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Son bölümde ise grup satışlarının farklı yönleri, grup satışlarında göz önünde bulundurulması gereken faktörler ve kurum pazarı ile şirket pazarı arasındaki farklar detaylı olarak ele alınmaktadır."]},"endTime":337,"title":"Konaklama İşletmelerinde Satış Teknikleri","beginTime":0}],"fullResult":[{"index":0,"title":"Satış Sunumu Kavramı","list":{"type":"unordered","items":["Satış sunumu, bir ürünün özelliklerinin ve yararlarının sözlü, yazılı ve görsel yollarla anlatıldığı satış sürecinin kalbidir.","Satış elemanı, satış sunumuyla müşteride \"sizin ihtiyaçlarınızı karşılayacak ve problemlerinizi çözecek ürün budur\" düşüncesi yaratmalıdır."]},"beginTime":1,"endTime":35,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=1&ask_summarization=1"},{"index":1,"title":"Konaklama İşletmelerinde Satış Sunumu Adımları","list":{"type":"unordered","items":["Konaklama işletmelerinde satış sunumunun adımları: müşteriye yaklaşma ve ihtiyaçları belirleme, satış teklifini hazırlama ve sunma, odaları ve tesisleri gösterme ve çapraz satışlar önerme şeklindedir."]},"beginTime":35,"endTime":55,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=35&ask_summarization=1"},{"index":2,"title":"Satış Sunumu Türleri","list":{"type":"unordered","items":["Satış sunumu türleri genel olarak yapılandırılmış ve uyarlanabilir satış sunumları olarak iki grupta ele alınabilir.","Yapılandırılmış satış sunumu, işletmenin tüm müşterilere sunmak üzere hazırladığı ve satış elemanının üzerinde az değişiklik yapabildiği sunum türüdür.","Uyarlanabilir satış sunumu ise satış elemanının müşterilerinin bireysel ihtiyaçlarını analiz ederek hazırladığı sunum türüdür."]},"beginTime":55,"endTime":88,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=55&ask_summarization=1"},{"index":3,"title":"Satış Elemanlarının Yararlandığı Teknikler","list":{"type":"unordered","items":["Satış elemanlarının satış sunumunda yararlandıkları teknikler: uyarıcı tepki tekniği, AIDA tekniği, ihtiyaç belirleme tekniği, problem çözme tekniği ve derinlemesine satış tekniğidir."]},"beginTime":88,"endTime":108,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=88&ask_summarization=1"},{"index":4,"title":"Grup Satışlarının Farklı Yönleri","list":{"type":"unordered","items":["Tek müşteriye sunum yapan satış elemanı ile bir satın alma komitesi üyelerine veya gruba satış sunumu yapan satış elemanının durumu farklıdır.","Grup satışında satış elemanı hem grup üyelerinin hem de her bir üyenin satın alma kriterlerini karşılayacak bir sunum yapmalıdır.","Toplantı organizasyonu yapan kurumlar uluslararası, ulusal veya yerel olabilir ve satış elemanının her düzeyde kuruma satış sunumu yapacak bilgi ve yeteneklere sahip olması gerekir."]},"beginTime":108,"endTime":162,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=108&ask_summarization=1"},{"index":5,"title":"Grup Satışlarında Göz Önünde Bulunması Gereken Faktörler","list":{"type":"unordered","items":["Satış elemanı, grubun geçmişte yaptığı organizasyonlarda hangi konulara öncelik verdiği ve gelecekteki planları hakkında bilgi sahibi olmalıdır.","Satış elemanı sunuma başlarken kendi söylemek istediği hususları özetleyen bir açılış yerine, grubun duymak istediği hususları belirten bir açılış yapmalı ve sunumunun amaçlarını gruba özetlemelidir.","Satış elemanı grubun ihtiyaçlarını doğru tespit edebilmeli ve otelin bu ihtiyaçlara uygun ürün karmasını sunmalıdır.","Satış elemanı, ürünün özelliklerinin müşterilerinin hangi problemini çözeceğini net biçimde vurgulayabilmelidir.","Grup üyelerinin hatırlayacakları dinamik bir sunum yapılmalı ve grup üyelerinin sunumuna katılımı sağlanmalıdır.","Satış elemanı, müşteri ile uzun dönemli bir ilişki kurulacağının, satış sonrası hizmetleri ve müşteri memnuniyetinin sağlanmasına önem verdiklerinin taahhütünü verebilmelidir.","Satış elemanı her grup sunumu sonrasında yaptığı sunumu gözden geçirmeli, hatalı ve eksik durumları tespit edebilmelidir."]},"beginTime":162,"endTime":234,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=162&ask_summarization=1"},{"index":6,"title":"Grup Satışlarında Farklı Pazar Bölümlerinin Özellikleri","list":{"type":"unordered","items":["Konaklama hizmetlerinde grup satışı yapılan pazarlar kurum pazarı ve şirket pazarı şeklindedir.","Kurum pazarı, kongrelerden sergilere, yönetici toplantılarından seminerlere ve çalıştaylara uzanan geniş bir pazar bölümüdür.","Kurumlar yaptıkları organizasyon ile bir gelir elde etmekte ve bu geliri kurumun yıllık harcamaları için kullanmaktadırlar.","Kurum organizasyonu yapan kurumlar otelin toplantı salonlarının ücreti, ücretsiz konaklama politikası, yiyecek-içecek hizmetlerinin fiyatı gibi konularda hassastırlar.","Şirket pazarı, şirketlerin düzenlediği eğitim toplantıları, satış toplantıları, yeni ürün tanıtımı için yapılan toplantılar ve bilgilendirme toplantılarını kapsayan pazar bölümüdür.","Şirketler kurumlara göre daha fazla toplantı organizasyonu düzenlerler ve düzenledikleri toplantılar daha küçük gruplara yöneliktir.","Şirketler kurumlara göre fiyat konusunda daha az hassastırlar ve karar verme sürecinde daha az kişi yer almaktadır."]},"beginTime":234,"endTime":329,"href":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=234&ask_summarization=1"}],"linkTemplate":"/video/preview/10227075057955998788?parent-reqid=1770018315120398-17079840630488886645-balancer-l7leveler-kubr-yp-sas-72-BAL&text=SATIS&t=%%timestamp%%&ask_summarization=1"},"isAdultDoc":false,"relatedParams":{"text":"Satiş Teknikleri - Ünite5 Özet - Animasyonlu 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artırmak ve potansiyel müşterilerinizi ikna etmek mi istiyorsunuz ? Bu videomda, satışta en etkili ikna tekniklerini sizlerle paylaşıyorum. 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