We are reading these books (II)
Release time:
2022-09-27
顾客行为心理学
分享人:刘锦攀
这本书是在上次分享会时陈建飞推荐的,我听后挺有兴趣,就找他借来看了。借书的时候还夸口说两个星期就能看完,但一来这段时间工作忙,二来书里的内容有一定专业性,结果花了一个月时间才看了一小半。
这本书的开头,就归纳了目前常见的8种消费心理,包括都喜欢跟风的从众心理、都想享有VIP待遇的优待心理、谁都不想被骗的安全心理、喜欢玩团购的归属心理、作为顾客尤其突出的猎奇心理、喜欢与销售员“对着干”的逆反心理、爱听赞美话的虚荣心理、总想捞点好处的爱占便宜心理。后面又运用了一些案例,来分析怎么区分这些顾客,针对顾客的不同心理应采用什么样的谈判技巧。
就已经看过的这部分内容来说,我觉得可以归结为四个字,“察言观色”,也就是在做深入沟通之前,通过观察顾客的各方面细节,像发型、衣着、肢体语言,甚至吸烟、走路的姿势等等,来分析他的性格特点、消费习惯,再以此为初步的依据,选择最合适的交流方式来谈判。我们营销员每天要和各种各样的客户打交道,先学会观人,然后“到什么山上唱什么歌”,无疑是开展工作的最基本的素质,所以书中从细节分析顾客心理的一些技巧,还有谈判中对敏感问题避实就虚、转移和控制话题的方法,都值得我们了解掌握。
当然,世事没有定规,我们的客户也不可能简单地用这8种心理来概括或区分,书本里的道理可以作为实践的指导和参考,但不可能完全代替实践,所以最重要的还是怎么在实际的工作中把书里的这些知识活学活用。
狼图腾
分享人:陈建飞
这个月,我没有读管理、销售类和工作相关的书,而是看了一本小说《狼图腾》。它是畅销多年的经典作品,读了之后,我从另一个角度,对工作有了一些新的思考。
生活在云贵高原上的我,见多了群山环抱,山路十八弯的崎岖,依山傍水的秀丽,对美如画的山山水水开始有了视觉疲劳,突然有了“世界那么大,我想去看看”的想法。俗话说“兵马未动,粮草先行”,于是在网上查了许多地方的情况。高原雪山冰冷刺骨,大漠孤烟了无生机,最后看到了草原,万物竞发,到处充满着勃勃生机,真想来个说走就走的旅行。通过各方面的查询了解,《狼图腾》系统地介绍了草原生活的点点滴滴,于是买了这本书。
小说的开头就深深地吸引了我。那是一个群狼捕捉黄羊的情节,群狼有分工、讲策略,相互配合,把黄羊群一步一步引入早已设置好的陷阱,体现出了极强的勇气、血性和团队精神。正是这一点,吸引我一页一页地看了下去。
在《狼图腾》这本书中,我不仅仅看到了草原狼身上的勇敢、智慧、顽强、忍耐、谨慎和冒险的精神,同时也看到人类的无知,无知地入住草原后对草原生态平衡无所顾虑地破坏。读了这本书,我才发现狼的不屈不挠,自由独立,机智勇敢等诸多优点,让我对狼的智慧有了新的认知。活在当下的我们,每天都需要面对复杂的竞争环境,回头看看自己不就正好需要狼身上的诸多优点吗?
自古以来,良好的自然环境是我们人类赖以生存的前提条件。对大自然懂得感恩,懂得尊重,这应该是我们每一个人身上都应具备和传承的品质,可是,现实中就是有那么多的利己主义者,不知道对自然的感恩和尊重,才迎来了今天的阵阵黄沙。我希望有那么一天,每一个人都懂得对自然的尊重,懂得和谐相处、适可而止,当我们踏进草原或雨林时,不再有惋惜和心痛。
水泥质检员
分享人:潘宗华
孔子曰:“工欲善其事,必先利其器。”因为8月份我在质管部学习了16天,一方面让自己对水泥产品有了进一步的了解,另一方面提升了自己解决问题的能力。在质管部学习期间,为了能尽快熟悉相关基本工作,同事向我推荐了这本《水泥质检员》。
这本书是职业技能培训教材,内容主要讲解水泥的定义、分类及水泥分析、物理检验标准。入职以来,虽然经常听领导讲质量的重要性,但对水泥质量到底体现在哪里并没有明确的认识。通过学习,我了解到水泥质量管理的关键所在,水泥凝结时间、安定性、胶砂强度等要是不能符合要求,不但影响品牌形象,严重的话甚至会发生安全事故。检验质量是化验室的重要责任,所以化验室的一切工作都是围绕提高检验准确度而进行的。他们在质量管理方面下功夫,定期对物检员进行质量控制考核,不断加强物检员责任意识与处理质控问题的能力。
此书让我获益匪浅,深知自己虽然处在销售岗位,但是如果对自己所销售的产品都一无所知,那用什么去让客户信服?所以今后还需不断地与各部门同事交流请教,弥补自己水泥知识的欠缺,为销售水泥开辟一条更为宽阔的道路。
中国近代史
分享人:杨文涛
蒋廷黻先生的《中国近代史》是一本通透至理的好书,书中除了描述中国近代史的历史变迁,同时还将中国国民的心理转变描写得细致入微,作者并不是完全以今人的眼光去看待这段历史,而是能以当局者的身份来走入这段历史,来认识身处其中的时局变化。
本书中有我们所熟悉的历史故事和历史人物,给我印象最深刻的是一些人们耳熟能详的士大夫,他们在中国近代化中的表现竟然是十分矛盾的。林则徐主张戒烟后几经查处,虽然有想变革的觉悟,但更想守住士大夫的清誉,不敢公开提倡;李鸿章有雄心气魄,练海军,兴教育,敢革新,然而受到局势影响,引狼入室签订了《中俄密约》,为近代的战争埋下巨大的隐患。旧派的士大夫有自身的局限性,折腾了几十年却收效甚微,然而旧的东西中孕育着新的希望,新式的人物为中国带来了一抹亮色,维新变法,辛亥革命,打倒了清政府,扫除了中华民族复兴的障碍。
回首中国近代史,虽然这是我们最熟悉的一段历史,但同时也是误解最多、争议最多的一段历史。读了本书后,我甚至改变了对一些历史人物的看法与评价,他们是身处那个复杂环境下的当局决策者、时代的掌舵者,所考虑到的事、见识到的世面是远超我们以及当时的万千民众的。本书对个人最大的启发还是要以更加批判和多角度的视野去看待问题和事件,非亲历者而不知,对于这段历史的事件和人物,不能只以最终对后世产生的影响而妄加断定评价。
这本《中国近代史》虽然看起来和我们的水泥销售并没有直接的关系,但是让我开阔了眼界,认识到全面看问题的重要性。现在很多老板喜欢看书,作为营销员,多了解各种知识,就有可能找到更多交流的话题,从而起到拉近距离、搞好关系的作用。
改变别人不如掌控自己
分享人:朱鸿钊
这本书主要写了怎么样对自己的人生目标和选择进行改变和自醒。人的一生会遇到许多困难,你不能等待别人的改变来符合你的期望,掌控自己意味着有能力选择自己想要的生活,实现人生的抱负和理想。
读完此书后,我的感受非常强烈,我时常在想这些问题,认为它们就是我们达成目标的障碍和途径。其实这种想法是一种不成熟的表现,我们不能通过别人来成全自己,更不能奢望改变别人去得到成功,我们应该认识到:改变别人不如掌控自己。
首先,掌控自己就要改变自己,当一个人总是把失败的原因推给别人的时候,那么他这一生都会在失败中度过,想要成功,就要改变自己。人生最大的胜利就是战胜自己,一个人可以借着改变自己来改变一生。
其次,掌控自己就要超越自己,一个人永远无法改变周围的环境,唯一的办法就是改变自己,改变自己就要超越自己,学海无涯,让自己变得更加优秀、更加强壮,才能适应这个社会。
最后,掌控自己就要充满希望,一个人在逆境中忍耐着,坚持着,当走过黑暗与苦难的坎坷道路后,或许你会获得更好的收益,更完美的人生。希望就是力量,人的潜能无穷无尽,有了坚定的信心,你就已经成功了一半。
性格影响力
分享人:陈开寿
在生活与工作中,我们会经常与人打交道。为更好地与客户达成共识、产生共鸣,得到他人的认可,在自身性格上有很多方面需要提升,因此我对《性格影响力》一书产生了浓厚兴趣。
通过对这本书的阅读,我感悟很深,本书教读者们先要了解自己的性格,充分认识自己,发挥性格上的优势,不断完善自己的性格,顺着自己的性格找到解决问题的方法。我在日常的工作中会经常与一些不熟悉的客户交谈,在不熟悉的情况下彼此都是有戒备心理的,如果一个人身上没有闪光点,别人就不太愿意跟你过多交流。这个别人在潜意识里感受到的闪光点,就是我们的性格给他人带来的影响。比如我们善于学习思考,或者不惧困难、坚韧执著,或者沉着冷静、临危不乱,都是我们性格闪光点的一种体现,反映出一个人的涵养。具备了某种良好的性格,才会更容易得到别人的尊重与认可,客户也会更主动地与我们交流。
由于每个人成长环境、经历不同,我们每个人的性格和为人处事的方式也不相同,但在尖峰这个大家庭里,我们在外处事的行为举止都代表着尖峰的形象,我们更应该学习培养一种良好的性格,弥补性格上的不足之处,用积极乐观的心态、良好的修养去感染身边的人。
打胜仗
分享人:乐超超
本月我读的书是《打胜仗》,这本书在2021年很火,主要介绍了华为公司的成功之道。众所周知,华为的老总任正非是军人出身,他带领华为团队打胜仗的核心要素就是“成事思维”,也是这本书的重点。因为作者马国文、金一南出身军旅,我也曾经是一名军人,所以看到这本书感到十分亲切,第一时间快速翻看了一遍,又结合书的思维导图再次仔细阅读。
什么是“成事思维”?一是系统、整体地看待问题和事件,形成框架感和节奏感,掌控自己的工作;二是保持开放的学习心态,不抗拒改变,朝着越来越好的方向努力;三是读好书,交好人,将好书读到心里,开阔眼界与思维。
书里“打胜仗的信仰”一节最让我感兴趣,因为这才是打胜仗的根本。企业和军队的共同点是“必须不断打胜仗才能继续活下去”,中国各类型企业平均寿命只有几年,我们尖峰集团能生存发展64年到今天实属不易。今年全国水泥行业受成本压力和“双碳”政策影响,毛利走低,还有宏观经济和国际政治斗争的影响,市场上一路行来如履薄冰。商业竞争“胜/剩者为王”终局是显而易见的,正因如此我们要“活下去”,要“打胜仗”,大鱼吃小鱼。
书中还有很多令人感动的人和事。如果我们企业的每一位员工和基层管理者,都能够营造出像军队里连队一样的氛围,官爱兵,兵爱官,大家一盘棋、一条心、一个音,那我们还有什么困难不能克服、什么任务不能完成呢?
More information
July 1 is the anniversary of the founding of the Communist Party of China. The party committee of the group organized the party members of the group headquarters and the heads of the grassroots party organizations to go to Jinggangshan, the red holy land, to retake the revolutionary road taken by the ancestors and review the history of revolutionary struggle.
2023
07-11
The Party Committee of the Group organized a thematic education seminar to study
On June 27, the Party Committee of the Group Company organized an education seminar on the theme of studying and implementing Xi Jinping's thoughts on socialism with Chinese characteristics in the new era. Jiang Xinwang, a professor and master tutor of Zhejiang Normal University, explained the deployment requirements of economic work and Xi Jinping's economic thoughts in the report of the 20th National Congress of the Communist Party of China with the theme of "accelerating the construction of a new development pattern and promoting high-quality development.
2023
07-11
Jianfeng Pharmaceutical rehired Academician Wang Guangji as Chief Scientist
On April 30, Jiang Xiaomeng, chairman of the group company and chairman of Jianfeng Pharmaceutical Company, on behalf of Jianfeng Pharmaceutical Company, issued a letter of appointment to Professor Wang Guangji, academician of the Chinese Academy of Engineering, and renewed him as the chief scientist of the pharmaceutical company.
2023
05-11
Jinhua Development Conference and Wucheng Development Conference
On April 30 and May 1, the third Jinhua Development Conference and the second Wucheng Development Conference opened successively. Jiang Xiaomeng, secretary of the party committee and chairman of the group company, won two major awards at the "Jinhua Development Outstanding Achievement Award" and "Wucheng Development Merit Award" at the two conferences, and participated in the Jinhua Life and Health Industry Summit roundtable and other activities.
2023
05-11
Daye Peak Cement Company, National "Green Factory"!
The Ministry of Industry and Information Technology recently announced the 2022 national green manufacturing list, Daye Peak Cement Company successfully ranked among the national "green factories. Green manufacturing is also known as environmentally conscious manufacturing, that is, in the manufacturing process, a modern manufacturing model that comprehensively considers environmental impact and resource benefits. Its purpose is to use technical means to optimize manufacturing procedures, minimize the impact on the environment (negative effect), and resource utilization The highest rate, and the coordination and optimization of economic and social benefits of enterprises, so as to achieve the purpose of resource conservation and sustainable development. In recent years, with the rapid development of social economy, the state attaches great importance to the construction of ecological civilization and ecological environment protection, and further promoting the construction of green manufacturing system has become an important means to promote high-quality development and maintain green water and green mountains forever. As an important part of the green manufacturing system, the Ministry of Industry and Information Technology has organized and carried out the creation of national-level green factories since 2017, and has conducted nationwide selection. It is an authoritative recognition for companies that meet the "green development" and aims to improve my country's green Manufacturing system, comprehensive implementation of green manufacturing, and help the industrial sector achieve the goal of carbon peak and carbon neutrality, it is an important way to promote the structural optimization of various industries, to get out of trouble and upgrade, and to improve quality and efficiency. Green factory refers to the realization of land intensive, raw materials harmless, clean production, waste resources, energy low-carbon factories. As the production unit of the manufacturing industry, the factory is the main body of the implementation of green manufacturing, which belongs to the core support unit of the green manufacturing system, focusing on the greening of the production process. Over the years, Daye Jianfeng has been adhering to the concept of green and low-carbon development, making every effort to build a garden-style factory. Through formulating plans and subdividing targets, it has clearly defined the total energy consumption and pollutant emission targets, and through carrying out school-enterprise cooperation to promote industry-university-research, it has actively implemented the strategy of "carbon peak and carbon neutrality", invested a huge amount of funds every year for technological transformation, and successively implemented technological transformation projects such as electric bags and low-nitrogen combustion upgrading, take the lead in the application of emission reduction technologies such as wet desulfurization and precise denitrification in the cement industry in Hubei Province, and continue to promote energy conservation, consumption reduction, and emission reduction. After the technical transformation, the company can save 3000 tons of standard coal every year, reduce the intensity of carbon dioxide emissions by 3.6, improve the level of energy-saving and green environmental protection management, and achieve the goal of creating a green factory. Being rated as a national-level green factory is not only a high affirmation and encouragement of Daye Peak's adherence to green, low-carbon and innovative development, but also an opportunity for Daye Peak to further promote green development. The person in charge of Daye Peak said that in accordance with national requirements, local industrial and information authorities should strengthen the connection between the units listed in the green manufacturing list and relevant industrial policies, give full play to the demonstration role of point to area, lead the green transformation of the manufacturing industry in the region, strengthen tracking guidance and dynamic management, and review the key indicators specified in the dynamic management table, Daye Peak will be in the future work, we will continue to further promote the management of environmental protection, energy conservation and emission reduction, give full play to the leading role of green factories in benchmarking, make low-carbon energy conservation, green environmental protection and reduce energy consumption the main keynote of enterprise development, and make continuous efforts to promote the high-quality development of enterprises and local economy. (Junin)
2023
04-03
"Cement Economy 50 People Forum" Jiang Xiaomeng Talk about the Future Development of Cement Industry
On March 14, the "Cement Economy 50 Forum" hosted by China Cement Network was held in Hangzhou, inviting 50 influential economic figures in the cement industry to discuss the future development of China's cement industry. Jiang Xiaomeng, chairman of the group company, was invited to attend the forum to discuss the development of the cement industry with his peers. The theme of this forum is "strengthening confidence, seeking breakthrough, and promoting development". It aims to point out the disadvantages of "mud", actively provide suggestions for the competent departments, enterprise transformation and upgrading, strategic and tactical decision-making in the difficult period of the cement industry, and provide new think tank opinions and methods to help form a new cement economic ecology. In the context of the sharp decline in demand, the cement industry is trapped inside and outside, how to revive the glory? How do cement companies survive and develop next? Around these two topics, the guests at the meeting had a heated discussion. Jiang Xiaomeng pointed out in his speech at the forum that the development of any enterprise is inseparable from the healthy development of the industry. Only when the industry is good can the enterprise be good, and the interests of the industry are greater than the interests of the enterprise. In addition, the competition of similar enterprises should seek a breakthrough from the differentiation, and it is unreasonable to blindly pursue low prices. Industry synergy, industry synergy, supply, demand, price, to find a common price line, on the basis of competition and cooperation, from the management services, cost control and other aspects to highlight the advantages of enterprises. The participants reached consensus on many issues after heated discussions. It is generally believed that 2022 is the most complex year in the cement industry in the past decade, affected by the multi-point spread of the epidemic, real estate downturn and other factors, the cement market demand is sluggish, the contradiction between supply and demand is prominent, prices are falling rapidly, business difficulties, the pace of steady growth of the industry is blocked. Entering 2023, under the macroeconomic situation of stabilizing the economy and promoting development, as well as various regions stepping up efforts to promote the construction of major projects, cement demand is expected to increase in 2023 compared with 2022, and the situation in the second half of the year will be better than that in the first half. However, under the expectation of restorative growth in demand, the cement industry is still facing uncertainties such as continued bottoming of real estate, high energy costs, and overcapacity. In this regard, we should resolutely maintain the normal order of the industry, make concerted efforts to help the industry get out of the predicament, and firmly implement staggered peak production. Through mergers and acquisitions, carbon quotas, energy efficiency indicators, environmental protection indicators, coal indicators, market competition and other means to further resolve the contradiction of overcapacity, optimize the industrial layout, and adhere to innovation-driven in digital, intelligent and green development, so as to promote and finally realize the high-quality development of the cement industry. (this newspaper reporter)
2023
03-21