销售谈判中的战术妙用

正在销售沟通中,双方经常会碰到"价值差异"。"价值差异"是指在影响到共同利益的事情上,双方或多方对价值或认知价值有冲突或意见分歧。在销售沟通中,"价值差异"随时都会出现,而且任何一方都可能提出。很显然,"价值差异"会影响到销售的进程,甚至会威胁到双方的关系。由于"价值差异"客观存在,所以,销售人员在销售沟通中,除了要掌握基本的销售流程和对应的销售技巧外,还需要注意运用一些战术来更好地处理各种复杂情境,从而把销售顺利往前推进。简单地说,"销售战术"是指在销售谈判中为执行某项策略或获得优势而采取的特定行动、行为或沟通,在销售谈判流程的各个阶段都有可能需要运用一些战术。     

销售员如何突破心理障碍

<正>没有销售经验的新销售人员,他们成功的关键不是"销售技能"的掌握,而是心理素质的提高,这个心理素     

销售谈判中的战术妙用

正在销售沟通中,"价值差异"随时都会出现,而且任何一方都可能提出。很显然,"价值差异"会影响到销售的进程,甚至会威胁到双方的关系。由于"价值差异"客观存在,所以,销售人员在销售沟通中,除了要掌握基本的销售流程和对应的销售技巧外,还需要注意运用一些战术来更好地处理各种复杂情境,从而把销售顺利往前推进。一、在合作式谈判中经常使用到的一些谈判战术1."共同利益"法:本法意味着提醒客户方谈判者,你与他之间有着共同的利益。在整个谈判过程中强调"共同利     

一线销售人员拜访效率评估:BTB小工具

<正>建立了理性产品的认知,梳理出理性产品的销售程序,是否就能有效提升企业的营销效率呢?那只是解决了"认知"的部分,销售人员需要的是技能,而不仅仅是"知识"。任何一种"知识"只有通过"训练"变成销售人员的"技能"才有     

兽药企业如何组建销售团队

1困扰销售团队发展的三大瓶颈 1.1人才匮乏,优秀人才总是处于短缺状态 有许多兽药企业销售团队中的大多数成员,并没有接受过专门的销售训练,销售能力更多的是来自于自己的"本能"及实践过程中的"探索",而许多销售团队的领导人带队能力也仅仅是一些"过去的经验",特别是那些刚刚从销售一线提起来的管理者,做销售是一把好手,但做管理却又差了很多.     

抓好兽药生产管理的五大主题

对任何一个综合性的兽药企业而言,生产和销售永远是其经营活动的两大主题,而"销售是龙头"、"以销定产"等生产和销售关系的战略定位是兽药企业鲜明的特征,这一特征既明确强调了销售在企业经营活动中的核心地位,也诠释了生产和销售的辩证关系.     

戈军珍:销售不善沟通的五种表现

有人说:"销售就是沟通."这样的观点虽然有些极端,但基本上也符合销售的特点——有效沟通是销售人员必备的条件之一. 通常情况下,通过系统训练和不断实践,大多数能在一线长期坚持的销售人员能够掌握基本的沟通技巧,但也有相当一部分人员尽管做销售有一段时间,他们虽然也不断和客户沟通,但沟通效果并不好.这些销售人员是典型"不善沟通"的销售人员,他们主要有五种表现: 一、喜欢说而不喜欢听 有些销售人员认为销售就是"能说会道",于是在和客户沟通的过程中,总是以自我为主,夸夸其谈,很少注意客户的感受,客户偶尔说话也总是被打断,不善于从客户的谈话中"听"出某些信息.     

蜂农蜂蜜销售渠道现状及优化策略思考

基于蜂产业技术体系蜂农固定观察点的调查数据及实地调查情况,在分析了蜂蜜这一特色农产品销售特点的基础上,研究了蜂农销售蜂蜜的4种渠道"蜂农+消费者"零售模式、"蜂农+合作社+消费者"合作社模式、"蜂农+企业+消费者"龙头企业带动模式、"蜂农+商贩"模式的优缺点。影响蜂农销售渠道选择的因素有养殖规模、蜂蜜种类与产量、售价与付款方式、地理位置及蜂农对待风险的态度。目前蜂蜜销售渠道存在的主要问题是销售渠道落后、蜂农组织化程度低、市场监管不够、营销人才缺乏,据此提出了优化蜂蜜销售渠道的对策建议。     

“另类”销售方法与技巧的应用

销售过程管理对于销售目标的达成起着至关重要的作用.那么,除了常规销售过程管理方式与手段外,还有哪些方法与技巧可以供我们借鉴呢?现笔者结合经验,总结出以下几个"另类"的销售方法与技巧.     

新疆·若羌红枣销售打出“组合拳”

<正>为顺应当今销售潮流,若羌县林果企业和果农加快销售方式转型,在实体店铺销售的基础上,搭建电子网络销售平台,实现销售实体店+网店"组合拳"的销售新模式。韩玉鹏是若羌县爱健康红枣专业合作社的创办人,自2014年他在阿里巴巴和淘宝网上注册店面,建成农副产品展示和零售若羌红枣的淘宝店以来,合作社的红枣销售量提高了一大     

时间序列分析在蚕种销售中的应用研究

基于探讨广西蚕区家蚕普通种销售市场发展规律,为广西蚕业生产的宏观管理提供决策依据的目的,采用时间序列季节性乘积模型对家蚕普通种销售市场的发展变化规律进行了研究。依据广西蚕区2004-2006年36个月份的每月蚕种销售数量,运用社会科学统计软件包(SPSS)软件进行时间序列分析,建立了广西蚕区家蚕普通种市场销售规律的统计预测模型,即季节性乘积求和自回归滑动平均模型:AR IMA(0,1,1)×(0,1,1)12,并通过白噪声检验。利用该模型对广西蚕区2006-2007年家蚕普通种每月销售量进行了预测,得到较为准确的预测结果。     

An economic risk assessment of the management of pregnant feedlot heifers in the USA

Pregnant heifers are undesirable in the feedyard. We applied simulation modeling to a partial-budget model to compare alternative strategies for managing pregnant heifers in feedyards. The model was developed with input costs (cattle, preventive medical care, morbidity, mortality, treatments, and performance), input benefits (sales of poorly performing heifers, baby calves, open (non-pregnant) heifers, recently calved heifers, and pregnant heifers), and net returns as the output. Predicted mean net returns for feeding either open heifers or aborted heifers were greater than $ 100 (live-basis sales) to $ 200 (rail-basis sales) higher than for pregnant heifers. However, there was substantial variability in net returns for all three types of heifers.

Net returns were compared among three decision choices made upon arrival of the cattle at the feedyard: (1) palpate all heifers and inject with abortifacient only those pregnant (PALABT), (2) inject all heifers with abortifacient without determining pregnancy status (ABTALL), and (3) do not palpate or administer abortifacient to any of the heifers (NOTHING). Predicted returns for PALABT and ABTALL were equivalent when estimated pregnancy prevalence was 43% (median net returns=$ 44.92 and $ 50.46, respectively). For heifer lots with pregnancy prevalences ≤36%, PALABT yielded higher net returns than ABTALL but the opposite was true when the pregnancy prevalence was ≥49%. Net returns for PALABT and NOTHING were equivalent when the estimated prevalence of pregnancy was 2% on a live-basis sales (median net return=$ 50.05) and approximately 0.9% on a rail-basis sales (median net returns=$ 58.36 (PALABT) and $ 58.30 (NOTHING)) (with PALABT yielding positive net returns at the higher pregnancy prevalences). NOTHING yielded a positive net return relative to PALABT when the pregnancy prevalence was <1.5% (live-basis sales) and <0.5% (rail-basis sales).     

Lameness, athletic performance, and financial returns in yearling Thoroughbreds bought for the purpose of resale for profit

OBJECTIVE: To characterize lameness during training and compare exercise variables and financial returns among yearling Thoroughbreds that were bought for the purpose of resale for profit. ANIMALS: 40 yearling Thoroughbreds. DESIGN: Prospective study. PROCEDURES: Horses purchased at yearling sales (summer 2004) were trained prior to resale at 2-year-olds in training sales (spring 2005). Horses were monitored daily for diagnosis and treatment of lameness during training. Selected variables, including sex, age, purchase price, lameness, distance (No. of furlongs) galloped during training, and financial returns, were compared among horses that had performance speeds (assessed at 2-year-olds in training sales) classified as fast, average, or slow. RESULTS: 37 of 40 horses became lame during training, most commonly because of joint injury. Eighteen of the lame horses had hind limb injuries only; 5 horses had injuries in forelimbs and hind limbs. The frequency of new cases of lameness increased as the date of the 2-year-olds in training sales approached. At the sales, 4, 21, and 15 horses were classified as fast, average, or slow, respectively; median financial return was slightly (but significantly) different among horses classified as fast ($14,000), average ($0), or slow (-$8,000). CONCLUSIONS AND CLINICAL RELEVANCE: Incidence of lameness during training in yearling horses purchased for the purpose of resale for profit was high. Lameness more commonly affected hind limbs than forelimbs and was attributable to joint injury in most horses. Financial returns differed between horses classified as fast and average or slow at the 2-year-olds in training sales.     

Medical examination of horses at auction sales.

The role of the veterinarian at auction sales begins long before the consignment is assembled. A number of veterinarians are called upon by sales companies to evaluate the candidates before acceptance into the consignment. At sales time, the number of veterinarians involved grows to large numbers as the prospective buyers employ them to evaluate the animals to suit their individual needs. Professional ethics must be considered at all times when evaluating animals before auction. The findings must be kept confidential. The consignor allows veterinarians to examine his or her animals with the understanding that the opinions are kept in confidence with the individual employing the veterinarian. Frequently, more than one buyer will request radiographs of an animal that the veterinarian has previously examined for another buyer. This is best resolved by sharing the fee and the information found in the examination. Unfortunately, it is impossible to prevent a client from revealing information to another buyer, and the consignor often blames the veterinarian for disclosing findings. It is obvious that the veterinarian's' ethics are on trial at auction sales, and a veterinarian must guard his or her confidential opinion at all times.     

Exercise in Thoroughbred yearlings during sales preparation: a cohort study

Reasons for performing study: There is increasing evidence suggesting that early exercise in Thoroughbred racehorses may be beneficial to the development of the musculoskeletal system. At present, information on the exercise programmes and health problems of individual yearlings during a sales preparation is scant. Objectives: To describe the exercise and health problems of Thoroughbred yearlings during preparation for sales, and to identify variations in exercise between and within farms. Methods: A prospective cohort study was used to collect exercise and health information from 18 farms across New Zealand. Daily exercise records for individual horses were recorded during the studfarms' preparation for the annual national yearling sales in January 2009. Results: Data were collected from 319 yearlings, of which 283 (88.7%) were exercised (hand walking, mechanical walker and lungeing) during their preparations. Sales preparation lasted a median of 69 days (interquartile range 61–78) and differed significantly between farms (P<0.001). The median exercise time performed differed significantly by gender (P<0.001), farm (P<0.001) and month of the preparation (P<0.001), but not by type of sale (P = 0.14) or category of sales price (P = 0.12). Within certain farms, daily exercise differed between horses as did total exercise by gender and the number of days spent in the sales preparation. Lameness was the most common condition affecting yearlings and the overall incidence rate of lameness was 0.08 per 100 horse days (95% confidence interval 0.05–0.13). Incidence rates of lameness varied significantly between farms (P = 0.02), but not by age (P = 0.77), sales type (P = 0.58) or month of the preparation (P = 0.53). Conclusions and potential relevance: Yearling exercise programmes varied between and within farms. Since exercise is already being tailored for each individual horse, there may be an opportunity to allow for modifications to sales preparation with the future career in mind.     

Drug sales and the veterinarian

Sir,—Most private practitioners and probably all veterinary clubs in New Zealand derive a considerable portion of their incomes from the sales of drugs, and it is certainly true that most veterinary dubs are dependent on drug sales profits to allow them to continue at their present economic levels.     

Analysis of antimicrobial sales data of the main distributor in Quebec from 2016 to 2019: An estimate of usage in dairy cattle,horses, and small animals

Because antimicrobial usage (AMU) data are crucial in understanding and dealing with the threat that antimicrobial resistance (AMR) poses to global health, data of the sale of antimicrobials from 2016 to 2019 of CDMV Inc. — a major distributor of veterinary products in Canada — were collected and analyzed for the province of Quebec. The primary objective was to describe the evolution of AMU sales data for dairy cattle, small animals, and horses; a secondary objective was to determine effects of a new provincial regulation on antimicrobials of very high importance (in Quebec) on sales for dairy cattle. Results are described in milligrams of antimicrobials per kilogram of animal biomass (mg/PCU) for dairy cattle, small animals, and horses; intramammary products were analyzed for number of treatments per 100 cow-years; and results for dairy cattle were compared in Canadian-defined course doses for cattle (DCDbovCA) per 100 cow-years to a recent study for this species in Quebec. Between 2016 and 2019, there were decreased sales of Category 1 antimicrobials for all species included in the study (Category 1-VI for small animals). This reduction was even more apparent for dairy cattle, for which a 76% decrease occurred from 2018 to 2019 (1.7 to 0.4 mg/PCU). This marked reduction was attributed to the new regulation implemented in February 2019. Since a farm- and clinic-level AMU monitoring system has not yet been implemented in Quebec, analysis of CDMV Inc. sales enabled observations of temporal trends in AMU for dairy cattle, horses, and small animals. These temporal trends based on CDMV Inc. sales will be useful for making comparisons and validating trends derived from farm- and clinic-level data generated by a monitoring system.     

Characterization of advertisements for puppies sold online: determinants of cost and a comparison with parent club breeders

The Internet is an increasingly common way for consumers to purchase puppies. Yet very little information is available about the types of puppies sold via the Internet. In addition these sales are not subject to United States Depart of Agriculture (USDA) regulation. The objectives of the study were to describe puppies sold via the Internet, to assess the characteristics that contribute to the cost of a puppy, and to compare puppies sold via the Internet with puppies sold by American Kennel Club (AKC) Parent Club breeders. Over 14 weeks in 2008, Yorkshire Terrier, Shih Tzu, English Bulldog, Boxer, and Labrador Retriever puppies for sale on two large-scale online puppy sales sites were categorized based on their Internet advertisements. Data were collected in three categories: puppy characteristics, health characteristics, and policies (such as spay/neuter requirement, health guarantee, and return policy). After the survey was completed, 25 AKC Parent Club breeders and 25 other breeders who advertised via one of the puppy sales websites were randomly selected and interviewed over the phone. Small breed puppies were most frequently advertised with 35.2% (1228/3485) of advertisements for Yorkshire Terriers and 23.0% (802/3485) for Shih Tzus. Almost one quarter of Internet breeders 768/3474 (22.2%) advertised four or more different dog breeds. Champion bloodlines increased the cost of a puppy of all breeds. AKC Parent Club breeders 21/25 (84%) were more likely to mention breed-specific health screening tests when compared to Internet breeders 7/25 (28%). Consumers should apply the same standards for purchasing from a breeder found through a puppy sales site as they would for purchasing from a local breeder. Breeders who advertise at one of the large-scale puppy sales websites are less knowledgeable about breed-specific health issues compared to an AKC Parent Club breeder. Internet breeders are less likely to perform these screening tests on their breeding dogs and may breed dogs with undesirable heritable health risks.     

果桑避雨栽培初探

金华主要果桑采摘期雨水过多,严重影响桑果的品质和销量。2014~2015年在磐安开展了果桑避雨栽培试验,结果显示,实施避雨栽培,可一定程度上避免因雨天带来的桑果品质下降和落果损失,促进桑果销售和采摘旅游。     

Evaluation of antimicrobial use in dairy cattle,beef cattle and broilers in Japan using dosage-based indicators

The sales amount of antimicrobials intended for use in dairy cattle, beef cattle and broilers from 2008 to 2019 was evaluated for each antimicrobial class and administration route using dosage-based indicators. Our results revealed that the antimicrobial sales amount sold for use in dairy cattle in 2019 in terms of total weight of active ingredient, the number of defined daily doses (DDDs) (theoretical amount of biomass subjected to antimicrobial treatment in a year) and the number of treatment days (TDs) (theoretical number of days of treatment that an animal is subjected to in a year) calculated using Japanese DDD values (DDDjp values) was 36,751 kg, 8,261,848,000 kg·days and 15.5 days, respectively. Likewise, the antimicrobial sales amount sold for use in beef cattle and broilers in 2019 in terms of these metrics was 33,403 kg, 3,928,248,000 kg·days and 3.61 days, and 69,773 kg, 2,947,848,000 kg·days and 10.66 days, respectively. There was a considerable difference between the number of DDDs calculated using DDDjp values and that calculated using European DDD values (DDDvet values) for antimicrobial products sold for use in dairy and beef cattle. Our results also revealed that the sales amount of some antimicrobials, such as cephalosporins and quinolones represented larger proportions when calculated using dosage-based indicators than when calculated using the weight of active ingredient. Considering that Japanese veterinarians and farmers are more likely to conform to the Japanese dosage recommendations rather than the European ones, these results indicate the need for using dosage-based metrics, in particular metrics based on Japanese dosages rather than European dosages.