如何成为营销高手
<p class="MsoNormal" style="LAYOUT-GRID-MODE: char;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; BACKGROUND: #d9d9d9; FONT-FAMILY: 楷体_GB2312; mso-shading: white; mso-pattern: gray-15 auto; mso-hansi-font-family: 宋体;">一、个人如何成功<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（一）设置与企业愿景、目标<span style="font-emphasize: dot;"><font size="2">相一致</font></span>的个人成长<span style="font-emphasize: dot;"><font size="2">大目标</font></span>。<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（二）改变原有的信念价值观。<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">1、改变自己<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）世界上唯一不变的就是变化，要善于改变自己。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）改变自己，首先要改变观念。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）不改变自己，重复旧的事情，只能得到旧的结果。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）要改变自己，首先要学会接纳。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）要改变自己，还要学会灵活。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">6）只有改变自己，才能改变他人。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">2、敢于冒险<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）世界上最大的冒险就是不去冒险。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 23.6pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; LETTER-SPACING: -0.1pt; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）冒险有可能成功，有可能失败，而不去冒险永远不可能成功。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 23.6pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; LETTER-SPACING: -0.1pt; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）生活中无时无刻不在冒险，吃饭是维持生命的行为，但却是一项非常大的冒险行为，所以古时皇帝吃饭，每一道菜须由太监先尝。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）在工作中，有些时候，冒险只是一种观念，事实上根本不存在冒险。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）学会冒险，在冒险前先分析冒险不成功的后果有多大，然后坦然去面对。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">6）给予是最不冒险的行为。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">3、树立自信心<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）自信是成功的必要条件。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）每个人都已经具备成功的资源。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）每个人的潜能是极大的。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）成功者因为相信就看到，不成功者因为看到才相信。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）你相信自己拥有什么能力，你就能拥有什么能力。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">4、用积极的心态去面对一切<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）积极的心态是100分，消极的心态是零分。成功等于心态乘以行动。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）人不在于懂，而在于做，在于行动。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）积极心态的作用大于技能、知识。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">5、像成功者一样思考、做事<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）成功只同成功在一起<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）要想大成功，必须在某个方面先实现小成功。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）找到成功的表现形式。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">6、接受是最大的智慧<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）接受是最大的智慧，认同是接受的最高境界。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）成长首先是内心的丰富和扩大，其次是才能的提高。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）每个人身上都有自己可以学习的地方，学会从每个人身上获取能量。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）学会认同的四个方法。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">7、契而不舍地专注于一项工作<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）机遇常蕴藏在困难之中，解决困难的过程就是成功的过程。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）专注于一项工作，并实现突破，是一个人快速成长、实现目标的必由之路。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; BACKGROUND: #d9d9d9; FONT-FAMILY: 楷体_GB2312; mso-shading: white; mso-pattern: gray-15 auto; mso-hansi-font-family: 宋体;">二、营销大智慧<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">1、把客户的需求放在自己的需求前考虑。为客户创造利益、创造愉快、形成喜爱。<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）利益、愉快、喜爱是客户购买产品的三个重要方面。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">体验我们购买衣服、上餐馆的过程，哪些是利益因素、哪些是愉快因素、哪些是喜爱因素？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">我们的产品或服务中如何体现这三个因素？教师讲课中如何体现这三个因素？培训过程中如何体现这三个因素？上门服务过程中如何体现这三个因素？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）菲利普 </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 楷体_GB2312;">•</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;"> 科特勒教授把人们的消费行为分为三个阶段：量的满足、质的满足和感性满足。在感情满足阶段，消费者最看重的不是产品数量和质量，而是它们与自己的密切程度，他们购买产品是为了一种感情上的渴望，或是追求商品与理想的自我概念的吻合。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）在销售过程中包含三个交换层面：<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">①信息交流，分享信息和理智的观点；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">②利益交换，公司提供产品和服务而客户付费；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">③情感交流，公司和客户在情感上相互联系。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）把握关键时刻。客户购买过程中有许多关键时刻。如：①初次接触产生感知的关键时刻；②进行价值评判的关键时刻；③买或不买的关键时刻；④反馈的关键时刻；⑤不良信息的关键时刻。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;"><span lang="EN-US"><font size="2"></font></span></span></p> <p class="MsoNormal" style="LAYOUT-GRID-MODE: char;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; BACKGROUND: #d9d9d9; FONT-FAMILY: 楷体_GB2312; mso-shading: white; mso-pattern: gray-15 auto; mso-hansi-font-family: 宋体;">一、个人如何成功<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（一）设置与企业愿景、目标<span style="font-emphasize: dot;"><font size="2">相一致</font></span>的个人成长<span style="font-emphasize: dot;"><font size="2">大目标</font></span>。<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（二）改变原有的信念价值观。<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">1、改变自己<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）世界上唯一不变的就是变化，要善于改变自己。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）改变自己，首先要改变观念。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）不改变自己，重复旧的事情，只能得到旧的结果。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）要改变自己，首先要学会接纳。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）要改变自己，还要学会灵活。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">6）只有改变自己，才能改变他人。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">2、敢于冒险<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）世界上最大的冒险就是不去冒险。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 23.6pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; LETTER-SPACING: -0.1pt; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）冒险有可能成功，有可能失败，而不去冒险永远不可能成功。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 23.6pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; LETTER-SPACING: -0.1pt; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）生活中无时无刻不在冒险，吃饭是维持生命的行为，但却是一项非常大的冒险行为，所以古时皇帝吃饭，每一道菜须由太监先尝。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）在工作中，有些时候，冒险只是一种观念，事实上根本不存在冒险。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）学会冒险，在冒险前先分析冒险不成功的后果有多大，然后坦然去面对。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">6）给予是最不冒险的行为。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">3、树立自信心<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）自信是成功的必要条件。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）每个人都已经具备成功的资源。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）每个人的潜能是极大的。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）成功者因为相信就看到，不成功者因为看到才相信。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">5）你相信自己拥有什么能力，你就能拥有什么能力。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">4、用积极的心态去面对一切<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）积极的心态是100分，消极的心态是零分。成功等于心态乘以行动。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）人不在于懂，而在于做，在于行动。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）积极心态的作用大于技能、知识。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">5、像成功者一样思考、做事<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）成功只同成功在一起<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）要想大成功，必须在某个方面先实现小成功。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）找到成功的表现形式。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">6、接受是最大的智慧<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）接受是最大的智慧，认同是接受的最高境界。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）成长首先是内心的丰富和扩大，其次是才能的提高。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）每个人身上都有自己可以学习的地方，学会从每个人身上获取能量。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）学会认同的四个方法。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">7、契而不舍地专注于一项工作<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）机遇常蕴藏在困难之中，解决困难的过程就是成功的过程。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）专注于一项工作，并实现突破，是一个人快速成长、实现目标的必由之路。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char;"><strong style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; BACKGROUND: #d9d9d9; FONT-FAMILY: 楷体_GB2312; mso-shading: white; mso-pattern: gray-15 auto; mso-hansi-font-family: 宋体;">二、营销大智慧<span lang="EN-US"><p></p></span></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24.1pt; mso-char-indent-count: 2.0;"><strong style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">1、把客户的需求放在自己的需求前考虑。为客户创造利益、创造愉快、形成喜爱。<p></p></span></strong></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">1）利益、愉快、喜爱是客户购买产品的三个重要方面。<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">体验我们购买衣服、上餐馆的过程，哪些是利益因素、哪些是愉快因素、哪些是喜爱因素？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">我们的产品或服务中如何体现这三个因素？教师讲课中如何体现这三个因素？培训过程中如何体现这三个因素？上门服务过程中如何体现这三个因素？<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">2）菲利普 </font></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-ascii-font-family: 楷体_GB2312;">•</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;"> 科特勒教授把人们的消费行为分为三个阶段：量的满足、质的满足和感性满足。在感情满足阶段，消费者最看重的不是产品数量和质量，而是它们与自己的密切程度，他们购买产品是为了一种感情上的渴望，或是追求商品与理想的自我概念的吻合。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">3）在销售过程中包含三个交换层面：<p></p></font></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">①信息交流，分享信息和理智的观点；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">②利益交换，公司提供产品和服务而客户付费；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">③情感交流，公司和客户在情感上相互联系。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="LAYOUT-GRID-MODE: char; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 楷体_GB2312; mso-hansi-font-family: 宋体;">（<span lang="EN-US"><font size="2">4）把握关键时刻。客户购买过程中有许多关键时刻。如：①初次接触产生感知的关键时刻；②进行价值评判的关键时刻；③买或不买的关键时刻；④反馈的关键时刻；⑤不良信息的关键时刻。<p></p></font></span></span></p> 很好
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