第一篇:king-北京西集美经验总结
北京西集美经验总结
一、接单要点
1、顾客的信心源于你的自信:用您的自信去感染他的深度
A、讲解的过程要对品牌和所讲的内容非常的自信、流畅。以自信的气势感染顾客,带动顾客对我们所讲的内容和产品非常关注和信任。
卖套餐是积德,低价卖厨柜是在行善。卖套餐的过程是为顾客创造价值的过程。是积德行善的过程。大信导购的销售行为是崇高和高尚的!是君子之为。卖套餐越多,顾客的实惠就越多,老顾客就越多。子曰:积善之家必有余庆。B、1】自信源于对产品知识的倒背如流。即使是“谎话”,倒背如流顾客也深信不疑。
2】自信源于对市场的充分调查,准确掌握市场同款、同类型产品的销售价格,可以让我们的报价底气非常足,非常自信,该挣的钱一定要挣够,不后悔。
3】自信源于对品牌的真正热爱和真实了解,对产品的充分了解和挖掘,感染顾客,让顾客确实相信我们的产品是最好的。
让员工相信并自信的方法:来自亲身体验——每一个人包括经理都亲自上门、上抽屉来感受质量,电器也亲身体验对比,相信自己的东西确实好,每个员工都不能漏掉。
说辞注意先后顺序:老板电器跟我们是一样的,让顾客分清以‘我’为主;现在买东西要比真正的性价比,您比比我们的产品的配置,您再看看600多一米的柜子都是什么样的配置。
4】自信源于所有样品极端没有毛病,因为因样品有毛病走掉的顾客,太冤枉。
C、最好的办法:让顾客充分了解四个绝招,演示到位是最好的方法,并且反复的讲,确定顾客真正知道我们四个绝招的好处,从而知道挑选橱柜的方法;而且无论顾客怎么提问,都要绕到四个绝招。
D、讲解最好的方式:以聊天的方式,与顾客迅速拉近距离,产生亲切感。E、要领:跟顾客互动:用不断提问的方式与顾客互动,眼睛要盯着顾客,观察顾客的反应,注意用眼神引导顾客,目的是让顾客跟着我们的讲解去理解我们要讲解的内容。逼顾客跟自己互动,这样可以迅速了解顾客是否清楚您想让他们了解的内容,从而确定我们是否要在给他再讲一边
2、接单的机会
A、绝不放过每一个进店的顾客,千万不要以“专业”的眼光去判断任何一个顾客是否是有意向购买我们的产品,培养眼前的客户,就是给接单做准备。
B、要求以真诚的微笑去面对每一个顾客,以积极、热情的态度去感染每一个顾客。不管有钱没钱,来者是客,要热情对待。
C、周一至周五逛商场的顾客,是真正订单的顾客,千万不要放过热情接待、仔细讲解的机会。
D、我们的店员都要有如狼似虎的精神,看见顾客就像饿狼看见小羊一样,要有必须拿下的决心和行动。
3、怎样踢好临门一脚
1)学会给顾客示弱:给顾客拉关系。在沟通比较充分的基础上,在月底或“任务”要求快到的时候,常用的一句话“大姐,你千万帮我一个忙吧,我这个月还有两个任务没有完成的,您先帮我定以个单,不满意过这两天您随时都可以退,不然,我就要被扣钱了。”
2)替顾客做决定:在我们讲解很到位,顾客犹豫不决的时候,我们一定不能放弃,要勇敢的替顾客拿主意。“听我的,您就定了吧,绝对不让您后悔”;把顾客不好说的话,不愿意说的话,说出来“不要再犹豫了,您别再受累了,千万别跑那么多冤枉路”以拉家常的方式替顾客受累“装房子最累了,在我们店里,不会让您多花一分钱,做完柜子也保证让您不后悔。您现在定一样操心的事情就少一样,等开始装修的时候,您可要天天盯着看,还要随时准备买缺的东西,太累也太操心,您在这里一次都买齐了,您也放心了”给顾客新鲜感“您老是用帅康的,现在产品都升级了,也该换换了”
3)给顾客约定:约顾客,您下星期一定带人过来看啊,我在这里等您啊,给顾客一个约定,让顾客感觉自己有责任,用我们的热情感动顾客,应约再来。4)死缠烂打:当确定顾客喜欢我们的产品,要有死缠烂打的精神,如果放跑顾客,回来的几率最多有50%,打死都不能让顾客走,问顾客还有什么不满意的,是不是我哪一点没讲清楚,把四个绝招重复的讲,讲自己熟悉的东西,非重点或自己不熟悉的地方不问不讲,多给顾客重复挑选好产品的要领,买橱柜就是板材、五金、环保--------
4、站在顾客的角度想问题:真正站在顾客的角度考虑讲解,才能打动顾客。站在帮助顾客省钱的角度去帮顾客挑东西,真正给顾客省钱。要点,给顾客算账,拿计算器算钱,把省钱的部分充分给顾客算出来,以显示的结果来刺激顾客,把省的钱清清楚楚的算出来。同时清楚的告诉顾客,那个地方减钱(消毒柜部分的门板),那个地方价钱(装饰板,气撑),让顾客明明白白消费
5、始终如一的服务态度:不要吝惜一个纸杯。“一个顾客可能要用我们六个杯子”,不要吝惜,六个纸杯可能换来另一个顾客,有很多顾客会为了我们的咖啡而多次光临拉家常,甚至要给我们带客户。尊重顾客,问顾客“您是喝咖啡还是茶”,让顾客选择,当顾客犹豫的时候,替顾客做决定“那就喝咖啡吧”,因为咖啡往往给顾客赚便宜的感觉,当然也有一部分顾客为面子不好意思说喝咖啡。咖啡有赚钱的感觉。一般中午11点以后,建议顾客喝咖啡,原因是又渴又饿。
二、快速上手
1、注意观察顾客,俗称相面,观察顾客的表情,琢磨顾客的心里
2、讲解四个绝招有主有次,有先有后 上门(六句话上门),敲门板(猛料),能迅速震慑住顾客,吸引顾客注意;再讲标、环保(定柜子就看标),有着重,门板、侧板、后背板(缓解,注重细节,品质保障),下结论,我们全部是一个厂家的产品,没有外包,外加工的,以整体老保障产品。再站抽屉,再次感受质量,更加信任,再量吊柜,体现细节,感受人性化。
3、算账要明白,有加有减,有层次
4、不要以为自己讲明白了,要多跟顾客互动,把重点的4个绝招重复的讲给顾客,加深记忆。
5、经理与店员的配合
A、店长每天填MS表,做该做的事情,经理要充分的放手,千万不要把员工培养成全部依赖经理去决定销售的习惯。
B、经理也要站在员工的角度,体会员工工作的目的,充分的调动员工的积极性,让员工知道进销差价,让员工挣到该挣的钱,该挣的钱挣够,才会提高盈利的水平。
C、针对每一个单子做利润分析,才会去争取下一个单子的最大利润 D、让员工真正知道进销差价,是销售还是管理?
知道进销差价,能加快员工销售的速度,哪款配哪款,选择缩小范围,替顾客做决定,是让自己挣更多的钱。我们的底线,让员工真正知道进销差价,是个硬性指标。在公开进销差价的前三个月,让员工自己给自己算工资。E、注意力等于结果。思想过关了,老板就挣钱了。成功源于分配 F、学会真正关心店员“年龄大了,别累着,少定一个单子没关系”,关心店员的家庭关系,只有家庭和睦,心情顺畅,才能以最好的精神状态投入工作。管理员工篇
6、快乐工作
不能给员工施加压力,充分表扬员工的优点,用员工的长处,让员工快乐的工作。对员工,只提优点,不提缺点,真正替员工考虑。让员工舒服,如果员工对老板不满,积累到一定程度,一定会爆发。让员工真正为自己挣钱,让员工疯起来。
7、快速接单流程
顾客问什么问题,都回到—我们这款正在搞活动(拉倒我们能上门的抗菌、吸塑柜,用勺子,样块敲门板,提醒顾客注意),特划算——你看、你看(顺手打开吊柜两善门)——柜子不刺鼻、不辣眼,环保,板好、胶好——闻样块(两块样块放在台面上)——看板材,量尺寸,18厚,两边密实中间松,握钉好——看质量——先上抽屉——后上门——再讲铰链,任意定位(三次定门,最后小拇指拉柜门)——报价,不管顾客要不要,这时都要坚决报价。我们现在还有个套餐更划算,不讲细节,来,坐下来给您算算。(按四米地柜,两米吊柜计算),再算一款套餐的价格,电器任加一款。再减两者的差价。注意,为了让顾客买套餐,我们的报价,地柜套餐差200,吊柜差100,总款差1000元,等于烟机1999元套餐只花999元购买,让顾客心动。如果顾客对烟机感兴趣,就接着讲烟机等产品知识。注意:如果顾客觉得满意,在不超过顾客的心里预期上再想办法加另外电器,多卖一件电器。如果顾客还未下决定,在询问顾客刚才讲的有什么不清楚的,强调购买的标准,把四个绝招有重点的再讲一遍。细节知识看顾客反应,以快速接单为目的。
——西集美全体导购
2011年4月
第二篇:The Lion King影评
The Lion King影评
The Lion King is a glorious animation that praises justice and love, castigates evil and conspiracy, shows respect to the principle of the circle of life, and discloses a philosophy of the whole life.After viewing the film, I would like to share my impressions of this moving animation from the notes taken in the class here.Blood is thicker than water
This proverb is embodied thoroughly in this movie.Simba grows up with the company of his parents' love.His mother Sarabi is gentle and elegant.Although she is not mentioned frequently in the movie, but the audience can infer that Simba' s good manner is owe to her utmost care.While Simba' s father Mufasa is serious and mighty.He teaches his son skills to survive – such as pouncing – and principle which would be useful to Simba in his whole life, such as“ There' s more to being a king than getting your way all the time.” “ As a king, you need to understand that balance of life and respect all the creatures.” “ Being brave doesn’t mean looking for trouble” and so on.Once realizing Simba is in danger, Mufasa will run to rescue his son immediately.I Believe that most of whom have seen the movie will be moved by this scene: Mufasa runs to the gorge and saves Simba from being trampled to death by the
stampeding wildebeests, he leaps and dodges, comes close to Simba, holds him in mouth and puts his son in a safer place.But when he claws himself up the steep cliff side and tries to get on, he is pushed back down into the gorge by Scar and died.What makes Mufasa ignore the danger coming to him and run to rescue his son? What makes the audience so moved and can' t help tearing? Yes, it is the love of Mufasa, the truly and deeply love which is willing to be given but for no feedback from a great father.A friend in need is a friend indeed
Simba is in a loss after his father' s death.He runs away from the pride lands and faints from exhaustion on an open plain.Fortunately, Pumbaa and Timon save him just in time.They carry Simba to a shady place and wait until the lion cub comes to, and then they keep Simba in their place and share their problem-free philosophy with him, just as Timon tells Simba“ You should put your past behind you”.So the phrase” Hakuna Matata“ helps Simba to release from depression and self-condemning, and their friendship makes Simba live happily there.Then Simba' s another friend-
Rafiki appears, he is glad to see Simba is still alive, but at the same time, he also hopes Simba to exert himself and take the
responsibility to be the king again.So one day, Rafiki finds Simba and leads Simba deep into the forest.He helps Simba to” see“ his
father.The lion cub is inspired by the late king, and clears the puzzle in his heart.Rafiki also conducts Simba to find a way to
future and to take his responsibility that owes to him.” The past can hurt, but the way I see it you can either run from it or learn from it.“ Simba chooses the latter and goes back to his kingdom to challenge Scar.Surely his loyal friends-Timon, Pumbaa and
Rafiki-all gather to help him, just as Timon says: ” If it' s important to you, we' re with you till the end." They fight bravely, and defeat the evil Scar, clear the path for Simba to be crowned king of Pride Rock at last.Conclusion can be drawn that it is the firm friendship that supports Simba, makes him feel that he is not alone, gives him strength and helps him to triumph.The spirit of looking back bravely and forward hopefully
Before the truth uncovered, Simba thinks he himself leads to his father’s death.He runs out of pride land, and runs from the past as well.The voice of himself “What would it prove anyway? It won’t change anything.You can’t change the past” dwelt on in his mind.But under the help of Rafiki, Simba finally knows that he doesn’t have to change the past.Since it had already happened, it’s no use to regrets doing it, the wise way is just let it be, but not forgetting the experience gained from it.So his Father’s words “You are more than what you have become.You must take your place in the circle
of life” rekindle in Simba a long forgotten ambition to rule, finally he faces his past bravely, gets the sense of responsibility and goes back to fight for his kingdom with the help of his loyal company.The lion king’s rough experience inspire me a lot.Surely, there are indeed many things that makes us feel painful and fearful.
第三篇:king毕业实习总结
实习总结
为期八周的实习生活弹指一挥间即将划上句号,在这期间我体会到了身为一名教师的酸甜苦辣,也让我体会到当一名教师的不容易与肩负的重任。回想第一天踏进四中时的心情,真是激动,兴奋又害怕。反复在心里打着一个问号,我能胜任这讲台吗?如今,8个星期的实习工作已接近尾声,我们的成长是可见的,从开始上课的羞涩拘谨、慌乱紧张到课堂上的谈吐自如,感觉自己在一天天的长大,一步步实现从学生到老师的角色转化。四中给了我太多难忘的记忆:以老师身份真正站上讲台的兴奋和紧张,被学生称为“老师”时的激动不已„„
这次实习的内容是初
一、初二的计算机教学和对教务工作的一些辅助工作包括中考报名信息的处理和中考英语口语考试的考场安排,时间虽然只有四十多天,但我们获益匪浅,感慨良多。我感受最深的,有如下几点:
其一,要认真备课,在备课中,认真研究教材,力求准确把握重难点,分析学情,制定符合学生认知规律的教学方法。教案编写详细具体,从复习导入到讲授新课都要精心设计,并不断归纳借鉴优秀老师的经验。在教学中,做到重点突出。课后要反思,总结教学中的不足,进行二次教案的编写。在每次正式上课之前,邓老师都会查看我们的教案并给出宝贵的意见,纠正我们不足。然后我们修改教案和课件再上课以提高教学质量。课后再对我们进行评课,指出我们的长处和不足,以求下次课上的更好。她为人亲切热情,她在教学工作方面耐心细致的给我们提供很多指导,我非常感谢她。
其二,实习是个人综合能力的检验。要想讲好课,除了计算机基础知识功底深厚外,还需有一定的实践动手能力,操作能力,应付突发故障的能力,还要对常用软件都能熟练操作。作为一名教师,还要求有较强的表达能力,同时还要善于引导学生思考、调节课堂氛围等。另外,还必须有较强的应变能力、组织管理能力和坚强的毅力。在我上收发邮件时,突然服务器出故障,学生不能上网发邮件。这时幸好有邓老师在一旁帮忙检修,控制课堂纪律。还有像蒲老师,带四个班,这样同样的教学内容要讲四遍,这就要求老师要有不断创新的精神,要有这个毅力去上好同样的内容。
其三,因为计算机专业的特殊性,如果我们只会书面教学,按部就班地把书本的内容教给学生,为了教书而教课,那就会失去教学的效果和意义。邓老师也对我们说在课堂上要引入一些与生活息息相关的知识来联系教学内容,让学生觉得计算机这门学科有用,从而对其产生兴趣。是要让学生学会运用知识,而不是有了知识不知道怎么用。
此次实习虽已结束,时间也不长,但却有重大的意义。它使我看到了自己的不足,也使我看到了自己的长处,并锻炼了我各方面的能力。这对我今后的学习和工作将产生积极的影响。
第四篇:《THE LION KING I》观后感
《THE LION KING I》观后感
地理科学与旅游学院1101班 李小梅 学号:1110800
21《THE LION KING I》(《狮子王1》)是在1994年上映的一部美国动画片,是华特迪士尼公司的巅峰之作。虽说现在离上映时间已经过去接近20年了,目前仍然作为动画电影的经典之作出现在银幕上。影片曲折的剧情、优美的音乐、鲜活的人物形象是其获得好评的原因。
第一次看狮子王是初一的时候,还记得是中央6电影频道播放的。当电视里出现辛巴的爸爸木法沙对他说:他会成为天上的星星,永远守护着他的那一幕的时候,我的眼泪竟不知不觉地就留下来了。好久之前,有人曾经这样对我说过,我的奶奶。奶奶也跟我说过同样的话,说完没几年,奶奶就真的走了。虽说自己知道那是骗人的话,但是每次看到漫天的星星,都会觉得温暖,都会觉得那里有一颗是属于我的,它是我的奶奶。小狮子辛巴在刀疤的设计下,背着“杀父的罪名”逃跑了,离开了自己的王国,自己的母亲和自己青梅竹马娜娜。在逃难终于到了两个好朋友,丁满和彭彭。虽然他俩救小狮子的目的是为了狮子长大后可以保护他们,但是正是他俩帮助辛巴度过了最难过的时期,也成了日后帮助狮子王重归荣耀大地(The Pride Rock,狮子们的王国)的好帮手。当娜娜遇到辛巴并请求辛巴回去的时候,丁满和彭彭哭的那样伤心,真说明他们已经当辛巴是他们的好朋友了,不再是抱着当初的目的了。
“Hakuna Matata”丁满和彭彭他俩最喜欢唱的歌曲,翻译过来就是“快快乐乐,无忧无虑”,确实,他们也是无忧无虑,在森林里过得自由自在,过得一天是一天。辛巴却一直抱着对父亲的内疚,直到回到荣耀大地,正面挑战刀疤时才有真正放下了。人不能一直在逃避,只有鼓起勇气面对了,才会真正过得开心快乐。另外,影片中的音乐也十分动听,如Circle Of Life(生生不息)、I Just Can't Wait to Be King(我迫不及待想要成为国王)、Hakuna Matata(哈库拉马塔塔)和 Under The Stars(在星空下)等等,因为这部电影里面好听的音乐,我也成了一名Original Sound Track(OST,原声音乐)爱好者了。下面是Circle Of Life的歌词,觉得挺好的,就复制了过来:
From the day we arrive on the planet
自从那一天我们来到那个星球
and blinking, step into the sun 眨着眼走入阳光中
There’s more to see than can ever be seen
想要看到的总比能够看到的要多
More to do than can ever be done
想要做的事情永远做不完
There's far too much to take in here
想要学习的却永远无止境
More to find than can ever be found
那儿有你永远寻不完的宝藏
But the sun rolling high through the sapphire sky
但日出日落,穿过湛蓝的天空
Keeps great and small on the endless round
把伟大和渺小融入这无尽的轮回之中
It's the Circle of Life
这是生命之轮回
And it moves us all through despair and hope
它让我们感动,在所有的绝望和希望当中
through faith and love
在忠诚和爱当中
Till we find our place on the path unwinding in the Circle
直到在只有一个方向的轮回之路中找到属于自己的位置
The Circle of Life
生命之轮回
《狮子王》,教会人以正直,以勇气,以真诚,更给人以感动。如果不是它,我就不会变成超级动画迷了,哈哈!
第五篇:Mr. King致辞中文翻译
th
James L.King
State Director
(署长)
New York State SBDC Central Administration
(美国纽约州中小企业发展中心总署)
Ladies and Gentlemen, Friends and Honored Guests:
尊敬的各位来宾,女士们,先生们,朋友们:
It is a great pleasure to attend the China Dongying International Petroleum &
Petrochemical Equipment & Technology Exhibition.First of all, I would like to take this opportunity to thank the organizing committee, People’s Government of Shandong Province and Dongying City, and Mr.Xie Chuanli, the Chief Secretary, for the invitation to this great occasion for international exchange and to further our partnership and future of cooperation.Our future together is great.非常荣幸参加本届中国(东营)国际石油石化装备与技术展览会。首先,借此机会向筹备委员会,山东省人民政府,东营市政府以及(筹委会??)秘书长Xie ChuanLi?先生表示诚挚的感谢,感谢他们盛情邀请参加这一旨在建立伙伴关系,深化合作发展的国际交流盛会。我们的携手合作将能创造更为美好的明天。
I congratulate the Organizing Committee on the opening of the Fourth China(Dongying)International Petroleum and Petrochemical Equipment & Technology Exhibition held in Dongying.第四届中国国际石油石化装备与技术展览会在东营隆重开幕,我在此向筹委会对展会开幕表示热烈祝贺。
The advancement of petroleum and petrochemical technology and equipment is a common interest to the United States and China.This event is a great opportunity to promote the exchange and cooperation between our two countries for petroleum related equipment, technology development and investment.The New York State SBDC places the highest importance on business relations and cooperation with China and has
established an unparalleled network and partnership with Chinese government agencies and the business community at different levels.We believe that such close and strong links will greatly benefit the businesses and technology development of both countries.石油石化装备与技术的发展进步是中美两国所共同关心的利益。本次展会为两国就石油装备、技术发展与投资方面加强交流与合作提供了良好的机会。美国纽约州中小企业发展中心总署极为重视与中国的商贸联系与合作,并与中国各级政府机构以及各商业团体建立了空前紧密的交流网络。我们相信这一紧密坚实的伙伴关系将会大大促进两国经贸与技术共同发展。
New York State is the home to many businesses in different industries.New York State is the second largest state in exporting for the USA.The New York State SBDC is the largest network of small business assistance in the United States.The SBDC serves the
businesses by providing expert management, technical, and financial assistance to start-up and existing businesses across the whole state.纽约州是美国各个行业中的众多公司创业的地方,也是美国出口第二大州。纽约州中小企业发展中心总署拥有全美最大的商务援助的网络,我们为本州中小企业的创业和发展提供专业的技术、管理以及金融支持。
The NYS/SBDC’s International Business Program has strategically decided to position New York State’s small and medium sized businesses to take maximum advantage of business and trade opportunities in the world market, especially targeting the Chinese market.Over the past few years, we have forged cooperative relations and partnership in China with government agencies, industrial parks, economic development zones, and businesses in various fields.The NYS/SBDC expects to have a continuously growing relationship with China in international business cooperation.美国纽约州中小企业发展中心总署积极调整策略,鼓励纽约州中小企业充分利用全球市场,特别是要重视中国市场所提供的商贸机会。在过去的几年里,我们同各级中国政府、经济开发区、工业园区以及各领域的公司缔建合作伙伴关系,我们希望在将来能同中国继续深化这一国际商贸领域的合作。
I am impressed by the geographic advantages, enthusiasm and potentials of the
businesses in Dongying in international business and trade cooperation.As a partnering organizer of the Exhibition, we have promoted this event within our business network and encouraged enterprises to actively participate.New York businesses are responsive, dynamic, and interested in working closely with their Chinese counterparts and partners to develop industrial and consumer markets.This forum has created a good opportunity to exchange ideas, to promote understanding and friendship, display advanced technology and products and to facilitate the cooperation.pave the way for businesses on both sides to expand the field of cooperation and open a broader and profitable international market.东营市在国际商贸合作领域所具有的地理优势、发展潜力以及东营人的热情给我留下了深刻的印象。作为此次展会的合作承办方之一,我们也通过自己的商业网络积极宣传并鼓励企业参加此次盛会,我们也得到了纽约州各界热情响应,他们愿与中方相关企业及合作伙伴紧密合作,不断开拓工业与消费市场。此次高层论坛为我们交流思想,增进理解,加深友谊提供了宝贵的机会;也为我们展示新技术、新产品搭建了良好的平台,必将拓宽双方合作交流领域,开启更广泛更有商业前景的国际市场。
I would also like to take this opportunity to invite our friends and business representatives to visit us and New York businesses for further exchanges and exploration of business opportunities.我也想借此机会欢迎各界朋友、各位商业代表到纽约州参观考察,同我们一起加强商务交流,寻求合作机会。
I wish the Exhibition a great success!
预祝本次展会取得圆满成功!
Thank you.