{"id":18199,"date":"2025-07-29T13:35:59","date_gmt":"2025-07-29T13:35:59","guid":{"rendered":"https:\/\/rndv.eu\/?p=18199"},"modified":"2025-07-30T10:31:09","modified_gmt":"2025-07-30T10:31:09","slug":"tarpkulturiniai-pardavimai-ar-kulturinis-jautrumas-gali-nulemti-sekme","status":"publish","type":"post","link":"https:\/\/rndv.eu\/lt\/tarpkulturiniai-pardavimai-ar-kulturinis-jautrumas-gali-nulemti-sekme\/","title":{"rendered":"Tarpkult\u016briniai pardavimai: ar kult\u016brinis jautrumas gali nulemti s\u0117km\u0119?"},"content":{"rendered":"\n

Jovita Gendvil\u0117, RNDV Group pardavim\u0173 vadybinink\u0117<\/em><\/p>\n\n\n\n

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Pirmas susitikimas su nauju klientu i\u0161 u\u017esienio. J\u016bs, kaip \u012fprasta, planuojate pirmiausia susipa\u017einti, lengvai pasikalb\u0117ti bendromis temoms ir tik tada, \u0161iek tiek \u201eap\u0161ild\u0119\u201c klient\u0105, eiti prie susitikimo temos. Ta\u010diau susitikimas netik\u0117tai pasisuka kitaip: jokios \u012f\u017eangos, jokio santykio k\u016brimo \u2013 tiesiai prie esm\u0117s. Kliento diktuojamu tonu ir tempu pokalbis tetrunka vos de\u0161imt minu\u010di\u0173. Ar padar\u0117te ka\u017ek\u0105 ne taip?<\/p>\n\n\n\n

Min\u0117ta istorija yra mano pirmasis susitikimas su partneriais Norvegijoje. \u0160iandien, po keleri\u0173 met\u0173 bendradarbiavimo, m\u016bs\u0173 pokalbiai jau trunka ilgiau \u2013 net 20 minu\u010di\u0173 \u2013 ta\u010diau bendra tvarka liko ta pati: pirma \u2013 konkret\u016bs darbai, o tik tada, jei lieka laiko, lengvi pokalbiai.<\/p>\n\n\n\n

\u0160i patirtis man visada primena: tai, kas \u012fprasta mums, neb\u016btinai yra \u012fprasta kitiems. \u0160tai kod\u0117l tarpkult\u016briniuose pardavimuose bene svarbiausias \u012fg\u016bdis yra geb\u0117jimas suprasti, kaip m\u0105sto ir veikia klientas, kas priimtina jo kult\u016broje, ir prie to prisitaikyti.<\/p>\n<\/div><\/div>\n\n\n\n

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<\/div>\n\n\n\n

Kod\u0117l tai svarbu?<\/strong><\/p>\n\n\n\n

RNDV klient\u0173 ratas \u2013 kult\u016bri\u0161kai itin \u012fvairus. Did\u017eioji dalis m\u016bs\u0173 projekt\u0173 vyksta Europoje, tod\u0117l kasdien bendradarbiaujame su partneriais i\u0161 Skandinavijos, Vokietijos, Pranc\u016bzijos ir kit\u0173 rink\u0173. Partneriai, su kuriais dirbame, yra i\u0161sid\u0117st\u0119 ne tik skirtingose \u0161alyse, bet ir keliuose \u017eemynuose, tod\u0117l per 18 met\u0173 \u012fmon\u0117s veiklos sukaup\u0117me itin \u012fvairios patirties, kaip megzti pasitik\u0117jim\u0105 ir skland\u0173 bendravim\u0105 su \u017emon\u0117mis visame pasaulyje.<\/p>\n\n\n\n

M\u016bs\u0173 patirtis rodo, jog norint s\u0117kmingai dirbti tarptautini\u0173 pardavim\u0173 srityje, b\u016btina gerai i\u0161manyti niuansus ir net argumentavimo principus. Kas laikoma profesionalumu? Kokie l\u016bkes\u010diai keliami partneriui? Kokios praktikos yra \u012fprastos? <\/p>\n\n\n\n

Pavyzd\u017eiui, Skandinavijos \u0161alyse itin svarbi lygyb\u0117, vadovai \u010dia yra prieinami, o sprendimai priimami drauge, su darbuotojais. Tuo metu Pranc\u016bzijoje sprendimo gali\u0105 turi vadovas, vyraujanti hierarchija \u2013 grie\u017etesn\u0117. Vokietijoje partneriai vertinami pirmiausia pagal efektyvum\u0105 ir rezultatus, o \u0161vedams itin svarbu socialin\u0117 gerov\u0117, kompromisas. Tai tik keli pavyzd\u017eiai, puikiai parodantys, jog netinkamai parinkti argumentai itin apsunkins net geriausio produkto pardavimus.<\/p>\n\n\n\n

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Kaip pasiruo\u0161ti?<\/strong><\/p>\n\n\n\n

Kliento \u0161alies ir organizacijos kult\u016bros pa\u017einimas yra kertinis faktorius mezgant ilgalaik\u012f bendradarbiavim\u0105. Pavyzd\u017eiui, pokalbio prad\u017eioje pamin\u0117tas vietinis \u012fvykis ar asmuo padeda u\u017emegzti ry\u0161\u012f, rasti bendr\u0105 tem\u0105 ir pralau\u017eti ledus. Kartais keli \u017eod\u017eiai kliento gimt\u0105ja kalba sukuria artimesn\u012f santyk\u012f nei tobulas angl\u0173 kalbos lygis. <\/p>\n\n\n\n

RNDV tarpusavyje dalijam\u0117s sukaupta informacija, nuolat mokom\u0117s ir giliname \u017einias, treniruojame savo kult\u016brinio intelekto (angl. Cultural intelligence) geb\u0117jimus. B\u016btent kult\u016brinis intelektas yra b\u016btina s\u0105lyga norint efektyviai komunikuoti su \u017emon\u0117mis i\u0161 skirting\u0173 kult\u016br\u0173, o efektyvi komunikacija \u2013 pardavim\u0173 pamatas. <\/p>\n\n\n\n

Beje, norint lavinti \u0161\u012f sugeb\u0117jim\u0105 itin praver\u010dia atvirumas, smalsumas: d\u0117mesys \u012f bendravimo stili\u0173 keliaujant u\u017esienyje, pokalbiai su vietos \u017emon\u0117mis. Pavyzd\u017eiui, gyvenimi\u0161ka situacija, pasteb\u0117ta l\u0117ktuve: gav\u0119s kar\u0161t\u0105 g\u0117rim\u0105 netoliese s\u0117dintis \u017emogus ima j\u012f itin garsiai siurbti. Savo kult\u016broje grei\u010diausiai konstatuojame, jog yra nemandagus. Ta\u010diau jei esate \u0161iek tiek dom\u0117j\u0119si papro\u010di\u0173 \u012fvairove, jau \u017einosite, jog kai kuriose \u0161alyse tai \u2013 b\u016bdas parodyti savo pasim\u0117gavim\u0105, taigi, kaip tik mandagumo \u017eenklas. Tai detal\u0117, galinti tapti svarbiu veiksniu bandant suprasti kontekst\u0105 ir sauganti nuo galim\u0173 nesusipratim\u0173.<\/p>\n\n\n\n

<\/div>\n<\/div><\/div>\n\n\n\n
\n
<\/div>\n\n\n\n

Daugiau nei mandagumas<\/strong><\/strong><\/p>\n\n\n\n

Taigi, kult\u016brinis pasiruo\u0161imas \u2013 ne \u0161iaip mandagumo gestas, o kertinis veiksnys, galintis nulemti s\u0117km\u0119 deryb\u0173 metu. RNDV s\u0105moningai laikom\u0117s strategini\u0173 kryp\u010di\u0173 \u2013 t\u0173, kuriose esame sukaup\u0119 daugiausiai \u017eini\u0173, o \u017eengdami \u012f nauj\u0105 rink\u0105, atliekame kruop\u0161\u010dius nam\u0173 darbus. <\/p>\n\n\n\n

Tam yra ir specializuot\u0173 priemoni\u0173. Viena j\u0173 \u2013 Richard\u2019o Lewis i\u0161skirti modeliai, kurie padeda identifikuoti skirting\u0173 kult\u016br\u0173 komunikacijos stilius. Dirbdami pagal juos matome, kad tarp savo klient\u0173 turime daugiausiai priskiriam\u0173 nuosekliai veikian\u010dios kult\u016bros bei daugiafunkcin\u0117s\/\u012f santyk\u012f orientuotos kult\u016bros tipams. Kadangi \u017einome, kas toki\u0173 tip\u0173 kult\u016broms yra svarbu, kokie argumentai \u2013 veiksmingiausi, atitinkamai per\u017ei\u016brime savo prezentacijas, argumentacijos logik\u0105. Vienu atveju svarbu pateikti kuo daugiau pagrindimo skai\u010diais, efektyvumu, itin disciplinuotai planuoti susitikimus. Kitu atveju pagrindiniu akcentu tampa vizija, prid\u0117tin\u0117s vert\u0117s, o m\u016bs\u0173 susitikimai b\u016bna interaktyv\u016bs.<\/p>\n\n\n\n

Tai leid\u017eia ne tik geriau siekti rezultato, bet ir partneriams taupyti laik\u0105, neapkrauti j\u0173 neaktualia informacija, galiausiai \u2013 jausti, kad kalbame j\u0173 kalba.<\/p>\n\n\n\n

D\u0117l to kult\u016brinis supratimas \u2013 viena i\u0161 vertybi\u0173, neatsiejama proceso dalis. Did\u017eiuojam\u0117s matydami, jog tai augina klient\u0173 pasitik\u0117jim\u0105, lemia tai, kad pas mus sugr\u012f\u017eta ir rekomenduoja kitiems. <\/p>\n\n\n\n

<\/div>\n<\/div>
\"\"<\/figure><\/div>\n","protected":false},"excerpt":{"rendered":"

M\u016bs\u0173 patirtis rodo, jog norint s\u0117kmingai dirbti tarptautini\u0173 pardavim\u0173 srityje, b\u016btina gerai i\u0161manyti niuansus ir net argumentavimo principus. Kas laikoma profesionalumu? Kokie l\u016bkes\u010diai keliami partneriui?<\/p>\n","protected":false},"author":5,"featured_media":18205,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[261],"tags":[175,263],"class_list":["post-18199","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tinklarastis","tag-rndv-2","tag-statybos-sektorius"],"acf":[],"yoast_head":"\nTarpkult\u016briniai pardavimai: ar kult\u016brinis jautrumas gali nulemti s\u0117km\u0119?<\/title>\n<meta name=\"description\" content=\"M\u016bs\u0173 patirtis rodo, jog norint s\u0117kmingai dirbti tarptautini\u0173 pardavim\u0173 srityje, b\u016btina gerai i\u0161manyti niuansus ir net argumentavimo principus. Kas laikoma profesionalumu? 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