Sales

More Universities Need to Teach Sales 

這是HBR 2016 的一篇文. 很多企業對 Sales 的觀念就錯了, 學校裡也不教 “Sales",所以有點成為一個管理的漏洞. 以前台灣的大公司怎麼做生意? 受不了, 想想真是離譜又真實, 現今很多高管還是有那種60-70年代台灣的業務做生意的觀念,要會辨別.

我之前也寫過一篇關於業務的性質 , 這篇更多補充, 可以修正很多舊的偏見.

“Salespeople must work across their firms’ functional boundaries, and, depending upon the buying process, with multiple people and functions at clients" -所以Sale 像是PM, 把公司各部門串起來.

“Selling is preoccupied with the seller’s need to convert his product into cash"

Marketing with the idea of satisfying the needs of the customer by means of the product and the whole cluster of things associated with creating, delivering, and finally consuming it.”

數位化後,  Selling is increasingly a research-based activity"

更需 “business-acumen and analytical selling skills"

會做商業分析Sales是非常厲害的, 會混用多商業工具,比率,指標, 理論, 新方法,新技術.

 

 

廣告

企業的演化論

企業存亡就是典型的演化論,就像器官的用進廢退,是自然選擇 生存是競爭.

順遂的時候 吃吃喝喝,高談闊論,

環境, 生活條件一點一點的改變, 累積的習性習慣,企業內部的 “熵” (entropy) 一直增加, 直到發現被自然選擇,就倒了.

失去本能, 是由於"習性", 一點一滴累積起來的習性和行為

科技業特別適用物種起源. 現今的科技業,很難生存吧

反而路邊賣蔥油餅 蘿波絲餅的小販 每日要面對陸上來來往往的車輛與人, 買餅排隊都要排好長等好久, 賣蘿波絲餅, 雖沒讀過什麼書, 但日日面對周圍環境的經驗,反而過得滿好.

Pizza 的成本

pizza cost of breakdown

Mozzarella-奶酪

Parmesian-巴馬

Papperoni-意大利辣味香腸

總成本約58 台幣

台灣pizza 價格大概是 大 $665 / 小 $440

毛利率約 785%

 

4 areas for blockchain application

https://www.facebook.com/plugins/post.php?href=https%3A%2F%2Fwww.facebook.com%2Fphoto.php%3Ffbid%3D10156113391063599%26set%3Da.10150904471418599.436620.537688598%26type%3D3&width=500

機器學習5 大學派, 各自主要演算法關鍵原理

1 符號論學派: (symbolistis), 用逆向演算法,用哲學,心理學, 邏輯思路.

2 貝氏定理學派: (Bayesians), 用機率推理, 用統計學

3 類比推理學派: (Analogizers), 用支持向量機 (support vector machine), 相似度判斷學學習,受新理學,數學最佳化影響

4 類神經網路學派: (Connectionists), 用大腦逆向工程 (reverse engineering),用倒傳遞理論演算法 (back propagation), 受神經科學,物理學啟發

5 演化論學派: (Evolutionaries), 運用遺傳學(genetics), 演化生物學 (evolutionary biology) ,遺傳程式規劃 (genetic programming)

真正想要的是一個整合各算法的終極演算法(the ultimate master algorithm)

業務是職務還是人格特質?

業務員的特質是什麼?

一種天生的特質

對客戶的同理心"的個性,能克服客戶購買前的猶豫不決

一種“介於同理心和自我驅動之間的動態狀態"

有時處處為客戶著想, 解決問題有時又非常主動,自動自發,找客戶,找出客戶的問題

兩種特質互相強化,也互相平衡.

業務員具有內在的人際關係感.
這種特質比較隱性, 看不太出來.

“對客戶的需求和反應有感覺"

人就是個性,行為,態度, 能力的交互影響.

如果把業務定義為一種職位, 但卻沒有這樣同理心的軟性人格特質, 結果會如何?

人格特質測驗, 看看有沒有這樣的"個性傾向或興趣", 而不是能力.

有這種特質,往業務方向發展會比較順利. “能感覺別人"是一種特質

雖不同領域的業務, 專業知識皆不同,

但這種傑出業務的人格特質是相同.

世界價值觀調查

作跨領域合作

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這問卷也可以問問大陸人的世界觀,

看看大陸人在個人與集體主義, 宗教信仰,社群參與, 公民意識, 選舉, 政治體制, 民主化價值與族群容忍,環境保護, 人權,  跟我們有何不同?

是否執業久了就沒心了?

累死了就無力人文關懷

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Communication problem in corporation

By John Brooks Business Adventures

It’s very interesting business book.

On Chap.7, it mentions about the communication problem in General Electric.

It’s complicated on communication in corporation.

It is very difficult to move the thinking in one’s brain to other people’s. It’s very difficult to make every members to truly understand.

No matter individual or organization, they are all very difficult to express themselves. People can not understand what they talk.

Does company’s real attitude reflect the true attitude of the CEO?

It’s interesting. I also wondered sometimes.

They are all true, but “at different frequency level".

How can I believe you are not joking?

It’s lacking “a form of mutual comprehension for mutual communication".

The problem is also between individual and self.
It is necessary to communication with self successfully firstly, then communicate with other people.

The problem is " the uncertainty of expression", which needs to be avoided in corporation.

It really reflects the problem on corporate communication.
As CEO say NO, we are not sure if he truly and firmly say no, or say no but yes in mind.

This book, recommended by Bill Gates, is very practical and insightful in business world.

20 Fastest-Growing Skills Online

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  • virtual assistants like Siri
  • Coders who can help machines communicate with people are in high demand
  • The demand for workers who know how to analyze Twitter data plunged 51 percent last quarter from a year earlier, reflecting the social media service’s struggle to grow its user base.

(source from https://www.bloomberg.com/news/articles/2017-01-25/these-are-the-20-fastest-growing-skills-in-the-online-job-market)

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