BAI GIANG CONG TAC XA HOI

flitting muc tieu da de ra, khach hang cb chicle cam gide tai hAo va thaa man.
Khach hang khi dat ra muc tieu se than hieu hen nhiing gi ho muen dat
chicle trong cuec song, con nhung ngttoi kitting co muc tieu se' cam they met
pinning huting va kh6ng muc dich.
Khi khach hang da cam ket dat ra mue tieu thi nhan vien CTXH can
gitip ho the Binh flitting muc tieu nao ho mu6n dat duct bang cacti dat cae
eau hat dan &At, vi du nhtt:
"Gia sa met ngttoi he, hang xa ena anhlehi tau rei anh/cht kh6ng gap
den gap anti/chi sau khi to yen thi c6 dieu gi khac bi8t so voi bay gie
kitting?"
"Gia sit cluing to thanh tong, anh/cht Wang Wong tinh the se thay dei
the nao?"
"Anh/chi by tag se thu dude ket qua gi sau qua trinh to van?"
"Anh/eht dude lei gi sau qua trinh to yen?"
"Anhicht mien lam gi? Nghi gi? Cam they gi?"
Nhung eau hat nint tren se giup khach hang the dinh duct mix tieu
Ito muen theo duet trong qua trinh to yen. Neu khach hang c6 kite khan
trong viee xac dinh muc tieu thi nhan vien CTXH can danh nhieu that gian
cho giai doan nay. Met s6 khach hang chi cb the xac dinh duct Inv tieu sau
met set buei tiep ruenhet dinh.
Nhiing muc tieu thanh tong IA flitting muc tieu mang tinh tich eve
chit khong phai la tieu cue, vi chting tao ra to Wang tich cue trong khach
hang. Vi du, muc tieu dat ra la khong cat nhau v6i v0/thong nita thi day la
muc tieu mang tinh tieu euc vi dieu nay am chi IA viec thao luan bet ki van
de gi vat vel/cheng dew ce the dan den cat nhau. Trong trtiang h9p nay met
muc tieu mang tinh tich cue hen 06 the IA c6 gang gift binh tinh khi thao
luan bat ki van de gi yen vq/cheng. Mue tieu nay se tang co hei thao luan
mot each CO hieu qua cho ca hai ben. Met vi du khac la neu khach hang cam
thtly anh to dang lang phi that gian xem ti vi thi mue tieu dat ra khong
phai la kitting xem ti vi nua ma la hay tham gia vao cac hoat Ong khac hitu
ich hen vi du nint doe sash, nghe :nhac c6 dien hoar di den yen ban be.
Khi khach hang da ski sang de de ra mue tieu, trong tam bay giel se
la khach hang mu6n ban than ho thay dei gi chit khong phai la nguai khac
thay el& gi. Doi vdi hau het khach hang, xu hang ban dau la ho del& cho
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