[原创]某空调临促培训手册 2
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="mso-spacerun: yes;"><font face=""> </font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">企业产品理念：同等质量价格更平</span><font face=""></font><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">同等价格质量更优</span><span lang="EN-US"><font face="">
</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face=""><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">企业人本理念：一勤天下无难事，做的要比说的好</span><span lang="EN-US"><font face="">
</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 84pt; mso-char-indent-count: 8.0;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">一握志高手，永远是朋友</span><span lang="EN-US"><font face="">
</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face=""><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">企业经营理念：以质量求生存</span><font face="">
</font><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">以科技求效益</span><font face="">
</font><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">以品牌促发展</span><span lang="EN-US"><font face="">
</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face=""><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">企业才观：别人能做到的事，你不能做到，说明你无能；别人能做到的事，你也能做到，</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">只能算是平庸；没有条件创造条件，做别人不能做的事，并且做得优秀，才算</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">优秀。</span><span lang="EN-US"><font face="">
</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 10.5pt; mso-char-indent-count: 1.0;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">志高精神：勤奋、勇敢、高效、务实、诚信</span><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">三，志高空调基础知识</span></b><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 14pt;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21.75pt;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><font face="">3.1</font></span></b><b style="mso-bidi-font-weight: normal;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">一点说明：</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调按其用户不同可分为家用空调和</span><font face="">
</font><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">商用空调。临促在志高空调武汉各大卖场主要负责家用空调的销售工作，因此我们主要讲解的是家用空调的基础知识。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21.75pt;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><p><font face=""> </font></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21.75pt;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><font face="">3.2</font></span></b><b style="mso-bidi-font-weight: normal;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调的常用分类：</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">顾客在购买空调时，常常是按照挂机和柜机（落地式）来对空调进行分类的。挂机多用于房间面积较小的卧室，柜机则多用于面积较大的房间如客厅。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21.75pt;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><p><font face=""> </font></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 21.75pt;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><font face="">3.2</font></span></b><b style="mso-bidi-font-weight: normal;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调的常用单位：</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">在顾客购买过程我们“匹”做为衡量</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调制冷制热效果的单位。如‘挂</span><span lang="EN-US"><font face="">1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">匹’（就是挂机</span><span lang="EN-US"><font face="">1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">匹，正常情况下最大制冷面积为</span><chmetcnv wst="on" tcsc="0" numbertype="1" negative="False" hasspace="False" sourcevalue="12" unitname="平方米"><span lang="EN-US"><font face="">12</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">平方米</span></chmetcnv><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">，其他匹数制冷面积祥见空调说明书）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 20.65pt; mso-char-indent-count: 1.96;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><font face="">3 .3</font></span></b><b style="mso-bidi-font-weight: normal;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调型号说明：</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">例，</span><span lang="EN-US"><font face="">KF—23GW/F</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">（</span><span lang="EN-US"><font face="">F<chmetcnv wst="on" tcsc="0" numbertype="1" negative="False" hasspace="False" sourcevalue="59" unitname="a">59A</chmetcnv></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">）</span><span lang="EN-US"><font face=""><span style="mso-spacerun: yes;"> </span>KFR—51LW/A</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">（</span><span lang="EN-US"><font face="">A<chmetcnv wst="on" tcsc="0" numbertype="1" negative="False" hasspace="False" sourcevalue="2" unitname="a">02A</chmetcnv></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">上述两个型号中：</span><span lang="EN-US"><font face="">KF</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示单制式（仅制冷），</span><span lang="EN-US"><font face="">KFR</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示双制式（即制冷又制热）；</span><span lang="EN-US"><font face="">23</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示</span><span lang="EN-US"><font face="">1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">匹，</span><span lang="EN-US"><font face="">51</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示</span><span lang="EN-US"><font face="">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">匹；</span><span lang="EN-US"><font face="">GW</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示挂机，</span><span lang="EN-US"><font face="">LW</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">表示柜机（落地式机）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 5.25pt; TEXT-INDENT: 15.8pt; mso-char-indent-count: 1.5; mso-para-margin-left: .5gd;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><p><font face=""> </font></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 5.25pt; TEXT-INDENT: 15.8pt; mso-char-indent-count: 1.5; mso-para-margin-left: .5gd;"><b style="mso-bidi-font-weight: normal;"><span lang="EN-US"><font face="">3.4</font></span></b><b style="mso-bidi-font-weight: normal;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">空调效果影响因素：</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">内因为空调自身质量（压缩机是空调的心脏，至关重要）；外因为空调的安装（空调被称为半成品；三分空调，七分安装）；空调所处的环境（房间空高，</span><chmetcnv wst="on" tcsc="0" numbertype="1" negative="False" hasspace="False" sourcevalue="2.8" unitname="米"><span lang="EN-US"><font face="">2.8</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">米</span></chmetcnv><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">正常；太阳西晒；是否顶楼等）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">四，志高空调武汉家电卖场</span></b><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 14pt;"><p></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 31.5pt; mso-char-indent-count: 3.0;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">国美</span><span lang="EN-US"><font face="">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">武汉</span><span lang="EN-US"><font face="">),</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">苏宁</span><span lang="EN-US"><font face="">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">武汉</span><span lang="EN-US"><font face="">)</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">和湖北工贸这三家家电连锁专卖企业是志高空调在武汉市场上的三大销售伙伴</span><span lang="EN-US"><font face="">,</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">其中，国美和苏宁是全国性的家电连锁专卖企业</span><span lang="EN-US"><font face="">,</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">湖北工贸则是湖北省内的家电连锁专卖企业</span><span lang="EN-US"><font face="">.</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">志高空调临促员均是在这三家企业的家电连锁专卖店负责辅助正购的销售工作。</span><span lang="EN-US"><font face="">.</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face=""></font></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 31.5pt; mso-char-indent-count: 3.0;"><span lang="EN-US"><p><font face=""> </font></p></span></p>
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