【九】“日经一事必长一智，善于总结的人才能快速成功” [nine]"The nikkei will gain in your wit,Be good at summing up man can rapid success"

　　今天两个小时跟大家沟通了终端管理核心工具，核心思想一句话，天下武功本是同宗，所有外资企业、国际企业的管理思想，它的管理报表、管理细致无非用这七句话可以代表，在这里我只给大家把前三个做了简单的讲解，让大家领会精神，后面更多的内容，期待以后在课程和书本里面跟大家有更好的沟通，七个工具开枝散业为根基，衍生出的“术”，千变万化的报表、流程、制度和执行细节，千思百巧的细节都是表象，都是障眼法。“以道御术、纲举木张”，不能“悟道”，而过们九届于报表流程的形式和细节，终究是个智小谋大的格局，“术”将不能自用，只能自苦。屏蔽掉那些细节和形式的杂音，回归常识，理清管理的主要脉络。反观销售团队管理体系里蕴含的根本规律，才发现，原来事情可以这么简单。

Two hours today with all the communication terminal management core tools,The core idea of the word,The world powers are cousins-german,All foreign enterprises/International business management thinking,Its management reports/Meticulous management only with this seven words can represent,Here I just give you the first three do a simple explanation,Let everybody understand spirit,The back more content,Looking forward to later in the curriculum and books inside with everyone have a better communication,Seven tool opens a branch to come loose industry as the foundation,Derived by the"operation",Protean statements/process/System and implementation details,Thousand think the artful detail are representation,Are cloaking."With the operation way/Outline for wood zhang",Can't"way",And in the ninth report process forms and details,Is, after all, a little wisdom for large pattern,"operation"Will not be able to private,Can only from the bitter.Screen off those details and form of noise,Regression common sense,Clear the main academic management.In sales team management system contains the fundamental law,Found that,Originally the things can be so simple.

　　12点整感谢各位，咱们有缘再见。

12 o 'clock thank you,Let's decree by destiny goodbye.

　　主持：我们再次以热烈的掌声感谢魏庆老师。时间关系我们给大家两个机会，现场同学有什么问题可以跟魏庆老师交流。

Presided over:Once again we thank you with warm applause WeiQing teacher.Time we give you two a chance,The students have what problem can communicate with WeiQing teacher.

　　提问：你刚才说的草根是底层我觉得非常好，我是管理促销员的，面对竞品，品相差不多，价格差异很大的情况下，我们怎么要有更好的？

questions:What you have just said is grassroots bottom I feel very good,I am management of promotion,In the face of competing goods,Product phase almost,Under the condition of the price difference is very big,How do we want to have a better?

　　魏庆：贵一定要有贵的理由，我在这儿顺便讲一下我的观点，请问：让你们站在游泳池边上倒空翻360度入水，谁行？今天谁行？都不行，只有专业运动员才行，要让你站在3米跳台上倒空翻360度入水行不行？胆大就行，你是站在游泳池边上往下跳，还是三米跳台上往下跳，这中间的差距就是你的价格空间。发现一个奇怪的案例，这几年中国不管是食品行业、啤酒行业、白酒行业、各行各业突然间爆发的黑马，业绩突然增长的企业你们发现没有是卖高价货还是低价货物，全是卖高价货的，因为中国人现在我不敢说多么生活、多么幸福，这我不敢说，至少饱暖问题解决了，人们饱暖之后是提高生活品质，提高生活品质第一件事是吃的东西要健康。所以我知道，在终端里面我曾经亲眼看过，有两家油品的企业，一家是A一家是B，A和B的产地都是同一个县城，质量差异大不大你们自己评论，A的价格比B的高的多，老太太来买油的时候会不会看完A再看看B问导购员“闺女，你的油怎么这么贵呢？”导购员受过训练“便宜你买B。”我在超市里面亲眼看到，有的老太太看半天还是拿这个贵的算了，因为中国消费者心里有个激情的消费心理，他们认为什么东西是好的？一、包装上没有一个中国字是好的，二、贵的就是好的。“便宜你买B。”这是第一个，第二个公司的导购员跟老太太说“大娘，吃的东西不能太便宜，据我所知，最便宜的油是地沟油。”这话对不对？第三句“大娘5升装的一桶油，你拿回去三口之家吃三个月，三口之家吃三个月的话，我们是98、他们的是68，差30块钱，大娘虽然贵30，但你说竞争这么激烈没有原因我们敢贵吗，我们贵30是不假，但是三口之家吃三个月合下来一天不到7分钱，大娘一天7分钱，咱哪省不出这7分钱，一天7分钱全家可是一好油啊。”

WeiQing:You must have your reasons,I'm here to talk about the way my point of view,Excuse me:Let you stand on the edge of the swimming pool but airspring 360 degrees to enter the water,Who do?Today who do?Are not,Only professional athletes to just go,Want to let you stand in 3 meters diving platforms to go up, pour airspring 360 degrees to enter the water line not line?Bold line,You are standing on the edge of the swimming pool to jump down,Or three meters diving platforms to jump,This is the middle of the gap between the price of your space.Find a strange case,Over the past few years China whether the food industry/Beer industry/Liquor industry/All walks of life all of a sudden outbreak of dark horse,Performance suddenly growth enterprise have you found it was selling prices of goods or goods at a low price,All sell high price of goods,Because the Chinese now I dare not say how life/How happy,I dare not say,At least when problem solved,When people after is to improve the life quality,To improve the life quality of the first thing is to eat anything to health.So I know,In the end, I have seen with my own eyes,There are two product enterprise,A is A A B,The origin of the A and B are the same county,A big difference between the quality of your own comments,A price is much higher B,The old lady to buy oil will finish see A look at B ask 导购员"girl,Your oil how so expensive?"导购员 trained"Cheap you buy B."I saw it in the supermarket,Some old lady see half a day or take this expensive forget it,Because Chinese consumers have a passion in the consumption psychology,They think that what is good?a/Packaging not a Chinese characters is good,two/Your is good."Cheap you buy B."This is the first,The second 导购员 company with the old lady said"The big niang,Eat of thing can't be too cheap,As far as I know,The most cheap oil is trench oil."This right?The third sentence"Woman 5 liters with a bucket of oil,You take back three of the house for three months,3 home to eat three months words,We are 98/Their is 68,Difference thirty dollars,The big niang although your 30,But you said the fierce competition at no reason we dare to expensive,We your 30 is not false,But three of the house for three months close down one day less than seven cents,The big niang day 7 cents,I which province not out the seven cents,Day 7 cents family but a good oil ah."

　　各位如果你的产品要想卖的贵，我希望在你的终端展示和导购训练上能让业务员指着东西说话，不要空口说白话。比如指着你们的原材料说，我们的原材料，玉米胚芽油80万粒玉米胚芽才能生产出一桶油来，在指关注心脑血管健康，再指我们公司的上市编号，在指我们公司请了两个代言人，国家玉米油的研究基地在我这儿。我希望你能够在展示上给业务员一些武器让他指的一、二、三、四让这些例证来告诉对方贵，而且要给业务员信心。整个中国现在的消费形态比较畸形，是一个畸形的价值消费时代不是价格消费，前十年我们看什么便宜买什么，现在我们是看什么都可疑，当你看什么都可疑的时候，要买好东西，我们往往只相信一个事，贵的就是好的，但是注意贵必须有贵的理由，如果用劣质的产品卖的贵，不走正道跟天作对，天会收你的，谢谢。

You if you want to sell your products,I hope in your terminal display and promotions specialist training can let the salesman talk by things,Don't lip vernacular said.Such as the raw material as you said,Our raw materials,Corn germ oil 800000 grain of corn germ to produce a barrel of oil,To pay attention to in cardiovascular health,To refer to our company's listed Numbers,In our company, please refer to the two spokesperson,National corn oil research base in here.I hope you can in the display to the salesman some weapon so he refers to a/two/three/4 let the example to tell each other your,And to give a confidence.The whole China's current consumption form comparison abnormal,Is an abnormal value consumption age is not the price consumption,Ten years before we see what cheap to buy??????,We now is to see what all suspicious,When you look at what all suspicious,Buy good thing,We tend to believe that a thing,Your is good,But pay attention to your must have your reasons,If you use inferior products sell your,Don't walk the way to resist day,It will take you,thank you.

　　主持：掌声感谢。

Presided over:Applause for.

　　提问：我想问一下，首先对你今天的演讲表示感谢，很可惜有七个演讲，但是只讲了两个。

questions:I want to ask,First of all to thank you today's speech,It is a pity that there are seven speech,But only about two.

　　魏庆：没有，两个也没讲，两个只是给你们展示了一下，七个会讲一个礼拜。

WeiQing:no,The two also didn't speak,Two just to show you once,Seven can speak for a week.

　　提问：今后我肯定会把这本书好好看一下，还是有问题想问，你刚才说到拜访率这方面，说到总经销的问题，还有一个点，分销商有多分销的情况，您说有个陷阱，但是这个陷阱其实你是跟我们没说清楚。这边我有个问题是这样的，针对一个产品在一个区域内有一个总经销商，下设很多的分销商，其实分销商是很能管控的，无论是在价格上、渠道上还是怎么样，通过很好的形式对他们提区域划片或通过很好的考核机制对他们进行管理考核，但这些问题还是会发生，针对这些问题我想问一下魏老师有没有什么好的方法，给我们一个指导。

questions:In the future I will certainly take a close look at the book,Still have a question to ask,You just said to visit rate this aspect,Said to general agency problem,There is a point,Distributors have much distribution situation,You said there is a trap,But the trap in fact you are not clear to us.Here I have a question is like this,For a product in a region has a total dealers,Has a lot of distributors,In fact it is the distributor can control,Whether in price/Channel or,Through the good form to carry their regional scribing or through the very good evaluation mechanism to management assessment,But these problems will occur,In the light of these problems, I want to ask miss wei have what good method,Give us a guide.

　　魏庆：她语速特别快，你不但能当老师还能当校长，但是她说的我没太听懂，你说的是我有很多分销商，我管也管了考核也考核了，但是他们还在打架是不是这个意思？简单来讲这一两句说不清，我送你四个字“唯一配送”，当有两个客户给同一个终端送货的时候就会出现打架，每一个终端都有唯一的配送商的时候，当每一个终端都划清楚，你、他配送、每一个终端都有唯一一个配送商的时候，配送商单一单线联系的时候，打架的可能性会变小，但是这个过程非常复杂、非常麻烦。因为你现在要说这片归你配送他不乐意，他说“不行，那边那个还是我亲戚。”

WeiQing:She speak particularly fast,You can not only when the teacher can also when the headmaster,But she said I didn't quite understand,It is as you say I have a lot of distributors,I tube and tube the assessment and the assessment,But they are still in the fight isn't this meaning?It is simple to say a few words,I send you four word"The only distribution",When there are two customers give the same terminal delivery time there will be a fight,Each terminal have unique distribution business time,As each terminal cross clear,you/He distribution/Each terminal has only a distribution business time,Distribution business single single contact time,The possibility of the fight will be smaller,But this process is very complicated/Very trouble.Because now you say this piece of yours distribution he does not enjoy,He said"no,Over there is my relatives."

　　提问：但是他会从其他渠道进货，因为有价格的优势。

questions:But he will from other channel replenish onr's stock,Because of the price advantage.

　　魏庆：你又问到了另一个打架串的问题了，2003年我就出光碟了，专门讲了打架串货的十几个方法，在这儿讲不了，2003年有一本叫《区域市场增量模型》里面有一个“打击冲货打架”，这本书里面没有，在上一本书有这个内容。

WeiQing:You asked to another fight list of problems,In 2003 I went out of the CD,Special about the fight string cargo ten several methods,Can't talk here,2003 have a call[Regional market incremental model]There is a"Blow rushed cargo fight",The book there is no,In a book have this content.

　　主持：掌声感谢，由于时间关系，我们马上要结束了，最后还得替我们所有的读者请教魏老师一个问题，这本书叫《葵花宝典》当时说实话看到之后还是挺雷的，葵花宝典据我所知好像是江湖上的秘笈，而且有一句话是“要练武功必先得自宫”，我不知道为什么把你这本书叫《葵花宝典》，给大家解释一下。

Presided over:Applause for,For the time being,We'll be over,Finally still have to ask for all of our readers wei teacher a question,This book is[Sunflower treasure dian]At that time to tell you the truth see remains after a ray's,Sunflower treasure dian to the best of my knowledge is like the river lake top secret,And there is a word is"To practice fighting skill will first get from the temple",I don't know why you this book is called[Sunflower treasure dian],For everyone to explain.

　　魏庆：我说过《葵花宝典》的原因，第一个为了搞笑；第二个销售人员都有武侠情节，所以《葵花宝典》是一个武学经典，符合销售人员的气质；第三个很简单在《葵花宝典》里面说若练此功，不必自宫，若练此功必先自宫，我想当年的武侠写这句话的意思是，功掉之后就心机单纯就不胡思乱想了，所以网友调侃说“当激情衰退的时候，人们才会有梦想，当精虫老去的时候，男人才变的高尚。”而我在这本书里面第一章写道心态的内容就告诉员工，告诉业务人员要忘掉职场斗争，忘掉那些复杂的人际关系，要心机简单、裸奔向前一个目标往前冲也是让他们心机简单一点，专心做事，所以从意思上是鼓励取其意，谢谢。

WeiQing:I said[Sunflower treasure dian]reason,The first to funny;The second sales staff have martial arts plot,so[Sunflower treasure dian]Is a classic kung fu,Accord with the temperament of the sales staff;The third is very simple in[Sunflower treasure dian]It said that if the work practice,Don't from the temple,If you practice this work will be to the palace,I think that year the martial arts to write these words mean,Work out then scheming simple is not a bosh,So the net friend said ridicule"When the passion of a recession,People will have a dream,When the sperm when old,Men become noble."And I in the book in the first chapter wrote mentality content will tell the staff,Tell the business personnel should forget about workplace struggle,Forget those complicated interpersonal relationship,To one's brains simple/Streaking forward a goal skelter also let them in a little bit more simple,Concentrate on work,So from the meaning is to encourage take its meaning,thank you.

　　主持：感谢魏老师，听君一言胜读十年，希望能够把您多年以来的经验浓缩成一句话送给我们在座的同学和各位网友。

Presided over:Thank miss wei,Listen to gentleman a word - read ten years,Hope to be able to put you over the years experience concentrated into one word gave us our classmates and each netizen.

　　魏庆：我说一句话：日经一事必长一智，每个人都应该比昨天更聪明，意思就是做销售既要低头拉车还要抬头看路，同样做销售，为什么这个人过几年成长很快，那个人过几年成长很慢，差别在哪？他做了一年可能有3年的经验，他做了10年可能只有一年的经验，这个人白天做事，晚上在思考，这个人白天做了事晚上在打牌，“日经一事必长一智，善于总结的人才能快速成功”每个人都应该比昨天更聪明，谢谢。

WeiQing:I say a word:The nikkei will gain in your wit,Everyone should be more clever than yesterday,It is not only to do sales head buggy and look up at road,To do the same for sales,Why did the person grow quickly in a few years,The man in a few years to grow slowly,Difference is?He made a year may have 3 years of experience,He made ten years may only have one year experience,The work during the day,Night thinking,The man made during the day in a night playing CARDS,"The nikkei will gain in your wit,Be good at summing up man can rapid success"Everyone should be more clever than yesterday,thank you.