{"id":4326,"date":"2025-03-04T21:25:45","date_gmt":"2025-03-04T20:25:45","guid":{"rendered":"https:\/\/hovinghandpartners.com\/prodejni-slovnik-hovingh-partners\/"},"modified":"2025-03-05T12:51:05","modified_gmt":"2025-03-05T11:51:05","slug":"prodejni-slovnik-hovingh-partners","status":"publish","type":"post","link":"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/","title":{"rendered":"Prodejn\u00ed slovn\u00edk Hovingh&amp; Partners"},"content":{"rendered":"\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"1120\" height=\"630\" src=\"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/03\/Blog-banner-dictionary.jpg\" alt=\"\" class=\"wp-image-4275\" srcset=\"https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/03\/Blog-banner-dictionary.jpg 1120w, https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/03\/Blog-banner-dictionary-711x400.jpg 711w, https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/03\/Blog-banner-dictionary-768x432.jpg 768w, https:\/\/hovinghandpartners.com\/wp-content\/uploads\/2025\/03\/Blog-banner-dictionary-100x56.jpg 100w\" sizes=\"auto, (max-width: 1120px) 100vw, 1120px\" \/><\/figure>\n\n<p>Vybran\u00fd seznam kl\u00ed\u010dov\u00fdch prodejn\u00edch term\u00edn\u016f, kter\u00fd kombinuje oborov\u00e9 standardy s na\u0161\u00ed jedine\u010dnou metodikou.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Obsah<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#A\" >A<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#B\" >B<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#C\" >C<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#D\" >D<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#E\" >E<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#F\" >F<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#G\" >G<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#H\" >H<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#I\" >I<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#K\" >K<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#L\" >L<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#M\" >M<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#N\" >N<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#O\" >O<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#P\" >P<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#Q\" >Q<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#R\" >R<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#S\" >S<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#U\" >U<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#V\" >V<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/#W\" >W<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\" id=\"h-a\"><span class=\"ez-toc-section\" id=\"A\"><\/span><strong>A<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>\u00da\u010det<\/strong> &#8211; spole\u010dnost nebo jednotlivec, s n\u00edm\u017e m\u00e1 prodejce nav\u00e1zan\u00fd vztah, a\u0165 u\u017e jako s potenci\u00e1ln\u00edm z\u00e1kazn\u00edkem, nebo jako se z\u00e1kazn\u00edkem. V <strong>na\u0161\u00ed metodice<\/strong> je \u0159\u00edzen\u00ed \u00fa\u010dtu strukturovan\u00e9 a zaji\u0161\u0165uje soulad s c\u00edli a pot\u0159ebami klienta. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-b\"><span class=\"ez-toc-section\" id=\"B\"><\/span><strong>B<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Business-to-Business (B2B<\/strong> ) &#8211; prodejn\u00ed transakce mezi dv\u011bma spole\u010dnostmi, kter\u00e9 obvykle zahrnuj\u00ed del\u0161\u00ed prodejn\u00ed cykly, v\u00edce z\u00fa\u010dastn\u011bn\u00fdch stran a slo\u017eit\u00e9 rozhodov\u00e1n\u00ed.<\/p>\n\n<p><strong>Business-to-Customer (B2C<\/strong> ) &#8211; Prodejn\u00ed transakce mezi podnikem a jednotliv\u00fdm spot\u0159ebitelem, kter\u00e9 se \u010dasto vyzna\u010duj\u00ed krat\u0161\u00edmi prodejn\u00edmi cykly a rozhodov\u00e1n\u00edm v\u00edce zalo\u017een\u00fdm na emoc\u00edch.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-c\"><span class=\"ez-toc-section\" id=\"C\"><\/span><strong>C<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Churn Rate<\/strong> &#8211; procento z\u00e1kazn\u00edk\u016f, kte\u0159\u00ed p\u0159estanou se spole\u010dnost\u00ed spolupracovat za dan\u00e9 obdob\u00ed. Vysok\u00e1 m\u00edra odchodu signalizuje probl\u00e9my s udr\u017een\u00edm z\u00e1kazn\u00edk\u016f. <\/p>\n\n<p><strong>Pom\u011br uzav\u0159en\u00ed<\/strong> &#8211; procento prodejn\u00edch p\u0159\u00edle\u017eitost\u00ed, kter\u00e9 vedou k \u00fasp\u011b\u0161n\u00e9mu uzav\u0159en\u00ed obchodu. Kl\u00ed\u010dov\u00fd ukazatel pro hodnocen\u00ed efektivity prodeje. <\/p>\n\n<p><strong>Cold Calling<\/strong> &#8211; <strong>oslovov\u00e1n\u00ed<\/strong> potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f, kte\u0159\u00ed se spole\u010dnost\u00ed dosud nep\u0159i\u0161li do styku. \u00dasp\u011b\u0161n\u00fd cold call vy\u017eaduje dobr\u00e9 dovednosti v oblasti navazov\u00e1n\u00ed vztah\u016f. <\/p>\n\n<p><strong>Konverze<\/strong> &#8211; proces p\u0159em\u011bny potenci\u00e1ln\u00edho z\u00e1kazn\u00edka v plat\u00edc\u00edho z\u00e1kazn\u00edka.<\/p>\n\n<p><strong>M\u00edra konverze<\/strong> &#8211; procento potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f, kte\u0159\u00ed provedou po\u017eadovanou akci, nap\u0159\u00edklad n\u00e1kup nebo rezervaci sch\u016fzky.<\/p>\n\n<p><strong>K\u0159\u00ed\u017eov\u00fd prodej<\/strong> &#8211; podn\u011bcov\u00e1n\u00ed z\u00e1kazn\u00edk\u016f k n\u00e1kupu souvisej\u00edc\u00edch nebo dopl\u0148kov\u00fdch produkt\u016f k jejich p\u016fvodn\u00edmu n\u00e1kupu.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-d\"><span class=\"ez-toc-section\" id=\"D\"><\/span><strong>D<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Vliv na rozhodov\u00e1n\u00ed<\/strong> &#8211; R\u016fzn\u00e9 role, kter\u00e9 jednotlivci hraj\u00ed v n\u00e1kupn\u00edm procesu, od t\u011bch, kte\u0159\u00ed rozhoduj\u00ed, a\u017e po ty, kte\u0159\u00ed ovliv\u0148uj\u00ed. Ve spole\u010dnosti H&amp;P mapujeme v\u0161echny <strong>rozhodovac\u00ed vlivy<\/strong>, abychom jim mohli p\u0159izp\u016fsobit n\u00e1\u0161 p\u0159\u00edstup. <\/p>\n\n<p><strong>Profilov\u00e1n\u00ed DISC<\/strong> &#8211; R\u00e1mec pro pochopen\u00ed osobnostn\u00edch typ\u016f pro zlep\u0161en\u00ed komunikace a p\u0159esv\u011bd\u010dov\u00e1n\u00ed v prodeji.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-e\"><span class=\"ez-toc-section\" id=\"E\"><\/span><strong>E<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Empatie v prodeji<\/strong> &#8211; schopnost porozum\u011bt emoc\u00edm potenci\u00e1ln\u00edho z\u00e1kazn\u00edka a nav\u00e1zat s n\u00edm kontakt. Ve spole\u010dnosti H&amp;P pou\u017e\u00edv\u00e1me <strong>rezonuj\u00edc\u00ed v\u00fdroky,<\/strong> aby se z\u00e1kazn\u00edci c\u00edtili vysly\u0161eni a pochopeni. <\/p>\n\n<p><strong>Podnikov\u00fd prodej<\/strong> &#8211; Prodej komplexn\u00edch \u0159e\u0161en\u00ed s vysokou hodnotou velk\u00fdm organizac\u00edm, \u010dasto zahrnuj\u00edc\u00ed v\u00edce z\u00fa\u010dastn\u011bn\u00fdch stran a dlouh\u00e9 prodejn\u00ed cykly.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-f\"><span class=\"ez-toc-section\" id=\"F\"><\/span><strong>F<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Feature-Benefit-Personal Impact (FBPI)<\/strong> &#8211; strukturovan\u00fd zp\u016fsob prezentace \u0159e\u0161en\u00ed:<\/p>\n\n<ol class=\"wp-block-list\">\n<li><strong>Funkce<\/strong> &#8211; Co v\u00e1\u0161 produkt\/slu\u017eba um\u00ed.<\/li>\n\n\n\n<li><strong>P\u0159\u00ednos<\/strong> &#8211; Jak pom\u00e1h\u00e1 z\u00e1kazn\u00edkovi v podnik\u00e1n\u00ed.<\/li>\n\n\n\n<li><strong>Osobn\u00ed dopad<\/strong> &#8211; co to znamen\u00e1 pro jednotliv\u00e9ho kupuj\u00edc\u00edho.<\/li>\n<\/ol>\n\n<p><strong>Progn\u00f3zov\u00e1n\u00ed<\/strong> &#8211; proces p\u0159edpov\u00edd\u00e1n\u00ed budouc\u00edch prodej\u016f na z\u00e1klad\u011b historick\u00fdch dat, trend\u016f a anal\u00fdzy potrub\u00ed.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-g\"><span class=\"ez-toc-section\" id=\"G\"><\/span><strong>G<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Gatekeeper<\/strong> &#8211; osoba, kter\u00e1 kontroluje p\u0159\u00edstup k osob\u00e1m s rozhodovac\u00ed pravomoc\u00ed. N\u00e1\u0161 p\u0159\u00edstup se zam\u011b\u0159uje na budov\u00e1n\u00ed vztah\u016f a hled\u00e1n\u00ed zp\u016fsob\u016f, jak z\u00edskat p\u0159\u00edstup ke kl\u00ed\u010dov\u00fdm vlivn\u00fdm osob\u00e1m. <\/p>\n\n<p><strong>Ot\u00e1zky s opravdov\u00fdm z\u00e1jmem<\/strong> &#8211; ot\u00e1zky, kter\u00e9 maj\u00ed na za\u010d\u00e1tku konverzace vytvo\u0159it vztah a d\u016fv\u011bru.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-h\"><span class=\"ez-toc-section\" id=\"H\"><\/span><strong>H<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Tvrd\u00e9 uzav\u0159en\u00ed<\/strong> &#8211; p\u0159\u00edm\u00fd a asertivn\u00ed zp\u016fsob, jak si zajistit z\u00e1vazek: <em>&#8222;Pokud spln\u00edme v\u0161echna va\u0161e krit\u00e9ria, budete s n\u00e1mi pokra\u010dovat?&#8220;.<\/em><\/p>\n\n<p><strong>Vy\u0159izov\u00e1n\u00ed n\u00e1mitek<\/strong> &#8211; proces izolov\u00e1n\u00ed a \u0159e\u0161en\u00ed probl\u00e9m\u016f z\u00e1kazn\u00edka p\u0159ed p\u0159edlo\u017een\u00edm \u0159e\u0161en\u00ed.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-i\"><span class=\"ez-toc-section\" id=\"I\"><\/span><strong>I<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Vlivn\u00e9 role v prodeji<\/strong> &#8211; R\u016fzn\u00e9 role, kter\u00e9 lid\u00e9 hraj\u00ed p\u0159i rozhodov\u00e1n\u00ed o n\u00e1kupu, jako jsou <strong>techni\u010dt\u00ed n\u00e1kup\u010d\u00ed, ekonomi\u010dt\u00ed n\u00e1kup\u010d\u00ed a koncov\u00ed u\u017eivatel\u00e9<\/strong>.<\/p>\n\n<p><strong>P\u0159\u00edchoz\u00ed a odchoz\u00ed prodej<\/strong> &#8211; P\u0159\u00edchoz\u00ed prodej reaguje na dotazy z\u00e1kazn\u00edk\u016f, zat\u00edmco odchoz\u00ed prodej aktivn\u011b oslovuje nov\u00e9 potenci\u00e1ln\u00ed z\u00e1kazn\u00edky.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-k\"><span class=\"ez-toc-section\" id=\"K\"><\/span><strong>K<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p>Kl\u00ed\u010dov\u00e9 <strong>ukazatele v\u00fdkonnosti (KPI)<\/strong> &#8211; m\u011b\u0159iteln\u00e9 ukazatele pou\u017e\u00edvan\u00e9 ke sledov\u00e1n\u00ed v\u00fdkonnosti prodeje, jako jsou p\u0159\u00edjmy, m\u00edra konverze a pr\u016fm\u011brn\u00e1 velikost obchodu.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-l\"><span class=\"ez-toc-section\" id=\"L\"><\/span><strong>L<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Latentn\u00ed bolest<\/strong> &#8211; probl\u00e9m, kter\u00fd si z\u00e1kazn\u00edk je\u0161t\u011b pln\u011b neuv\u011bdomuje. P\u0159i prodeji H&amp;P Selling\u00ae pou\u017e\u00edv\u00e1me <strong>ot\u00e1zky t\u00fdkaj\u00edc\u00ed se s\u00edly a bolesti,<\/strong> abychom tyto skryt\u00e9 probl\u00e9my odhalili. <\/p>\n\n<p><strong>Lead<\/strong> &#8211; potenci\u00e1ln\u00ed z\u00e1kazn\u00edk, kter\u00fd projevil z\u00e1jem o produkt nebo slu\u017ebu spole\u010dnosti. Vedouc\u00ed pracovn\u00edci se obvykle klasifikuj\u00ed podle pravd\u011bpodobnosti konverze. <\/p>\n\n<p><strong>Kvalifikace potenci\u00e1ln\u00edch z\u00e1kaz<\/strong> n\u00edk\u016f &#8211; posouzen\u00ed, zda je potenci\u00e1ln\u00ed z\u00e1kazn\u00edk vhodn\u00fd na z\u00e1klad\u011b krit\u00e9ri\u00ed, jako je rozpo\u010det, pot\u0159eby a rozhodovac\u00ed pravomoci.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-m\"><span class=\"ez-toc-section\" id=\"M\"><\/span><strong>M<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Zrcadlen\u00ed<\/strong> &#8211; technika, p\u0159i kter\u00e9 prodejci nen\u00e1padn\u011b kop\u00edruj\u00ed \u0159e\u010d t\u011bla, t\u00f3n a zp\u016fsob \u0159e\u010di potenci\u00e1ln\u00edho z\u00e1kazn\u00edka, aby si s n\u00edm vybudovali vztah.<\/p>\n\n<p><strong>V\u00edce\u00farov\u0148ov\u00fd prodej<\/strong> &#8211; zapojen\u00ed r\u016fzn\u00fdch \u00farovn\u00ed v r\u00e1mci organizace s c\u00edlem zajistit souhlas v\u0161ech kl\u00ed\u010dov\u00fdch osob s rozhodovac\u00ed pravomoc\u00ed.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-n\"><span class=\"ez-toc-section\" id=\"N\"><\/span><strong>N<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Vyjedn\u00e1vac\u00ed schopnosti<\/strong> &#8211; schopnost v\u00e9st diskuse tak, aby bylo dosa\u017eeno oboustrann\u011b v\u00fdhodn\u00e9 dohody. V na\u0161\u00ed metodice klademe d\u016fraz na <strong>strukturovan\u00e9 postupy<\/strong> a p\u0159\u00edpravu na n\u00e1mitky. <\/p>\n\n<p><strong>Zji\u0161\u0165ov\u00e1n\u00ed pot\u0159eb<\/strong> &#8211; f\u00e1ze prodeje, kdy odhalujeme bolestiv\u00e9 body, c\u00edle a krit\u00e9ria n\u00e1kupu.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-o\"><span class=\"ez-toc-section\" id=\"O\"><\/span><strong>O<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>N\u00e1mitka<\/strong> &#8211; jak\u00e1koli v\u00e1havost, obava nebo odpor, kter\u00fd m\u00e1 potenci\u00e1ln\u00ed z\u00e1kazn\u00edk v\u016f\u010di postupu v prodejn\u00edm procesu. Efektivn\u00ed \u0159e\u0161en\u00ed n\u00e1mitek zahrnuje jejich <strong>izolaci a vy\u0159e\u0161en\u00ed<\/strong> p\u0159ed p\u0159edlo\u017een\u00edm kone\u010dn\u00e9ho \u0159e\u0161en\u00ed. <\/p>\n\n<p><strong>Spr\u00e1va p\u0159\u00edle\u017eitost\u00ed<\/strong> &#8211; proces sledov\u00e1n\u00ed a spr\u00e1vy prodejn\u00edch p\u0159\u00edle\u017eitost\u00ed v pr\u016fb\u011bhu jejich p\u0159\u00edpravy.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-p\"><span class=\"ez-toc-section\" id=\"P\"><\/span><strong>P<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Bolestiv\u00fd bod<\/strong> &#8211; Probl\u00e9m nebo ot\u00e1zka, kter\u00e9 potenci\u00e1ln\u00ed z\u00e1kazn\u00edk \u010del\u00ed a kterou je t\u0159eba vy\u0159e\u0161it. V <strong>na\u0161\u00ed metodice<\/strong> se zam\u011b\u0159ujeme na odhalen\u00ed <strong>explicitn\u00edch<\/strong> i <strong>latentn\u00edch bolestiv\u00fdch bod\u016f,<\/strong> abychom vytvo\u0159ili nal\u00e9havost. <\/p>\n\n<p><strong>Bolestiv\u00e9 ot\u00e1zky<\/strong> &#8211; ot\u00e1zky, kter\u00e9 maj\u00ed z\u00e1kazn\u00edka p\u0159im\u011bt uv\u011bdomit si nal\u00e9havost \u0159e\u0161en\u00ed jeho probl\u00e9mu. P\u0159\u00edklad: <em>&#8222;Co by se stalo, kdyby se tento probl\u00e9m nevy\u0159e\u0161il v p\u0159\u00ed\u0161t\u00edch \u0161esti m\u011bs\u00edc\u00edch?&#8220; &#8211; Ot\u00e1zky, kter\u00e9 z\u00e1kazn\u00edka tr\u00e1p\u00ed.<\/em> <\/p>\n\n<p><strong>\u0158\u00edzen\u00ed prodej<\/strong> n\u00edch p\u0159\u00edle\u017eitost\u00ed &#8211; sledov\u00e1n\u00ed a \u0159\u00edzen\u00ed prodejn\u00edch p\u0159\u00edle\u017eitost\u00ed s c\u00edlem zajistit trval\u00fd r\u016fst p\u0159\u00edjm\u016f.<\/p>\n\n<p><strong>Siln\u00e9 ot\u00e1zky<\/strong> &#8211; podn\u011btn\u00e9 ot\u00e1zky, kter\u00e9 zpochyb\u0148uj\u00ed pohled z\u00e1kazn\u00edka a upozor\u0148uj\u00ed na oblasti, kter\u00e9 je t\u0159eba zlep\u0161it.<\/p>\n\n<p><strong>Prospect<\/strong> &#8211; potenci\u00e1ln\u00ed z\u00e1kazn\u00edk, kter\u00fd byl kvalifikov\u00e1n jako dobr\u00fd potenci\u00e1ln\u00ed z\u00e1kazn\u00edk a proch\u00e1z\u00ed prodejn\u00edm procesem.<\/p>\n\n<p><strong>Prospecting<\/strong> &#8211; vyhled\u00e1v\u00e1n\u00ed potenci\u00e1ln\u00edch z\u00e1kazn\u00edk\u016f a navazov\u00e1n\u00ed kontakt\u016f za \u00fa\u010delem vytvo\u0159en\u00ed nov\u00fdch prodejn\u00edch p\u0159\u00edle\u017eitost\u00ed.<\/p>\n\n<p><strong>Ziskov\u00e1 mar\u017ee<\/strong> &#8211; procento p\u0159\u00edjm\u016f, kter\u00e9 z\u016fstane po ode\u010dten\u00ed n\u00e1klad\u016f. Vy\u0161\u0161\u00ed mar\u017ee znamen\u00e1 ziskov\u011bj\u0161\u00ed prodej. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-q\"><span class=\"ez-toc-section\" id=\"Q\"><\/span><strong>Q<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Kv\u00f3ta<\/strong> &#8211; prodejn\u00ed c\u00edl, kter\u00fd m\u00e1 prodejce nebo t\u00fdm splnit v ur\u010dit\u00e9m \u010dasov\u00e9m horizontu.<\/p>\n\n<p><strong>Techniky kladen\u00ed ot\u00e1zek<\/strong> &#8211; strategick\u00e9 pou\u017e\u00edv\u00e1n\u00ed otev\u0159en\u00fdch, uzav\u0159en\u00fdch a zji\u0161\u0165ovac\u00edch ot\u00e1zek k odhalen\u00ed cenn\u00fdch poznatk\u016f.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-r\"><span class=\"ez-toc-section\" id=\"R\"><\/span><strong>R<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Budov\u00e1n\u00ed d\u016fv\u011bry<\/strong> &#8211; Nav\u00e1z\u00e1n\u00ed d\u016fv\u011bry a spojen\u00ed s potenci\u00e1ln\u00edmi z\u00e1kazn\u00edky. Na\u0161e metodika zahrnuje <strong>rezonuj\u00edc\u00ed v\u00fdroky, kter\u00e9<\/strong> prohlubuj\u00ed vztah. <\/p>\n\n<p><strong>Rezonuj\u00edc\u00ed prohl\u00e1\u0161en\u00ed<\/strong> &#8211; siln\u00e9 shrnut\u00ed toho, co je pro potenci\u00e1ln\u00edho z\u00e1kazn\u00edka nejd\u016fle\u017eit\u011bj\u0161\u00ed, formulovan\u00e9 zp\u016fsobem, kter\u00fd prokazuje hlubok\u00e9 porozum\u011bn\u00ed.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-s\"><span class=\"ez-toc-section\" id=\"S\"><\/span><strong>S<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Prodejn\u00ed metriky<\/strong> &#8211; m\u011b\u0159iteln\u00e9 ukazatele prodejn\u00ed v\u00fdkonnosti, jako je konverzn\u00ed pom\u011br, d\u00e9lka prodejn\u00edho cyklu a n\u00e1klady na z\u00edsk\u00e1n\u00ed z\u00e1kazn\u00edka.<\/p>\n\n<p><strong>Prodejn\u00ed potrub\u00ed<\/strong> &#8211; vizu\u00e1ln\u00ed zn\u00e1zorn\u011bn\u00ed, kde se potenci\u00e1ln\u00ed z\u00e1kazn\u00edci nach\u00e1zej\u00ed v prodejn\u00edm procesu, od prvn\u00edho kontaktu a\u017e po uzav\u0159en\u00ed obchodu.<\/p>\n\n<p><strong>Prodejn\u00ed proces<\/strong> &#8211; strukturovan\u00e1 \u0159ada krok\u016f, kter\u00fdmi se prodejce sna\u017e\u00ed p\u0159em\u011bnit potenci\u00e1ln\u00edho z\u00e1kazn\u00edka na z\u00e1kazn\u00edka.<\/p>\n\n<p><strong>Prodejn\u00ed strategie<\/strong> &#8211; dlouhodob\u00fd p\u0159\u00edstup k dosa\u017een\u00ed prodejn\u00edch c\u00edl\u016f, v\u010detn\u011b c\u00edlen\u00ed, um\u00edst\u011bn\u00ed a taktiky zapojen\u00ed.<\/p>\n\n<p><strong>Prodej s \u0159e\u0161en\u00edm<\/strong> &#8211; prodej se zam\u011b\u0159en\u00edm na probl\u00e9m, kter\u00fd z\u00e1kazn\u00edk pot\u0159ebuje vy\u0159e\u0161it, a nikoli pouze na nab\u00eddku produktu.<\/p>\n\n<p><strong>Strategizace velk\u00fdch obchod\u016f\u00ae<\/strong> &#8211; patentovan\u00fd p\u0159\u00edstup spole\u010dnosti H&amp;P k zaji\u0161t\u011bn\u00ed vysoce hodnotn\u00fdch zak\u00e1zek prost\u0159ednictv\u00edm strategick\u00e9ho pl\u00e1nov\u00e1n\u00ed a realizace.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-u\"><span class=\"ez-toc-section\" id=\"U\"><\/span><strong>U<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Upselling<\/strong> &#8211; povzbuzov\u00e1n\u00ed z\u00e1kazn\u00edk\u016f ke koupi vy\u0161\u0161\u00ed nebo pokro\u010dilej\u0161\u00ed verze produktu nebo slu\u017eby, o kter\u00e9 p\u016fvodn\u011b uva\u017eovali.<\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-v\"><span class=\"ez-toc-section\" id=\"V\"><\/span><strong>V<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Value Proposition<\/strong> &#8211; jedine\u010dn\u00e9 v\u00fdhody a p\u0159ednosti, kter\u00e9 v\u00e1\u0161 produkt\/slu\u017eba nab\u00edz\u00ed. Aby byla p\u0159esv\u011bd\u010div\u00e1, mus\u00ed b\u00fdt v souladu s <strong>kritick\u00fdmi obchodn\u00edmi ot\u00e1zkami (CBI)<\/strong>. <\/p>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<h3 class=\"wp-block-heading\" id=\"h-w\"><span class=\"ez-toc-section\" id=\"W\"><\/span><strong>W<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n<p><strong>Vyjedn\u00e1v\u00e1n\u00ed v\u00fdhodn\u00e9 pro ob\u011b strany<\/strong> &#8211; p\u0159\u00edstup k vyjedn\u00e1v\u00e1n\u00ed, kter\u00fd zaji\u0161\u0165uje, \u017ee prod\u00e1vaj\u00edc\u00ed i kupuj\u00edc\u00ed budou m\u00edt z dohody prosp\u011bch.<\/p>\n\n<p><strong>M\u00edra \u00fasp\u011b\u0161nosti<\/strong> &#8211; procento prodejn\u00edch p\u0159\u00edle\u017eitost\u00ed, kter\u00e9 se prom\u011bn\u00ed v uzav\u0159en\u00e9 obchody.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Vybran\u00fd seznam kl\u00ed\u010dov\u00fdch prodejn\u00edch term\u00edn\u016f, kter\u00fd kombinuje oborov\u00e9 standardy s na\u0161\u00ed jedine\u010dnou metodikou. A \u00da\u010det &#8211; spole\u010dnost nebo jednotlivec, s n\u00edm\u017e m\u00e1 prodejce nav\u00e1zan\u00fd vztah, a\u0165 u\u017e jako s potenci\u00e1ln\u00edm z\u00e1kazn\u00edkem, nebo jako se z\u00e1kazn\u00edkem. V na\u0161\u00ed metodice je \u0159\u00edzen\u00ed \u00fa\u010dtu strukturovan\u00e9 a zaji\u0161\u0165uje soulad s c\u00edli a pot\u0159ebami klienta. B Business-to-Business (B2B ) &#8211; prodejn\u00ed transakce mezi dv\u011bma spole\u010dnostmi, &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/cs\/prodejni-slovnik-hovingh-partners\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":4521,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[91],"tags":[],"class_list":["post-4326","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-cs"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Prodejn\u00ed slovn\u00edk Hovingh&amp; Partners<\/title>\n<meta name=\"description\" content=\"Prodejn\u00ed slovn\u00edk Hovingh&amp; Partners : Vybran\u00fd seznam kl\u00ed\u010dov\u00fdch prodejn\u00edch term\u00edn\u016f, kter\u00fd kombinuje oborov\u00e9 standardy s na\u0161\u00ed jedine\u010dnou metodikou. 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