我对销售不感兴趣。
How many times have I heard that statement from job seekers in every industry -- even though, as business professionals, we're involved in some aspect of presenting (or "selling") ourselves and our ideas every day?
无数次我从各行各业的求职者那里听到这样的感叹—但是，作为商务人士，我们每天都在推销自己或自己想法。
While I respect that not everyone is cut out to live the fast-paced, people-centric life of a sales person, just about every job candidate can benefit from a sales expert's insights, particularly when it comes to managing business relationships. By developing those skills yourself -- or by working with a recruiting service that understands the methods of successful selling -- you can makethemostof your job-search process.
我了解不是每个人都适合做一个以人为中心的快节奏的销售员，但是每个求职者都可以从一个销售专家的真知灼见中获益，尤其是涉及管理商务关系的方面。自我发掘这些技能，或者与懂得成功销售的招聘服务公司合作，你可以充分利用你的求职过程。
Here's a short three-step process to successful sales relationship management:
以下是成功管理销售关系的三点技巧：
Prospect 前景
To excel at sales, you first must know your product, and then search out the perfect customers for that product. As a job candidate -- your product is both you and your experience and skills. So the task here is two-fold:
要想在销售行业做到最好，你必须了解你的产品，然后为你的产品找出最佳的客户。作为一个求职者—你得到产品就是你自身以及你的经验和技能。所以这项任务就有两点要做：
You must identify what you specifically can offer to an employer that sets you apart from other candidates, and you must identify the employers that would be a good match for what you have to offer.
你必须确认，你有和其他候选者不同的技能，以此来打动雇主。你必须确认你所提供的特别的技能，能得到你雇主的相应的回应。
Inmanycases, working with a recruiting service that helps you analyze your specific abilities and helps present your experience effectively can jumpstart your career search process. Try to create an engaging profile of yourself that goes beyond a simple resume, so that a prospective employer can get a sense of your style and your personality. In other words, make yourself memorable!
在很多种情况下，你可以和一家猎头公司合作，他们可以帮你分析出你的专业技能，并且能帮你将你的职业经历最优化的展示出来。在简单的简历之外打造你的职业形象，这样一个潜在的雇主就会明白你的风格和你的个性，换句话说，可以让你被人记住。
In addition, take advantage of services that allow you to narrow your search to the kind of companies who truly match your interests. You already know you don't want to work "just anywhere" -- so don't consider positions that aren't a good fit for you.
另外，利用猎头公司的服务可以缩小真正适合你发展的公司范围。你已经明白你并不是想随便找个地方工作—所以不要考虑不适合你的工作。
Contact 交流
The second powerful tool for sales professionals is their contact process, or how they go about initiating a conversation with their prospective customers. This skill is also critical to your job search. Mass emailing your resume to every job available -- sometimes to multiple postings at the same company (I've seen it happen!) is not the recipe for success. Instead, each prospect should be considered individually -- whether it's a cutting edge online startup or a centuries-old bricks and mortar firm. By tailoring your message to match your prospect, you show respect and understanding -- and communicate that you value them as a partner in the search process.
销售员第二个最强的武器是他们的交流方法，或者说他们如何与潜在的客户展开对话。这项技能对你的工作同样重要。利用邮件将你的简历批量发送，或者在同一个公司的不同职位都投了简历并非成功之道。相反，不管是向一家重要的在线公司或者是一家老字号的实业公司投递简历，对待每一个潜在的职位都要分开考虑。这样做的话，不仅显示了你的尊重和理解，也传达你在搜索时将他们视为搭档重要信息。
Follow Up 跟进
Finally, the smart sales person is always "on" when it comes to conscientious follow-up. Similarly, a timely, thoughtful contact plan after each interview is essential for you to keep communication open with your key prospects -- particularly if you are considering multiple employers at the same time, which is frequently the case in today's job search process. At Climber.com, we provide candidates with a sophisticated contact management interface, but you can also set this up through your own email/calendaring service.
最后，灵巧的销售员总是尽责的跟进到底。同样的，在每次面试之后，与你最有希望获得该职位的公司保持及时的，有深度的联系时非常必需的---尤其是如果你同时面试了几份工作的话，这在如今的求职市场是很普遍的事情。Climber.com为每个求职者提供了良好的交流管理界面，同样你也可以通过邮件获得该服务。
The Bottom Line: No matter what your field, when it comes to the job search process, you can give yourself an edge over the competition by taking a page out of the sales professional's handbook. Take the time to develop a true sales plan for prospecting, contacting, and following up with employers, or work with a job search service to help present you effectively. It can not only make a difference in how quickly you'll land a job -- it can help ensure you land the right position, as well.
底线：不管你从事什么职业，在你找工作的时候，你可以通过了解销售员手册而使自己脱颖而出。学习销售的真正技能，有效的推销自己。你可以去发掘潜在雇主，与他们交流，保持及时的联系，或者与一家猎头公司合作。这样做不仅可以帮你尽快找到工作，也可以保证你找到最适合的工作。 鞋子的故事The story of shoes
A shoe company were dispatched A, B, C, D four salesmen and sell shoes on an island.
A salesman to island, find the islanders don't wear shoes, therefore concluded: the islanders don't wear shoes, shoe here no market. After going elsewhere report market.
B salesman to island, find the islanders don't wear shoes, so he immediately notice to the company, said here let you have no shoes, the market potential is tremendous, requiring companies will immediately sent to large island, shoes.
C salesman to island, find the islanders don't wear shoes, so he thought: if people don't wear shoes, it seems here used to sell shoes, I'm afraid it is difficult for people to accept and market prospect is not optimistic. 814 take it as it comes, look first, then sightseeing tour.
D salesman to island, find the islanders don't wear shoes, thought, why? Is the custom? Or the weather? Or other reasons? So he decided to take in. He first notify the company to prepare, here once immediate delivery, open markets,
through research, originally, residents believe that people only after death to heaven in the road to wear shoes. So here, right down to a number of problems plaguing the king to people living, as long as it is, don't wear shoes.
A salesman just see people don't wear shoes, and judge here sell shoes without market. Conclusions a bit arbitrary, but not to waste time.
B salesman just see people don't wear shoes, thus judge here shoes market potential is tremendous, immediately put plenty of shoes to the island of sales, every day, hoping to escape the propaganda, people, and avoid them like the plague, a few months, sell only poor several pairs of shoes. Who will eventually have to please to packing shoes, conclusion is: people don't wear shoes, also need not shoes, shoe market. No island,
C salesman in the island, found everywhere only someone dies just wear shoes, living is not to wear shoes, and the number of die every year on the island. Conclusion: this island and sell shoes without market. Then go back to report to company trips, doing something else.
D salesman in the island, found that people everywhere are believed to heaven only after death way shoes, living is not wear shoes, and number of people die every year on the island.
D salesman learned these situations: people don't wear shoes, so people in work and daily life can effectively protect the foot is not? Since people believe that people only after death way to heaven, and then find shoes can not only protect another foot and can avoid the concept of "things" shoes instead? With doubt, he again for further investigation. Survey results, the islanders found it very popular with the disease, the foot many residents hoping one can effectively protect the foot, but also can avoid "shoes" concept of supplies, hence D salesman according to local actual condition, and designs a completely different "shoes" spats supplies, socks, a bottom specially reconstruction of socks. After many people respond well to try and improved. D salesman immediately sent to the company and design requirements, organize production in accordance with the company immediately, as soon as possible to pattern island.
in the days that followed, through D salesman of continuous efforts, the company produced socks in the island ", "sales increased, the islanders because of the characteristics of spats supplies, daily work and life more convenient, foot significantly reduced, diseases of the company, a new product in the island a huge success sales.
actually, four salesmen practices are not wrong, but their fortune differ. The salesman is a Japanese, a Malaysia ,a Singapore,and a Chinese.
鞋子的故事
一家制鞋公司分别派出A、B、C、D四个推销员同时去一个岛上推销鞋子。
A推销员来到岛上，发现岛上居民都不穿鞋子，因此得出结论:岛上居民不穿鞋，卖鞋在这里没有市场。打道回府汇报情况后去别处开拓市场。
B推销员来到岛上，发现岛上居民都不穿鞋子，因此他立即向公司发出通知，说这里的让你们都没有穿鞋，市场潜力巨大，要求公司立即将鞋子发来岛上，准备大量销售。
C推销员来到岛上，发现岛上居民都不穿鞋子，于是他想：既然人们都不习惯穿鞋子，看来这里卖鞋子恐怕人们很难接受，市场前景并不乐观。既来之则安之，先看看，接着到各处观光考察。
D推销员来到岛上，发现岛上居民都不穿鞋子，心中暗想，为什么呢？是习惯？还是气候原因？或者其他原因？于是他决定先调查清楚在做打算。同时他通知公司先组织货源，做好准备，这里一旦打开市场，立即发货，
通过调查得知，原来，这里的居民都相信，人只有死后在去往天堂的路上才能穿鞋子。所以这里上到国王，下至黎民百姓，只要是活人，都不穿鞋。
A推销员只是看到人们都不穿鞋，便断定在这里卖鞋子没有市场。做出结论有点儿武断，但没有浪费时间。
B推销员只是看到人们都不穿鞋，从而断定这里的鞋子市场潜力巨大，便立即把大量的鞋子运来岛上销售，结果每天早出晚归，费尽口舌向人们宣传，结果人们纷纷躲开，唯恐避之不及，几个月下来，只卖出可怜的几双鞋子。最后不得不请人将鞋子装箱运回，结论是：这里人们都不穿鞋，也不需要鞋子，岛上卖鞋没有市场。
C推销员在岛上各处去调查，发现只有有人去世时才穿鞋子，活着的人是不可以穿鞋子的，而且每年岛上死去的人数并不多。于是得出结论：这个岛上卖鞋子没有市场。随后回公司汇报交差，去做别的事情了。
D推销员在岛上各处去调查，发现人们都相信人只有在死后去往天堂的路上才穿鞋，活着的人是不能穿鞋的，而且每年岛上死去的人数量不是很多。
D推销员了解到这些情况后想：人们都不穿鞋，那么人们在工作和日常生活中脚部不是得不到有效地保护？既然人们都相信人只有在死后去往天堂的路上才穿鞋，那么能否找到另一种既能保护脚部又能避开“鞋子”概念的东西代替？带着疑问，他又下去做深入调查。调查结果果然发现，岛上居民患脚疾的非常普遍，很多居民也希望有一种既能有效地保护脚部，但又能避开“鞋子”的概念的用品，于是D推销员根据当地实际情况，亲自设计了一种完全有别于“鞋子”的护脚用品——袜子，一种底部经过特别改造的袜子。在经过许多人的试穿、改进后反应良好。D推销员立即将图样和说明发送到公司，要求公司立刻按照图样组织生产，尽快发到岛上来。
在接下来的日子里，经过D推销员的不断努力，公司特别生产的“袜子”在岛上的销售逐渐增长，岛上居民因为有了这种特质的护脚用品，日常工作和生活方便多了，患脚疾病的明显减少，公司的一项新产品在岛上销售获得巨大成功。
其实，四个推销员的做法都没有错，只是他们的运气不同罢了。这几个推销员一个是日本人，一个是新加坡人，一个是马来西亚人，一个是中国人。
一家生产梳子的公司招聘业务员，经过面试后剩下三个人，最后一道题是：谁能把梳子卖给和尚？半个月后，三个人回来了。结果是：A company to produce comb recruitment salesman, after the three men left after the interview, the last question is: who can put the comb to the monk? Half a month later, the three men came back. As a result:
甲：经过努力，最终卖出了一把梳子。（在跑了无数的寺院、推销了无数的和尚之后，碰到一个小和尚，因为头痒难耐，说服他把梳子当作一个挠痒的工具卖了出去。）
A: after an effort, finally sold a comb. (in ran numerous temples, sell countless monk after, met a young monk, because head itch the intolerable, persuade him to comb as a scratching tool to sell out.
乙：卖出了十把梳子。（也跑了很多寺院，但都没有推销出去，正在绝望之时，忽然发现烧香的信徒中有个女客头发有点散乱，于是对寺院的主持说，这是一种对菩萨的不敬，终于说服了两家寺院每家买了五把梳子。）
B: sold ten combs. (also ran many temples, but did not sell out, is in despair when, suddenly found that burning incense believers have a female guest hair a bit messy, so to the monastery of the host said, this is a kind of to the Buddha disrespect, was able to persuade the two temples each bought five comb.
丙：卖了1500把，并且可能会卖出更多。（在跑了几个寺院之后，没有卖出一把，感到很困难，便分析怎样才能卖出去？想到寺院一方面传道布经，但一方面也需要增加经济效益，前来烧香的信徒有的不远万里，应该有一种带回点什么的愿望。于是和寺院的主持商量，在梳子上刻上各种字，如虔诚梳、发财梳……，并且分成不同档次，在香客求签后分发。结果寺院在应用之后反响很好，越来越多的寺院要求购买此类梳子。）
C: sold 1500, and may sell more. (after running a few temples, did not sell a, feel very difficult, then analyze how to sell out? Think of monastery preaching by the cloth, but on the one hand, also need to increase the economic benefits, to come to burn incense and believers have traveled, there should be a back to the point of what desire. Therefore, and the temple of the chair to discuss the comb on a variety of words, such as pious comb, hair comb...... , and is divided into different grades, distribute in the pilgrims after divination. Results after the application of the monastery is very good, more and more temples to buy such a comb.
把梳子卖给和尚是很不容易的事情。因此这三个人都应该算是很优秀的销售人员。从三个人完成任务的方式上我们能学到什么东西呢？
It's not easy to sell a comb to a monk. So these three people should be regarded as a very good sales staff. What can we learn from the way in which three people complete the task?
点评：
comment：
甲是个很勤劳的销售人员，面对困难的时候契而不舍。最后终于圆满的完成任务，从完成任务本身是很严谨的。因为这把梳子的确是卖给和尚去使用了，不过是他挖掘了产品的另一个附加功能—挠痒。这不能不说也是他的聪明之处。我们做销售或者做策划的时候也是同样，是否要把我们认定的主要功能去推销出去，哪一种是客户或者消费者最需要的。满足客户是消费者最需要的。
A very hard-working sales staff, in the face of difficulties and do not give up the contract. Finally, the completion of the completion of the task, from the completion of the task itself is very strict. Because the comb is used to sell monk, but he dug another additional function of product scratching. This is not to say that he is clever. When we do sales or planning is also the same, whether we should identify the main function to sell out, which is the most needed customers or consumers. Meet the customer is the most needs of consumers.
乙的成绩要比甲好，在销售过程中他也做了更为大胆的尝试。那就是大胆改变了销售人群，让不可能购买的人群去购买给需要的人。买的人不一定用，用的人不一定买。这种情况是现实生活中一直存在的。那么我们是否要盯着我们确定的目标人群不放，并一直抓下去呢？并不是所有勤劳的人都会有结果的，而在于你是否能找到正确的方法。
B good performance to compare, in the sales process, he also made a more bold attempt. That is the bold change in the sales crowd, so that people can not buy to buy to the needs of the people. Buy people do not necessarily use, people do not necessarily buy. This kind of situation has always existed in real life. So do we have to stare at the target people we are sure of not to put, and have been arrested? Not all hard working people will have a result, but is that you can find the right way.
丙的做法更让人大吃一惊，因为他创造了循环的效益。而且找到了一个崭新的市场。但丙的做法给我最大的启发却是一个很简单的商业道理——双赢。让别人赚到钱，自己才会赚钱。
C's approach is even more surprised, because he created the cycle of benefits. And found a new market. But C practice to give me the biggest inspiration is a very simple business sense - a win-win situation. Let others make money, they will make money.
奔驰smart Smart中的S代表了斯沃奇(Swatch)，M代表了戴姆勒集团(Mercedes-Benz)，而art则是英文中艺术的意思，合起来可以理解为，这部车代表了斯沃奇和戴姆勒合作的艺术，而Smart车名本身在英文中也有聪明伶俐的意思，这也契合了Smart公司的设计理念。 smart对环境的危害是很小的，戴姆勒-克莱斯勒强调该车几乎所有的部件都由人造的东西组成。钢底盘为粉末涂层而非常规的油漆, 因此没有溶剂，没有有油漆污染，也没有废水流出。同时他是有标准件的产品，超过85％的东西可以循环再造。 因此，smart是环保，经济，而且容易停车，现在右肽版本也已经出来了。第一次座进smart的驾驶室，你仍然会对它的驾驶乐趣感到惊讶不已。很显然，在郊外它看上去更像一个吵闹的盒子，用它来做长途旅行是很容易令人疲惫的。它没有提供现代小汽车的令人轻松的驾驶乐趣以及只有很小的行李空间证明这确实是一台城市的汽车：用来代步或者购物的。不过，在电子控制作用下，该车的最高时速可达137公里（加强的钢铁硬度使它成为了小车级别中最安全的汽车之一），如果有需要，smart完全有能力长途旅行。 smart没有提供很大的发动机功率（从44匹到61匹），但它有一个优势，6速自动变速箱。SOFTIP按照标准来进行换档动作。车子没有离合器踏板：只要简单地向前推排档杆就换到高档位了，而当向后拉排档杆就换入低档了。做为买家，可以选择SOFTOUCH自动变速系统，他可以让驾驶者简单的在自动与手动模式中切换，只要轻触位于排挡杆上端的按钮就可以完成切换。 小车型 大行动 smart fortwo 关爱地球 臭氧层空洞！全球变暖！海平面上升！一系列环境问题困扰着我们赖以生存的蓝色星球，地球母亲呼吸日渐艰难，而导致这种状况的重要元凶之一便是尾气排放。经济不断发展，交通工具日益增多，而地球上所有交通工具都在以惊人速度制造着各种尾气，当路边华丽的广告牌画着大大的问号询问“你的碳排放量是多少？”时，我们不得不感叹生态环境问题确已迫在眉睫。 国务院批准自2009年1月20日起，对1.6升及以下排量乘用车减按5%征收车辆购置税，这一政策导向对低油耗、低排放车型带有鲜明的鼓励意味。忽如一夜春风来，国内外汽车厂商纷纷投身于新能源的应用及环保车型的研发，绿色生态大潮席卷汽车制造业。在这股潮流当中，近两年才跃入中国消费者视野的smart品牌或许显得并不高调，而事实上这款惹人喜爱的都市生活座驾却可谓节能减排环保车型的“先行者”。 早在上世纪70年代，梅赛德斯-奔驰就注意到城市不断扩大和汽车数量不断增加的趋势，进而着手探索未来城市轿车的概念。1972年设计师Johann Tomforde提出了一个史无前例的理念：研发2.5米长的超紧凑型轿车。这款车长仅为标准停车位一半的座驾，着实为解决石油危机、交通拥堵、空间短缺等带来了新的希望。此后，本着“为都市生活寻求最佳解决方案”这一理念，经过多年设计研发，smart fortwo 于1997年在法兰克福国际汽车展首度亮相，并于1998年10月在欧洲上市销售。 面世十余年来，smart风潮已席卷全球38个城市，总销量超过一百万辆。而且，不论在燃油消耗方面还是最目前最受关注的二氧化碳排放量方面，smart一直扮演着全球环保节能车型的排头兵。smart fortwo cdi柴油版被称为”全球最节能的内燃机驱动车型”，按NEDC综合油耗标准计算，其平均每100公里仅耗油3.3升，而二氧化碳排放量仅88克/公里，是名符其实的“低排放冠军”。2009年底特律车展上，smart fortwo ed电力版隆重展出，该款车型完全用电力驱动，真正实现了“零排放”，可谓全球最环保车型之一。 2009年4月，四款标配mhd微型混合驱动的smart fortwo正式在华投放，2010年，smart pure版、smart虎年限量版和哑光灰限量版这三款车型也将陆续在中国市场销售。搭载直列三缸汽油发动机，smart fortwo mhd排量999 毫升，输出功率52千瓦（71马力），最高速度可达145公里/小时。最新调研结果显示：在城市日常交通状况下，车辆平均每1.3公里便需要停下一次。而smart fortwo标配的mhd微型混合驱动系统正适用于交通阻欢迎分享，转载请注明来源：内存溢出
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