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
The company's "three" cultivation through the stage of acceptance
Since November 2015 was included in the second batch of "three" cultivation pilot enterprises in Zhejiang Province, the company has carried out a series of related work in depth. On October 19, the implementation of the company's "three" cultivation project from January 2016 to September 2017 passed the phased acceptance organized by Jinhua Economic and Information Commission and Jinhua Finance Bureau. According to the requirements of the "three" cultivation pilot enterprise responsibility letter signed with Zhejiang Province, Jinhua City and Wucheng District, as of the end of September 2017, the company has invested 16.0772 million yuan in related projects, and has achieved remarkable results in improving management, improving automation and informatization level. For example, after the digital system of quality and cost control in the plant extraction workshop of Jianfeng Health Technology Company is put into use, the whole production process can be controlled and traceable, the product quality is more stable, the production safety is effectively guaranteed, the "three wastes" emission is greatly reduced, and the product cost is reduced by 20%. The electronic label system of the pharmaceutical company automatically addresses and accurately locates the drugs in and out of the warehouse, which reduces the error rate of the out and into the warehouse, and the location management can automatically display the information such as the location and quantity of the drugs, which improves the work efficiency of the warehouse logistics and effectively reduces the management cost. The pharmaceutical company's sales management information system integrates sales management, warehouse management, customer management, statistical analysis and other modules, realizes drug sales management and control functions according to the requirements of GMP and GSP specifications, and analyzes drug regions and sales volume through big data, which will judge drug consumption trends faster and more accurately and improve the accuracy of the company's drug sales decisions. Health
2020
07-31
The company's "three" cultivation through the stage of acceptance
Since November 2015 was included in the second batch of "three" cultivation pilot enterprises in Zhejiang Province, the company has carried out a series of related work in depth. On October 19, the implementation of the company's "three" cultivation project from January 2016 to September 2017 passed the phased acceptance organized by Jinhua Economic and Information Commission and Jinhua Finance Bureau. According to the requirements of the "three" cultivation pilot enterprise responsibility letter signed with Zhejiang Province, Jinhua City and Wucheng District, as of the end of September 2017, the company has invested 16.0772 million yuan in related projects, and has achieved remarkable results in improving management, improving automation and informatization level. For example, after the digital system of quality and cost control in the plant extraction workshop of Jianfeng Health Technology Company is put into use, the whole production process can be controlled and traceable, the product quality is more stable, the production safety is effectively guaranteed, the "three wastes" emission is greatly reduced, and the product cost is reduced by 20%. The electronic label system of the pharmaceutical company automatically addresses and accurately locates the drugs in and out of the warehouse, which reduces the error rate of the out and into the warehouse, and the location management can automatically display the information such as the location and quantity of the drugs, which improves the work efficiency of the warehouse logistics and effectively reduces the management cost. The pharmaceutical company's sales management information system integrates sales management, warehouse management, customer management, statistical analysis and other modules, realizes drug sales management and control functions according to the requirements of GMP and GSP specifications, and analyzes drug regions and sales volume through big data, which will judge drug consumption trends faster and more accurately and improve the accuracy of the company's drug sales decisions. Health
2020
07-30
Yunnan Jianfeng supplies cement directly to Wa State of Myanmar
Yunnan Jianfeng Cement Company not only consolidates the original domestic market, but also gives full play to the location advantages of the three counties (Lancang, Menglian and Ximeng) close to the border to continuously expand the foreign market. Recently, the marketing department took the initiative to step out of the country from the Mangxin port in Menglian County and successfully sold "Jianfeng" brand cement to the newly planned Jinhua Xiaozunhe Island Development Zone in the Wa State of Myanmar. With the rapid development of China's economy in recent years, Myanmar has also increased the development of the China-Myanmar border area year by year. In order to attract more Chinese tourists to spend in transit, the Wa State Government of Myanmar has planned the Jinhua Xiaozunhe Island Development Zone near China's Menglian Mangxin Port. After the development zone is completed, it will mainly focus on gambling, business hotels, and border trade. There is an estimated demand for about 80000 tons of cement. When Yunnan Jianfeng marketing personnel learned of the news, they went deep into the development zone many times to understand the situation and had extensive contact with customers. With the good reputation of Jianfeng Cement in southwest Yunnan in recent years, they successfully signed a supply contract with a commercial mixing station in the development zone. At present, Yunnan Jianfeng has directly supplied 1200 tons of cement through Mangxin Port, and is expected to win 80% of the cement supply business of the development project. The initiative of "Belt and Road Initiative" to open up the international channels of South Asia and Southeast Asia has brought new development opportunities to many enterprises. This time, Yunnan Jianfeng Marketing Department went abroad to seize the opportunity, breaking the previous practice that the company mainly relied on agents for cement export, and achieved a new breakthrough in directly connecting users, which not only increased revenue, but also further expanded the radiation scope of its own marketing network, so as to further expand the scope of going abroad in the future.
2020
07-31
The company's "three" cultivation through the stage of acceptance
Since November 2015 was included in the second batch of "three" cultivation pilot enterprises in Zhejiang Province, the company has carried out a series of related work in depth. On October 19, the implementation of the company's "three" cultivation project from January 2016 to September 2017 passed the phased acceptance organized by Jinhua Economic and Information Commission and Jinhua Finance Bureau. According to the requirements of the "three" cultivation pilot enterprise responsibility letter signed with Zhejiang Province, Jinhua City and Wucheng District, as of the end of September 2017, the company has invested 16.0772 million yuan in related projects, and has achieved remarkable results in improving management, improving automation and informatization level. For example, after the digital system of quality and cost control in the plant extraction workshop of Jianfeng Health Technology Company is put into use, the whole production process can be controlled and traceable, the product quality is more stable, the production safety is effectively guaranteed, the "three wastes" emission is greatly reduced, and the product cost is reduced by 20%. The electronic label system of the pharmaceutical company automatically addresses and accurately locates the drugs in and out of the warehouse, which reduces the error rate of the out and into the warehouse, and the location management can automatically display the information such as the location and quantity of the drugs, which improves the work efficiency of the warehouse logistics and effectively reduces the management cost. The pharmaceutical company's sales management information system integrates sales management, warehouse management, customer management, statistical analysis and other modules, realizes drug sales management and control functions according to the requirements of GMP and GSP specifications, and analyzes drug regions and sales volume through big data, which will judge drug consumption trends faster and more accurately and improve the accuracy of the company's drug sales decisions. Health
2020
07-31
"We were also praised by the traffic police." On September 26, when talking about the civilized travel volunteer activities a few days ago, Li Xuegen of the big pharmacy smiled and was very happy that his work was recognized. Starting from May this year, during the rush hour on the 5th and 20th of each month (weekends and holidays are postponed), there will be a group of volunteers wearing red vests and hats, holding signs with the words "courtesy of zebra crossing, civilized crossing of the road" to divert traffic at many intersections in the city. This is a civilized travel volunteer service activity carried out by Jinhua City to further promote civilized travel and persuade uncivilized behavior. As a civilized unit at the municipal level in Jinhua, Jianfeng Group's duty junction is at the intersection of Bayi North Street and Zhongshan West Road. Before the activity was carried out, as the organizer of the group company, the group office had deep concerns. The activity took a long time and required a lot of manpower. As an enterprise, under the condition of ensuring normal production, it was completed by employees in their spare time. Can it be continued? To this end, Xiang Chongping, the leader in charge of the group company, specially organized a meeting of the directors of the subordinate enterprise offices to mobilize and deploy the matter. The group office also specially established the QQ group of "Peak Civilized Travel Volunteer Service" to release the contents and arrangements of the activities, update the duty situation, and praise the small partners on duty. At the beginning of the activity, colleagues in the headquarters building took the lead in taking up their posts. The first class was Li Hong, Li Xia, Yang Liu and Lei Yuan of the finance department of the group company. Employees of the group office, the peak health experience hall, Qiubin Factory and the international trading company also took up their posts one after another. Other enterprises also took part in an orderly manner according to the duty schedule.
2020
07-31
Daye peak again won the national inspection big contrast "all-excellent award"
A few days ago, daye peak cement co., ltd won the "all-excellent award" in the 16th national cement quality index inspection comparison of "hongchao science and technology cup" organized by the national cement quality supervision and inspection center in 2017 ". The national cement quality index inspection is held every two years. It is the highest level competition in the cement industry. It aims to understand the current quality inspection level of China's cement industry through large-scale comparison, promote various cement inspection departments to improve the inspection quality, and provide accurate data for cement production and use. The results truly reflect the overall inspection level of national cement production enterprises and provincial building materials (cement) inspection stations, it represents the highest level of inspection technology in the cement industry. Over the years, Daye Peak has firmly established the concept of "quality is the life of an enterprise", always puts product quality control in the first place, and conducts daily inspections in strict accordance with the testing items and frequency specified by national standards. actively carry out inspection comparison with provincial and municipal cement quality inspection centers, improve the professional level of inspectors through skill training, and spot check the internal passwords of inspectors every month to strictly ensure the accuracy and reliability of data, to ensure that the quality of the factory cement to meet the market and customer demand, and further enhance the core competitiveness of enterprises. Since it was officially put into production in 2008, Daye Peak has participated in the national cement quality index inspection five times, and has achieved good results. Among them, it won the "All-Excellent Award" in 2009 and the "All-Qualified" in 2011, 2013 and 2015. Unit Award ". (Yang Huiping)
2020
07-31