the call, 4) response handling, 5) closing, and 6) post-call analysis. Key aspects covered include identifying customer needs, presenting product benefits to satisfy needs, dealing with potential objections, and getting commitments. The overall approach is to gradually develop prescription potential with doctors through repeated calls over the long term.
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
The document provides an overview of a sales training program. It discusses several key topics:
- The training agenda covers basic selling skills, the sales process, communication skills, handling objections, negotiation skills, time management, key account management, adaptive selling, and Pareto's law.
- The goal of the training is to develop an effective sales approach and framework for understanding the role of the sales team in creating success for brands.
- It defines what selling is, explaining that it is a process of developing customer relationships, discovering needs, matching products to needs, and communicating benefits. It also discusses the roles and responsibilities of salespeople.
- The document outlines various concepts in selling like the customer buying process
The document provides tips for advanced selling skills, including connecting with customers on a personal level, identifying their problems and quantifying potential gains, demonstrating how solutions can increase profits, and closing the sale. It also discusses strategies for business networking on social media and remembering customers to build incentives. The key principles are focusing on customer needs and goals, developing a specific value proposition, and assuming the customer will want to buy if presented well.
The document provides information on basic selling skills for pharmaceutical sales representatives (PSRs). It discusses the responsibilities of a PSR, including achieving sales objectives, maintaining communication with managers, and implementing marketing strategies. It also covers important aspects of the sales process like pre-call planning, physician targeting, initial benefit statements, handling objections, and post-call analysis. The document emphasizes the importance of understanding physicians' needs and profiling the right targets in order to have effective sales calls and maximize results.
1. The document discusses various aspects of selling, including definitions of salesmanship, obstacles to selling, qualifications for success in sales, and techniques for handling objections.
2. It provides advice for sales representatives on how to plan calls, conduct presentations, and overcome objections by anticipating, evaluating, and timing responses to objections.
3. The document emphasizes developing strong preparation, communication, and objection handling skills to enable sales representatives to qualify prospects and move sales forward successfully.
The document provides guidance on retail selling techniques and skills. It discusses the importance of understanding customer expectations and needs. It introduces the AIDA technique for generating customer attention, interest, desire and action. Key steps in the selling process are outlined, including pre-sale preparation, opening the sale, progressing the sale through needs analysis, sales presentation, handling objections, and building post-sale relationships. Customers' motivations must be understood to effectively match products and benefits.
The document provides guidance on developing selling skills for pharmaceutical sales representatives. It outlines the selling procedure in 6 steps: 1) prospecting, 2) pre-call planning, 3) the call, 4) response handling, 5) closing, and 6) post-call analysis. Key aspects covered include identifying customer needs, presenting product benefits to satisfy needs, dealing with potential objections, and getting commitments. The overall approach is to gradually develop prescription potential with doctors through repeated calls over the long term.
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
tugas tentang Ruang pertemuan pertama @UTY dpartment of architecture
1. 2. Ruang
Pengertianruang
Menurut Lao Tzu.
Ruangadalah “kekosongan” yang adadisekitarkitamaupundisekitarobyekataubenda, ruang yang
terkandungdidalamadalahlebihhakikiketimbangmaterialnya, yaknimasa.Kekosongan yang
terbingkaikanolehelemenpembataspintudanjendela, bolehdianggapsebagairuangtransisi yang
membatasibentukarsitekur yang fundamental. Ada tigatahapanhirarkiruang :pertama,
ruangsebagaihasildariperangkaiansecaratektonik; kedua, ruang yang
dilingkupbentukstereotomikdanketiga, ruangperalihan yang membentuksuatuhubunganantara di
dalamdenganduniadiluar.
Menurut Plato
Ruangadalahsesuatu yang dapatterlihatdanteraba, menjaditerabkarenamemilikikarakter yang
jelasberbedadengansemuaunsurlainnya. Plato mengatakan :kini,
sgalasesuatunyaharusberwadaq, kasatmata, danteraba: namuntakadasesuatupun yang
dapatkasatmatatanpaadanyaapi, takadasesuatupun yang dapatterababilatakbermassa,
dantakadasesuatupun yang dapatbermassatanpaadanyaunsurtanah.
MakaTuhanpunmenciptakanduniadariapidantanah …. Meletakan air
danudaradiantaraapidantanahdanmembuatnyasebandingantara yang satudenganlainnya,
sehinggaudaraterhadap air sebandingdengan air terhadaptanah;
demikianiamembuatduniainisebagaikesatuan yang kasatmatadanteraba. (Cornelis van d Ven,
1995).
MenurutAristoteles
Ruangadalahsebagaitempat (topos), tempat (topos) sebagaisuatudimana, atausesuatu place of
belonging, yang menjadilokasi yang
tepatdimanasetiapelemenfisikcenderungberada.Aristotelesmengatakan : „wadaqwadaqsematabergerakkeatasdankebawahmenujutempatnya yang tetap„ dan ‟ setiaphalberada
di suatutempatyaknidalamsebuahtempat‟ . „Suatutempat, atauruang,
tidakdapatmemilikisuatuwadaq”.(Cornelis van d Ven,
1995).Karakteristikdariruangdirangkummenjadilimabutir: Tempatmelingkupiobyek yang
adapadanya. Tempatbukanbagiandari yang
dilingkupinya.Tempatdarisuatuobyektidaklebihbesardantidaklebihkecildariobyektersebut.FUNG
SI, RUANG, BENTUK DAN EKSPRESI DALAM ARSITEKTUR Hand-out Mata
KuliahPengantarArsitektur – TA 110 – 2007 Drs. R. IrawanSurasetja, MT. Program
StudiArsitekturJurusanPendidikanTeknikBangunan – FPTK - UPI 8
2. TempatdapatditinggalkanolehobyeksertadapatdipisahkandariobyekituTempatselalumengikutiob
yek, meskipunobyekterusberpindahsampaiberhentipadaposisinya.
Menurut Josef Prijotomo
Ruangadalahbagiandaribangunan yang beruparongga, sela yang
terletakdiantaraduaobyekdanalamterbuka yang
mengelilingidanmelingkupkita.Bukanobyekrinupadanragawitidakterlihathanyadapatdirasakanole
hpendengaran, penciumandanperabaan.
Menurut Rudolf Arnheim
Ruangadalahsesuatu yang dapatdibayangkansebagaisatukesatuanterbatasatautidakterbatas,
sepertikeadaan yang kosong yang sudahdisiapkanmempunyaikapasitasuntukdiisibarang.
Menurut Immanuel Kant
Ruangbukanlahsuatuobyektifataunyatamerupakansesuatu yang
subyektifsebagaihasilpikirandanperasaanmanusia.Ruangmeruapakansuatu ide a priori,
bukansuatuobyekempirik, yang dihasilkandaripengalaman-pengalamaneksterior.Dalambukunya
Prolegomena, Kant menulis, bahwakonsep-konsep a priori tidakberasaldaripengalaman,
namunsepenuhnyaberasaldariopinidalampemahamanmurni.Selaindari a priori intuisi, Kant
jugamengenakankualitasketidakterbatasanterhadapruangdanwaktu.
UnsurPembentukRuang
Ruangtidakdapatdipisahkandarikehidupanmanusiabaiksecarapsikologisemosional (persepsi),
maupun dimensional.Manusiaberadadalamruang, bergeraksertamenghayati,
berfikirdanjugamenciptakanruanguntukmenyatakanbentukdunianya.Di dalambuku
“strukturEsensiArsitektur” karya Forrest Wilson hal 15, Edward T. Hall
menuliskanhubunganantaramanusiadenganruang.Iamengatakan : “Salah satuperasaankita
yang pentingmengenairuangadalahperasaanteritorial.
Perasaaninimemenuhikebutuhandasarakanidentitasdiri, kenyamanandan rasa
amanpadapribadimanusia”.Secaraumum, ruangdibentukolehtigaelemenpembentukruangyaitu
:Bidang alas/lantai (the base plane).
Olehkarenalantaimerupakanpendukungkegiatankitadalamsuatubangunan,
sudahtentusecarastrukturalharuskuatdanawet.Lantaijugamerupakanunsur yang
pentingdidalamsebuahruang, bentuk, warna,
poladanteksturnyaakanmenentukansejauhmanabidangtersebutakanmenentukanbatasbatasruangdanberfungsisebagaidasardimanasecara visual unsur-unsur lain di
dalamruangdapatdilihat. Teksturdankepadatan material dibawah kaki
jugaakanmempengaruhicarakitaberjalan di ataspermukaannya. Bidangdinding/pembatas (the
vertical space
devider).Sebagaiunsurperancanganbidangdindingdapatmenyatudenganbidanglantaiataudibuats
ebagaibidang yang terpisah.Bidangtersebutbisasebagailatarbelakang yang netraluntukunsurunsur lain di dalamruangatausebagaiunsur visual yang
aktifdidalamnya.Bidangdindinginidapatjugatransparansepertihalnyasebuahsumbercahayaatausu
atupemandangan.
Bidanglangit-langit/atap (the overhead
plane).Bidangatapadalahunsurpelindungutamadarisuatubangunandanberfungsiuntukmelindungi
bagiandalamdaripengaruhiklim.Bentuknyaditentukanolehgeometrisdanjenis material yang
digunakanpadastrukturnyasertacarameletakannyadancaramelintasiruangFUNGSI, RUANG,
BENTUK DAN EKSPRESI DALAM ARSITEKTUR Hand-out Mata KuliahPengantarArsitektur – TA
110 – 2007 Drs. R. IrawanSurasetja, MT. Program StudiArsitekturJurusanPendidikanTeknikBangunan
– FPTK - UPI 9
3. diataspenyangganya. Secara visual bidangatapmerupakan „topi‟
darisuatubangunandanmemilikipengaruh yang kuatterhadapbentukbangunandanpembayangan.
HubunganAntaraPenentuKeterangkumandanKualitasRuang
Selainketigaunsurpembentu KualitasRuang
kruangtersebutdiatas,
terdapatbeberapafaktor lain
yang
turutmempengaruhiterbentu
knyasuaturuang. Faktorfaktortersebutadalahdimens
i, wujud, konfigurasi,
permukaan,
sisibidangdanbukaanbukaan.
Suaturuangtidaksajamemp
unyaibentuksecarafisiktetap
ijugamempunyaikualitas,
secarafisikruangdibentukole
hbidang alas,
bidangdindingdanbidanglan
gitlangitsedangkankualitasrua
ngditentukanolehfaktorfaktortersebutdiatas, yang
disebutsebagaifaktorfaktorpenentuketerangkum
anruang.
Hubunganantarafaktorfaktorpenentuketerangkum
anruangdengankualitasruan
g yang
dihasilkannyadisimpulkandi
dalammatriksdibawahini :
PenentuKeterangkuman
Dimensi
Proporsi
Skala
Wujud
Bentuk
Konfigurasi
Definisi
Permukaan
Warna
Sisi-sisi
Tekstur