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                          山不在高，有仙则名。水不在深，有龙则灵。斯是陋室，唯吾德馨。
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                <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/v+zAtL+0o6Et1ebV/bXEssa4uw==.html">快来看！-真正的财富</label>
                <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/ofGoeaHx.html">●▂●</label>
                <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/wtvOtMC0u6XBqs340+vTqs/6.html">论未来互联网与营销</label>
            
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            <item>
         <title><![CDATA[ 快来看！-真正的财富是什么？ ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2481648.html]]></link>
                          <description>
                   <![CDATA[有位年轻人常对自己的贫困不漫，他每日里为自己不能拥有千万财富而长吁短叹地发牢骚。既怨恨父母也怨恨自己。
<div>&nbsp;智慧老人实在看不过去，就问年轻人：&ldquo;上帝和你的父母已经给了你一切，你也已经拥有了丰厚的财富，为什么还发牢骚？&rdquo;</div>
<div>&ldquo;我有丰厚的财富？在哪里呢？&rdquo;青年人急切地问智慧者。</div>
<div>&ldquo;你那双明亮的眼睛，卖给我吧，给你一千万&rdquo;</div>
<div>&ldquo;不，双目不能失去&rdquo;</div>
<div>&ldquo;好，那么，将你的一双手卖给我吧！一双手，价值至少一千万，我给你一千伍佰万，你就将这手斩下来给我。&rdquo;</div>
<div>&nbsp;既然有一双眼睛，你就可以学习，既然有一双手，你就可以劳动，现在，你自己看到了吧，加上双腿和其它，大概值五千万吧，怎能说贫困呢？老人微笑着说。</div>
<div>&nbsp;同样地面对困境，有人告诉自己，我还有机会，有人告诉自己，我已经一败涂地。</div>
<div>&nbsp;健康其实是无价之宝，贫困与否，总是相对而言，对身心健康的人来说，充满信心就是最大的财富，只要好好利用这一财富。</div>
<div>&nbsp;进步是一步步而得来的，每一个成就都是一连串小成就积累，成功路上，我们每前进一步变得到一份成功，踏实地工作＆学习，用心去生活，就一定可以迈向成功的彼岸。</div>
<div>文章结尾处，让我不禁想起阎锡山谈到太原防务时讲得一句经典的话：&ldquo;地球转动一天，太原的防务就要加强一天&rdquo;。我们应当有更大的自信和决心，地球转动一天，我们的智慧和实力就要增强一天。</div>
<div>&nbsp;</div>
<div>仅以此文献给曾经/正在/已经自我迷失，消沉的人们 ！</div>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	         	             <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/v+zAtL+0o6Et1ebV/bXEssa4uw==.html">
	                 快来看！-真正的财富
	             </label>
	                  <pubDate>2007/08/17 20:41:08</pubDate>
      </item>
            <item>
         <title><![CDATA[ 快来看！-真正的财富是什么？ ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2481647.html]]></link>
                          <description>
                   <![CDATA[有位年轻人常对自己的贫困不漫，他每日里为自己不能拥有千万财富而长吁短叹地发牢骚。既怨恨父母也怨恨自己。
<div>&nbsp;智慧老人实在看不过去，就问年轻人：&ldquo;上帝和你的父母已经给了你一切，你也已经拥有了丰厚的财富，为什么还发牢骚？&rdquo;</div>
<div>&ldquo;我有丰厚的财富？在哪里呢？&rdquo;青年人急切地问智慧者。</div>
<div>&ldquo;你那双明亮的眼睛，卖给我吧，给你一千万&rdquo;</div>
<div>&ldquo;不，双目不能失去&rdquo;</div>
<div>&ldquo;好，那么，将你的一双手卖给我吧！一双手，价值至少一千万，我给你一千伍佰万，你就将这手斩下来给我。&rdquo;</div>
<div>&nbsp;既然有一双眼睛，你就可以学习，既然有一双手，你就可以劳动，现在，你自己看到了吧，加上双腿和其它，大概值五千万吧，怎能说贫困呢？老人微笑着说。</div>
<div>&nbsp;同样地面对困境，有人告诉自己，我还有机会，有人告诉自己，我已经一败涂地。</div>
<div>&nbsp;健康其实是无价之宝，贫困与否，总是相对而言，对身心健康的人来说，充满信心就是最大的财富，只要好好利用这一财富。</div>
<div>&nbsp;进步是一步步而得来的，每一个成就都是一连串小成就积累，成功路上，我们每前进一步变得到一份成功，踏实地工作＆学习，用心去生活，就一定可以迈向成功的彼岸。</div>
<div>文章结尾处，让我不禁想起阎锡山谈到太原防务时讲得一句经典的话：&ldquo;地球转动一天，太原的防务就要加强一天&rdquo;。我们应当有更大的自信和决心，地球转动一天，我们的智慧和实力就要增强一天。</div>
<div>&nbsp;</div>
<div>仅以此文献给曾经/正在/已经自我迷失，消沉的人们 ！</div>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	         	             <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/v+zAtL+0o6Et1ebV/bXEssa4uw==.html">
	                 快来看！-真正的财富
	             </label>
	                  <pubDate>2007/08/17 20:40:40</pubDate>
      </item>
            <item>
         <title><![CDATA[  ●▂● ●▂●  论未来互联网与营销  ●▂● ●▂●  ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2381720.html]]></link>
                          <description>
                   <![CDATA[<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt"><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">一、引言</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络各全球网近年来在欧美各国红透半边天，不但各种国际媒体</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">,</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">世界各大知名企业也纷纷在互联网络上提供信息服务，抢搭这班流行列车。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">当互联网络被视为下一世纪决定国家竞争力的基础设施，全世界无论是发达国家或发展中国家，莫不全力建设其国家信息高速公路（</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">NII</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">），做为经济发展大国的中国，自然也不能落后于其他国家。自１９８８年由德国</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">Karlruhe</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">大学的一个网点连通全球网络，开始建立中国学术网络（</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">CANET</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">），迄今，目前在各大学、政府机构已有数上网站，以及超过十万个使用者。中国三大网络服务公司之一</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">ChinaPac</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">宣称，在今年底该公司的网络足迹可遍及中国２０００个城市，提供１０万个连接点。新华社近日也在本世纪前中国的互联网络使用者将达到１００万人。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">如今互联网络发展一日城，已由学术研究转变为商业应用，并且成为全球企业的利器与企业经营不可或缺的工具。中国的企业经营者与经漳管理教育者，当重视如何运用这项划时代的科技，并以科技做为第一生产力，来积极发展互联网络在中国的商业应用，使中国企业在全球竞争中能够早日迎头赶上。据专家会计，５年后全球互联网络的用户将超过２亿人，市场规模更超过２００亿美元，这是任何企业都不可忽视的一大商机。随着电脑技术、</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">NII</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">、</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">ISDN</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">等的快速发展，信息网络已冲击企业的经营与管理方式。在全球化的连网时代，将会需要一套崭新的市场营销方式，但不知我国的企业家们是否已预备好了？</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">二、最新媒体－－互联网络</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络，起源于１９６９年，美国西海岸四所大学和研究所将主电脑以５０</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">KBPS</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的线路连接起来，架设了一个小型的通讯网络，称之灾</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">ARPANET</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">。到了１９７４年，</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">ARPANET</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">已尼是拥有１００个结点的网络，再成长形成今天的数以百万计网点规模的全球互联网络。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络的形成并非来自于全球性的系统规划，它之所以有今天的规模，实得力于本身的特质：开放、分享与价格低廉。以互联网络上任何人都可以享有创作发挥的自由，所有信息的流动皆不受限制。在</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">没有所谓的最高权力机构，网络的运作是由使用者相互直辖市来决定，可以自由连接，没有任何时间与距离的限制，任何人都可加入联网，因此网络的资源是共享的。由于互联网络是由学术交流开始，人们已习惯于免费使用，所以当商业化以后，各网络服务供应商（</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">ISP</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">）皆采低价策略，因此更造就网络使用者的蓬勃发展。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络的服务应用很多，主要的功能有：电子邮件。可随时随地传送文字、声音、图形档给全球的电脑网点；远端登录。可连接远端的电脑主机，使远游者如同回到主机室工作一般；档案传输协定。规范电脑间相互传送大量档案，可用于自全球伺服器获取所需的公用软件；网络论坛。一个提供全球网络使用者共同讨论议题的园地，目前已形成数万个讨论群；全球网可以将网络上的信息以多媒体互动的方式显示出来，是目前</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">使用最广泛的一项功能；其他还有电子布告栏等。就是这些连接、传输、互动存取种类形式讯息的功能，使得互联网络具备商业交易与互动沟通的能力，并逐渐成为企业经营上不可或缺的工具。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络上的客户，由初期的学术团体与科技机构，逐渐扩展至专业人员与商业活动上，然后再扩散至家庭。１９９４年根据</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">SIMBA</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的调查，只有２</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">６％的美国家庭使用互联网络，公司用户的比例也不高，仅约２７０万商业用户。但目前美国已１</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">/</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">３的家庭拥有电脑，数据机的价格也大幅下降。因此会估计至公元２０００年，互联网络的全球市场，将可较明显形成经济规模。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">全球虽有超过２０００万的用户，但使用网络来购物的比例仍然不高，目前估计购物约有２亿美雹的市场，２年后可成长至２５亿美元，到公元２００２年全球互联网络的使用者将超过２亿人，市场规模更高达２００亿美元。网络营销成本低、且有全球营销的效果，由当前互联网络的快速成长趋势，显然电子网络全球化与跨国公司全球营销，已经不是海市蜃楼，因此企业界如不及时认识这项新媒体，恐怕将会失去许多的商机。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">１９９６年韩国汉城举办的国际广告组织世界年会，大会主题即是〖最新媒体〗，会议主题的焦点则集中在互联网络对于未来广告</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">业发展的影响。虽然互联网络的用户数量仍然很少，且集中在特殊的群体（高收入、高学历、年轻），但传媒业有必要将它视为新科技与新工具，甚至可能是未来主导性的媒体渠道。所以目前做一些投资，去学习与了解这项将是有必要的。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">\par</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络与电脑、通讯科技的发展有密切的关系，但对于企业营销而言，关键的重点是在消费者互动。使用互联网络进行营销服务，消费者才是其中的焦点。目前</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的认知是：互联网络开启一对一营销的新纪元，现阶段企业可并用传统营销手段与网络新媒体，在互联网络的分级市场中，建立品牌认同，加强品牌信任度，并进一步让消费者参与品牌忠诚度塑造的过程。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">三、网络营销的特性</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">营销的定义是指，为创造个人与组织的交易活动，所计划与执行的创意、产品、服务观念、推广、渠道等过程。由这个角度看，互联网络实际上具备许多营销的特质：</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">１</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络无远不及，其超越时空限制与多媒体声光功能，正可发挥营销人员的创意。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">２</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络可以展示商品型录、联结资料库提供有关商品信息的查询、可以和顾客做互动双向沟通、可以收集市场情报、可以进行产品测试与消费者满意调查等是产品设计、商品信息提供、以及服务的最佳工具。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">３</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络上的促销是一对一的、理性的、消费者主导的、非强迫性的、循序渐进式的，而且是一种低成本与人性化的促销，因此符合分级与直销的发展趋势。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">４</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络使用者数量快速成长并遍及全球，使用者多属年轻、中产阶级、高教育水准，因此是一项极具开发潜力的市场渠道。互联网络上的营销可由商品信息至收款、售后服务一气呵成，因此也是一种全程的营俏渠道。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络是一种利用通讯线路，将全球电脑纳入国际联网的信息传送系统必将是示来市场营销最重要的渠道。网络营销的特性包括：可２４小时随时随地的提供全球性营销服务；电脑可储存大量的信息，代消费者查询，可传送的信息数量与精确度，远超过其他媒体；能因应市场需求，及时更新产品或调整价格；减少印刷与邮递成本；且无店面租金，节约水电与人工成本；可避免推销员强势推销的干扰；可经由信息提供与互动交谈，与消费者建立长期良好的关系。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">\par</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">互联网络是一种功能是最强大的营销工具，它同时兼具渠道、促销、电子交易、互动顾客服务、以及市场信息惧分析与提供的多种功能。它以声光互动沟通的特质，做为跨越时空的媒体，已深深吸引年轻一代人的眼光。此外，它所具备的一对一营销能力，正是符合〖分众营销〗与〖直效营销〗的未来趋势。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">在消费者导向的时代，营销管理上的４</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">p</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">（产品，价格，地点，促销）应与４</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">c</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">（顾客，成本，方便，沟通）进行充分的结合。而网络营销的特性正符合顾客主导、成本低廉、使用方便、充分沟通的４</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">c</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">要求，因此我们可以预期它将是下一世纪商业与企业活动中，最重要的一项营销工具。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">网络营销可视为一种新兴的营销渠道，它并非一定要取代传统的渠道，而是经由信息科技发展，来创新与重组营销渠道。但不可否认的是，网络营俏必然会支传统营销造成冲击，因此商业界必须要注意这项趋势，并与界、软件产业做密切的联系与合作。以广告业为例，在最新嫖体时代，销售是从开始到完成的一贯作业就是说由吸引注意、引发兴趣、造成购买欲、进行采购，一气而成，而广告公司将参与营销的全程。商业企业也有必要改变传统的组织形态，提升新媒体部门的功能，引进兼具营销素养与电脑科技的人才，未来才能具备市场的竞争优势。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">四、网络营销的应用与策略</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">象征〖网络营销〗的奥斯卡金奖，１９９５年的企业首次由联邦快递公司获得。这项最新颖的市场奖，是由特纳葛公司主办，邀请网络营销学者专家担任评审。评审的标准有三项：</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(1)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">成功使用网络营销，创造丰厚的利润者；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(2)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">运用网络营销对于企业带来明显正面影响者；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(3)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">对于促进网络营销在卓越贡献者。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">联邦快递巧妙地将全球网首页变成２４小时客户查询系统，使用者只要输入包裹号码，就可以立即在网络上查出目前包裹所在，以及未来可能到达的时间。联邦快递并且在网络上提供软件，免费让顾客使用，这些软件可协助列印托运标准文件与条码，方便顾客在自己家中处理包裹。评审委员认为：&ldquo;联邦快递以科技实力，整合企业内部资料库与互联网络线上查询，成功地服务顾客，展现企业形象与风格。&rdquo;因此，颁予１９９５年全球网络营销大奖。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">第二奖归</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">Ragu &amp; acute</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">，一家生产意大利调味酱的凡登保食品公司获得。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">Ragu</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的首页设计为活泼，笑眯眯的意大利老太太是贯穿首页的唯一主角。内容除了比萨饼、意大利面等美食的作法外，还详细意大利与旅游资料。最特殊的是</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">Ragu</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">设计了一份相当详尽的市场调查问卷，其中也询问消费者对于促销方式的偏好。评审对他的评语：&ldquo;设计风格温馨而俏皮，在网络上能有效惧消费者意见与市场信息，并且能成功地达成品牌知名度的造势。&rdquo;</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">其他获奖的企业，还包括一家电子购物公司。该公司在网络中销售的商品种类超过９０００项，平均每周在网络上接获的订单约有５０００笔，客户则遍及全球。网络购物可跨越地理与时空的限制，免除邮购目录的寄送成本，真正实现全球营销的美梦。无庸置疑，互联网络将是未来营销最重要的渠道，经理们必须重新检视企业的营销策略，早日将网络营销纳入营销组合的规划中。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;(</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">一）网络营销在４Ｐ的应用</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">以下我们针对营销组合的４Ｐ，分别说明互联网络在营销上可以发挥的功能与常见的应用：</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">１</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">.</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">产品／服务</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">一般而言，适合在互联网络上销售的产品通常具有下述特性：</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(1)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">具有高科技感或与电脑相关；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(2)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">以网络群族为目标市场；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(3)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">市场需要涵盖较大的地理范围；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(4)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">不太容易设店贩卖的特殊商品；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(5)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">网络上销售的费用远低于其他的渠道；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">(6)</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">消费者可经由网络上信息，即做出购买决策的产品。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">经由网络所提供的产品与服务主要还是在于信息的提供，他除了将产品的性能、特点、品质、以及顾客服务内容充分加以显示外，更重要的是能以人性化与顾客导向的方式，针对个别需求做出一对一的营销服务。有关的功能包括：</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">利用电子布告栏或电子邮件提供线上售后服务或与消费者做双向沟通；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">提供消费者与消费者、消费者与公司在网络上的共同讨论区，可借此了解消费者需求、市场趋势等，以作为公司改进产品开发之参考；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">\par *</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">提供线上自动服务系统，可依据客户需求，自动在适当时机经由线上提供有关产品与服务的信息，例如：汽车商在网络上提醒客户有关定期保养通知、花店提醒客户有关家人生日时间、银行提醒客户定期存款快到期、教师提醒学生考试日期与应做的准备等；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">公司各部门人员可经由网络进行线上研发讨论，将有关产品或雏形在网络上公告，以引发全球各地有关人员的充分讨论；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">透过网络支消费者进行意见调查，借以了解消费</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">对于产品特性、品质、包装及式样等的意见，借以协助产品的研发与改进；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">在网络上提供与产品相关的专业知识以进一步为消费者服务，此举不但可增加产品的价值，同时也可提升企业形象，例如：花店提供有关养花与送花的知识、汽车商提供汽车保养常识、厨具商提供烹饪的知识；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">开发电子书报、电子杂志、电子资料库、电子游戏等信息化产品，并经由网络提供物美价廉的全球服务；</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;*</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">可利用消费者在网络上设计产品需求，提供个性人化的产品与服务，例如：可在线上选择服装式样与花色的组合、购车者可在网络上决定所需的颜色与配件等。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">２．价格</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">虽然网络交易的成本较低廉，但因为交易形式多样化，价格的弹性也大，企业的弹性业教大，企业应充分检视所有渠道的价格结构后，再设计合理的线上交易价格。因为线上交易能充分互动沟通，并完全掌握消费者的购买信息，所以比较容易以理性的方式拟价格策略。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">３．推广</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">线上推广与促销具有一对一与消费者需求导向的特色，除了可以做为公司广告外，同时也是发掘潜在顾客的最佳管道。但因为线上促销基本上是被动的推广，因此如何吸引消费者上线，并且能够提供具有价值诱因的商品信息，对于企业将是一大挑战。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">４．渠道</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
<font face="Times New Roman">&nbsp;&nbsp;&nbsp;&nbsp;</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">无庸置疑线上交易的产生对于企业现有渠道结构将是一大挑战。互联网络直通消费者，将商品直接展示在顾客面前，回答顾客疑问，并接受顾客订单。这种直接互动与超越时空的电子购物，无营销渠道上的革命。</span><span style="FONT-SIZE: 15pt; mso-bidi-font-size: 12.0pt"></span></p>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	         	             <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/ofGoeaHx.html">
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	             </label>
	         	             <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/wtvOtMC0u6XBqs340+vTqs/6.html">
	                 论未来互联网与营销
	             </label>
	                  <pubDate>2007/07/26 18:31:29</pubDate>
      </item>
            <item>
         <title><![CDATA[ 中国最应谴责的十大企业 ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2381309.html]]></link>
                          <description>
                   <![CDATA[<p class="MsoNormal" style="MARGIN: 0cm 0cm 12pt"><span class="bold"><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">中国最应谴责的十大企业</span></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "></span></p>
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt"><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">一，中国移动（国有完全垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">作为全球最赚钱的电信公司，中国移动绝对不是国人的骄傲，因为移动的钱不是赚的，他是从国人身上一刀一刀割的。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　从北美的洛杉矶打倒中国的上海，每</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">60</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">秒钟大约三美分，</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　而从中国的北京打倒</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">50</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">公里外的廊坊，每</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">60</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">秒钟需要九毛钱。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　从美国的东海岸的纽约漫游到西海岸的旧金山，漫游费是</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">0</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">，</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　而从中国的上海漫游到三十公里外的昆山，漫游费是一分钟一块三。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　堂堂十三亿人口的全球第一人口大国，因为行政垄断竟然仅仅只有两家移动公司，而另一家联通还是移动的同胞兄弟。所以移动公司只要紧紧握住&ldquo;国有垄断&rdquo;这把锋利的砍刀，无论我们多么愤慨和无奈也只能是垄断公司刀下待宰的羔羊。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　二，中国石油天然气集团（国有完全垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">中国石油终于超过了丰田汽车，荣赝亚洲最赚钱公司的桂冠。可是恐怕全世界没有一个人认为中石油可以和丰田相提并论。当丰田制造的汽车跑遍了中国大街小巷的时候，</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">中石油在日本连一滴汽油也卖不出去。但是这并不妨碍中石油可以在国内呼风唤雨横行霸道。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　中石油从大庆开采的石油，每桶成本不到十美元。中石化从波斯湾进口的石油每桶大约六十美元，可是中石油竟然能够把从大庆开采的石油卖到和波斯湾进口的石油一样的价格。每升五块钱的汽油甚至比美国加了资源税和燃油税的价格都高。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　看看一天天往上暴涨的油价，再看看中石油半年赚了一千亿的银子，除了苦笑和愤怒，我们也只能乖乖的给人家掏钱。谁教人家是国有的呢？</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
<br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　三，中国工商银行（国有垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">服务是中国特色，收费和国际接轨</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">贷款利率是中国特色，存款利率和国际接轨</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">赔钱的时候告诉国人说，自己是全民所有制企业，财政部就手忙脚乱拿着纳税人的银子，给工商银行动辄几千亿的坏帐买单。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">赚钱的时候告诉国人说自己是海外上市企业，然后将大把大把从国人腰包里搜刮来的银子奉献给国外的同行。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　四，一汽集团（国有垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">五十年前，一汽制造出第一辆解放卡车的时候，韩国人连手扶拖拉机也造不出来。五十年后，当韩国人的现代占领了整个首都机场的时候，一汽的红旗还在顶着奥迪</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">几十年前那个老壳招摇撞骗。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">二十年前，国家为了迅速提高国产汽车的制造水平，本着&ldquo;市场换技术&rdquo;的战略，为一汽引进了大众和丰田等世界顶尖的汽车公司。二十年后，大众丰田叱咤风云横行中国的时候，这个不争气的败家子儿不但什么也没学会，还把自己的老本给丢了。甚至直到现在那个破破烂烂的红旗竟然用的还是日产的发动机。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">十年前的奇瑞和吉利还没有出生，一汽的红旗就是国人唯一的骄傲和希望。十年后的今天，奇瑞和吉利奋发图强茁壮成长。一个月的产量比红旗三年的产量加在一起都多。而那个破破烂烂的红旗早已经成了国人的耻辱。更加让人气愤的是，一汽为了敷衍国人对于自己不争的指责，把丰田皇冠</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的商标给拆了，告诉我们这是红旗</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">3</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">。给马自达</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">6</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">换一个外壳告诉我们这是奔腾。活脱脱一个败家子儿加大骗子。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　五，中国人保集团（国有垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">人保公司一部普通五座汽车的强制险成本不到</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">200</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">元，一年的保费征收大约要</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">1000</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">元，人保交强险的毛利可以达到</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">400%<br />
</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　人保公司一份航空意外险的成本不到一元，但是旅客的购买成本是</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">20</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">元，考虑到一些发行费用，人保的意外险净利可以达到</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">700%<br />
</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　马克思曾经说过，&ldquo;如果有</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">100%</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的利润，资本家们会挺而走险；如果有</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">200%</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的利润，资本家们会藐视法律；如果有</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">300%</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的利润，那么资本家们便会践踏世间的一切&rdquo;不知道这个口口声声代表国家利益和全民利益的人民保险公司为什么比&ldquo;践踏世间一切&rdquo;的资本家还要心狠手辣？</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　六，国家邮政局（国家完全垄断机构）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">我曾经到邮局邮寄几本书，邮局的工作人员仔细的检查我的书后，把一页夹在书中的信纸给抽出来，告诉我这一页纸不允许夹在书中，必须要通过信件才能寄出。我问为什么，人家说是规定。我再问，人家连理我都不理我。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">我还曾经到邮局寄过一些笔记本，当拜托工作人员用纸箱给我包装时，工作人员告诉我，笔记本不能寄包裹，只能当信件寄。我问为什么，人家说是规定。可怜我几十本的笔记要被按克数计费，而且每个&ldquo;信件&rdquo;还不能超过两公斤。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　每次和邮局打交道的过程都让人身心疲惫不堪回首，恶劣的服务态度，匪夷所思的内部规定，僵硬扭曲的教条主义。没办法，谁教人家头顶顶着&ldquo;国家&rdquo;两个字呢</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　七，华北高速公路（国有垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">海南的香蕉一毛五分钱一斤，烂在地里无人问津</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">北京的香蕉两块五一斤，昂贵的价格同样无人问津</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">昂贵的高速公路收费把海南和北京隔绝在了两个遥远的星球。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">事实上目前全世界</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">90%</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的收费公路都在我国境内，而且收费的金额高到让人难以承受的地步。从北京到上海的过路费大约六七百元，基本和一张机票相当。要知道就是在比我们富裕的多的美国，从纽约到华盛顿的过路费也不到区区十个美元，而且美国的高路公路百分之九十都是完全免费。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">没办法，此路是我开，此站是我载，要想从此过，留下买路财！</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　八，东风汽车（国有垄断企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">如果说一汽集团在委身大众的时候，还知道留下一个破破烂烂的红旗敷衍众口。那么东风在投靠日产的时候基本已经彻底的放弃了自己的责任。他的老总理直气壮的说，&ldquo;中国汽车工业发展的最终方向，就是融入全球的六加三等九大集团&rdquo;，在和日产全盘合资后，马上就停产了东风小王子，解散了东风研究院。辞退了研究开发人员，心甘情愿的做起了日产和标志的傀儡。带头开始了对民族汽车工业的绞杀。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　当东风卡车的装备的发动机已经全部变成了康明思和日产柴的时候，你还期望他能拥有一颗民族心吗？</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　九，汤臣一品（台资企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">成本不到三万的汤臣一品，竟然可以卖到每平方米十万。八万起价，十四万封顶，均价十二万的汤臣一品可以说是国内房地产业暴利的一个典型。公正的说，中国目前远远超过普通国民接受能力的房价和刚刚涉水不久的汤臣并没有直接关系，区区一百多套的房子更不会影响房价的大局。但是在举国上下对房地产的暴利不仁群起讨伐的时候。汤臣无动于衷视若罔闻，他的放肆程度不但不有所收敛</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">反而逆流而上竖起了一个了性质恶劣的反面标杆。对于畸形暴利的过分追求和对企业社会责任的极端蔑视，使得汤臣必须要受到应有的惩罚和谴责。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
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</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　十双环汽车（民营企业）</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''"></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">坦率的说，无论是企业规模还是还是危害程度，双环根本无法和以上任何一家超级大佬们相提并论，但是所以把这家出身河北省会石家庄双环汽车也罗列其中，实在是因为这位仁兄有些事做的太绝。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　第一代双环完全抄袭当时的北京切诺基，甚至连车身的颜色也一模一样。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　第二代双环完全抄袭本田</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">CR</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">&mdash;</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">V</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">，只是车身比</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">CR</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">&mdash;</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">V</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">加长了</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">10</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">公分</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　第三代双环完全抄袭宝马</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">X5</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">，只是把宝马的大灯换成了丰田霸道</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　最新一代的双环小贵族基本抄袭奔驰的</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">SMART</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">，现在已经面世开始销售</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><br />
</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">　　其实作为一家后发的汽车公司，开始的模仿甚至抄袭并不丢人，无论是日本的丰田，韩国的现代，国产的奇瑞和吉利都是这么过来的。但是从</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman">1988</font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">年开始创业到现在都二十年了，前后都推出了四代车型，而所有车型全部都是这么毫不掩饰的赤裸裸的抄袭实在是说不过去，双环的极端做法不但为跨国公司限制和歧视中国汽车提供了丰富的口实和如山的</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "><font face="Times New Roman"></font></span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: 宋体; mso-bidi-font-size: 11.0pt; mso-ascii-font-family: ''; mso-hansi-font-family: ''">铁证，而他带来的耻辱和危害恐怕需要全中国所有的民族汽车工业来承担。</span><span style="FONT-SIZE: 15pt; COLOR: black; FONT-FAMILY: "></span></p>
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt"><span style="FONT-SIZE: 15pt; mso-bidi-font-size: 12.0pt"><font face="Times New Roman">&nbsp;</font></span></p>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	                  <pubDate>2007/07/26 17:00:38</pubDate>
      </item>
            <item>
         <title><![CDATA[ ●▂●   销售99招，成功没商量       ●▂● ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2377204.html]]></link>
                          <description>
                   <![CDATA[<span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">1</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对销售代表来说，销售学知识无疑是必须掌握的，没有学问作为根基的销售，只能视为投机，无法真正体验销售的妙趣。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 2</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．一次成功的推销不是一个偶然发生的故事，它是学习、计划以及一个销售代表的知识和技巧运用的结果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 3</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销完全是常识的运用，但只有将这些为实践所证实的观念运用在积极者身上，才能产生效果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 4</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．在取得一鸣惊人的成绩之前，必先做好枯燥乏味的准备工作。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 5</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销前的准备、计划工作，决不可疏忽轻视，有备而来才能胜券在握。准备好推销工具、开场白、该问的问题、该说的话、以及可能的回答。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 6</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．事前的充分准备与现场的灵感所综合出来的力量，往往很容易瓦解坚强对手而获得成功。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 7</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．最优秀的销售代表是那些态度最好、商品知识最丰富、服务最周到的销售代表。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 8.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">对与公司产品有关的资料、说明书、广告等，均必须努力研讨、熟记，同时要收集竞争对手的广告、宣传资料、说明书等，加以研究、分析，以便做到知己知彼，如此才能真正知己知彼．采取相应对策。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 9</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．销售代表必须多读些有关经济、销售方面的书籍、杂志，尤其必须每天阅读报纸，了解国家、社会消息、新闻大事，拜访客户日才，这往往是最好的话题，且不致孤陋寡闻、见识浅薄。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 10</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．获取订单的道路是从寻找客户开始的，培养客户比眼前的销售量更重要，如果停止补充新顾客，销售代表就不再有成功之源。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 11</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对客户无益的交易也必然对销售代表有害，这是最重要的一条商业道德准则。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 12.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">在拜访客户时，销售代表应一当信奉的准则是即使跌倒也要抓一把沙</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">意思是，销售代表不能空手而归，即使推销没有成交，也要让客户能为你介绍一位新客户。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 13</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．选择客户。衡量客户的购买意愿与能力，不要将时间浪费在犹豫不决的人身上。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 14.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">强烈的第一印象的重要规则是帮助人们感到自己的重要。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 15</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．准时赴约</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">--</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">迟到意味着：我不尊重你的时间</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">迟到是没有任何借口的，假使无法避免迟到的发生，你必须在约定时间之前打通电话过去道歉，再继续未完成的推销工作。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 16</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．向可以做出购买决策的权力先生推销。如果你的销售对象没有权力说买的话，你是不可能卖出什么东西的。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 17</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．每个销售代表都应当认识到，只有目不转睛地注视着你的客户．销售才能成功。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 18</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．有计划且自然地接近客户．并使客户觉得有益处，而能顺利进行商洽，是销售代表必须事前努力准备的工作与策略。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 19</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．销售代表不可能与他拜访的每一位客户达成交易，他应当努力去拜访更多的客户来提高成交的百分比。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 20</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．要了解你的客户，因为他们决定着你的业绩。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 21.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">在成为一个优秀的销售代表之前，你要成为一个优秀的调查员。你必须去发现、去追踪、去调查，直到摸准客户的一切，使他们成为你的好明友为止。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 22</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．相信你的产品是销售代表的必要条件：这份信心会传给你的客户，如果你对自己的商品没有信心，你的客户</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">讨它自然也不会有信心。客户与其说是因为你说话的逻辑水平高而被说眼，倒不如说他是被你深刻的信心所说服的。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 23.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">业绩好的销售代表经得起失败，部分原因是他们对于自己和所推销产品有不折不扣的信心。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 24</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．了解客户并满足他们的需要。不了解客户的需求，就好象在黑暗中走路，白费力气又看不到结果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 25</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对于销售代表而言，最有价值的东西莫过于时间。了解和选择客户，是让销售代表把时间和力量放在最有购买可能的客户身上，而不是浪费在不能购买你的产品的人身上。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 26</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．有三条增加销售额的法则：</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">-</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">是集中精力于你的重要客户，二是更加集中，三是更加更加集中。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 27.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">客户没有高低之分，却有等级之分。依客户等级确定拜访的次数、时间，可以使销售代表的时间发挥出最大的效能。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 28</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．接近客户一定不可千篇一律公式化，必须事先有充分准备，针对各类型的客户，采取最适合的接近方式及开场白。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 29.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">推销的机会往往是</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">--</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">纵即逝，必须迅速、准确判断，细心留意，以免错失良机，更应努力创造机会。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 30.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">把精力集中在正确的目标，正确地使用时间及正确的客户，你将拥有推销的老虎之眼。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
&nbsp; 31</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销的黄金准则是你喜欢别人怎样对你，你就怎样对待别人；推销的白金准则是按人们喜次的方式待人</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new="">.<br />
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&nbsp;&nbsp; 32</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．让客户谈论自己。让一个人谈论自己，可以给你大好的良机去挖掘共同点，建立好感并增加完成推销的机会。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br />
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&nbsp;&nbsp; 33</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销必须有耐心，不断地拜访，以免操之过急，亦不可掉以轻心，必须从容不迫，察颜观色，并在适当时机促成交易。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " times="" new=""><br style="mso-special-character: line-break" />
<br style="mso-special-character: line-break" />
</span>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	                  <pubDate>2007/07/25 20:11:22</pubDate>
      </item>
            <item>
         <title><![CDATA[ ●▂●   销售99招，成功没商量       ●▂● ]]></title>
         <link><![CDATA[http://blog.china.alibaba.com/blog/tfsmt/article/b86-i2377202.html]]></link>
                          <description>
                   <![CDATA[<span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">1</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对销售代表来说，销售学知识无疑是必须掌握的，没有学问作为根基的销售，只能视为投机，无法真正体验销售的妙趣。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 2</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．一次成功的推销不是一个偶然发生的故事，它是学习、计划以及一个销售代表的知识和技巧运用的结果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 3</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销完全是常识的运用，但只有将这些为实践所证实的观念运用在积极者身上，才能产生效果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 4</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．在取得一鸣惊人的成绩之前，必先做好枯燥乏味的准备工作。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 5</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销前的准备、计划工作，决不可疏忽轻视，有备而来才能胜券在握。准备好推销工具、开场白、该问的问题、该说的话、以及可能的回答。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 6</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．事前的充分准备与现场的灵感所综合出来的力量，往往很容易瓦解坚强对手而获得成功。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 7</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．最优秀的销售代表是那些态度最好、商品知识最丰富、服务最周到的销售代表。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 8.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">对与公司产品有关的资料、说明书、广告等，均必须努力研讨、熟记，同时要收集竞争对手的广告、宣传资料、说明书等，加以研究、分析，以便做到知己知彼，如此才能真正知己知彼．采取相应对策。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 9</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．销售代表必须多读些有关经济、销售方面的书籍、杂志，尤其必须每天阅读报纸，了解国家、社会消息、新闻大事，拜访客户日才，这往往是最好的话题，且不致孤陋寡闻、见识浅薄。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 10</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．获取订单的道路是从寻找客户开始的，培养客户比眼前的销售量更重要，如果停止补充新顾客，销售代表就不再有成功之源。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 11</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对客户无益的交易也必然对销售代表有害，这是最重要的一条商业道德准则。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 12.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">在拜访客户时，销售代表应一当信奉的准则是即使跌倒也要抓一把沙</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">意思是，销售代表不能空手而归，即使推销没有成交，也要让客户能为你介绍一位新客户。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 13</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．选择客户。衡量客户的购买意愿与能力，不要将时间浪费在犹豫不决的人身上。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 14.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">强烈的第一印象的重要规则是帮助人们感到自己的重要。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 15</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．准时赴约</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">--</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">迟到意味着：我不尊重你的时间</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">迟到是没有任何借口的，假使无法避免迟到的发生，你必须在约定时间之前打通电话过去道歉，再继续未完成的推销工作。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 16</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．向可以做出购买决策的权力先生推销。如果你的销售对象没有权力说买的话，你是不可能卖出什么东西的。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 17</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．每个销售代表都应当认识到，只有目不转睛地注视着你的客户．销售才能成功。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 18</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．有计划且自然地接近客户．并使客户觉得有益处，而能顺利进行商洽，是销售代表必须事前努力准备的工作与策略。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 19</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．销售代表不可能与他拜访的每一位客户达成交易，他应当努力去拜访更多的客户来提高成交的百分比。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 20</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．要了解你的客户，因为他们决定着你的业绩。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 21.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">在成为一个优秀的销售代表之前，你要成为一个优秀的调查员。你必须去发现、去追踪、去调查，直到摸准客户的一切，使他们成为你的好明友为止。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 22</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．相信你的产品是销售代表的必要条件：这份信心会传给你的客户，如果你对自己的商品没有信心，你的客户</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">讨它自然也不会有信心。客户与其说是因为你说话的逻辑水平高而被说眼，倒不如说他是被你深刻的信心所说服的。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 23.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">业绩好的销售代表经得起失败，部分原因是他们对于自己和所推销产品有不折不扣的信心。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 24</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．了解客户并满足他们的需要。不了解客户的需求，就好象在黑暗中走路，白费力气又看不到结果。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 25</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．对于销售代表而言，最有价值的东西莫过于时间。了解和选择客户，是让销售代表把时间和力量放在最有购买可能的客户身上，而不是浪费在不能购买你的产品的人身上。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 26</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．有三条增加销售额的法则：</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">-</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">是集中精力于你的重要客户，二是更加集中，三是更加更加集中。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 27.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">客户没有高低之分，却有等级之分。依客户等级确定拜访的次数、时间，可以使销售代表的时间发挥出最大的效能。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 28</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．接近客户一定不可千篇一律公式化，必须事先有充分准备，针对各类型的客户，采取最适合的接近方式及开场白。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 29.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">推销的机会往往是</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">--</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">纵即逝，必须迅速、准确判断，细心留意，以免错失良机，更应努力创造机会。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 30.</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">把精力集中在正确的目标，正确地使用时间及正确的客户，你将拥有推销的老虎之眼。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
&nbsp; 31</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销的黄金准则是你喜欢别人怎样对你，你就怎样对待别人；推销的白金准则是按人们喜次的方式待人</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times="">.<br />
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&nbsp;&nbsp; 32</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．让客户谈论自己。让一个人谈论自己，可以给你大好的良机去挖掘共同点，建立好感并增加完成推销的机会。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br />
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&nbsp;&nbsp; 33</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: 宋体; mso-bidi-font-size: 12.0pt; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">．推销必须有耐心，不断地拜访，以免操之过急，亦不可掉以轻心，必须从容不迫，察颜观色，并在适当时机促成交易。</span><span style="FONT-SIZE: 15pt; FONT-FAMILY: " new="" times=""><br style="mso-special-character: line-break" />
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</span>]]>
               </description>
                    <author>tfsmt</author>
         <category>个人博客</category>
                      <label domain="http://blog.china.alibaba.com/blog/tfsmt/tag/zfjJzLjQzvI=.html">网商感悟</label>
         	                  <pubDate>2007/07/25 20:10:34</pubDate>
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