非典型業務員的障礙與成功模式探討

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题名:	非典型業務員的障礙與成功模式探討
作者:	袁千涴;Yuan, Chian-Wan
贡献者:	高階主管企管碩士班
关键词:	非典型業務員特質;非典型業務員;典型業務員;克服障礙;內向;不擅表達;atypical salesmen
日期:	2023-01-17
上传时间:	2023-05-09 17:59:46 (UTC+8)
出版者:	國立中央大學
摘要:	本研究是以9個產業界的非典型業務員(共計10位)為主要的訪談對象，探索了非典型業務員在從事業務工作的表現，對於自我個性內向以及不擅表達或是身體有殘缺的條件下，他們是如何努力克服自己的障礙點超越典型業務員的表現，而翻轉自己的價值，試圖改變外界不如自己積極正面迎戰，顛覆非典型業務員不適合業務工作的觀點。研究結果發現，非典型業務員特質內在的潛能爆發性很強，所以可以很成功的讓看不起非典型業務員的有色目光，多了幾分訝異的眼神。若不是具有自己獨特的個性喚起藏在自己多年的挫敗感與總覺得世界不公平等等，透過從磨練中找尋到自己獨特的業務經營方法，同時也獲得客戶的認同及同事的掌聲。在現實面，往往一個機會來臨但卻常常是被典型的業務員輕易的兩三句話就奪走客戶，非典型業務員特質的作法需要經過多次的被拒絕才有機會得到客戶約訪，契而不捨的精神讓客戶感動他們的用心跟真誠。而自己也證明了機會不等於擁有客戶，而是要跟客戶創造出許多的連結機會才是最棒的業務員。 10位受訪者的奮鬥故事勇敢的向人們展現不被認同的非典型形象，堅強的成為該產業的業務佼佼者，並且也發展更寬廣的事業足以讓客戶滿意及企業肯定。;This study takes atypical salesmen (10 in total) from 9 industries as the main interview objects, and explores the performance of atypical salesmen in business work, their introverted personality, poor expression or physical disabilities. Under the conditions, how do they try to overcome their obstacles and surpass the performance of typical salesmen to reverse their own value, trying to change the world or positive face the problems, subverting the view that atypical salesmen are not suitable for business work. The results of the research found that the inherent potential of atypical salesmen is very explosive, so it can be very successful to make the colored eyes that look down on atypical salesmen a little more surprised. If it wasn′t for having his own unique personality, he would evoke the frustration hidden in him for many years and always feel that the world is unfair, etc., and find his own unique business management method through training, and at the same time win the recognition of customers and the applause of colleagues. In reality, when an opportunity comes, the typical salesman usually snatches away the customer with just two or three sentences. The non-typical salesman needs to be rejected many times before he can get the opportunity to visit the customer. The spirit of never giving up makes customers moved by their intentions and sincerity. And I have also proved that opportunities are not equal to having customers, but creating many opportunities to connect with customers is the best salesman. The struggle stories of the 10 interviewees bravely showed people the unrecognized atypical image, became a business leader in the industry, and developed a broader business enough to satisfy customers and affirm the company.
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