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やっぱりアイスブレイク! ~ 童心にたちカエリふりかえりを始めるには ~
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(Ha)rady
April 12, 2025
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やっぱりアイスブレイク! ~ 童心にたちカエリふりかえりを始めるには ~
「ふりかえりカンファレンス2025」登壇時に資料した資料に一部口頭で補足した説明も追記しています。
(Ha)rady
April 12, 2025
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Transcript
ͬͺΓΞΠεϒϨΠΫʂ ~ ಐ৺ʹͨͪΧΤϦ;Γ͔͑ΓΛ࢝ΊΔʹ ~
ࢲ͕ʮԿͷϚωΛ͍ͯ͠Δ͔ʯ͍ͯͯͩ͘͞ʂ • MiroDiscordͷνϟοτʹճΛ͓ئ͍͠·͢ɻ • ԿݸͰճͯ͠OKͰ͢ʂ ·ͣࢲͷۓுΛ΄͙͢ͷʹ͓͖߹͍͍ͩ͘͞w
͑.ʮ;Γ͔͑Δ ͳ͔·͖Μʹ܅͞Μʯ ·ͣࢲͷۓுΛ΄͙͢ͷʹ͓͖߹͍͍ͩ͘͞w Ϡʔʂʂ
͑.ʮ;Γ͔͑Δ ͳ͔·͖Μʹ܅͞Μʯ ·ͣࢲͷۓுΛ΄͙͢ͷʹ͓͖߹͍͍ͩ͘͞w χΞϐϯ Ϡʔʂʂ
ࣗݾհ ɹɹχοΫωʔϜɹ ɿɹΒͰ͌ ɹɹɹɹɹຊ໊ɹɹɹɿɹݪాᰌٱʢΒͩͷͿͻ͞ʣ ɹɹɹɹɹग़ɹɹɹɿɹؠखݝԬࢢ ɹɹɹɹɹܦྺɹɹɹɿɹٻਓࠂӦۀ / ΠϯϑϥSE / ιϑτΣΞSE
/ ɹɹɹɹɹɹɹɹɹɹɹɹScrum Master ɹɹ/ Product Owner ɹɹɹɹɹझຯɹɹɹɿɹಓ / ΩοΫϘΫγϯϯά / ͓স͍ / αφ♨ ɹɹɹɹ SNS ɹɹ :ɹ @nb_rady / (Ha)rady | note ɹ͖ͳ;Γ͔͑ΓɹɿɹমϨτϩεϖΫςΟϒʢެೝΤόϯδΣϦετʣ ɹɹɹɹɹɹɹɹɹɹɹɹͳ͔·͖Μʹ܅;Γ͔͑ΓʢߟҊऀʣ ɹɹɹɹɹɹɹɹɹɹɹɹɹɹɹɹɹɹɹ ϚϦΦΧʔτ;Γ͔͑Γ ɹɹɹɹɹɹɹɹɹɹɹɹ
ຊͷొஃͱస৬࣌ظ͕ઈົʹॏͳͬͯ͠·͍ɺલ৬ ٴͼݱ৬ͷ໊ࣾϩΰͷද͕ࣔҰ͍͟͝·ͤΜɻ༧ Ίྃ͝ঝ͍ͩ͘͞ɻ ࢿྉதʹొ͢ΔϗϫΠτϘʔυͷΩϟϓνϟɺ࣮ ࡍʹߦͬͨ;Γ͔͑ΓΛࢥ͍ग़͠ͳ͕Β1ਓͰαϯϓϧ ը૾ͱͯ͠࡞ͨ͠ͷͰ͢ɻ ͡Ίʹɾɾɾ
ڠྗձࣾ͞Μ ࢲͷ͍ͨνʔϜͷ͜ͱ લ৬ͷࣾһ ࢲ
ڠྗձࣾ͞Μ ࢲͷ͍ͨνʔϜͷ͜ͱ લ৬ͷࣾһ ࢲ ྸɾੑผɾࠃ੶ɾॴଐձࣾόϥόϥ͚ͩͲ One Team
1Sprint = 1िؒͰΞδϟΠϧεΫϥϜ։ൃ ࢲͷ͍ͨνʔϜͷ͜ͱ
1िؒʹ1ճͷසͰʮ;Γ͔͑ΓʯΛߦ͏ 1Sprint = 1िؒͰΞδϟΠϧεΫϥϜ։ൃ ࢲͷ͍ͨνʔϜͷ͜ͱ
ຊͰʔ͢ લஔ͖͜͜·Ͱʂɹ
;Γ͔͑Γ࣌ʹ͜͏ͳΔ͜ͱ͋Γ·ͤΜ͔ʁ ŜƄźŜƄź ƂŘƂŘ
;Γ͔͑Γ࣌ʹ͜͏ͳΔ͜ͱ͋Γ·ͤΜ͔ʁ ŜƄźŜƄź ƂŘƂŘ ţƃŕ
;Γ͔͑Γ࣌ʹ͜͏ͳΔ͜ͱ͋Γ·ͤΜ͔ʁ ŜƄźŜƄź ƂŘƂŘ ţƃŕ ձ͕Γ্͕ΓΒͳ͍ɾɾɾ
;Γ͔͑Γ࣌ʹ͜͏ͳΔ͜ͱ͋Γ·ͤΜ͔ʁ ŜƄźŜƄź ƂŘƂŘ ţƃŕ ձͷৠൃ ໋໊ʂ
ʮձͷৠൃʯ͕ى͖Δ͜ͱͰੜͨ͡՝ ᶃվળΞΫγϣϯ͕ੜ·Εͦ͏Ͱੜ·Εͳ͍ɻ ɹɾ՝ʹରͯ͠ͷਂ۷Γ͕͋ͱҰาΓͳ͍ɻ ɹɾʮ͜ΜͳΜͰ͍͍͔ɻʯͱ͍͏งғؾʹͳΔɻ ᶄͷେ͖͍ϝϯόʔ͕ٯʹؾෛͬͯ͠·͍ɺ͞ͳ͘ͳΔɻ ɹɾܦݧɺεΩϧ͕͋Δਓ͕ʮΛࢭΊͯ͠·ͬͨʯͱ͍͏ײ֮ʹ ɹɹؕͬͬͯ͠·ͬͨΓɺएखϝϯόʔͷػձΛୣͬͯ͠·ͬ ɹɹͨΓɺϥδόϯμϦʂʂ ɹɾϕςϥϯ͕͞ͳ͘ͳΔͲ͜Ζ͔ࢀՃ͕Լ͢Δ͜ͱ...ɻ
Ծઆɿʮձͷৠൃݱʯ͕ൃੜ͍ͯͨ͠ͷɾɾɾ ͲΜͳ͔࣌ʁ ͳ͔ͥʁ ɾϝϯόʔ͕ୀ۶ͦ͏ʹݟ͑ͨ࣌ ᶃ;Γ͔͑Γ͕ʮϚϯωϦԽʯ͍ͯͯ͠ ɹୀ۶ʁ ɾSMʢࢲʣ͕͗ͨ࣌͢͠ ɾܦݧɺεΩϧͷߴ͍ϝϯόʔ͕ਖ਼ͬ Ά͍͜ͱΛݴͬͨ࣌ ɾ͍͠՝Λલʹͯ͠ࢮͨ࣌͠
ᶄཱݟ͑ͳ͍৺ͷนͷ͍ͤʁ ɹ৺ཧత҆શੑ͕͍ʁ
Ծઆɿʮձͷৠൃݱʯ͕ൃੜ͍ͯͨ͠ͷɾɾɾ ͲΜͳ͔࣌ʁ ͳ͔ͥʁ ɾϝϯόʔ͕ୀ۶ͦ͏ʹݟ͑ͨ࣌ ᶃ;Γ͔͑Γ͕ʮϚϯωϦԽʯ͍ͯͯ͠ ɹୀ۶ʁ ɾSMʢࢲʣ͕͗ͨ࣌͢͠ ɾܦݧɺεΩϧͷߴ͍ϝϯόʔ͕ਖ਼ͬ Ά͍͜ͱΛݴͬͨ࣌ ɾ͍͠՝Λલʹͯ͠ࢮͨ࣌͠
ᶄཱݟ͑ͳ͍৺ͷนͷ͍ͤʁ ɹ৺ཧత҆શੑ͕͍ʁ
;Γ͔͑Γख๏ม͍͑ͯΔ͕ɺ১͑ͳ͍ϚϯωϦײ Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽ ը૾ੜɿGemini
;Γ͔͑Γख๏ม͍͑ͯΔ͕ɺ১͑ͳ͍ϚϯωϦײ Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽ ը૾ੜɿGemini ৽ຯແ͚Ε ָ͠͞ͳ͍
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূ ※Ҿ༻ɿRSGT2024 ख๏Λ͞Βʹม͑ͨΓɺࣗ࡞ͨ͠Γͯ͠Έͨʂ ग़དྷࣄΛমʹྫ͑ͨΓ ग़དྷࣄΛےτϨʹྫ͑ͨΓ ͢Δ;Γ͔͑Γ࡞ͬͨΓ
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ ŜƄźŜƄź ƂŘƂŘ
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ ŜƄźŜƄź ƂŘƂŘ ŜƄźŜƄź ƂŘƂŘ
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ ŜƄźŜƄź ƂŘƂŘ ŜƄźŜƄź ƂŘƂŘ ͓ʂʁ
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ ŜƄźŜƄź ƂŘƂŘ ţƃŕ
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ ŜƄźŜƄź ƂŘƂŘ ţƃŕ සݮ͕ͬͨൃੜ͍ͯͨ͠
Ծઆᶃ;Γ͔͑ΓͷϚϯωϦԽͷվળݕূͷ݁Ռ·ͱΊ ձͷৠൃͷԾઆ վળݕূ ݁Ռ ධՁ ᶃϚϯωϦԽ ;Γ͔͑Γख๏Λ͔ͬͨ ͱͷͳ͍ख๏͔ͭɺָͦ͠ ͏ͳͷʹม͑ͨɻ ൃੜස1/3
ఔݮগɻ ҰఆͷվળͰ͖ ͨɻ͕ɺࠜຊతͳղ ܾͰ͖͍ͯͳ͍ɻ
Ծઆɿʮձͷৠൃݱʯ͕ൃੜ͍ͯͨ͠ͷɾɾɾ ͲΜͳ͔࣌ʁ ͳ͔ͥʁ ɾϝϯόʔ͕ୀ۶ͦ͏ʹݟ͑ͨ࣌ ᶃ;Γ͔͑Γ͕ʮϚϯωϦԽʯ͍ͯͯ͠ ɹୀ۶ʁ ɾSMʢࢲʣ͕͗ͨ࣌͢͠ ɾܦݧɺεΩϧͷߴ͍ϝϯόʔ͕ਖ਼ͬ Ά͍͜ͱΛݴͬͨ࣌ ɾ͍͠՝Λલʹͯ͠ࢮͨ࣌͠
ᶄཱݟ͑ͳ͍৺ͷนͷ͍ͤʁ ɹ৺ཧత҆શੑ͕͍ʁ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ݱঢ়Λ࠶ཧ͠ɺνʔϜΛ؍
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ɾීஈͷۀϥϯνͷ࣌ࡶஊଟ͍ɻ ɾ;Γ͔͑Γͷࡍຖճձ͕Γ্͕Δॠؒ͋Δɻ ݱঢ়Λ࠶ཧ͠ɺνʔϜΛ؍
ɾʮ;Γ͔͑ΓʯͷͨΊͷͮ͘Γ͕Ͱ͖͍ͯͳ͍ʁ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ
ɾʮ;Γ͔͑ΓʯͷͨΊͷͮ͘Γ͕Ͱ͖͍ͯͳ͍ʁ ɾʮ;Γ͔͑ΓʯͷͨΊͷͮ͘Γ͕҆ఆ͍ͯ͠ͳ͍ʁ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ͨΓతͳ ΞΠεϒϨΠΫ ۀ࿈བྷ ;Γ͔͑Γख๏ ܾΊɾઆ໌ վળΞΫγϣϯ ܾΊ Skip ීஈͷʮ;Γ͔͑ΓͷਐΊํʯΛ;Γ͔͑ͬͯΈͨ
σΟεΧογϣϯ ·ͩྑ͍ํ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ͨΓతͳ ΞΠεϒϨΠΫ ۀ࿈བྷ ;Γ͔͑Γख๏ ܾΊɾઆ໌ σΟεΧογϣ ϯ վળΞΫγϣϯ ܾΊ
Skip ීஈͷ;Γ͔͑ΓͷਐΊํΛ;Γ͔͑ͬͯΈͨ ·ͩྑ͍ํ ελʔτͷํ͕ͿΕͬͿΕʂʂ
ΞΠεϒϨΠΫͰָ͍͠งғؾ͔ͭͬͯ͘Β Εྑ͍Μ͡Όͳ͍ʂʁ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ λνΧΤολ
ָ͍͠งғؾΛͭ͘Δ ΞΠεϒϨΠΫΛ͢Δʹʁ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ
ᶃγϯϓϧͰ͋Δ͜ͱ ᶄମΛಈ͔͢͜ͱ ᶅݴ༿Λېࢭ͢Δ͜ͱ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ΞΠεϒϨΠΫͰҙࣝͨ͜͠ͱ
ᶃγϯϓϧͰ͋Δ͜ͱ ɹࠃ੶ɺྸɺੑผΛӽ͑ͯ୭ͰͰ͖Δ ᶄମΛಈ͔͢͜ͱ ᶅݴ༿Λېࢭ͢Δ͜ͱ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ΞΠεϒϨΠΫͰҙࣝͨ͜͠ͱ
ᶃγϯϓϧͰ͋Δ͜ͱ ɹࠃ੶ɺྸɺੑผΛӽ͑ͯ୭ͰͰ͖Δ ᶄମΛಈ͔͢͜ͱ ɹےͷஎ؇ӡಈͰϦϥοΫεͰ͖Δ ɹʢ༑ୡͷྟচ৺ཧ࢜ʹڭΘͬͨʣ ᶅݴ༿Λېࢭ͢Δ͜ͱ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ΞΠεϒϨΠΫͰҙࣝͨ͜͠ͱ
ᶃγϯϓϧͰ͋Δ͜ͱ ɹࠃ੶ɺྸɺੑผΛӽ͑ͯ୭ͰͰ͖Δ ᶄମΛಈ͔͢͜ͱ ɹےͷஎ؇ӡಈͰϦϥοΫεͰ͖Δ ɹʢ༑ୡͷྟচ৺ཧ࢜ʹڭΘͬͨʣ ᶅݴ༿Λېࢭ͢Δ͜ͱ ɹ૬खͷදΛݟΔճ͕૿͑Δ ɹʢ༑ୡͷݩ߹ίϯϚελʔʹڭΘͬͨʣ Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ΞΠεϒϨΠΫͰҙࣝͨ͜͠ͱ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ࣮ࡍʹࢼͨ͠ΞΠεϒϨΠΫͷհ ΞΠεϒϨΠΫ໊ આ໌ δΣενϟʔήʔϜ ग़ऀɿSM ճऀɿϝϯόʔͷ୭͔1ਓ͔2ਓ දݱऀɿͦͷ΄͔ͷϝϯόʔશһ ʮ••͍ͯ͠Δ▲▲ʯͱ͍͏͓Λग़͢ɻ ʢϧʔϧʣදݱऀ͠Ό͍͚ͬͯͳ͍ɻ
ʢϙΠϯτʣ੍ݶ࣌ؒΛΏΔ͘ઃఆ͢Δɻ ʢϙΠϯτʣର໘ɺϦϞʔτͷࠞ߹ͷ߹ϦϞʔτͷਓΛճऀʹ͢Δͱྑ͍ɻ Ӊਓั֫ήʔϜ શһ্ཱ͕ͪΓɺԁΛ࡞ΔɻελʔτͷӉਓ͕͖ͳਓʹ͔ͬͯɺগ͠ஏ͔͍ͣ͠ϙʔζ&ٖԻΛݴ͍ͳ͕Βޫઢ Λ์ͭɻޫઢΛܸͨΕͨਓ͕࣍ͷӉਓͱͳΓɺั֫͞ΕΔલʹ࣍ͷλʔήοτΛܾΊͯޫઢΛ์ͭɻӉਓͷ྆ྡͷ ਓɺஏ͔͍ٖͣ͠Ի&ϙʔζͰั֫Λ͢ΔɻӉਓ͕ั·Δ͔࣌ؒʹͳΔ·Ͱ͜ΕΛଓ͚·͢ɻ ʢϧʔϧʣӉਓલ·ͰӉਓͩͬͨਓʹޫઢΛܸͯͳ͍ɻ ʢϙΠϯτʣӉਓͱӉܯʹͳΓ͖Δ͜ͱɻ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূ ࣮ࡍʹࢼͨ͠ΞΠεϒϨΠΫͷհ ΞΠεϒϨΠΫ໊ આ໌ δΣενϟʔήʔϜ ग़ऀɿSM ճऀɿϝϯόʔͷ୭͔1ਓ͔2ਓ දݱऀɿͦͷ΄͔ͷϝϯόʔશһ ʮ••͍ͯ͠Δ▲▲ʯͱ͍͏͓Λग़͢ɻ ʢϧʔϧʣදݱऀ͠Ό͍͚ͬͯͳ͍ɻ
ʢϙΠϯτʣ੍ݶ࣌ؒΛΏΔ͘ઃఆ͢Δɻ ʢϙΠϯτʣର໘ɺϦϞʔτͷࠞ߹ͷ߹ϦϞʔτͷਓΛճऀʹ͢Δͱྑ͍ɻ Ӊਓั֫ήʔϜ શһ্ཱ͕ͪΓɺԁΛ࡞ΔɻελʔτͷӉਓ͕͖ͳਓʹ͔ͬͯɺগ͠ஏ͔͍ͣ͠ϙʔζ&ٖԻΛݴ͍ͳ͕Βޫઢ Λ์ͭɻޫઢΛܸͨΕͨਓ͕࣍ͷӉਓͱͳΓɺั֫͞ΕΔલʹ࣍ͷλʔήοτΛܾΊͯޫઢΛ์ͭɻӉਓͷ྆ྡͷ ਓɺஏ͔͍ٖͣ͠Ի&ϙʔζͰั֫Λ͢ΔɻӉਓ͕ั·Δ͔࣌ؒʹͳΔ·Ͱ͜ΕΛଓ͚·͢ɻ ʢϧʔϧʣӉਓલ·ͰӉਓͩͬͨਓʹޫઢΛܸͯͳ͍ɻ ʢϙΠϯτʣӉਓͱӉܯʹͳΓ͖Δ͜ͱɻ ήʔϜͷৄࡉΓ͍ͨਓ ͔͚͍ͯͩ͘͞ʂ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূͷ݁Ռ งғؾ ˕ɹ→ɹதఔͷΓ্͕ΓͰٞ ŜƄźŜƄź ƂŘƂŘ ŴƃŴƃ ŲŷŲŷ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূͷ݁Ռ ΞΠεϒϨΠΫ σΟεΧγϣϯ ͓ΘΓ Γ্͕Γ খ େ ݕূޙ ݕূલ ٸ߱Լɾɾɾ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূͷ݁Ռ ΞΠεϒϨΠΫ σΟεΧγϣϯ ͓ΘΓ Γ্͕Γ খ େ ݕূޙ ݕূલ ٸ߱Լɾɾɾ
Ұγϥέ͔ͯΒ ;Γ͔͑Γ͕࢝·Δ
Ծઆᶄݟ͑ͳ͍৺ͷนͷվળݕূͷ݁Ռ·ͱΊ ձͷৠൃͷ Ծઆ վળݕূ ݁Ռ ධՁ ᶃϚϯωϦԽ ;Γ͔͑Γख๏Λ ָͦ͠͏ͳͷʹม͑ͨɻ ൃੜස1/3ఔݮগɻ
ҰఆͷվળͰ͖ͨɻ ͕ɺࠜຊతͳղܾͰ͖ ͍ͯͳ͍ɻ ᶄݟ͑ͳ͍৺ͷน ΞΠεϒϨΠΫͰ༡ͼ͠ ͔ͯΒ;Γ͔͑ΓΛߦ͏ɻ ɾָ͍͠งғؾ࡞Εͨɻ ɾձٞͷ࣭ͱ҆ఆײ্ɻ ɾΞΠεϒϨΠΫ͕ϐʔΫɻ ɾΞΠεϒϨΠΫޙʹ͠Β͚ Δ࣌ؒଳ͕͋Δɻ ্ʹಉ͡ɻ
Ӧۀ৬࣌ʹઌഐʹݴΘΕͨݴ༿͕ોͬͨɾɾɾ ചΓ͍ͨͷ͔Βٯࢉͨ͠ΞΠεϒϨΠΫΛ͠ͳ͍͞ɻɹ ΞΠεϒϨΠΫͰఱؾͷ͚ͩ͢Δͷηϯεͳ͍Αɻ PSSചΓ͍ͨͷ͔Βٯࢉͯ͠Έཱͯͳ͍͞ɻ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ ৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ ৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ ਂ۷ΓɾσΟεΧογϣϯ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ ਂ۷ΓɾσΟεΧογϣϯ վળΞΫγϣϯܾΊ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ ਂ۷ΓɾσΟεΧογϣϯ վળΞΫγϣϯܾΊ ;Γ͔͑Γͷ;Γ͔͑Γ
Ӧۀ৬࣌ʹઌഐʹݴΘΕͨݴ༿͕ોͬͨɾɾɾ ചΓ͍ͨͷ͔Βٯࢉͨ͠ΞΠεϒϨΠΫΛ͠ͳ͍͞ɻɹ ΞΠεϒϨΠΫͰఱؾͷ͚ͩ͢Δͷηϯεͳ͍Αɻ PSSചΓ͍ͨͷ͔Βٯࢉͯ͠Έཱͯͳ͍͞ɻ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ ৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ
αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ վળΞΫγϣϯܾΊ ;Γ͔͑Γͷ;Γ͔͑Γ ʲ˒՝ʳ ଓͷΒ͔͞ ϓϩʔϏϯά ਂ۷ΓɾσΟεΧογϣϯ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ ਂ۷ΓɾσΟεΧογϣϯ վળΞΫγϣϯܾΊ ;Γ͔͑Γͷ;Γ͔͑Γ ˒՝ ΰʔϧ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ PSS (professional selling skills) ʹ;Γ͔͑ΓΛͯΊͯߟ͑ͯΈͨ Φʔϓχϯά తࡲΓ߹Θͤ χʔζਂ۷Γ ϓϩʔϏϯά
৴པؔɾงғؾͮ͘Γ ΞΠεϒϨΠΫ αϙʔςΟϯά ɾαʔϏεఏҊ Ϋϩʔδϯά ૯ׅɾ࣍ճΞΫγϣϯ֬ೝ ৴པؔɾงғؾͮ͘Γ తࡲΓ߹Θͤɾ;Γ͔͑Γํ๏ ͷܾఆ&આ໌ ਂ۷ΓɾσΟεΧογϣϯ վળΞΫγϣϯܾΊ ;Γ͔͑Γͷ;Γ͔͑Γ ΰʔϧ ઃఆ ʲิʳʮվળҊΛग़͢ʯ͜ͱΛΰʔϧɺతͱ͢ΔͷͰͳ͘ɺ νʔϜ͕ରΛ௨ͯ͠;Γ͔͑Δͱ͍͏աఔʹͦ͜Ձ͕͋Δͱ ߟ͑ͨͷͰʮٞͷΓ্͕Γɺ࣭ʯΛΰʔϧʹઃఆ͠·ͨ͠ɻ
ʮσΟεΧογϣϯʯ͕ΰʔϧʹͳΔΑ͏ʹͯ͠Έͨ Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ ࣄʹؔ࿈͠ͳ͍ ࡶஊɾ༡ͼͷΞΠ εϒϨΠΫ ࣄʹؔ࿈ɾى ͢Δࡶஊɾ༡ͼ ;Γ͔͑Γख๏ ܾΊɾઆ໌ σΟεΧογϣ
ϯ վળΞΫγϣϯ ܾΊ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ΞΠεϒϨΠΫ໊ આ໌ δΣενϟʔ ήʔϜ ग़ऀɿSM ճऀɿϝϯόʔͷ୭͔1ਓ͔2ਓ දݱऀɿͦͷ΄͔ͷϝϯόʔશһ ʮ••͍ͯ͠Δ▲▲ʯͱ͍͏͓Λग़͢ɻ ˒͓ࣄΛىͤ͞Δͷʹ͢Δɻ
ʢϧʔϧʣදݱऀ͠Ό͍͚ͬͯͳ͍ɻ ʢϙΠϯτʣ੍ݶ࣌ؒΛΏΔ͘ઃఆ͢Δɻ ʢϙΠϯτʣର໘ɺϦϞʔτͷࠞ߹ͷ߹ϦϞʔτͷਓΛճऀʹ͢Δͱྑ͍ɻ ࡶஊ ɾࣄதͷ͓͠Ζɻࣄ݅ɻ ɾࣄಓ۩ͷɻ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊɻ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒͓ࣄΛىͤ͞Δͷʹ͢Δ ˕۩ମྫɿδΣενϟʔήʔϜͷ͓ ɾڝഅΛ͢ΔʢPOʣͱʢDevϝϯόʔʣ ɾಈԂσʔτΛ͢Δʢ෦ʣ ɾϦϦʔε࡞ۀ͢Δೣ ɾΤϥʔௐࠪͷͨΊʹࣗసंͰΦϑΟεʹ͔͏ʢDevϝϯόʔʣ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ࣄͰؔΘΔਓݴ༿Λొͤ͞Δ͜ͱͰ ແҙࣝʹࣄͷεΠονΛೖΕΔ͜ͱ͕Ͱ͖Δɻ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊ ྫɿϚϦΦΧʔτ;Γ͔͑Γ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊ ྫɿϚϦΦΧʔτ;Γ͔͑Γ Q. ϚϦΦΧʔτͷೝࣝʹؔ͢ΔΞϯέʔτͰ͢ɻ ɹɹҎԼͷ͏ͪɺ͍ͣΕ͔1ͭΛબ͍ͯͩ͘͠͞ɻ 1. ͬͨ͜ͱ͕͋Δɻ 2. ͍ͬͯΔਓΛݟͨ͜ͱ͕͋Δɻ
3. ໊લ͚͍ͩͬͯΔɻ 4. શ͘Βͳ͍ɻ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊ ྫɿϚϦΦΧʔτ;Γ͔͑Γ Q. ϚϦΦΧʔτͷೝࣝʹؔ͢ΔΞϯέʔτͰ͢ɻ ɹɹҎԼͷ͏ͪɺ͍ͣΕ͔1ͭΛબ͍ͯͩ͘͠͞ɻ 1. ͬͨ͜ͱ͕͋Δɻ 2. ͍ͬͯΔਓΛݟͨ͜ͱ͕͋Δɻ
3. ໊લ͚͍ͩͬͯΔɻ 4. શ͘Βͳ͍ɻ େ֓͜ΕʹͳΔ ʢఱಊ͛͐͢ʣ
ʮσΟεΧογϣϯʯΛΰʔϧʹ͢ΔΞΠεϒϨΠΫ ˒;Γ͔͑Γख๏ʹؔ࿈͢Δࡶஊ
Ӧۀ࣌ʹڭΘͬͨεΩϧʹλνΧΤοςΈͨ งғؾ ˕ɹٞͷΓ্͕Γ ˕ ŜƄźŜƄź ƂŘƂŘ ŜƄźŜƄź ƂŘƂŘ
վળݕূͷ݁Ռ·ͱΊ ձͷৠൃͷ Ծઆ վળݕূ ݁Ռ ධՁ ᶃϚϯωϦԽ ;Γ͔͑Γख๏Λ ָͦ͠͏ͳͷʹม͑ͨɻ ൃੜස1/3ఔݮগɻ
ҰఆͷվળͰ͖ͨɻ͕ɺࠜຊ తͳղܾͰ͖͍ͯͳ͍ɻ ᶄݟ͑ͳ͍৺ͷน ΞΠεϒϨΠΫͰ༡ͼ͔ͯ͠Β; Γ͔͑ΓΛߦ͏ɻ ɾָ͍͠งғؾ࡞Εͨɻ ɾձٞͷ࣭ͱ҆ఆײ্ɻ ɾΞΠεϒϨΠΫ͕ϐʔΫɻ ɾΞΠεϒϨΠΫޙʹ͠Β͚Δ࣌ؒ ଳ͕͋Δɻ ্ʹಉ͡ɻ ᶅPSSͷ׆༻ σΟεΧογϣϯʹతઃఆͨ͠Ξ ΠεϒϨΠΫΛߦ͏ɻ ΞΠεϒϨΠΫʙσΟεΧογϣ ϯɺ;Γ͔͑Γऴྃ·Ͱऴ࢝Γ্ ͕ͬͨɻ ͜Εͩʔʔʔʂʂʂʂ
• ࣄΛىɺؔ࿈͢Δ͔ʁ • ୭ͰͰ͖Δ͘Β͍γϯϓϧ͔ʁ ΞΠεϒϨΠΫͰେͳϙΠϯτ
νʔϜϝϯόʔ͕׆ൃʹٞ͢Δ;Γ͔͑ΓΛߦ͏ʹɺ ΞΠεϒϨΠΫʹΑΔͮ͘Γ͕ඞཁɻ ΞΠεϒϨΠΫɺͨͩͷ༡ͼͰऴΘΔͷͰͳ͘ɺ ΰʔϧ͔Βٯࢉͯ͠ΈཱͯΔ͜ͱ͕࠷ॏཁɻ ձͷৠൃΛൃੜͤ͞ͳ͍ΞΠεϒϨΠΫͷϙΠϯτ • ࣄΛى͢Δ͔ɺࣄʹؔ࿈͢Δ͔ʁ • ୭ͰͰ͖Δ͘Β͍γϯϓϧ͔ʁ ·ͱΊ
͓ΘΓ ͝ਗ਼ௌ͋Γ͕ͱ͏͍͟͝·ͨ͠ʂ