经验分享Experience sharing 客户的建立、维护、巩固 订单执行、配送、清点 回款、发票 一、客户的建立、维护、巩固 1客户的建立 寻找目标客户（产品方向、医院实力、医生技术） 了解客户的需求（客户需要什么、我们能提供什么） 获取客户信任（公司的实力、技术支持、行业形象、口碑、个人魅力） 与客户确定操作模式（安全） 2客户的维护 获取其认可（跟台配合、无菌观、工具齐全好用、应急方案） 调查整理客户资料（生日、家庭、孩子、爱好） 和客户交朋友（单纯的经济关系是不稳定的、朋友才是长久的） 以朋友形式去帮客户完善职业发展（进级需要条件、论文投稿、进修） 让客户主动选择自己（行业黄埔军校的完美服务、不排斥诋毁对手的气场与自信、对手的失误） 定期不定期的拜访（以朋友身份出现——让客户有被重视感，而不是低三下四的靠他吃饭） 3客户的巩固 定期回访（获取反馈意见、改善服务质量） 关注、了解对手动态（做到知己知彼应对自如） 居安思危（对手的模仿、明确任何产品都有一个成长消亡的过程，领军新技术、新产品以获取长久行业生存力） 危机无处不在 危机管理意识（不怕一万只怕万一，做到有备无患） 二、订单的执行、配送、清点 1订单的执行 根据订单信息做好备货（与物流配合） 根据手术台次合理安排时间 跟台技术支持 完成记账（准确无误） 核对植入物标签 2配送、清点 工具、植入物准备 术前送消毒（物流、供应室、消毒方式、检查外包装） 检查、清点（工具及植入物的完整性） 标签核对（物流） 三、回款、发票 1回款（拿到回款才算真正的销售） 务 实 团结的力量 谢 谢 * 安全第一 沟 通 断了雨露如何继续 The last word 光说=空无 我们是一个整体 We are a whole Chinese except friendships to be more lasting。
Different foundations for friendships。 Westerns expect friends to be independent。 Chinese usually expect more from their friends。 Chinese except friendships to be more lasting。For Chinese a true friendship endures throughout life changes。 Chinese are friends even if they haven’t spoken for 20 years。 If you shared something at one time, then all your life you are friends。 This is the best of guanxi(关系), the Wide Web that connects Chinese through time and space。 So, we can say Chinese invented the Internet long before Bill Gates was born。
In North America, even the relationship in which people feel close and tell each other personal problems may not survive life changes such as moving to another city, graduation from a university or marriage。 If the people do not see each other regularly, the relationship is likely to die。 Different foundations for friendships。Chinese friends share “ things in common”: a task, a class, the hometown。 Friendships are formed by people who work or go to school together。 You may or may not like the person, but if he or she can do something for you because of his position or job, you can be friends。
But in North America, business and friendship are kept separate。 The friendships are usually tied to specific activities。 A person may have work friends and leisure (休闲时) activity friends。 Also friends tend to have similar financial circumstances, because friendship inthe West is based on equality。 Westerns expect friends to be independent。Why? It’s because their friendship is mostly a matter of providing emotional support and spending time together, so they do not feel comfortable in a relationship in which one person is giving more and the other is dependent on what is giving。
A westerner will respond to a friend’s trouble by asking “What do you want to do?” The idea is to help the friend to think out the problem and discover the solution he or she really wants and then to support the solution。Chinese friends give each other moreconcrete help。 A Chinese will use personal connections to help a friend get somethinghard to obtain。 They give each other moneyand might help each other out financiallyover a long time。 Chinese usually expect more from their friends。In the West, you can certainly ask a friend to do something with you, but you recognize that your friend may say no, if he or she gives you as reason。
You would not expect a friend to drop everything to respond to a non-urgent need such as shopping。 Nor would you expect a friend to recognize and respond to your wishes without stating them。A friend in China is someone who offers help without waiting to be asked。 There are few limits to what you can expect from a friend。 You can feel free t
