How do you vote? Turkish Airlines Open. The competitor inside me wanted to go so badly, I was itching to go. I had been playing at home and I thought I could get it around. "I had played feeling worse and won golf tournaments. But I finally decided why rush… I had waited more than a year, so let's wait a little more and get it right." How do you vote? Turkish Airlines Open. "The competitor inside me wanted to go so badly, I was itching to go. I had been playing at home and I thought I could get it around. "I had played feeling worse and won golf tournaments. But I finally decided why rush… I had waited more than a year, so let's wait a little more and get it right." Twelve months ago, Woods appeared at his lowest ebb. Now the message is much more upbeat, which brings its own challenge - to back up this bullish outlook with a performance that shows his words are not hollow. He claims he has all the shots and - to borrow from that famous Morecambe and Wise sketch with Andre Previn - he now has to show he can play them in the right order to once again make golfing music. It would be wrong, though, to read too much into this week's event regardless of how he performs. If he goes well we should remember the course will have been set up to his liking and if he struggles he deserves some slack after such a long absence. Most significant will be how he fares under the physical rigours of 72 holes of competitive strokeplay which will force him to take on shots outside his comfort zone. Woods' body is fragile and has been ever since he won his 14th major, the 2008 US Open, with a broken leg. It is more than three years since he won on the PGA Tour. First he has to prove that he is physically strong enough to compete, only then will we know if he has any chance of taking on the players at the top of the game. Right now he is outside the world's top 800. The rankings don't lie, as they didn't for the 683 weeks Woods was number one. Despite his current optimism, he has yet to reach even the foothills in his quest to again scale golf's "The competitor inside me wanted to go so badly, I was itching to go. I had been playing at home and I thought I could get it around. "I had played feeling worse and won golf tournaments. But I finally decided why rush… I had waited more than a year, so let's wait a little more and get it right." How do you vote? Turkish Airlines Open. "The competitor inside me wanted to go so badly, I was itching to go. I had been playing at home and I thought I could get it around. "I had played feeling worse and won golf tournaments. But I finally decided why rush… I had waited more than a year, so let's wait a little more and get it right." Twelve months ago, Woods appeared at his lowest ebb. Now the message is much more upbeat, which brings its own challenge - to back up this bullish outlook with a performance that shows his words are not hollow. He claims he has all the shots and - to borrow from that famous Morecambe and Wise sketch with Andre Previn - he now has to show he can play them in the right order to once again make golfing music. It would be wrong, though, to read too much into this week's event regardless of how he performs. If he goes well we should remember the course will have been set up to his liking and if he struggles he deserves some slack after such a long absence. Most significant will be how he fares under the physical rigours of 72 holes of competitive strokeplay which will force him to take on shots outside his comfort zone. Woods' body is fragile and has been ever since he won his 14th major, the 2008 US Open, with a broken leg. It is more than three years since he won on the PGA Tour. First he has to prove that he is physically strong enough to compete, only then will we know if he has any chance of taking on the players at the top of the game. Right now he is outside the world's top 800. The rankings don't lie, as they didn't for the 683 weeks Woods was number one. Despite his current optimism, he has yet to reach even the foothills in his quest to again scale golf's summit. For someone who turns 41 at the end of the year it is an improbable journey, but one that will, inevitably, be watched with great interest. The public will vote for their favourite by phone and online during the live show. Voting details, including phone numbers for each nominee, are announced during the programme and online. There is no voting via email, Red Button or by text. This year's event will take place in front of 12,000 people at the Genting Arena in Birmingham. Gary Lineker, Clare Balding and Gabby Logan present the programme from 18:40 GMT on BBC One, with further coverage on BBC Radio 5 live and the BBC Sport website. Who decides the shortlist? The shortlist is compiled by a 12-member panel: Representatives from BBC Sport: Barbara Slater (Director, BBC Sport), Philip Bernie (Head of TV Sport) and Carl Doran (Executive Editor, BBC Sports Personality of the Year) Former nominees of an award: Ryan Giggs, Victoria Pendleton and Baroness Tanni Grey-Thompson Representative from BBC Radio 5 live: Amy Lawrence Pan-sports broadcaster: Ore Oduba Representatives from sports journalism: David James (Sunday Mirror/Sunday People), Adam Sills (Daily/Sunday Telegraph) and Alison Kervin (Mail on Sunday) Representative from UK sports industry: Liz Nicholl (Chief Executive, UK Sport) US told to drop tax break for Boeing Boeing plane The US is given 90 days to drop a special tax exemption for the giant aerospace company Boeing because it amounts to an unlawful subsidy. 3 hours ago From the section Business Related content Boeing's state subsidies ruled illegal What is the World Trade Organization? Trump and trade: A radical agenda? EU rapped for Airbus subsidies Full article US told to drop tax break for Boeing Cadbury's Dairy Milk Has Fairtrade had its day? With Cadbury set to drop its Fairtrade certification, has the ethical-trade mark had its day? 1 hour ago From the section Business Related content Striking gold in cocoa farming Does Cadbury chocolate taste different in different countries? Full article Has Fairtrade had its day? blurred woman walks past London Stock Exchange sign LIVE Business Live: FTSE 100 closes down as sterling falls London market ends day lower; sterling trading down; financial watchdog to investigate Sports Direct. From the section Business Full article Business Live: FTSE 100 closes down as sterling falls Zimbabwe note move stokes currency fears 5 hours ago From the section Business Full article Zimbabwe note move stokes currency fears Sporadic India protests against cash ban 28 November 2016 From the section India Full article Sporadic India protests against cash ban 'Caution' urged over UK Living Wage rises 5 hours ago From the section Business 83 comments Full article 'Caution' urged over UK Living Wage rises Japan Fukushima 'clean-up costs double' 6 hours ago From the section Asia Full article Japan Fukushima 'clean-up costs double' Lufthansa acts to try to stop strikes 6 hours ago From the section Business Full article Lufthansa acts to try to stop strikes US markets dip from record highs 4 hours ago From the section Business Full article US markets dip from record highs Australia to impose lower 'backpacker tax' 28 November 2016 From the section Australia Full article Australia to impose lower 'backpacker tax' 'Cherry picking' warning on Brexit trade 28 November 2016 From the section UK Politics Full article 'Cherry picking' warning on Brexit trade Black Friday UK sales set for record 26 November 2016 From the section Business Full article Black Friday UK sales set for record Features & Analysis Jamie Bolding Food for thought The man whose cooking videos are watched by tens of millions 28 November 2016 From the section Business Full article Food for thought Nico Rosberg in action at the Japanese Grand Prix Rosberg revs up New F1 driving champion set for earnings bonanza 27 November 2016 From the section Business Full article Rosberg revs up Iron Fish Lucky Iron Fish How to eat smart 8 hours ago Full article Lucky Iron Fish Neel Kashkari Crisis prevention Should US banks boost their safety reserves? 25 November 2016 From the section Business Full article Crisis prevention Driverless tractor tilling in field Machine food Will the rise of robo-farming help feed the world? 25 November 2016 From the section Business Full article Machine food Employees at the Emblem production facility in Paris, Ontario From Oxy to pot The ex-big pharma man banking on marijuana 25 November 2016 From the section US & Canada Full article From Oxy to pot Our Experts Squeeze on living standards 'worse than after financial crisis' New analysis suggests incomes could rise more slowly between 2015 and 2020 than they did during the last Parliament. 24 November 2016 Kamal Ahmed Economics editor What does Trump's no to TPP mean for Asia? Donald Trump's decision to pull out of the TPP in January could have lasting repercussions for Asia, as Karishma Vaswani explains. 22 November 2016 Karishma Vaswani Asia business correspondent Special reports Adam Shaw Horizons Adam Shaw unearths the stories behind the latest science that is changing our lives 28 October 2016 Tiger Woods admits he is nervous before his long-awaited return to action. Having not played competitively for more than 470 days, Woods takes part in his own tournament - the 18-man Hero World Challenge - at Albany in the Bahamas, starting on Thursday. And despite acknowledging the nerves he will feel when he tees it up for the first time since the 2015 Wyndham Championship, the 14-time major champion is typically bullish about his chances of making a successful return to the game. ADVERTISEMENT Mao KobayashiImage copyrightMAO KOBAYASHI 100 Women Video Alicia Keys on make-up, sexism and Trump Bringing my son up as a feminist 100 Women 2016: My sham marriage Viewpoint: Changing the world is more important than changing nappies In Japan, people rarely talk about cancer. You usually only hear about someone's battle with the disease when they either beat it or die from it, but 34-year-old newsreader Mao Kobayashi decided to break the mould with a blog - now the most popular in the country - about her illness and how it has changed her perspective on life. Two years ago, when I was 32, I was diagnosed with breast cancer. My daughter was three, my son was only one. I thought: "It'll be OK because I can go back to being how I was before once the cancer is treated and cured." But it wasn't that easy and I still have cancer in my body. For a long time I hid the disease. Because my job involved appearing on TV I was scared about being associated with illness or showing people my weaknesses. I would try to avoid being seen on the way to hospital appointments and I stopped communicating with people so as not to be found out. But while wanting to go back to who I was before, I was actually moving more and more towards the shadows, becoming far removed from the person I wanted to be. After living like that for 20 months, my palliative treatment doctor said something that changed my mind. "Don't hide behind cancer," she said, and I realised what had happened. I was using it as an excuse not to live any more. line An unmentionable illness Mao KobayashiImage copyrightMAO KOBAYASHI The BBC's Mariko Oi writes: Kobayashi (pictured above during her newscaster days) is not alone in Japan in wanting to hide having cancer. It's a country where people are often reluctant to talk about any personal issues with others, let alone serious illness. When a tabloid newspaper reported about her illness as a scoop, many saw it as an intrusion of her privacy and it caused an outrage. Her husband, Kabuki star Ebizo Ichikawa, held a press conference and begged the media to let them carry on with their lives. So Kobayashi's decision to start writing a blog three months later surprised many, including some in her family. But her regular updates about things such as how she is determined to attend her children's kindergarten athletic festival have been inspiring not only those who are also fighting cancer but many others. line I had been blaming myself and thinking of myself as a "failure" for not being able to live as I had before. I was hiding behind my pain. Until that time I had been obsessed with being involved in every part of domestic life because that was how my own mother always behaved. But as I got ill, I couldn't do anything, let alone everything, and in the end, as I was hospitalised, I had to leave my children. Mao Kobayashi and her son When I was forced to let go of this obsession to be the perfect mother - which used to torture me, body and soul - I realised it had not been worth all the sacrifice I had made. My family - even though I couldn't cook for them or drop them off and pick them up at the kindergarten - still accepted me, believed in me and loved me, just like they always had done, as a wife and a mother. line 100 women BBC season logo What is 100 women? BBC 100 Women names 100 influential and inspirational women around the world every year. We create documentaries, features and interviews about their lives, giving more space for stories that put women at the centre. We want YOU to get involved with your comments, views and ideas. You can find us on: Facebook, Instagram, Pinterest, Snapchat, and YouTube. Spread the word by sharing your favourite posts and your own stories using #100women So I decided to step out into the sunlight and write a blog, called Kokoro, about my battle with cancer, and when I did that, many people empathised with me and prayed for me. And they told me, through their comments, of their life experiences, how they faced and overcame their own hardships. It turned out that the world I was so scared of was full of warmth and love and I am now connected with more than one million readers. Mao Kobayashi with her familyImage copyrightMAO KOBAYASHI If I died now, what would people think? "Poor thing, she was only 34"? "What a pity, leaving two young children"? I don't want people to think of me like that, because my illness isn't what defines my life. My life has been rich and colourful - I've achieved dreams, sometimes clawed my way through, and I met the love of my life. I've been blessed with two precious children. My family has loved me and I've loved them. So I've decided not to allow the time I've been given be overshadowed entirely by disease. I will be who I want to be. All photographs courtesy of Mao Kobayashi Translation by Mariko Oi Related Topics JapanCancer Share this story About sharing Email Facebook Messenger Twitter Pinterest Linkedin 100 Women Video Alicia Keys on make-up, sexism and Trump 28 November 2016 Bringing my son up as a feminist 28 November 2016 100 Women 2016: My sham marriage 27 November 2016 Viewpoint: Changing the world is more important than changing nappies 26 November 2016 BBC 100 Women 2016: Who is on the list? 21 November 2016 BBC 100 Women's Mexico festival draws thousands 25 November 2016 Video Does twerking objectify or empower? 28 November 2016 Video 100 Women 2016: Defying her family in Pakistan 24 November 2016 Video The accountant turned nurse in Aleppo 22 November 2016 Image gallery The Central American women trying to make it north 25 November 2016 Video The pop star turned democracy icon 25 November 2016 The girl who learned in the cloud 22 November 2016 Video Children rewrite 'sexist' Cinderella 22 November 2016 Video The true story behind the iconic photo 22 November 2016 Video Winnie Harlow: 'My skin doesn't define me' 21 November 2016 Girl gamers challenge e-sports sexism 21 November 2016 100 Women 2016: Are difficult friendships better? 21 November 2016 Video Facing down the far right in Sweden 23 November 2016 Video 2016: A year of women's protests 21 November 2016 Magazine RAF uniform allenge e-sports sexism 21 November 2016 100 Women 2016: Are difficult friendships better? 21 November 2016 Video Facing down the far right in Sweden 23 November 2016 Video 2016: A year of women's protests 21 November 2016 Magazine RAF uniform Why do some people pose as military heroes? 25 November 2016 From the section Magazine Full article Why do some people pose as military heroes? Stephen Port taking selfie, shirtless How did police miss killer Stephen Port? 24 November 2016 From the section Magazine Full article How did police miss killer Stephen Port? Rasheed as a boy An extremist in the family 21 November 2016 From the section Magazine Full article An extremist in the family More Videos from the BBC Using dirty knickers to tackle South Africa's rape crisis Using dirty knickers to tackle South Africa's rape crisis Brad Pitt and Marion Cotillard appear at Allied premiere. Brad Pitt and Marion Cotillard appear at Allied premiere. 'Embarrassed' Obama daughters skip turkey pardon 'Embarrassed' Obama daughters skip turkey pardon 100 Women 2016: Model Winnie Harlow on confidence and defiance 100 Women 2016: Model Winnie Harlow on confidence and defiance This tiny house is home to a family of five This tiny house is home to a family of five First puggles born in 30 years at Australia zoo First puggles born in 30 years at Australia zoo Recommended by Outbrain Elsewhere on BBC Let her go? Trump's supporters fume over U-turn BBC News Let her go? Trump's supporters fume over U-turn Great Yarmouth boxer Kuba Moczyk dies after knockout punch BBC News Great Yarmouth boxer Kuba Moczyk dies after knockout punch Trump's 'jail Clinton' U-turn sparks conservative backlash BBC News Trump's 'jail Clinton' U-turn sparks conservative backlash Recommended by Outbrain You Might Also Like You Might Also Like Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. Why do some people pose as military heroes? 25 November 2016 From the section Magazine Full article Why do some people pose as military heroes? Stephen Port taking selfie, shirtless How did police miss killer Stephen Port? 24 November 2016 From the section Magazine Full article How did police miss killer Stephen Port? Rasheed as a boy An extremist in the family 21 November 2016 From the section Magazine Full article An extremist in the family More Videos from the BBC Using dirty knickers to tackle South Africa's rape crisis Using dirty knickers to tackle South Africa's rape crisis Brad Pitt and Marion Cotillard appear at Allied premiere. Brad Pitt and Marion Cotillard appear at Allied premiere. 'Embarrassed' Obama daughters skip turkey pardon 'Embarrassed' Obama daughters skip turkey pardon 100 Women 2016: Model Winnie Harlow on confidence and defiance 100 Women 2016: Model Winnie Harlow on confidence and defiance This tiny house is home to a family of five This tiny house is home to a family of five First puggles born in 30 years at Australia zoo First puggles born in 30 years at Australia zoo Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. Why do some people pose as military heroes? 25 November 2016 From the section Magazine Full article Why do some people pose as military heroes? Stephen Port taking selfie, shirtless How did police miss killer Stephen Port? 24 November 2016 From the section Magazine Full article How did police miss killer Stephen Port? Rasheed as a boy An extremist in the family 21 November 2016 From the section Magazine Full article An extremist in the family More Videos from the BBC Using dirty knickers to tackle South Africa's rape crisis Using dirty knickers to tackle South Africa's rape crisis Brad Pitt and Marion Cotillard appear at Allied premiere. Brad Pitt and Marion Cotillard appear at Allied premiere. 'Embarrassed' Obama daughters skip turkey pardon 'Embarrassed' Obama daughters skip turkey pardon 100 Women 2016: Model Winnie Harlow on confidence and defiance 100 Women 2016: Model Winnie Harlow on confidence and defiance This tiny house is home to a family of five This tiny house is home to a family of five First puggles born in 30 years at Australia zoo First puggles born in 30 years at Australia zoo Recommended by Outbrain Elsewhere on BBC Let her go? Trump's supporters fume over U-turn BBC News Let her go? Trump's supporters fume over U-turn Great Yarmouth boxer Kuba Moczyk dies after knockout punch BBC News Great Yarmouth boxer Kuba Moczyk dies after knockout punch Trump's 'jail Clinton' U-turn sparks conservative backlash BBC News Trump's 'jail Clinton' U-turn sparks conservative backlash Recommended by Outbrain You Might Also Like Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. "And you just saw a session where I hit everything. And I had control of everything. I can hit all the shots now, on call." Twelve months ago, Woods appeared at his lowest ebb. Now the message is much more upbeat, which brings its own challenge - to back up this bullish outlook with a performance that shows his words are not hollow. He claims he has all the shots and - to borrow from that famous Morecambe and Wise sketch with Andre Previn - he now has to show he can play them in the right order to once again make golfing music. It would be wrong, though, to read too much into this week's event regardless of how he performs. If he goes well we should remember the course will have been set up to his liking and if he struggles he deserves some slack after such a long absence. Most significant will be how he fares under the physical rigours of 72 holes of competitive strokeplay which will force him to take on shots outside his comfort zone. Woods' body is fragile and has been ever since he won his 14th major, the 2008 US Open, with a broken leg. It is more than three years since he won on the PGA Tour. First he has to prove that he is physically strong enough to compete, only then will we know if he has any chance of taking on the players at the top of the game. Right now he is outside the world's top 800. The rankings don't lie, as they didn't for the 683 weeks Woods was number one. Despite his current optimism, he has yet to reach even the foothills in his quest to again scale golf's summit. For someone who turns 41 at the end of the year it is an improbable journey, but one that will, inevitably, be watched with great interest. The public will vote for their favourite by phone and online during the live show. Voting details, including phone numbers for each nominee, are announced during the programme and online. There is no voting via email, Red Button or by text. This year's event will take place in front of 12,000 people at the Genting Arena in Birmingham. Gary Lineker, Clare Balding and Gabby Logan present the programme from 18:40 GMT on BBC One, with further coverage on BBC Radio 5 live and the BBC Sport website. Who decides the shortlist? The shortlist is compiled by a 12-member panel: Representatives from BBC Sport: Barbara Slater (Director, BBC Sport), Philip Bernie (Head of TV Sport) and Carl Doran (Executive Editor, BBC Sports Personality of the Year) Former nominees of an award: Ryan Giggs, Victoria Pendleton and Baroness Tanni Grey-Thompson Representative from BBC Radio 5 live: Amy Lawrence Pan-sports broadcaster: Ore Oduba Representatives from sports journalism: David James (Sunday Mirror/Sunday People), Adam Sills (Daily/Sunday Telegraph) and Alison Kervin (Mail on Sunday) Representative from UK sports industry: Liz Nicholl (Chief Executive, UK Sport) US told to drop tax break for Boeing Boeing plane The US is given 90 days to drop a special tax exemption for the giant aerospace company Boeing because it amounts to an unlawful subsidy. 3 hours ago From the section Business Related content Boeing's state subsidies ruled illegal What is the World Trade Organization? Trump and trade: A radical agenda? EU rapped for Airbus subsidies Full article US told to drop tax break for Boeing Cadbury's Dairy Milk Has Fairtrade had its day? With Cadbury set to drop its Fairtrade certification, has the ethical-trade mark had its day? 1 hour ago From the section Business Related content Striking gold in cocoa farming Does Cadbury chocolate taste different in different countries? Full article Has Fairtrade had its day? blurred woman walks past London Stock Exchange sign LIVE Business Live: FTSE 100 closes down as sterling falls London market ends day lower; sterling trading down; financial watchdog to investigate Sports Direct. From the section Business Full article Business Live: FTSE 100 closes down as sterling falls Zimbabwe note move stokes currency fears 5 hours ago From the section Business Full article Zimbabwe note move stokes currency fears Sporadic India protests against cash ban 28 November 2016 From the section India Full article Sporadic India protests against cash ban 'Caution' urged over UK Living Wage rises 5 hours ago From the section Business 83 comments Full article 'Caution' urged over UK Living Wage rises Japan Fukushima 'clean-up costs double' 6 hours ago From the section Asia Full article Japan Fukushima 'clean-up costs double' Lufthansa acts to try to stop strikes 6 hours ago From the section Business Full article Lufthansa acts to try to stop strikes US markets dip from record highs 4 hours ago From the section Business Full article US markets dip from record highs Australia to impose lower 'backpacker tax' 28 November 2016 From the section Australia Full article Australia to impose lower 'backpacker tax' 'Cherry picking' warning on Brexit trade 28 November 2016 From the section UK Politics Full article 'Cherry picking' warning on Brexit trade Black Friday UK sales set for record 26 November 2016 From the section Business Full article Black Friday UK sales set for record Features & Analysis Jamie Bolding Food for thought The man whose cooking videos are watched by tens of millions 28 November 2016 From the section Business Full article Food for thought Nico Rosberg in action at the Japanese Grand Prix Rosberg revs up New F1 driving champion set for earnings bonanza 27 November 2016 From the section Business Full article Rosberg revs up Iron Fish Lucky Iron Fish How to eat smart 8 hours ago Full article Lucky Iron Fish Neel Kashkari Crisis prevention Should US banks boost their safety reserves? 25 November 2016 From the section Business Full article Crisis prevention Driverless tractor tilling in field Machine food Will the rise of robo-farming help feed the world? 25 November 2016 From the section Business Full article Machine food Employees at the Emblem production facility in Paris, Ontario From Oxy to pot The ex-big pharma man banking on marijuana 25 November 2016 From the section US & Canada Full article From Oxy to pot Our Experts Squeeze on living standards 'worse than after financial crisis' New analysis suggests incomes could rise more slowly between 2015 and 2020 than they did during the last Parliament. 24 November 2016 Kamal Ahmed Economics editor What does Trump's no to TPP mean for Asia? Donald Trump's decision to pull out of the TPP in January could have lasting repercussions for Asia, as Karishma Vaswani explains. 22 November 2016 Karishma Vaswani Asia business correspondent Special reports Adam Shaw Horizons Adam Shaw unearths the stories behind the latest science that is changing our lives 28 October 2016 Tiger Woods admits he is nervous before his long-awaited return to action. Having not played competitively for more than 470 days, Woods takes part in his own tournament - the 18-man Hero World Challenge - at Albany in the Bahamas, starting on Thursday. And despite acknowledging the nerves he will feel when he tees it up for the first time since the 2015 Wyndham Championship, the 14-time major champion is typically bullish about his chances of making a successful return to the game. ADVERTISEMENT Mao KobayashiImage copyrightMAO KOBAYASHI 100 Women Video Alicia Keys on make-up, sexism and Trump Bringing my son up as a feminist 100 Women 2016: My sham marriage Viewpoint: Changing the world is more important than changing nappies In Japan, people rarely talk about cancer. You usually only hear about someone's battle with the disease when they either beat it or die from it, but 34-year-old newsreader Mao Kobayashi decided to break the mould with a blog - now the most popular in the country - about her illness and how it has changed her perspective on life. Two years ago, when I was 32, I was diagnosed with breast cancer. My daughter was three, my son was only one. I thought: "It'll be OK because I can go back to being how I was before once the cancer is treated and cured." But it wasn't that easy and I still have cancer in my body. For a long time I hid the disease. Because my job involved appearing on TV I was scared about being associated with illness or showing people my weaknesses. I would try to avoid being seen on the way to hospital appointments and I stopped communicating with people so as not to be found out. But while wanting to go back to who I was before, I was actually moving more and more towards the shadows, becoming far removed from the person I wanted to be. After living like that for 20 months, my palliative treatment doctor said something that changed my mind. "Don't hide behind cancer," she said, and I realised what had happened. I was using it as an excuse not to live any more. line An unmentionable illness Mao KobayashiImage copyrightMAO KOBAYASHI The BBC's Mariko Oi writes: Kobayashi (pictured above during her newscaster days) is not alone in Japan in wanting to hide having cancer. It's a country where people are often reluctant to talk about any personal issues with others, let alone serious illness. When a tabloid newspaper reported about her illness as a scoop, many saw it as an intrusion of her privacy and it caused an outrage. Her husband, Kabuki star Ebizo Ichikawa, held a press conference and begged the media to let them carry on with their lives. So Kobayashi's decision to start writing a blog three months later surprised many, including some in her family. But her regular updates about things such as how she is determined to attend her children's kindergarten athletic festival have been inspiring not only those who are also fighting cancer but many others. line I had been blaming myself and thinking of myself as a "failure" for not being able to live as I had before. I was hiding behind my pain. Until that time I had been obsessed with being involved in every part of domestic life because that was how my own mother always behaved. But as I got ill, I couldn't do anything, let alone everything, and in the end, as I was hospitalised, I had to leave my children. Mao Kobayashi and her son When I was forced to let go of this obsession to be the perfect mother - which used to torture me, body and soul - I realised it had not been worth all the sacrifice I had made. My family - even though I couldn't cook for them or drop them off and pick them up at the kindergarten - still accepted me, believed in me and loved me, just like they always had done, as a wife and a mother. line 100 women BBC season logo What is 100 women? BBC 100 Women names 100 influential and inspirational women around the world every year. We create documentaries, features and interviews about their lives, giving more space for stories that put women at the centre. We want YOU to get involved with your comments, views and ideas. You can find us on: Facebook, Instagram, Pinterest, Snapchat, and YouTube. Spread the word by sharing your favourite posts and your own stories using #100women So I decided to step out into the sunlight and write a blog, called Kokoro, about my battle with cancer, and when I did that, many people empathised with me and prayed for me. And they told me, through their comments, of their life experiences, how they faced and overcame their own hardships. It turned out that the world I was so scared of was full of warmth and love and I am now connected with more than one million readers. Mao Kobayashi with her familyImage copyrightMAO KOBAYASHI If I died now, what would people think? "Poor thing, she was only 34"? "What a pity, leaving two young children"? I don't want people to think of me like that, because my illness isn't what defines my life. My life has been rich and colourful - I've achieved dreams, sometimes clawed my way through, and I met the love of my life. I've been blessed with two precious children. My family has loved me and I've loved them. So I've decided not to allow the time I've been given be overshadowed entirely by disease. I will be who I want to be. All photographs courtesy of Mao Kobayashi Translation by Mariko Oi Related Topics JapanCancer Share this story About sharing Email Facebook Messenger Twitter Pinterest Linkedin 100 Women Video Alicia Keys on make-up, sexism and Trump 28 November 2016 Bringing my son up as a feminist 28 November 2016 100 Women 2016: My sham marriage 27 November 2016 Viewpoint: Changing the world is more important than changing nappies 26 November 2016 BBC 100 Women 2016: Who is on the list? 21 November 2016 BBC 100 Women's Mexico festival draws thousands 25 November 2016 Video Does twerking objectify or empower? 28 November 2016 Video 100 Women 2016: Defying her family in Pakistan 24 November 2016 Video The accountant turned nurse in Aleppo 22 November 2016 Image gallery The Central American women trying to make it north 25 November 2016 Video The pop star turned democracy icon 25 November 2016 The girl who learned in the cloud 22 November 2016 Video Children rewrite 'sexist' Cinderella 22 November 2016 Video The true story behind the iconic photo 22 November 2016 Video Winnie Harlow: 'My skin doesn't define me' 21 November 2016 Girl gamers challenge e-sports sexism 21 November 2016 100 Women 2016: Are difficult friendships better? 21 November 2016 Video Facing down the far right in Sweden 23 November 2016 Video 2016: A year of women's protests 21 November 2016 Magazine RAF uniform Why do some people pose as military heroes? 25 November 2016 From the section Magazine Full article Why do some people pose as military heroes? Stephen Port taking selfie, shirtless How did police miss killer Stephen Port? 24 November 2016 From the section Magazine Full article How did police miss killer Stephen Port? Rasheed as a boy An extremist in the family 21 November 2016 From the section Magazine Full article An extremist in the family More Videos from the BBC Using dirty knickers to tackle South Africa's rape crisis Using dirty knickers to tackle South Africa's rape crisis Brad Pitt and Marion Cotillard appear at Allied premiere. Brad Pitt and Marion Cotillard appear at Allied premiere. 'Embarrassed' Obama daughters skip turkey pardon 'Embarrassed' Obama daughters skip turkey pardon 100 Women 2016: Model Winnie Harlow on confidence and defiance 100 Women 2016: Model Winnie Harlow on confidence and defiance This tiny house is home to a family of five This tiny house is home to a family of five First puggles born in 30 years at Australia zoo First puggles born in 30 years at Australia zoo Recommended by Outbrain How do you vote? Turkish Airlines Open. "The competitor inside me wanted to go so badly, I was itching to go. I had been playing at home and I thought I could get it around. "I had played feeling worse and won golf tournaments. But I finally decided why rush… I had waited more than a year, so let's wait a little more and get it right." Twelve months ago, Woods appeared at his lowest ebb. Now the message is much more upbeat, which brings its own challenge - to back up this bullish outlook with a performance that shows his words are not hollow. He claims he has all the shots and - to borrow from that famous Morecambe and Wise sketch with Andre Previn - he now has to show he can play them in the right order to once again make golfing music. It would be wrong, though, to read too much into this week's event regardless of how he performs. If he goes well we should remember the course will have been set up to his liking and if he struggles he deserves some slack after such a long absence. Most significant will be how he fares under the physical rigours of 72 holes of competitive strokeplay which will force him to take on shots outside his comfort zone. Woods' body is fragile and has been ever since he won his 14th major, the 2008 US Open, with a broken leg. It is more than three years since he won on the PGA Tour. First he has to prove that he is physically strong enough to compete, only then will we know if he has any chance of taking on the players at the top of the game. Right now he is outside the world's top 800. The rankings don't lie, as they didn't for the 683 weeks Woods was number one. Despite his current optimism, he has yet to reach even the foothills in his quest to again scale golf's summit. For someone who turns 41 at the end of the year it is an improbable journey, but one that will, inevitably, be watched with great interest. The public will vote for their favourite by phone and online during the live show. Voting details, including phone numbers for each nominee, are announced during the programme and online. There is no voting via email, Red Button or by text. This year's event will take place in front of 12,000 people at the Genting Arena in Birmingham. Gary Lineker, Clare Balding and Gabby Logan present the programme from 18:40 GMT on BBC One, with further coverage on BBC Radio 5 live and the BBC Sport website. Who decides the shortlist? The shortlist is compiled by a 12-member panel: Representatives from BBC Sport: Barbara Slater (Director, BBC Sport), Philip Bernie (Head of TV Sport) and Carl Doran (Executive Editor, BBC Sports Personality of the Year) Former nominees of an award: Ryan Giggs, Victoria Pendleton and Baroness Tanni Grey-Thompson Representative from BBC Radio 5 live: Amy Lawrence Pan-sports broadcaster: Ore Oduba Representatives from sports journalism: David James (Sunday Mirror/Sunday People), Adam Sills (Daily/Sunday Telegraph) and Alison Kervin (Mail on Sunday) Representative from UK sports industry: Liz Nicholl (Chief Executive, UK Sport) US told to drop tax break for Boeing Boeing plane The US is given 90 days to drop a special tax exemption for the giant aerospace company Boeing because it amounts to an unlawful subsidy. 3 hours ago From the section Business Related content Boeing's state subsidies ruled illegal What is the World Trade Organization? Trump and trade: A radical agenda? EU rapped for Airbus subsidies Full article US told to drop tax break for Boeing Cadbury's Dairy Milk Has Fairtrade had its day? With Cadbury set to drop its Fairtrade certification, has the ethical-trade mark had its day? 1 hour ago From the section Business Related content Striking gold in cocoa farming Does Cadbury chocolate taste different in different countries? Full article Has Fairtrade had its day? blurred woman walks past London Stock Exchange sign LIVE Business Live: FTSE 100 closes down as sterling falls London market ends day lower; sterling trading down; financial watchdog to investigate Sports Direct. From the section Business Full article Business Live: FTSE 100 closes down as sterling falls Zimbabwe note move stokes currency fears 5 hours ago From the section Business Full article Zimbabwe note move stokes currency fears Sporadic India protests against cash ban 28 November 2016 From the section India Full article Sporadic India protests against cash ban 'Caution' urged over UK Living Wage rises 5 hours ago From the section Business 83 comments Full article 'Caution' urged over UK Living Wage rises Japan Fukushima 'clean-up costs double' 6 hours ago From the section Asia Full article Japan Fukushima 'clean-up costs double' Lufthansa acts to try to stop strikes 6 hours ago From the section Business Full article Lufthansa acts to try to stop strikes US markets dip from record highs 4 hours ago From the section Business Full article US markets dip from record highs Australia to impose lower 'backpacker tax' 28 November 2016 From the section Australia Full article Australia to impose lower 'backpacker tax' 'Cherry picking' warning on Brexit trade 28 November 2016 From the section UK Politics Full article 'Cherry picking' warning on Brexit trade Black Friday UK sales set for record 26 November 2016 From the section Business Full article Black Friday UK sales set for record Features & Analysis Jamie Bolding Food for thought The man whose cooking videos are watched by tens of millions 28 November 2016 From the section Business Full article Food for thought Nico Rosberg in action at the Japanese Grand Prix Rosberg revs up New F1 driving champion set for earnings bonanza 27 November 2016 From the section Business Full article Rosberg revs up Iron Fish Lucky Iron Fish How to eat smart 8 hours ago Full article Lucky Iron Fish Neel Kashkari Crisis prevention Should US banks boost their safety reserves? 25 November 2016 From the section Business Full article Crisis prevention Driverless tractor tilling in field Machine food Will the rise of robo-farming help feed the world? 25 November 2016 From the section Business Full article Machine food Employees at the Emblem production facility in Paris, Ontario From Oxy to pot The ex-big pharma man banking on marijuana 25 November 2016 From the section US & Canada Full article From Oxy to pot Our Experts Squeeze on living standards 'worse than after financial crisis' New analysis suggests incomes could rise more slowly between 2015 and 2020 than they did during the last Parliament. 24 November 2016 Kamal Ahmed Economics editor What does Trump's no to TPP mean for Asia? Donald Trump's decision to pull out of the TPP in January could have lasting repercussions for Asia, as Karishma Vaswani explains. 22 November 2016 Karishma Vaswani Asia business correspondent Special reports Adam Shaw Horizons Adam Shaw unearths the stories behind the latest science that is changing our lives 28 October 2016 Tiger Woods admits he is nervous before his long-awaited return to action. Having not played competitively for more than 470 days, Woods takes part in his own tournament - the 18-man Hero World Challenge - at Albany in the Bahamas, starting on Thursday. And despite acknowledging the nerves he will feel when he tees it up for the first time since the 2015 Wyndham Championship, the 14-time major champion is typically bullish about his chances of making a successful return to the game. ADVERTISEMENT Mao KobayashiImage copyrightMAO KOBAYASHI 100 Women Video Alicia Keys on make-up, sexism and Trump Bringing my son up as a feminist 100 Women 2016: My sham marriage Viewpoint: Changing the world is more important than changing nappies In Japan, people rarely talk about cancer. You usually only hear about someone's battle with the disease when they either beat it or die from it, but 34-year-old newsreader Mao Kobayashi decided to break the mould with a blog - now the most popular in the country - about her illness and how it has changed her perspective on life. Two years ago, when I was 32, I was diagnosed with breast cancer. My daughter was three, my son was only one. I thought: "It'll be OK because I can go back to being how I was before once the cancer is treated and cured." But it wasn't that easy and I still have cancer in my body. For a long time I hid the disease. Because my job involved appearing on TV I was scared about being associated with illness or showing people my weaknesses. I would try to avoid being seen on the way to hospital appointments and I stopped communicating with people so as not to be found out. But while wanting to go back to who I was before, I was actually moving more and more towards the shadows, becoming far removed from the person I wanted to be. After living like that for 20 months, my palliative treatment doctor said something that changed my mind. "Don't hide behind cancer," she said, and I realised what had happened. I was using it as an excuse not to live any more. line An unmentionable illness Mao KobayashiImage copyrightMAO KOBAYASHI The BBC's Mariko Oi writes: Kobayashi (pictured above during her newscaster days) is not alone in Japan in wanting to hide having cancer. It's a country where people are often reluctant to talk about any personal issues with others, let alone serious illness. When a tabloid newspaper reported about her illness as a scoop, many saw it as an intrusion of her privacy and it caused an outrage. Her husband, Kabuki star Ebizo Ichikawa, held a press conference and begged the media to let them carry on with their lives. So Kobayashi's decision to start writing a blog three months later surprised many, including some in her family. But her regular updates about things such as how she is determined to attend her children's kindergarten athletic festival have been inspiring not only those who are also fighting cancer but many others. line I had been blaming myself and thinking of myself as a "failure" for not being able to live as I had before. I was hiding behind my pain. Until that time I had been obsessed with being involved in every part of domestic life because that was how my own mother always behaved. But as I got ill, I couldn't do anything, let alone everything, and in the end, as I was hospitalised, I had to leave my children. Mao Kobayashi and her son When I was forced to let go of this obsession to be the perfect mother - which used to torture me, body and soul - I realised it had not been worth all the sacrifice I had made. My family - even though I couldn't cook for them or drop them off and pick them up at the kindergarten - still accepted me, believed in me and loved me, just like they always had done, as a wife and a mother. line 100 women BBC season logo What is 100 women? BBC 100 Women names 100 influential and inspirational women around the world every year. We create documentaries, features and interviews about their lives, giving more space for stories that put women at the centre. We want YOU to get involved with your comments, views and ideas. You can find us on: Facebook, Instagram, Pinterest, Snapchat, and YouTube. Spread the word by sharing your favourite posts and your own stories using #100women So I decided to step out into the sunlight and write a blog, called Kokoro, about my battle with cancer, and when I did that, many people empathised with me and prayed for me. And they told me, through their comments, of their life experiences, how they faced and overcame their own hardships. It turned out that the world I was so scared of was full of warmth and love and I am now connected with more than one million readers. Mao Kobayashi with her familyImage copyrightMAO KOBAYASHI If I died now, what would people think? "Poor thing, she was only 34"? "What a pity, leaving two young children"? I don't want people to think of me like that, because my illness isn't what defines my life. My life has been rich and colourful - I've achieved dreams, sometimes clawed my way through, and I met the love of my life. I've been blessed with two precious children. My family has loved me and I've loved them. So I've decided not to allow the time I've been given be overshadowed entirely by disease. I will be who I want to be. All photographs courtesy of Mao Kobayashi Translation by Mariko Oi Related Topics JapanCancer Share this story About sharing Email Facebook Messenger Twitter Pinterest Linkedin 100 Women Video Alicia Keys on make-up, sexism and Trump 28 November 2016 Bringing my son up as a feminist 28 November 2016 100 Women 2016: My sham marriage 27 November 2016 Viewpoint: Changing the world is more important than changing nappies 26 November 2016 BBC 100 Women 2016: Who is on the list? 21 November 2016 BBC 100 Women's Mexico festival draws thousands 25 November 2016 Video Does twerking objectify or empower? 28 November 2016 Video 100 Women 2016: Defying her family in Pakistan 24 November 2016 Video The accountant turned nurse in Aleppo 22 November 2016 Image gallery The Central American women trying to make it north 25 November 2016 Video The pop star turned democracy icon 25 November 2016 The girl who learned in the cloud 22 November 2016 Video Children rewrite 'sexist' Cinderella 22 November 2016 Video The true story behind the iconic photo 22 November 2016 Video Winnie Harlow: 'My skin doesn't define me' 21 November 2016 Girl gamers challenge e-sports sexism 21 November 2016 100 Women 2016: Are difficult friendships better? 21 November 2016 Video Facing down the far right in Sweden 23 November 2016 Video 2016: A year of women's protests 21 November 2016 Magazine RAF uniform Why do some people pose as military heroes? 25 November 2016 From the section Magazine Full article Why do some people pose as military heroes? Stephen Port taking selfie, shirtless How did police miss killer Stephen Port? 24 November 2016 From the section Magazine Full article How did police miss killer Stephen Port? Rasheed as a boy An extremist in the family 21 November 2016 From the section Magazine Full article An extremist in the family More Videos from the BBC Using dirty knickers to tackle South Africa's rape crisis Using dirty knickers to tackle South Africa's rape crisis Brad Pitt and Marion Cotillard appear at Allied premiere. Brad Pitt and Marion Cotillard appear at Allied premiere. 'Embarrassed' Obama daughters skip turkey pardon 'Embarrassed' Obama daughters skip turkey pardon 100 Women 2016: Model Winnie Harlow on confidence and defiance 100 Women 2016: Model Winnie Harlow on confidence and defiance This tiny house is home to a family of five This tiny house is home to a family of five First puggles born in 30 years at Australia zoo First puggles born in 30 years at Australia zoo Recommended by Outbrain Elsewhere on BBC Let her go? Trump's supporters fume over U-turn BBC News Let her go? Trump's supporters fume over U-turn Great Yarmouth boxer Kuba Moczyk dies after knockout punch BBC News Great Yarmouth boxer Kuba Moczyk dies after knockout punch Trump's 'jail Clinton' U-turn sparks conservative backlash BBC News Trump's 'jail Clinton' U-turn sparks conservative backlash Recommended by Outbrain You Might Also Like Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. "And you just saw a session where I hit everything. And I had control of everything. I can hit all the shots now, on call." Elsewhere on BBC Let her go? Trump's supporters fume over U-turn BBC News Let her go? Trump's supporters fume over U-turn Great Yarmouth boxer Kuba Moczyk dies after knockout punch BBC News Great Yarmouth boxer Kuba Moczyk dies after knockout punch Trump's 'jail Clinton' U-turn sparks conservative backlash BBC News Trump's 'jail Clinton' U-turn sparks conservative backlash Recommended by Outbrain Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. "And you just saw a session where I hit everything. And I had control of everything. I can hit all the shots now, on call." Elsewhere on BBC Let her go? Trump's supporters fume over U-turn BBC News Let her go? Trump's supporters fume over U-turn Great Yarmouth boxer Kuba Moczyk dies after knockout punch BBC News Great Yarmouth boxer Kuba Moczyk dies after knockout punch Trump's 'jail Clinton' U-turn sparks conservative backlash BBC News Trump's 'jail Clinton' U-turn sparks conservative backlash Recommended by Outbrain You Might Also Like Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. "And you just saw a session where I hit everything. And I had control of everything. I can hit all the shots now, on c You Might Also Like Woods, now ranked 879 in the world, has recovered from multiple back surgeries and insists he is, at last, ready to return. In the autumn he withdrew from his intended comeback tournaments in California and Turkey, saying his game was "vulnerable". Many pundits believed this was further evidence he was finished as a professional golfer, claiming he had suffered stage fright or lacked the inherent fitness to compete at the highest level. "I have way more shots now, because I've played way more golf," Woods told reporters, as he practised on the Albany range. "I only had a handful of shots back then. "And you just saw a session where I hit everything. And I had control of everything. I can hit all the shots now, on call." Elisleri.az Evlenirem.az Buket.al Qreact Grails Developer Feedly Today Ivytech Professionals.az

Satış Gücünün Değişen Rolü

Satış Gücünün Değişen Rolü

Pazarda aynı ihtiyaca cevap veren çok fazla sayıda ve yakın kalitelerde mal
ve hizmetin var olması müşterileri daha fazla çeşitte ürün ve hizmet talep etmeye
ve bunu da elde etmeye yöneltmiştir. Ancak bu kadar çok seçeneğin var olması
tüketici ya da endüstriyel pazarlarda satış temsilcisi üzerinde iki büyük etki
yaratmaktadır. Bunlardan ilki, bu kadar çok seçenekten dolayı kafası karışan
müşteriler, sadece ürün değil çözüm de almak istek ve ihtiyacındadır. Satış
temsilcisinin buradaki rolü müşteriler için aynı zamanda çözüm de üretebilmektir.
İkincisi, çoklu müşteri tercihleri çağında satış temsilcileri yeni ekip çalışması
becerilerini öğrenmek zorundadır. Yoksa, belli ürünler hakkındaki kişisel bilgileri,
özel çözümler gerektiren müşteri talebini gidermede yetersiz kalacaktır. Satış
temsilcisi pazarlamadaki ürün uzmanları, sipariş lojistiğini idare eden müşteri
servis personeli, teşhir, tamir, tesisatı kurma ve kullanıcıyı eğitme becerilerine
sahip teknik personelden oluşan bir ekibin üyesidir. Genellikle satışı
gerçekleştiren tek başına bireysel satış temsilcisi değil, ekiptir.
Pazar ve müşteri temelindeki gelişmeler satış terminolojisini de satış
elemanlarından satış danışmanı, profesyonel satış temsilcisi veya satış rehberi gibi
terimlere doğru değiştirme eğilimindedir. Gerçekte bu tür deyimlerin günümüzün
moda deyimleri olmadığını 1978’de yazılan “Her satış elemanı profesyonel bir
psikolog” tur konulu makale doğrulamaktadır. Belki de bu isimlerdeki değişme
satış temsilcisinin işinin satışçılıktan danışmanlığa; konuşmacıdan dinleyiciliğe;
zorlayıcılıktan yardımcılığa doğru değişimi ile bağlantılı olabilir. Bu nedenle geleceğin üstün satış elemanının üçkağıtçı ya da hileci olarak değil, kendi
alanında bir psikoterapist gibi tavırlarla daha fazla çalışacağı kuramını ortaya
koyabilir. Yarının satış elemanının, geleneksel bir satışçıdan daha çok
danışmanlık yeteneği ve davranışlarına sahip biri olabileceği ifade edilebilir.
.
Müşterilerdeki değişimler, satış temsilcilerini toplam olarak daha yüksek
düzeyde satış profesyonelliği olarak tanımlayabilecek yeni uzmanlık seviyelerine
tırmanmaya itmektedir. Bu profesyonellik kendisini, satış temsilcilerinin
endüstriyel kavrayışlardaki derinlikte, müşteri ihtiyaçlarını izlemelerinde, çözüm
satışlarına yönelmelerinde ve “müşteriyle bütünsel ilişkiler ekibi”nin diğer önemli
üyeleri ile ekip çalışması içinde olmalarında göstermektedir. 

                                                                             Müşterilerdeki değişimlerin sonucu olarak satış temsilcileri, hem daha fazla
                                                                                 özgüvene sahip bireyler, hem de takım oyuncuları olarak gelişmektedirler.
                                                                                 Müşterilerin duyarlı hizmet, bütünsel çözümler, sıfır hatalı kalite ve sınırsız ürün
                                                                                  çeşiti taleplerinde çok katı olduğu bir çağda müşterilerle partnörlük ve sıkı
                                                                                     ilişkiler geliştirmek zorundadırlar.

Müşteriler değiştiği gibi yeni ekonomik düzende rakiplerde değişmiş ve
müşterilerdeki gibi rakiplerdeki değişmeler de satış oyununu değiştirmiştir.
Müşterilerin yeni önceliklerinin, daha yüksek düzeyde satış profesyonelliği
istediği günümüzde rakiplerdeki değişiklikler de herhangi bir satış gücünden daha
yüksek verimlilik almayı zorunlu kılmaktadır
.
Çünkü daha çok rakibin aynı sayıda müşterinin peşinde olması nedeniyle,
satış organizasyonları müşterileri elde tutmaya daha fazla önem vermektedir. Bu
durumda satış temsilcileri mutlaka müşterinin anlayacağı bir dille konuşmak ve
her bir satış temsilcisi müşterisinden kişisel olarak sorumlu olmaktadır.
Müşterileri elde tutma yolunda birçok satış organizasyonu, küçük
müşterilerle telefonla satış, büyük yaşamsal önem taşıyan çok kuruluşlu
müşterilere ulusal çapta müşteri yöneticileri atamak gibi yeni hizmet yolları
kullanmaktadır. Daha yüksek verimliliğe zorlanmak böylesi yeni satış platformları
ortaya çıkartmaktadır.
Artan sayıda rakip nedeniyle satış sınırları daraldığı ve müşterileri elde
tutmak ivedilik kazandığı için satış organizasyonları genel ve bölgesel temelde
organizasyon olmaktan çıkıp, daha yüksek uzmanlığa doğru gitmektedirler. Bir
bölgedeki bütün işi yöneten tek bir satış temsilcisi şeklindeki eski satışçı modeli
güncelleşmekte ve telefonla satışta, dikey sanayide ve ulusal müşterilerde uzman
olanlarla tamamlanmaktadır.

 

Role Bağlı Olarak Satış
Temsilcilerinin Temel
Yetenekleri

 

1) Mükemmel sunucu,  
dinleyici, danışman,
yönlendirici. 

2)    Analizci, araştırmacı,
bilgi satıcısı, öngörücü. 

3)İş üstünde gösterici, satış
profesyonelliği ile öncü

4)Programların satışını
motive edici.

5)Müzakereci, uzlaşmacı,
etkili, müşteriye güven
veren. 

Müşteri ve rekabet yönündeki değişimlerin dışında teknolojideki
gelişmeler de satış elemanlarını etkilemektedir. On yıl önce satış gücünün dizüstü

bilgisayarlar, faks aletleri, karşılıklı aktif video kasetleri ve benzer enformasyon
teknolojisini benimsemeye belki de ihtiyacı yoktu. Ancak günümüzdeki
teknolojik yenilikler, artık satış gücünün rakiplerinden daha önce sipariş alması,
siparişlerin durumu, stok ve promosyonlar konusunda müşteri karşısında daha
bilgili olması ve müşterilerle anında iletişim kurarak problem çözmek gibi
rekabetsel nedenlerle gelişen teknolojik aletleri bilmesi ve kullanması
gerekmektedir. Bu, fiyat listeleri için merkez binaya elektronik olarak gidip
gelmeyi ve müzakerelerin daha çabuk tamamlanmasını, yeni bilgi bankaları
sayesinde sağlam tasnif edilmiş hedef bilgileri elde etmesini sağlayacaktır.
Kısacası günümüz koşullarında satış gücünün otomasyonu zorunludur.
Yukarıda da değinildiği gibi satış temsilcileri, çalıştıkları işletmenin yaşam
damarlarını oluştururlar. Satışçı, işletmesini temsil eden, müşterilerin işletme ve
ürünleri hakkında olumlu izlenimler oluşturmasında etkili olan kilit bir işletme
elemanıdır. Kişisel olarak müşterilerle karşılaşan satışçı, onlarla yüz yüze
konuşmakta, işletme ve müşteri arasında canlı ve hızlı çok yönlü iletişim
kurulmasını sağlamaktadır.
Böylece, müşteri ihtiyaçlarını anlama ve gözlem yapma imkanı hemen karar
alınmasını kolaylaştırır. Uzun dönemde, satışçı ve müşteri arasında karşılıklı
güven ortamında oluşan, aşırıya kaçmayan arkadaşlık ve dostluk ilişkileri, o
işletmenin satışlarının sürekli olmasını sağlamaktadır.
İşletmenin diğer bölümlerinde çalışanlar aynı mekan içinde yöneticilerin
gözetimi altında oldukları halde, satış temsilcileri yöneticilerin çok az gözetimi
altındadır. Başarılı olmaları için çoğunlukla tek başlarına çalışmaları
gerekmektedir. Satış temsilciliği başlı başına uzmanlık gerektiren bir meslektir.Bu
mesleğin başarısı eğitim ve deneyimden geçmektedir.
.

 

Şərh