推销三步成交法

在一次业务员培训会上，小李向我提了一个目前推销员普遍面临的问题，那就是他们在与客户进行业务交往中，怎样面对客户的拒绝。我就这个问题，谈了自己的看法。被拒绝是推销员随时随地都会碰到的推销窘境。被拒绝对推销员来说是一件非常沮丧的事情。它意味着自己为推销成...

由买椟还珠谈小点成交法的应用

根据小点成交法的做法和意义,结合脑白金注重包装吸引顾客、美捷步强调客户服务留住顾客以及亚马逊中国自建物流以缩短送货时间的做法,提出了在商品销售中为减轻顾客的成交心理压力,掌握成交的主动权,销售人员应采用转移顾客的注意力,变顾客次要需求为首要需求以达成交易的措施,结果表明:顾客的需求千差万别,任何一个影响顾客购买的因素都可能成为决定性的因素,因此当顾客对商品价值认同之后,销售员应考虑利用小点影响、关注销售细节促成交易的实现。

保险行销中适时成交八法

适时成交,是指推销员在行销商谈中,巧妙把握购买时机与信号,及时促成保险交易.也就是帮助顾客解决问题,引导其下决心购买保险.它是行销过程的关键一环,意义非同寻常.因为推销员的一系列努力,都将在此环节中见分晓.

除了成交别无选择——排除顾客疑义的成交法

销售是一种以结果论英雄的游戏,销售就是要成交。没有成交,再好的销售过程也只能是风花雪夜。在销售员的心中,除了成交,别无选择。但是顾客总是那么“不够朋友”,经常“卖关子”,销售员唯有解开顾客“心中结”,才能实现成交。在这个过程中方法很重要,以下介绍排除客户疑义的几种成交法: 1.顾客说:我要考虑一下。 对策:时间就是金钱。机不可失,时不再来。 (1)

瞄准顾客心理 适时促成交易

推销过程中推销员从寻找顾客开始,经过拜访和接近顾客、洽谈和排除异议之后,接下来便进入"收获"阶段,即达成交易获取定单.但值得注意的是,促成交易是推销员在整个推销过程中的最后冲刺,其重要性如同足球运动员的"临门一脚",能否抓住时机,趁热打铁,采取积极有效的成交方法和策略坚定顾客的购买信心,直接关系到能否取得推销实质性收效,能否使推销活动有一个完美的结局.因此,推销人员在推销实践中应根据顾客不同情况下的心理特点,尝试采用以下方法和技巧去积极促成交易.

成交策略之运用

建议成交是销售活动过程的关键环节。销售人员应通过细微的观察，及时发现顾客下意识发出的购买信号，及时提出成交建议，促成成交。

Al_(x)/HKUST-1 prepared by synthetic exchange as catalyst for reduction of NO by CO at low temperature

Al_(x)/HKUST-1(x=1/24,1/12,1/6,1/3),one of the bimetallic copper-based organic framework materials,was successfully prepared by the synthetic exchange method and characterized by X-ray diffraction(XRD),scanning electron microscopy(SEM),specific surface area(BET),thermogravimetric analysis(TG),infrared spectra(IR),X-ray photoelectron spectroscopy(XPS),and H_(2)-temperature programmed reduction(H_(2)-TPR).The findings indicated that Al_(x)/HKUST-1 maintained the octahedral morphology of its precursor(HKUST-1).The thermal stability and catalytic reduction ability of HKUST-1 skeleton were improved by doping aluminum(Al^(3+)).Al_(1/12)/HKUST-1 showed the best performance among all samples,with a nitric oxide(NO)conversion rate of 100%at 210℃(50℃lower than that of HKUST-1).The valence kind of Al,Cu,and O in Al_(1/12)/HKUST-1 did not change after the catalytic reaction,but the contents of Al,Cu,and O in different forms changed significantly.The catalytic process of the Al_(x)/HKUST-1 followed a Langmuir-Hinshelwood mechanism.

Synthesis of optically active lactide catalyzed by nanocrystals of La-Ti composite oxides

With sol-gel method,nanometer La-Ti composite oxides were prepared.By means of atomic force microscope,the surface pattern,particle size distribution and specific surface area were studied.The newly prepared nanocrystals of La-Ti composite oxides were used as the catalysts to catalyze the dehydration of external compensated lactic acid to lactide.The lactide product was measured by polarimeter and micropolariscope.The results demonstrate that the ratio between D-lactide and L-lactide will not be equal to 1-1 if nanocrystals of La-Ti composite oxides are used as the catalysts,which implies,that nanocrystals of La-Ti composite oxides may be potential catalysts with a good selectivity.

Study on Multi-stream Heat Exchanger Network Synthesis with Parallel Genetic/Simulated Annealing Algorithm

The multi-stream heat exchanger network synthesis (HENS) problem can be formulated as a mixed integer nonlinear programming model according to Yee et al. Its nonconvexity nature leads to existence of more than one optimum and computational difficulty for traditional algorithms to find the global optimum. Compared with deterministic algorithms, evolutionary computation provides a promising approach to tackle this problem. In this paper, a mathematical model of multi-stream heat exchangers network synthesis problem is setup. Different from the assumption of isothermal mixing of stream splits and thus linearity constraints of Yee et al., non-isothermal mixing is supported. As a consequence, nonlinear constraints are resulted and nonconvexity of the objective function is added. To solve the mathematical model, an algorithm named GA/SA (parallel genetic/simulated annealing algorithm) is detailed for application to the multi-stream heat exchanger network synthesis problem. The performance of the proposed approach is demonstrated with three examples and the obtained solutions indicate the presented approach is effective for multi-stream HENS.

Synthesis and structural characterization of macroporous bioactive glass

Porous sol-gel glass of CaO-SiO2-P2O5 system with macropores larger than 100 μm was prepared by adding stearic acid as pore former when the sintering was carried out at 700 ℃ for 3h.The sol-gel porous glass shows an amorphous structure. The diameter of the pore created by pore former varies from 100 to 300 μm, and macroporous glass has a narrow and small pore size distribution in mesoporous scale. The porosity and pore size of macroporous bioactive glass can be controlled.

Synthesis and adsorption property of zeolite FAU/LTA from lithium slag with utilization of mother liquid

Co-crystalline zeolite FAU/LTA-0 was synthesized by hydrothermal method from lithium slag. To make the most of excess silicon and alkali sources in mother liquid derived from FAU/LTA-0, zeolite FAU/LTA-I b was synthesized in the same method with the use of mother liquid by adding a certain amount of aluminum source. Influences of different adding ways of aluminum source and recycling dosages of mother liquid on synthesis of zeolites FALl/ LTA with mother liquid were investigated. The phase, microstructure and thermostability of FAU/LTA-0 and FAU/LTA-lb were characterized by XRD, SEM and TG-DTA. The calcium and magnesium cation exchange capacities （CECs） of the zeolites were determined. The results have shown that co-crystalline zeolite can be synthesized with the use of mother liquid by adding aluminum source after 2 h of reaction. Compared with FAU/LTA-0, the crystal twinning structure of FAU/LTA-lb became weaker, the grain size was smaller, and the thermostability was better. With a lower dosage of mother liquid, the content of P-type impurity in product decreased significantly, and the content of LTA phase increased. The reuse rate of mother liquid can reach 48%. The CECs of FAU/LTA-I b-150 can reach 343 mg CaCO3. g-1 and 180 mg MgC03. g-1, showing more excellent adsorption capacities than FAU/LTA-0 and commercial zeolite 4A. The full recycling use of mother liquid to synthesize zeolite FAU/LTA which can be applied for detergent not only improves resource utilization but also reduces oroduction cost.

Energy-Efficient Transceiver Design for Multi-Pair Two-Way Relay Systems

In this paper, we focus on energy-efficient transceiver and relay beamforming design for multi-pair two-way relay system. The multi-antenna users and the multi-antenna relay are considered in this work. Different from the existing works, the proposed algorithm is energy-efficient which is more applicable to the future green network. It considers both the sum-MSE problem and the power consumption problem for the users under the relay power constraint. Based on the optimal condition decomposition(OCD) method, the energy-efficient precoders at the users can be designed separately with limited information exchanged. The proposed relay beamforming algorithm is based on the alternative direction method of multipliers(ADMM) which has simpler iterative solution and enjoys good convergence. Simulation results demonstrate the performance of the proposed algorithms in terms of power consumption and MSE performance.

Class hierarchical test case generation algorithm based on expanded EMDPN model

A new model of event and message driven Petri network(EMDPN) based on the characteristic of class interaction for messages passing between two objects was extended. Using EMDPN interaction graph, a class hierarchical test-case generation algorithm with cooperated paths (copaths) was proposed, which can be used to solve the problems resulting from the class inheritance mechanism encountered in object-oriented software testing such as oracle, message transfer errors, and unreachable statement. Finally, the testing sufficiency was analyzed with the ordered sequence testing criterion(OSC). The results indicate that the test cases stemmed from newly proposed automatic algorithm of copaths generation satisfies synchronization message sequences testing criteria, therefore the proposed new algorithm of copaths generation has a good coverage rate.

State Space Approach to Mass Exchange Network Synthesis

State space approach is an effective method to mass-exchange network (MEN) synthesis. By decomposing the network into two interactive parts, a distribution network and a process operator, the synthesis problem can be formulated into a mixed integer nonlinear programming (MINLP) model. In this article, a generalized state space model based on typical MEN is established and verified in two cases. A new asymmetrical operator and cost index are also adopted to speed up the solution process. The results demonstrate the efficiency of the proposed approach.

An Operational Method for Fast Detecting Abnormal Channels in Imaging Spectrometers

Data from abnormal channels in an imaging spectrometer almost always exerts an undesired impact on spectrum matching,classification,pattern recognition and other applications in hyperspectral remote sensing.To solve this problem,researchers should get rid of the data acquired by these channels.Selecting abnormal channels just in the way of visually examining each band image in a imaging data set is a conceivably hard and boring job.To relieve the burden,this paper proposes a method which exploits the spatial and spectral autocorrelations inherent in imaging spectrometer data,and can be used to speed up and,to a great degree,automate the detection of abnormal channels in an imaging spectrometer.This method is applied easily and successfully to one PHI data set and one Hymap data set,and can be applied to remotely sensed data from other hyperspectral sensors.

Synthesis and electrochemical performance of Li_3V_2(PO_4)_3 by optimized sol-gel synthesis routine

Li3V2（PO4）3 samples were synthesized by sol-gel route and high temperature solid-state reaction. The influence of Li3V2（PO4）3 as cathode materials for lithium-ion batteries on electrochemical performances was investigated. The structure of Li3Va（PO4）3 as cathode materials for lithium-ion batteries and morphology of Li3V2（PO4）3 were characterized by X-ray diffractometry （XRD） and scanning electron microscopy （SEM）. Electrochemical performances were characterized by charge/discharge and AC impedance measurements. Li3V2（PO4）3 with smaller grain size shows better performances in terms of the discharge capacity and cycle stability. The improved electrochemical properties of Li3V2（PO4）3 are attributed to the refined grains and enhanced electrical conductivity. AC impedance measurements also show that the Li3V2（PO4）3 synthesized by sol-gel route exhibits significantly decreased charge-transfer resistance and shortened migration distance of lithium ions.

Accessibility and Integration Study of Part of the Abu Dhabi 2030 Master Plan by Using Space Syntax

This paper studies the accessibility of open spaces and facilities and the integration of streets to the whole urban system of the Emirati neighbourhood of the Business District of the Abu Dhabi 2030 Master Plan. For this purpose, axial lines were produced by applying space syntax theory, Depthmap software. The research aims to verify the location of open spaces and facilities, such as schools, in relation to the location of public transportation stops （bus, metro and tram）, in order to check their accessibility within walking distances. The objective is to pay attention to the relationship between land use and transportation in the planning phase for future interventions or proposals, in other words, to improve the accessibility of public spaces or buildings by pedestrians in order to comply with the vision of the Abu Dhabi 2030 Master Plan and its promotion of walkability and cycling. Although many measures will be taken at the scale of urban design to provide shaded open spaces and sidewalks, saving pedestrians from walking long distances shall be done in the planning phase, the challenge remains to create a micro climate to increase the ease of walking in the heat and decrease dependence on cars for mobility.