الاتصالات البيعية

אאאא

٢٢١٥١٥

א ٢١٥

א،אא،،W

אאאאאאאאאאאאאא،אאאא

אאאאאאאאאא؛אא

אאK אאאאאאא

אא،אא،אאאאאאא

אאא،אאאאאאאאאאאאאא

،אאאא،אאאK אא?אא???אא

אאאאאאK אאאאאאא

אאא،א،אאאאאאK

אאאא؛אK

אאאא

א ٢١٥ אא אא אא

- ١ -

אאWאא

אאאאאאאאאאKאא

אאאאאאKאאאאא

אאא،،

אאאאאאאאאאKאאאא

אאאא،אאאאאאאFEK

אאW אא

،אאאאאאאאאאK

• אK

- ٢ -

• אא ، אאאKא

אאאאK • אאאאK • אא١٢٠אאא

אאאא١٢٠KאK

אאא،W אF١EאאאK

אF٢EאאKK אF٣EאאאK

אF٤EאאאK

א א א א אא אאאW

אאאאK אאאאאK אאאאK אאאאאאאK

אאW אFEK

אFEK אFE،אK

אאאאאאאK

- ٣ -

אאא،אא אאWא אאאאא

א א Kא א א אא

FEאאאאאאאאK

א א ، א א א ،א אאא

אאK א،אאא??

א،KאאאFא E،א א א

אאאאK

אאFFאאEEאאאKאא

אאאKאאאאKא

אאאאאאאKאאאא

א، وال يمكن أن تـتم ،قناعاإلو تعتمد بشكل رئيس على عنصري العرضالبيع

אאאאאKאאهذه العملية فعليا إال من אאאאאK

אאאאאא

- ٤ -

אאאאKאאאFW١EאאאF٢EאאאאאF٣Eאאאא

אF٤EאאאK

אאאאאאאאKא،אא

אK،אW ١K אא ٢K אא ٣K אאא

١K אאWאאאאK

٢K א א Wא א אא א אא א א Kא א אאאא

אאאאK ٣K אאא Wא אא אאא

אאאK

אאאאאאאאאKאW

א אאא אאאאK

- ٥ -

א Fא א Lא אE א א אאK אא א א א ?אא?א א א א א א א

אאאא،אאאK

אאאאאאאאKאאאא

،א א אאא א K אא א

،אאאאאאאאאאאאא

אאאאK

א ،א א א א אאא ،א

אאא،אאאאאאאKא

אאאאKא א א א א א،

אאאאאאאK

- ٦ -

אאא

אאאאאא،W ١ J אאאK ٢ J אאאאK ٣ J אאאאאK ٤ J אאK ٥ J אK ٦ J אאאK

אאאאW

١K א א א K אא א אאאאאא

אאאאאK

٢K אאאאKאא אאא אאא

אאאאK

٣K אאאאאKאאW

?אאאאא?١אאאאאאK

אאאאאאא،אKאאאא

אאאאאאא

٣٧سورة النور آية ١

- ٧ -

אאאאאאאאאאK

٤K אאKאאאאאאאאאא

אאאאאאאKאאא

א אאאא אאאK

٥K א K א א א ، א א א א

אאKאאאאK

٦K אאאKאאא،אאא

א א א אא א ،אאאאא

אאאK

- ٨ -

א א א א אאאאא

אאKאאW

WאW אאאאא

אאאא٣٥אK

WאאאW אאאא

אאאאאאאאK

WאאאW אא

אאאאא،אאK

אWאאאאW א א אא

אאאאאK

- ٩ -

אאא،אאאאאא،א

אאאKאאK

١Kא:אאאאאאKאאא.

٢Kא:אאאאא،אאאאאאאאא.

٣Kא:אאאאאא.

אאאא،אאKאאאא

،אאאKאאאאאאאW

Wאאאאא

• אK • אאK • K • אאאK • אאאאאאK • ،אאאא

- ١٠ -

Wאאא

• אאאאאאאK • אאK • אאאK • אאאאאא،

אK • ،אK • אאאאאK • אאאK • אאאאאK

אא،אאאW

١K אאאאאאאאאאאא

אK ٢K אא

٣K אאאא

אאK ٤K א،אאאאא

אאאאאK

- ١١ -

אאאאאאאאאאאאאאאאK

א א א א א א א אאKאא

،אאאW

Wא ، א אאאאא

אאאאאKאאאKאא

Wא אאאאאאא

، א א א א אא א אאאKאאאK

אWאK

JאאWאא، א אאא

JאאWאאאאאאK

Wא אאאאאKW

- ١٢ -

JKאאאאאאK

JאאאKאW

K אאWאאאאאאאK

א JאK JאK

J אאאK J אK

K אWאאאאאאאאKאאאאאאK

א JאאK JאאאK JאאK JאאאK

K אאWאאKאאאאאאK

א JאאאK JאאK JאאK JאK JK JאאאK

- ١٣ -

אאאW

أنواع المنتجات

عسلخدمات أفكار

إنتاجية استهالكية

- ١٤ -

١K אאאאאאאאאאKא،،אא

אK ٢K אאאאאא،א،א

אK ٣K ?אאא

אאאאאאK?אאאK

٤K אאאאאאK

٥K ?א?אאKאאאאאאאK

אאאאאאאאא

אאאאאאאא،אאאאא

א א א א א ، אK

א؟אא،אאאאא א א א א א

؟אאאא؟

א ٢١٥ אא אא א

- ١٥ -

אאWא

אאאאאא א א אא א א

א K א אא א ?א ? אאאאאאK

אאאאאאאאאאKאאאאאא

א?אא ??א?אא?א ?אאאאא،אאאאK

אאאא א??א?א אא ?אאאאאא،

אאאאאK

א،אאאאאאאאאא،אא

אאאKאאW

١K א W אא א א אא א א א א ،א

אאאאK

- ١٦ -

٢K אWאאאאא א K،אאאא א א

אאאאאאאK ٣K אאאWאאאא

،אאאאאKא א אא

אאאאאK

٤K אאא W אא אא،אאא

אאאאK

٥K אאאאWאא،אאאאא

אאאאאאאאKאאאא

٦K אאWאאא א א K א א א

אאאK

אFאאE

Wאאא

אאאאאאאאKאאא

אאא،אאאאKא

- ١٧ -

אאאאאא،אא،K

א אא א א א א א א،אאא

אW ١KאאאOrder- getters

אאאאא،אאKאאאאאאאא

אאאאאאאאKאאאאאאאא

אאאKאאאא،א،אאאאאא

א،אא،אאא،אאאאאK،אא

אאK،אאאאאאאאאאא

אאאאKאאאאאאאאK

٢KאFLאEOrder- takers

אאאאאאאKאאאאאאא

אאא،אאאKאאאאאאאא

אאאKאאאאאאאא

- ١٨ -

אא،אאאאאאאאKאאאאא

אאאאאאאK

٣KאאSupport Personnel

אאאאאאאאא،אKא

אאאאאאאKאאאאא،אא

אאKאאאאא،אאאאא

אKאאאאאאאאאאאא

אאKאאאאאאאאאא

٤KאRoute Selling

אאאאאאאאאא

אKאאאאאאאאK

٥KאRetail Selling

אאאאאאאאאאאאאאאK

- ١٩ -

אאאאאאאאאאאאK

٦KאאFאEMerchandiser

אאאאא،אאאא،א

אKאאאא،אאאאאאאא

K ٧KאאMissioners

אאאKאאאאא

אאאאאאא،אאאאK

Wאאאאא

אאאא،א

א،אא،אאא

אאK אאאאאאאאא

אאאאאKאאאאאאא؟،

א א א א אאאW

- ٢٠ -

אאWא Kאא אאאאK א א Wא א K א א אא

אאאK

אא אW

אW ١ J אאK ٢ J אאK ٣ J אאK ٤ J אאK ٥ J אאאK

- ٢١ -

אאאאאאW

אW ١ J אW

א א א אאאאאאאא

אאאאאK

אא א אא

אאא

- ٢٢ -

٢ J אW א אא א

א א א Kאאאאאא

٣ J אW אאאאאא

אאאאאK

٤ J אW א א אאא א אאאאאאא

٥ J אאW אאאאאא

אאאאK

- ٢٣ -

אא אK

١K אאאאאאKאאאאא

א،אאאאאאאאK

٢K אאא،אאאא

אאא،אאאאK

٣K א א א אא،K

٤K אאאאא א ،א א א ،א א א א א א

אאK ٥K אאFEאאK ٦K אאאא

א א K א א אאאאא،אא

א ،א א א אK

٧K אאאאאא،אאא א א ، אא א

- ٢٤ -

٨K אאא،אאאאא،אאK

٩K אא،אאא א א ،א

אאא،אאאאאK

אאא،אW

١K אאאK ٢K אאאK ٣K אאאK ٤K אK ٥K אאאK ٦K אאK ٧K אאאאK

١K אאאW א א F א א

אא٢אEאאאאאאאא،Kאאא

من سورة القصص ٢٤اآلية ٢

- ٢٥ -

٢K אאאW אאאאאאאאאא

אא،אאאאאאK

٣K אאאאW אאאא

אאא אאאאאאW

K ٣٠٪אאאאF١}١٤KE K ٢٠٪אאאF٤}٩KE K ٢٣٪אאאאF٨}١٠KE K ١٤٪אאאאF٦}٦KE K ١٣٪אאF١}٦KE

،אאאאאאאא،

F٢٠EאK אF٧EK אאٍאאאK

אF١٠٠EאF٣٥E

אF٥EK

אאאW

- ٢٦ -

١K אWא،א،אאאא،אא

٢K אאאאWאאא١٥،אאאאא

٣K Wאא אא ، אא אא

אאאK

٤K אW אא א א א Kא א

א،אאאאאאאאאאK

٥K אאאW אWFאאאאא

אאאEK אאWאאW

?אא،אא،א،א٣?

א א א א א، א אK

رواه البخاري ٣

- ٢٧ -

אאW א א א א א א

אאאא Kאאאא א אאא א

אאא אא אאK

٦K אאאאW אאאאאאאאא

א א F אKE

אאאאW ١K אאאK ٢K אאא ٣K אאאK ٤K אאאK

אאאאאאאW

١K אאאFEK ٢K אאאK ٣K אאאאאאK ٤K אאאאK ٥K אאאאאK ٦K אאאK

- ٢٨ -

אאאאאאW ١K אאK ٢K אאאאK ٣K אאK ٤K אאK ٥K אאאK

אאאאאאאW

١K אאאאאאK ٢K אאאK ٣K אאאאK ٤K אאאאK

אאאאאW

١K אK ٢K אאK ٣K אאאK ٤K אK

אאאאא

אאאאW

١KאאאWאאK

אאאאא،אאאאאאאאKא

- ٢٩ -

אאאאאאK،אאאאאK

٢KאWאKאאאאאאאאאK

אאאאאK

٣KאWאא،אאא

KאאאאאאK ٤KאWאאא،

אאאאאאאKאאאאאאאK

٥KאWאאאKאאאKא

אKאאאאאאא

אK ٦KאWאאאאאא

אאאאאא،אKאא،אאאאאאא،אאאK ٧KאאאWאאאאא،

אאאKאאא،אאאאא،א

אאאאאKא،אאא

אאאאKא

- ٣٠ -

אאאKאאK

٨KאWאאאאאאKאאKאאאא

،אאאKאא،אאאK

٩KאWא??אאאאאKא J

אא JאאKאאאאאK

١٠KאאWאאאאKאאאאאKאא

אאאאאא،אKאאאKא،

אאאK ١١KאאWאאאא،

אאאאKאאא

אאאאאK ١٢KאWאאאאאK

אאKאאאאאאאKא

،אאאאאאאK

١٣KאWאאאKאאאאאאאאאK

- ٣١ -

אאאאא،אאאאאאא،

אKאא،אאאאK

١٤KאWאאאאKאאאא،

Jא JאאאאאאאאKא،אא

אאאאאאאאאאאאאא

אאאאאא

אאWאאאאאKאFאאE،אאא

א אא ،א אא אאK

אאWאאאאאאKאאאאא א א א א

K،אאא،אאא א K א א

،אאאאאKאאאאאאאאK

- ٣٢ -

אאWאאאאKאאא ،א אא

אאאWאKאאאא Kאאאאאא א

אאאאאK،אאאאאאא،אא،א،אא

אא Wא א א Kאא،א

אאאW • אW،

אK • א W א א

א،אאKאא،א

אאאK • אאWאאא،

אאאא،אאKאאאאאK

א א Wא א K א אאאW

• אWאאK

- ٣٣ -

• אאW • אWאאK • אWאאא،

אאאK אאWאאאאאאKא

א،אאא،אא

، א אא אאא ، אאא،K

אאאW

،אאאאאXאאW

אאא

אאאא אא

אאא

אאא אאאא

- ٣٤ -

א אאאא

אאאאא

K>אאWXאאאF٣E XאאאF٢E XאאאF١E ٢Kאאא ٣KאאאאאW

• אF٣٠EאאאK • אאF٢٠ J٣٠ Eאאאא

אאK • אאF٢٠Eאא

- ٣٥ -

١K אאאKא

٢K אאאאאאאאKאא

אא،אאאאאאKאאא

אאאאא،Kאאא

אאא،אK ٣K אאא

٤K אאאKאאאK

٥K אאא،אK

אאאאאK ٦K אאאאK

אאאK ٧K אאKאאK ٨K אאאאאאK

- ٣٦ -

א א א א א א א אא،אאאאא

WאאאאאאאאאאאK

אא،אאאWא،אאאאא

אאא،אאKאאאאאK

א א אאא אא؟

–؟אאא – א א א א ؟

؟ –אאאא

אאא؟

- ٣٧ -

א א אא א א אאאKא

K אאאK

א א אאאKא?W

? אא K?W،

א?אאאאK

–؟א

–אאאאא؟א؟

- ٣٨ -

FF٣٣EE

א א א א א א אאאאאאאW

אWאאאאאK W؟אאא،

אWK Wא

אא؟ אWאאK

Wא אא KאאKאאK

א א א א א אאK

אאWאאאא>> WK؟؟אK

א א Wא א א א א א א >> אא א Kא א אK

Wא ، א א א א אאאאKאאא

אאאK

١K ؟אאא ٢K א؟؟אאא ٣K א؟؟א ٤K ؟אאא

אאאאאא

אאאא

א ٢١٥ אא אא אאא

- ٣٩ -

אאWאאא אא

אאאאKאאאא

אאאKאאאאאא،א

אאאאאאWא

אFE،אאא

FEא،אאK

אאאאא

אאאאאאKא،אאא

אאאאK אאאאאאא

- ٤٠ -

אאאאK אאאאאאא

الرسالةالمرسل

الوسيلة

المستقبل

إلىأرسل عبر

استجابة بشكل لفضي أو سلوآي

تفاعل مع الرسالة تغذية عكسية

مصادر اإلزعاج أو التشويش

الرسالة

الوسيلة

المستقبل

إلىأرسل عبر

مصادر اإلزعاج أو التشويش

- ٤١ -

١K אWאאאFEא

Fא،،،،EאK

אא،אאאKאאאא Jאאאאאא Jאאאאא

אאW KאW،א

א א א א א א א א א א אא א ، א א

K،אאאאא אא א א אא

אא،אK، KאWאאאא

אא،אאאKK

KאWאאאאFEFEאF،،،KKKאE،

אאאאאאאאאאאאאאאאK

٢KאWאאאאאF،،EאאאKא

אאאא،אKא

- ٤٢ -

אאאאאאFא،Eא،אא،Kא

אאאאאאאK

אאאאאאאאאאאאאאא

אאKאאא– JאאאKאא

א،אאאאאאאאאאאKא

אאאאאאאאאאאאא،א

אאאאאאKאאאאאK

אאאאאאW؛אאאאאאאאאאאאאאאאא

אאאKאאאאאא

אאאK

٣KאאWאאאאאאKאאאאאF

אEא، Jאאאאאאאא Jאא

אאKאאW

- ٤٣ -

KאאאאאאאאאאKאאאאא

KאאאאאאאאאאאאאאאאK

Kאאאאאאא،א،אK

٤KאאWאאא،אאא،אא

אאאK،אאא

אאאאאKא،

אאKאאאאאאא

אאK،אאאאאאאאK

אאאאאאאאאא،אאא

אKאאאאאאאאא،אאא

א،אאאאK

٥KאאWאאאאאKאא

אאKאKאאאא

- ٤٤ -

٦KאאאWאאאאאאאאאאאאאאאK

אאאאאאאאאאKאא

אאKאאאאאאאאאאאא

אאאאKאאאאאאאאא

אאאאK

אאאאאאאW

١E אאW،אאאאאאאW

J אאWאאאאK J אא Wא א א א אא

K ٢E אאW،אאאא

אאאאKW ٣E א א א K א א א א

אאאא،אK ٤E אאאא Kאאאאא

אאאאא،אאאאK

- ٤٥ -

٥E אKאא Jא J،אאאאK

٦E א א K،אא אא אאאאK

٧E א א K א א א א א א א אK

אאא،אאאKאאא،א

אאKאא א J א א א Jא אK א א א

אאאKאאאא،אאאאאאא

אK אאK א א א א א א א

אאא אאאK א א א אא א א

אאאאאאא אK א

אאאאאאא،אW

١E א א א א אK

- ٤٦ -

٢E אאאאK

٣E אאאאאאאK

٤E אאאאאאK

אא אאאK

אאאאאאאK

אאאW

• א א ، א אא אאK

• ،،אאאאאK

• א،אאאאאאאאK

• א א א א א א א א

،אאאאאאאK

• א א א א א אאאאאאאאK

• אאאFאE،א،אאאK

- ٤٧ -

• אאאאFא א א א

אאKE • אאא

א K ، א אא אא

• אאאK،א א א، א א

א،אK • אאאאאאא

KאאאאאK • א א א אא א

א א ، KאאW

א אF אא א א אKE

אאאאאאFאא،אאאאאKE

אאאא א Fאא ،אאא אאאKE

، אא א אאאK

- ٤٨ -

אאאא

אאאאאאאאKאאאאאW

١K אK ٢K אK ٣K אW

• אאאK • אאFאאEK • אK • אאK

٤K אאW • אאאK • אאK

٥K אאK

א אא א א، א אא א F

אE א א א ،אא א אא א א

١ JאאW אאאאא

K א א א א א אאאאאאא

FאEאFאאE KאאאאאK

- ٤٩ -

٢ JאאFאE א אא אאא

אאאאאאאW

١K אאאאאFאאE ٢K א ٣K אא ٤K אא

Jאאאאא אאאאא

א،אאאאKאאאאאאאKאא

אאאאאאKאאא

،אאאאאאאאאא

אאאK

אאאאאאW

١K אאאK ٢K אאK ٣K אאK ٤K אאאאK

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אא؟؟

؟אאאא

אאאW،א،א،؟ אא

- ١٠١ -

אאאW

א אא א א אא א אא،אאאW

א אW אא א F CORPORATE STRATEGY KE אאאאא אאאאאK

אאWאא ( BUSINESS STRATEGY )Kאא אאאK

אאWאאא( FUNCTIONAL STRATEGY )K

אא אאאאאK

אאא WאאאF OPERATIONAL STRATEGYE Kאא אאאאK

אאאאאאאK،،

אאאא،אאאKא–אאאאא

אאא JאאאאאאK،אאאא

אאKאאאאאאאאאאאאאK

אאאאאא

- ١٠٢ -

אאKאאאאאאאאאא،אאאאK

אאאאKאאאאאאאא،אאאאא

אאאאKאאאאאW

١K אKאאאאFאLאLאא،א،א،א،אLאEK

אא،אאאאאאאא،אא

אאאאKאאאאא،א

אאK ٢K אאKאא

אאאKאאאאאאאאאאא

אאאאKאאאאאK

٣K אKאאאאא

KאאאאאאK

٤K אאKאאאאאאאאאא،،אא

،א،אאאאK

- ١٠٣ -

אא،אאאאאאאאאאאW

• אאאאא،אאא؟אא

• אאאאאאא؟ • ؟אאאאאאא

אא؟אאא؟ • אאאא؟א؟؟

אאא؟ • אאא؟אאאאאא

אא؟ • אאאאא؟אאאא

؟ אא؟אא؟ • אאאאא؟ • • אאאאFאאE؟אאא • אאאאא؟אאאאא

אאא؟אאא،؟

א אאאאאאאאאאאK

- ١٠٤ -

אאאאאW

אאאאKאאאאאאאאאאא،

אאKאאאאאאאא

אאאאאאאKאאאאאאאאא،אא

אאאאKאאאאאאאKא

אאאאאאKאאאאאאאאאאאאא

א،אאK אאאאאאאאאאאאא

אKאאאאאאאאאאאאאאK

אאאאאאאאאא،אאאאK

אאאאאאאאא؟אאאא،א

אאאאאאאא

- ١٠٥ -

אאאKאאאאאאאאאא

אKאאאאאאאאאאאאK

אאאאאאאאאאאאא،אאא

אאאאאW

א?א??א?אאאאאאאא

אאאאאאאאאאKאאאא???

?א،FאאE،אאאאאאאא

אאאאאאK אאאאאW

• אאאאאאK

• אאאאאאאאאאאK

• אאאאK • אאאאא

- ١٠٦ -

• אאאK

אאאW • אאאK • אאאאאאאאאא

אאאK • א،אאאאא

Kאאא ،אאאא

אאFEאאאאKאא،אא

؟؟אאאא؟אאאאא؟אאא

אאא؟אא؟אאאא؟،؟

אאאאאאאאאאאKא

אאאאאאאאKא

،אאאאKאאא،א

א،אאאK

אאאא،אFאאE،،אאאאא

אאאאאאאאאאKאאא،אאא

- ١٠٧ -

אאאאא،אאאאאאאא،אאאKאאאאאא

אאאא،אאKאאאאאא

אאא،אאאאאאא

אאאאאאאאאאאKאאאא،אא

אאאאאאאאKאאאאא

אאKאאאאאאאאאא

אאאאKאאאאא

אאאאKאאאאאאאKאאאאאא

אאKאאאאאאאאKאא

אאאאאאאאאאKאאא

אאאאאאאאKאאאאאא

אאאאאK

- ١٠٨ -

אאאאW

אאא אאא אא

אאKאא א

אKא א ،אאKאאאא

Fא א אא E F E אא א א

،אאאאאאאאאאאאאK

،אאאאאא،אא

אאא Kא א א א אא א א،א

אאאאאKא א א א א א אאאאאאאאאא

א א אא،אאאאKאאאאאא

K א א א א אאאאאK

אאאאא אאא،אאא

א א א ،אא Kא א ،א א א א א א א א

- ١٠٩ -

אאא Kא א א א א

אאאאאאאאאא א אא א א א א א

אאא،אאKא،אאאאאאא

א F ، ، Eא א א א א א F،،،،KKKאKEאא

אאא אאאא א אאאא،אKאאא

אאאאאא،אאא Kא א א א א א

אK،אאא א א، א

אאאKאאאאאאאאא،א

א א אא א ، א Kאא אאאאאאKא

אאאאאאאאאאאKא

אאאאאאאאאאא אא א אא،אא

א א אאא אאKאאאא

אאאאאאאאK א،אאאאא

א א א א

- ١١٠ -

אKא،אאאאאאאאאא

אא א א א א א א K א אאא

א א א א ،אא،אאאאאאאאא

אאא؟אאאאא،،אא،אאאאאא،א،אא،אא،אא

אא،אאK

אאאאW

،אאאאאאאאאאאK

אאאא،אאא א Kא א א

א W ، ، ،א Kאאאא א

א א א א א א ،Kא א א א ،א אאאKא

אאאאאאאW ١K אאאW

K אWאאאאKאאאא

- ١١١ -

K א Wא א א א אאא

אאK K אWאאאא

אאאאאאאאK

٢K אWאאאאא،אאאW

Kא W ،א א א א אאאאאKאא

אאK Kא Wאא אא אאא

אאKאאאאאאאאאK

Kא Wא א א א א א א

،אאK ٣K אWאאאאאא

אאאאאKאאאאאאא،א

אאאאאאאא א א ،אא א א א א

אא א א א א אא Kא אא א

אאאאKאאא

- ١١٢ -

אאאאאאKאאKאא

،אאאאא،אאאאאאK

אאאאאאאאאא אא אא K א א א אא א ،

אאאאאאKאא Jאאא،אאEאא

א،אא،אאאאאאא אאאאא Kא אא

אא אא ، ،אא אא Jאאאאאא J

א א א Kאא אאאא،אאאא

אאאאאאאאאאאK ،אא אא א

אא،K

אא אא א א אאאאאאאא

אKאאא،אאאאאא א אא אאK ،

אאאאאאאאאאאאאK

- ١١٣ -

אאאW

א א אא א א א א א Kא אא אא א אא

א א א אאא א א א K א א א א

אאאאא אאאא Kא אא א

،א א א א אKאאאאאא

א،אאאאאא،אאא،אאאאאאאא

א א، א א אאאאאאאאאאK

א א א א א א א א Kאא، א א

؟אאאא؟אאאא אא א א א א א א؟

אאא אאאWאאאאאאאאא؟א

אאאאאKאאאאאאא Kא

אאאאאאאאאאאאא،א

אאKאאאאאא א אא א אאאאאאאKאא

- ١١٤ -

אא،אאאאאאא

א א א א א א אא א K א א א א אא א א א א

א אא Kא א א א אא א א א ،אא א

א א א אא Kא א אאא א אאא אאא

א א א אא א ،א א אא א אא

א אאאא אא K א אאאאאאאK

אא،אאא א K א א ،א אאאאאאא،אא

א K א א א א אא،אאא

א K א א אאאאאא

אאKא،א،אאאאאאאKא

א ،א א ،אאא Kאא א

אאאאאאאא

- ١١٥ -

א א K א א א א א א א Kא א אא

אאא،אאא،א א אא אא א א א א

א א א אא א אא א א א א א ،א א

אKאאאאא א א א K א

אאאאאאK

- ١١٦ -

١KאאאאאאאאאאאאאאאKאאאאא

אאאאאאאאאאאאאאאאא

Kאאאאאאאאאאאאא

אאKאא،אאאאאאאאאא

٢KאאאאאאK،אאאאאאא

٣KאאאאאאאאאאאFאE؟

٤Kאאא،אאאK،אא

אאאאא،؟K

٥KאאאאאאאאאאאאאKאאא

אאאאKא؟،א

אאאא

- ١١٧ -

אאWאא אא אאאאאאאW

١K אK ٢K אאK ٣K אK

אאאאאW J

العناية بالعمالء

التحضير للمقابلة البيعية

تقديم العرض البيعي

الرد على االستفسارات

إتمام صفقة البيع

تحديد العمالء

- ١١٨ -

אאאאW K אK K אאK

אאW K אאK K אאאאאK K אK

אאאK

א אא א אאא אאK

- ١١٩ -

אWאא

للمقابلة البيعية التخطيط

يم العرض البيعيتقد

- ١٢٠ -

אאWא אאאאאאאא

W ١K ؟אא ٢K אא؟א ٣K ؟אא ٤K א؟אא

אאאאW

אא אאאאאא

א،אאW אאאאאאאא

א،אאאאאKאאאאאאאK

אאאאאKאאאאאאא،،אאאאאאאK

א،אאאאא،אאאאאא

Kאאא،אאאאאאאאK

- ١٢١ -

אא אאאW

١K אאKאאא،אK

٢K אאKאאא א א ، א א

אאאK

٣K אאאKאא،אאאאאא

אא،אאאאאא،אאאא

אא ، א א א ،

א א אאאאאאW

١K אאFEא؟א ٢K אאאאFאאאE؟ ٣K אאאאא؟ ٤K א؟אא

- ١٢٢ -

אאFEאא؟ ،אאאאK،אא

אא אאא אK א א א

אאאאKאאאאאאאK

אאאאאאא،אאאאאאאאאאK

אאאאFאאאE؟ אאאK

א אא א אא ، אאאאאאאKא

א אאאא א אאK

אאאאא؟ אאאאאא

אאא،K

- ١٢٣ -

אF،،،،אE

Wא ؟אא ؟ ؟ א א א

؟ א؟אא

؟א אאאאאא

אאא א ، א،אא א K א،אאאK

אאא אאאאאא

א ،א אא W

١K אאאK ٢K אאאK ٣K אאאK ٤K אאK ٥K אאK

- ١٢٤ -

٦K אK ٧K אאK

אאאא ،،אא

،אאא،،אKאאאאא

K א א א א א אאאK

אאאא W?א?،א

אאאאKאא ، א א

אאאKאא،אאאK

אאא א אא א א א ،

אאאאאאאאKא א א א א א א

אאאאאW K אאאאK K אאאאK K אאאK

אא אאאאאאאא

אאאK

- ١٢٥ -

אא אאאאאאא

א אא א א א א א א

א א א אאאא

אא،אאFEאאא

א א א א אאאאאאK

אא אאא

אאאאאאאאאאאWאאא

אא א א א

אאאאאאאא

אאאאK

- ١٢٦ -

١K ؟אא ٢K א؟؟אא ٣K ، א א א

אא؟א

- ١٢٧ -

אאWאא

- ١٢٨ -

אאWאא אאא ، אא

אאאאאאא،אאאאאאאאא

אאW ١K אאא؟ ٢K אאא؟

אאא אאאW

١K אאאא K אא אא

٢K אKאאא،אאאאא

אאאK ٣K אאאאKא

אאאאאK

אאאאאFא E א א K א

אאאאK

- ١٢٩ -

אא אאאW

١K אאאK ٢K אאאK ٣K אאאK ٤K אאK

אאא אאאW אאא؟א

אא،א،אאאאאאא

אאKאאאאא א א אא א א א

א W א KאW J

K א١٢٠١٣٠אאK K ٧٪אK K א٢٠٪אאאK

אאאאאW J K ١٠אK K אאאאאK K אא١٠K٪

- ١٣٠ -

אאאא א א א א

אאאאאK

אאאK אאאאא،

אאאאW K אאא،؟א K אא؟ K אאא،؟א K אא א א א

؟ K א؟אאא K אא؟ K אאאFE؟ K אא؟ K אא؟ K אא؟ K אאאא؟

אאאK אאאW

אאK אאK אאK אאאאאK

- ١٣١ -

אאK אאא

،א KאאK

א א א אא א א א ،

אW K אFאאאאKE K אאא،אאK K אאאאאאK K אאאא

FאאKE

- ١٣٢ -

١K ؟אאאאא ٢K ؟אאא ٣K אאא؟אא؟ ٤K אא؟

- ١٣٣ -

אאWאא

- ١٣٤ -

אאWאא אאW

١K אאאK ٢K אאאאK

אאאאW K אאאK K אאK K אאK

אאאאW K אאאK K אאאאאK

אאאאאאאK אא א א א א

אאאאא،אאאאאאאאאאK

١ JאW אאאאאאא

אא،אאK א א אא

אא،אW א JאאK JאאאK JאאאK JאאK

- ١٣٥ -

٢ JאW אאאאאאאא

א א א ،א א، א אאKא

א א א אאאאK

٣ JאW א א א א א א

אאאא،אאאאאא

٤ JאW אאאאאא

אא،אאאאאאאאא

אאאאאK

٥ JאאאאW א א א א

אאאאאKאאאאאא

אאאאK

٦ JאאאW אאאאא

אאאאאא

- ١٣٦ -

אא،אאאאK

،אאאא

אא א אא אא،אאאא

אאאאFEאאאאאאא

אאא א א א א א א ، א ،

אאאK

א א א ، ،א א ، א א א א א א،

א،אאK

אאאאW ١K אאאאWאאK

אאאאאאאK

٢K אאאאאWאאאאאאאאאאאא

א،אאאאאאאK

- ١٣٧ -

٣K אאאWא א א א א ،אא،،

،،אאאאKאאאא

אאאאK

٤K אאאW א ، א

א Kאאאאא?אאא

א א K א א K?אאאאK

٥K אאאWאאאאאKאאא،אKאאאאאא

אא א א אK

٦K אאא W אא אא א א א

אאאK

٧K אאאWאאאאאאאאאאא

אאKאאאאKאא א א א

KאאאאאאK

- ١٣٨ -

٨K אאאWאאאאאW

? א א אאא א אKאאאא

؟? א??א

?אאאאאא א K א

אאאאאאאאK

אאאאאאאאאאאאאW

?א،،،٦?K

אאאא אאאאאאאאא

א،אאאאאאאאאK

رواه البخاري ومسلم ١

- ١٣٩ -

אא אאאאאא

אאאאאK

אאאאאאW ١K אאFאאKE ٢K אאFאאKE ٣K אK ٤K אK

אאאא،אאאא אא א א אא

אאאK

JאאW אאא

אאאאאK

אאאאW ١K אאאאאK ٢K אאאאאK

א א אא א א Kאא٨٥٪אאא

אאאאK

- ١٤٠ -

אאאW ١K א אא

אאאK ٢K אאאאK ٣K אאאאK ٤K אאאאאK ٥K אאאאK

אאW ١K אאאK ٢K אאאK ٣K אאאאK ٤K אK

JאאFאאEW אאאאא،אא

אאאאאאFאEK

א،אFאאEא

אאאאאאאאאאאאK

אאאW

١K אאא ٢K אאאK ٣K אאאאאא

- ١٤١ -

٤K אא א אאאאאאK

אאW אאא

אאאא،אאאאאאאאאK

אאא،אאאאאאאאאא

،אאאאאאאאאאK،אאאאK

١K אאאאא،אאK

٢K אאאK ٣K אאאK

אW א אאאא،

אאאאK

א JאW אאאאא،،

אאאא،אאאא

- ١٤٢ -

אאאאא א אא א א

אאאW ١K אK ٢K אאK ٣K אאאאאאאK ٤K א א א א א

אK ٥K אאאFאאEאאא

אאאאאאK ٦K אאFאאEK

אא אאא א א Kאאאאאא

אאWאאאאאאK

אWאאא،אאאאא

FEאאאK אא؟

אאאאאK

אאאאאאK

אאאאאK

- ١٤٣ -

אאאאאK

אאאאאאאK

אאאאW

א אאאאאאאאאאK

אאאW ١K אאאאK ٢K אאאאאK ٣K אאאK ٤K אאאK

א א א K א א א א א א ، א

אאאW ١K אאFאKE ٢K אאFאKE ٣K אFאKE ٤K אאK

- ١٤٤ -

אאW אאאאא

? ? ? ? א א W

?א١٠٪؟?

א אאאא אאאאא

?אא؟? א??אאאאW

?אאא؟?

?؟א،אאK?

אא??

EWאFאא א א א א א

א אא ،א W؟ א؟ ؟؟؟א؟אאאFאE

אW אאאא

?אאאאK?

- ١٤٥ -

אא אא אאאאK

אאW אאאאא

אאאKאאאאאאאאא

אאאאאאאאאW

?؟،אא?

אאאאאK

אאאW אאאאאאKאא

א א א אא א אא א Kאאאאאאא

W אאK אאאK אK

אא א ، אאאא

א K א א א א

אאאא

- ١٤٦ -

، א א א א אאאאK

אאאW אא א א

אאאאK אW

אא א אאאאאאאא

אאאW ?א א א ? א אא،

אאאאאאאא אא א א א א א

א א א א אאאאאאאאK

אאאאאאW ١K אK ٢K אאאK ٣K אאאאאK ٤K אאאאK ٥K אאאאK

- ١٤٧ -

א א אא א א א

אאאאאK

- ١٤٨ -

١–؟אאאא ٢ Jאאאאאא؟א؟ ٣–א؟؟אאאאאאאאאא ٤–אאאאא

אאK ٥–א؟؟אאא ٦–אאאאאK ٧–אאאאאא

- ١٤٩ -

אאאWאאאאא

- ١٥٠ -

אאאWאאאאא אא،אאא

אאאאאאאאKאאאאאאאK

א אאא א א אאKאאאאK

אאאא א אא אK

אאאאאאאא א، אא א

Kאאא א אאאא ،

אאאאאאאאK

א אאא ، א א אאא،אאאאK

א אא ، א אא K א אאא א

אאאK

- ١٥١ -

א א אאאאאאKאאאאK

אאאKאאאאאKאאא

١K א، Kא אאאK،אא

٢K אא،Kאא،א،אK

٣K א K א K א אא Kאא א א

٤K אא Kאא א،אאאאK

٥K אKאאא K ، א א

אא،אאאאאאK

٦K א ،א ،א،אFWאFEאאKEא

אאאאאK

- ١٥٢ -

٧K אא א א א K א،אאK

٨K אKאא،אאאאאאK

אאאא؟

אאאאאאאאאW

١K אאאWאאאאאאאאאאא K אא א

אא א אא א א،אאאא אK

٢K אאאW אא א אאאאאאאאאW

K אWאאK K אWאאאK K אא אW א

٣K א א א אאW א א א א א אאא אאא

٩KאאאאאאאאW

?אא ؟?

- ١٥٣ -

אאאWאאאאאא א אא א אאאאא

٤K אאאאW א W? אאא?K

W?אא?K W??K

אאאK

٥K א אאW א א א א،אK

אאאאאאא

٦K א א אאW א א אאאא،K

א אאאאאאאאאאאאאאאאאאK

- ١٥٤ -

אא א א אא א

אאא،אאאKאאW

?אאא٧א?

א אא אאא،אא אאW

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1. Buskirk, Richard H. and Buskirk, Bruced D.Selling Principles and Practices, Thirteen Edition New York, N.Y.: McGraw-Hill Book Company,1992K

2. Drozdeck, Steven and Yeager, Joseph and Sommer, Linda What They Don’t Teach You In Sales 101,New York, N.Y.: McGraw-Hill Book Company,1991 K

3. Futrell, Charless M. Fundamentals of Selling Homewood, ILL.: Irwin, 1988.

4. Micali, Paul J. ,SUCCESS Handbook for Salespeople Boston, M.A. : CBI Publishing Company,1981.

5. Kossen , Stan Creative Selling Today Second Edition New York, N. Y. : Harper& Row, Publishers, Inc.1982.

6. Kossen, Stan Improve Your Selling Effectiveness Second Edition New York, N.Y.: Harper Collins College Publishers 1993.

7. Hisrich, Robert D. and Jackson, Ralph W. Selling and Sales Management Hauppauge , New York. : Barron’s Educational Series,Inc.,1993.

8. Russell , Frederic A. and Beach , Frank H. and Buskirk , Richard Selling Principles and Practices , Twelfth Edition New York, N. Y. : McGraw-Hill Book Company , 1988.

9. O’Connor , Patrick Personal Selling New York, N. Y. : Macmillan Publishing Company, 1990.

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10. Jackson , Ralph W. and Hisrich , Robert D. Selling and Sales Management Third Edition Englewood cliffs, N. J. : Prentice-Hall International Inc. , 1996.

11. Kranz R. J. , and Kranz M. K. Professional Selling, A Practical Approach New York, N. Y.: D. Van Nostrand Company. , 1980.

12. GEORGE FULLER. The Negotiator’s Handbook New Jersey,

PRENTICE HALL,INC 1991. 07652. arabic traslation Jarir Bookstore. 13. JAMES G. PATTERSON . How To Become A Better Negotiator (New

York, AMACOM 1996. arabic traslation Jarir Bookstore) a division of the American Management Association.

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الاتصالات البيعية

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