-老经验的辛辣智慧 (大师轻松读)
        -老经验的辛辣智慧
        -原著作者
        -译者简介
        -特别选评导读
        -5分钟摘要
            -英文
        -MAIN IDEA
            -中文
        -第1部 麦凯销售速成秘诀 英文
            -1.关键不在产品本身值多少钱,而是顾客认定产品值多少钱
                -主要观念
                -支持概念
            -2.再怎么吸引人的销售提案都会有人不愿接受;营销高手会营造一种情境,让消费者自我促销。
                -主要观念
                -支持概念
            -3.了解顾客和了解产品所有细节一样重要
                -主要观念
                -支持概念
            -4.找出顾客特质的66个问题
                -主要观念
                -支持概念
            -5.“麦凯66问”:实战故事
                -主要观念
                -支持概念
            -6.销售提案过程中一旦加进自己的个人特质,顾客就会开始针对你个人响应,而不再针对提案响应。
                -主要观念
            -7.如何应付难缠的潜在顾客?
                -主要观念
                -支持概念
            -8.短简产生长期效果
                -主要观念
            -9.寻找新商机的次佳对象
                -主要观念
            -10.业务人员——不是创业家——所知道的事
                -主要观念
            -11.盯住时间,而不是手表
                -主要观念
                -支持概念
            -12.如果没有目的地,就永远到达不了
                -主要观念
                -支持概念
            -13.相信自己,即使没有人相信你
                -主要观念
            -14.寻找模范
                -主要观念
                -支持概念
            -15.幻想
                -主要观念
                -支持概念
            -16.最简单、最便宜、也最受人忽略的广告手法
                -主要观念
            -17.自以为是白手起家的人,就是最容易下手的潜在顾客
                -主要观念
        -Part 1 Harvey Mackay's Short Course in Salesmanship 中文
            -1\. It's Not How Much It's Worth, It's How Much People Think It's Worth
                -Main Idea
                -Supporting Ideas
            -2\. There Are Objections to Every Proposition, No Matter How Attractive; Good Salespeople Set Up Situations Where the Customer Sells Himself
                -Main Idea
                -Supporting Ideas
            -3\. Knowing Something About Your Customer Is Just as Important as Knowing Everything About Your Product
                -Main Idea
                -Supporting Ideas
            -4\. The 66-Question Customer Profile
                -Main Idea
                -Supporting Ideas
            -5\. The Mackay 66 Continued: War Stories
                -Main Idea
                -Supporting Ideas
            -6\. Once You Attach Your Personality to a Proposition, People Start Reacting to the Personality and Stop Reacting to the Proposition.
                -Main Idea
            -7\. How to Handle the Tough Prospect
                -Main Idea
                -Supporting Ideas
            -8\. Short Notes Yield Long Results
                -Main Idea
            -9\. The Second-Best Place to Look for New Business
                -Main Idea
            -10\. What Salespeople—and Not Entrepreneurs—Know
                -Main Idea
            -11\. Keep Your Eye on Your Time, Not on Your Watch
                -Main Idea
                -Supporting Ideas
            -12\. If You Don't Have a Destination, You'll Never Get There
                -Main Idea
                -Supporting Ideas
            -13\. Believe in Yourself, Even When No One Else Does
                -Main Idea
            -14\. Seek Role Models
                -Main Idea
                -Supporting Ideas
            -15\. Fantasize
                -Main Idea
                -Supporting Ideas
            -16\. The Easiest, Least Expensive, and Most Neglected Form of Advertising
                -Main Idea
            -17\. Show Me a Man Who Thinks He's a Self-Made Man and I'll Show You the Easiest Sell in the World
                -Main Idea
        -第2部 麦凯谈判速成秘诀 英文
            -1.保持微笑和说“不”,直到舌头流血为止
                -主要观念
                -支持概念
            -2.派出分身
                -主要观念
                -支持概念
            -3.天底下没有“客满”这件事
                -主要观念
            -4.了解你的往来银行
                -主要观念
                -支持概念
            -5.赢得谈判唯一最有效的工具就是,能够谈不成就走人
                -主要观念
                -支持概念
            -6.呼叫“欧迪斯先生”
                -主要观念
                -支持概念
            -7.合约中最重要的条款,是不会载明的
                -主要观念
            -8.合约可以避免争论
                -主要观念
                -支持概念
            -9.他们让你等得愈久,代表他们愈想成交
                -主要观念
                -支持概念
            -10.破釜沉舟最好也要预留后路
                -主要观念
            -11.只靠心作决定的人,最后一定得心脏病
                -主要观念
                -支持概念
            -12.不要在布置豪华的地方买东西
                -主要观念
            -13.凡事皆可谈
                -主要观念
                -支持概念
            -14.买方与卖方的战争
                -主要观念
                -支持概念
        -Part 2 Harvey Mackay's Short Course on Negotiation 中文
            -1\. Smile and Say No Until Your Tongue Bleeds
                -Main Idea
                -Supporting Ideas
            -2\. Send in the Clones
                -Main Idea
                -Supporting Ideas
            -3\. There Is No Such Thing as a Sold-Out House
                -Main Idea
            -4\. Understanding Your Banker
                -Main Idea
                -Supporting Ideas
            -5\. The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table without a Deal
                -Main Idea
                -Supporting Ideas
            -6\. Calling Mr. Otis
                -Main Idea
                -Supporting Ideas
            -7\. The Most Important Term in a Contract Isn't in It
                -Main Idea
            -8\. Agreements Prevent Disagreements
                -Main Idea
                -Supporting Ideas
            -9\. The Longer They Keep You Waiting, the More They Want to Deal
                -Main Idea
                -Supporting Ideas
            -10\. He Who Burns His Bridges Better Be a Damn Good Swimmer
                -Main Idea
            -11\. Make Decisions with Your Heart, And All You'll End Up with Is Heart Disease
                -Main Idea
                -Supporting Ideas
            -12\. Never Buy Anything in a Room with a Chandelier
                -Main Idea
            -13\. Everything's Negotiable
                -Main Idea
                -Supporting Ideas
            -14\. The Buyer/Seller Battle
                -Main Idea
                -Supporting Ideas
        -第3部 麦凯管理速成秘诀 英文
            -1.经理人可能犯的最严重错误
                -主要观念
                -支持概念
            -2.有钱人遇上老经验,老经验最后得到了钱,而有钱人最后得到了经验
                -主要观念
            -3.我们永远会听到好消息,重点是,要尽快知道坏消息
                -主要观念
                -支持概念
            -4.丢到地板上
                -主要观念
            -5.对待供货商就像对待顾客
                -主要观念
                -支持概念
            -6.各有所长
                -主要观念
            -7.不要自己当刽子手
                -主要观念
            -8.话说回来,万一你得亲自当刽子手……
                -主要观念
                -支持概念
            -9.小事情也许微不足道,但是代表了一切
                -主要观念
            -10.如何看出谁是赢家
                -主要观念
                -支持概念
            -11.你最优秀的部属,最有生产力的时刻也许是盯着墙壁看的时候
                -主要观念
                -支持概念
            -12.自动自发更有趣
                -主要观念
            -13.你曾看过不停工的罢工吗?
                -主要观念
            -14.不只所谓“熟能生巧”,还得再加上一个字:纯熟能生巧
                -主要观念
                -支持概念
            -15.相信专家……会犯错
                -主要观念
                -支持概念
            -16.斥责人的最佳方式
                -主要观念
            -17.不要让任何人,尤其是超级明星,挑选他自己的继任人选
                -主要观念
            -18.多让员工参加会议,你就可以少加薪
                -主要观念
            -19.要对日常作业很快就感到无聊
                -主要观念
                -支持概念
            -20.知道何时该放松,和知道何时该认真工作同等重要
                -主要观念
            -21.拥有一家企业1%的股权,远胜于拥有任何企业100%的管理权
                -主要观念
            -22.不要临渴掘井
                -主要观念
            -23.对待员工如同对待顾客
                -主要观念
            -24.如何被炒鱿鱼
                -主要观念
            -25.除非先承认有问题,否则不能解决问题
                -主要观念
                -支持概念
            -26.能够花钱解决的问题,就不是问题
                -主要观念
            -27.“我还没见过糟糕的履历表。”——约翰·布朗
                -主要观念
            -28.聘雇人员的关键测试
                -主要观念
            -29.如果要当圣诞老人,你的雪橇最好要拉得动拖车
                -主要观念
            -30.节省时间最好的方法是什么?
                -主要观念
                -支持概念
            -31.别生气,也不要报复
                -主要观念
            -32.了解敌人
                -主要观念
                -支持概念
            -33.不要被名气吓着了
                -主要观念
        -Part 3 Harvey Mackay's Short Course in Management 中文
            -1\. The Single Greatest Mistake a Manager Can Make
                -Main Idea
                -Supporting Ideas
            -2\. When a Person with Money Meets a Person with Experience, the Person with the Experience Winds Up with the Money and the Person with the Money Winds Up with the Experience
                -Main Idea
            -3\. You'll Always Get the Good News; It's How Quickly You Get the Bad News that Counts
                -Main Idea
                -Supporting Ideas
            -4\. Throw it on the Floor
                -Main Idea
            -5\. Treat Suppliers the Way You Treat Your Customers
                -Main Idea
                -Supporting Ideas
            -6\. The Time for the Renaissance Man Was the Renaissan
                -Main Idea
            -7\. Never Be Your Own Hatchet Man
                -Main Idea
            -8\. On the Other Hand, If You Are Going to Be Your Own Hatchet Man…
                -Main Idea
                -Supporting Ideas
            -9\. Little Things Don't Mean a Lot: They Mean Everything
                -Main Idea
            -10\. How to Spot a Winner
                -Main Idea
                -Supporting Ideas
            -11\. Your Best People May Spend Their Most Productive Time Staring at the Wall
                -Main Idea
                -Supporting Ideas
            -12\. It's More Fun When It's Spontaneous
                -Main Idea
            -13\. Have You Ever Seen a Stand-Up Strike
                -Main Idea
            -14\. It Isn't Just Practice that Makes Perfect: You Have to Add One Word: It's Perfect Practice that Makes Perfect
                -Main Idea
                -Supporting Ideas
            -15\. Trust the Experts…To Be Wrong
                -Main Idea
                -Supporting Ideas
            -16\. The Best Way to Chew Someone Out
                -Main Idea
            -17\. Never Let Anyone, Particularly a Superstar, Pick His or Her Own Successor
                -Main Idea
            -18\. Give More Conventions and You Can Give Fewer Raises
                -Main Idea
            -19\. Get Bored Easily
                -Main Idea
                -Supporting Ideas
            -20\. Knowing When Not to Work Hard Is Just As Important as Knowing When to
                -Main Idea
            -21\. Owning 1 Percent of Something Is Worth More Than Managing 100 Percent of Anything
                -Main Idea
            -22\. Dig Your Well Before You're Thirsty
                -Main Idea
            -23\. Treat Your Own People the Way You Treat Your Customers
                -Main Idea
            -24\. How to Be Fired
                -Main Idea
            -25\. You Can't Solve a Problem Unless You First Admit You Have One
                -Main Idea
                -Supporting Ideas
            -26\. If You Can Afford to Buy Your Way Out of a Problem, Then You Don't Have One
                -Main Idea
            -27\. "I Have Never Seen a Bad Resume"—John Y. Brown
                -Main Idea
            -28\. The Acid Test for Hiring
                -Main Idea
            -29\. If You Want to Be Santa Claus, Your Sled Better Be Able to Pull a Trailer
                -Main Idea
            -30\. What's the Best Way to Save Time?
                -Main Idea
                -Supporting Ideas
            -31\. Don't Get Mad and Don't Get Even Either
                -Main Idea
            -32\. Know Thine Enemy
                -Main Idea
                -Supporting Ideas
            -33\. Don't Be Intimidated by a Reputation
                -Main Idea
        -第4部 速成小招式 英文
            -1.感激是人性中最淡薄的情感
                -主要观念
            -2.买便宜的车、昂贵的房子
                -主要观念
            -3.如何认识名人?
                -主要观念
            -4.全球最好的研发公司近在咫尺
                -主要观念
            -5.“对自己来说,没有比自己更伟大的事物。”——华特·惠特曼
                -主要观念
            -6.天底下没有记忆力差这回事
                -主要观念
            -7.时时惦记过去
                -主要观念
            -8.预测未来以保持自己的敏锐度
                -主要观念
            -9.请百万富翁吃午餐
                -主要观念
            -10.重点不只是你认识哪些知名人物,还包括你怎么认识他们
                -主要观念
            -11.如何打败供需法则
                -主要观念
            -12.会说“我会处理妥当”这句话的人,都有存在的价值
                -主要观念
            -13.同样的演讲内容不要只讲一次
                -主要观念
            -14.现金之美
                -主要观念
        -Part 4 Quickies 中文
            -1\. Gratitude Is the Least Deeply Felt of All Human Emotions
                -Main Idea
            -2\. Buy Cheap Cars and an Expensive House
                -Main Idea
            -3\. How to Get to Know a Celebrity
                -Main Idea
            -4\. The Best R&D Firm in the World Is Never More than a Phone Call Away
                -Main Idea
            -5\. "Nothing Is Greater to One Than One's Self Is."—Walt Whitman
                -Main Idea
            -6\. There Is No Such Thing as a Bad Memory
                -Main Idea
            -7\. Put Your Memory Where Your Mouth Is
                -Main Idea
            -8\. Stay Sharp by Predicting the Future
                -Main Idea
            -9\. Take a Millionaire to Lunch
                -Main Idea
            -10\. It's Not Only Who You Know, But How You Get to Know Them
                -Main Idea
            -11\. How to Beat the Law of Supply and Demand
                -Main Idea
            -12\. There Is a Place in the World for Anyone Who Says, "I'll Take Care of It."
                -Main Idea
            -13\. Never Give the Same Speech Once
                -Main Idea
            -14\. The Beauty of Cash
                -Main Idea
        -在地观点
            -漫谈新营销经验
                -卖的是价值,不是价格
                -NEEDS未必是WANTS
                -出奇制胜也是营销奇招
                -卖不同膏药的营销员
            -本文作者简介
Copyright & copy 7dtime.com 2014-2018 all right reserved,powered by Gitbook该文件修订时间: 2018-09-02 18:07:31

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