005-技能篇-初次面谈与需求分析

andperformancetestcopiesoftherecord.Ifnecessary,reviewshouldbecarriedout;4)forspringhangers(includedsimplespring,hangersandconstantsupporthangers)itshouldalsoberecognizedassettingandlockingofloads.5)checkthesurfacequality,foldedlayeringandwithoutcracks,rustandotherdefects.5)aftercompletionofthetestandcontroldrawingnumberonebyone,byseriesbaled.Coloralloysteelparts,thepartsmarkinginstallationlocationandrotationaboutthedirectionyouwant.7.3.14.hangersinstallation7.3.14.1hangerlayouta.acleardesignofhangershouldbeinstalledstrictlyinaccordancewiththedrawingsanddesignsshallnotbeinstalledwrong,missing,etc.B.ownarrangementofpipingsupportandhangersetandselectionshouldbebasedoncomprehensiveanalysisofgenerallayoutofpipingsystems;coldinstallationofsteampipewithparticularattentionreservedforcompensationofthermalexpansiondisplacementandorientation.C.supportsystemsshouldberationaltowithstandpipeloads,staticloadandincidentalload;reasonablepipingdisplacement;guaranteedundervariousconditions,stressarewithintheallowedrange.Strength,stiffness,andmeetrequirementstopreventvibrationandsoothingwater,withoutaffectingtheadjacentequipmentmaintenanceandotherpipinginstallationandexpansion.D.equipmentconnectedtotheinterfacetomeetpipelinethrust(torque)limitrequirements;increasethestabilityofpipingsystemstopreventpipeline...Tubewallthickness(mm)2-34-67-10weldformnoslopemouthweldstrengtheningheighth(mm)1-1.51.5-2weldwidthb(mm)5-67-6hasslopemouthweldstrengtheningheighth(mm)1.5-22weldwidthb(mm)coverhadeachedgeslopemouthabout2mmargonarcweldingweldstrengtheningsurfaceheightandwidthtubewallthickness(mm)2--33--45--6weldformweldstrengtheningheighth(mm)1-1.51.5-22-2.5widthb(mm)需求分析（开始面谈）：1．寒暄（建立初步关系）2．说明3P（目的、过程、收获）3．介绍公司与个人（简洁、突出重点）需求分析（唤醒需求）：1．唤醒需求2．确定需求3．获取承诺、结束面谈andperformancetestcopiesoftherecord.Ifnecessary,reviewshouldbecarriedout;4)forspringhangers(includedsimplespring,hangersandconstantsupporthangers)itshouldalsoberecognizedassettingandlockingofloads.5)checkthesurfacequality,foldedlayeringandwithoutcracks,rustandotherdefects.5)aftercompletionofthetestandcontroldrawingnumberonebyone,byseriesbaled.Coloralloysteelparts,thepartsmarkinginstallationlocationandrotationaboutthedirectionyouwant.7.3.14.hangersinstallation7.3.14.1hangerlayouta.acleardesignofhangershouldbeinstalledstrictlyinaccordancewiththedrawingsanddesignsshallnotbeinstalledwrong,missing,etc.B.ownarrangementofpipingsupportandhangersetandselectionshouldbebasedoncomprehensiveanalysisofgenerallayoutofpipingsystems;coldinstallationofsteampipewithparticularattentionreservedforcompensationofthermalexpansiondisplacementandorientation.C.supportsystemsshouldberationaltowithstandpipeloads,staticloadandincidentalload;reasonablepipingdisplacement;guaranteedundervariousconditions,stressarewithintheallowedrange.Strength,stiffness,andmeetrequirementstopreventvibrationandsoothingwater,withoutaffectingtheadjacentequipmentmaintenanceandotherpipinginstallationandexpansion.D.equipmentconnectedtotheinterfacetomeetpipelinethrust(torque)limitrequirements;increasethestabilityofpipingsystemstopreventpipeline...Tubewallthickness(mm)2-34-67-10weldformnoslopemouthweldstrengtheningheighth(mm)1-1.51.5-2weldwidthb(mm)5-67-6hasslopemouthweldstrengtheningheighth(mm)1.5-22weldwidthb(mm)coverhadeachedgeslopemouthabout2mmargonarcweldingweldstrengtheningsurfaceheightandwidthtubewallthickness(mm)2--33--45--6weldformweldstrengtheningheighth(mm)1-1.51.5-22-2.5widthb(mm)2需求分析（开始面谈）:当我们和准客户约定好面谈时间后，接下来就要为需求分析面谈做好充足的准备。这时，我们需要思考以下几个问题：1.准客户可能会有什么样的疑虑？2.我要如何开启面谈？－寒暄、说明3P3.如何让准客户对公司建立充足的信心？－介绍公司4.如何让准客户了解并开始喜欢我？－介绍自己寒暄（建立关系）（寒暄问题参考，详见补充材料部分）营销员准客户营销员准客户营销员程先生，你好（握手）我是上次电话与您联系的中宏保险艾中宏，这是我的名片（双手递上）。――你好。这边坐下谈吧。程先生，很高兴能有机会和你见面。看你们公司每个员工都朝气蓬勃，公司的效益一定不错吧。――还好啦。听李好说你们以前是同事，是吗？（适当寒暄：共同话题，推荐人，适当的赞美）说明3P（目的、过程、收获）营销员准客户就像我在电话里跟您讲的，最近我为李好做了家庭财务需求分析，他认为非常有价值，所以特别推荐我来拜访你，希望您也能从中受益。今天，我会先简单介绍一下我们公司的情况，然后会和您一起做一下您家庭财务的需求分析，整个过程大约30－40分钟时间。在做完分析后，您就可以清楚地了解家庭财务的抗风险能力。如果您希望我们为您提供进一步的规划，我会非常乐意；当然，如果您目前没有需要，也没关系，我只是希望您能象李好一样，介绍一些您关心的朋友给我认识，看看他们是否需要我的服务，您觉得这样可以吗？――可以。andperformancetestcopiesoftherecord.Ifnecessary,reviewshouldbecarriedout;4)forspringhangers(includedsimplespring,hangersandconstantsupporthangers)itshouldalsoberecognizedassettingandlockingofloads.5)checkthesurfacequality,foldedlayeringandwithoutcracks,rustandotherdefects.5)aftercompletionofthetestandcontroldrawingnumberonebyone,byseriesbaled.Coloralloysteelparts,thepartsmarkinginstallationlocationandrotationaboutthedirectionyouwant.7.3.14.hangersinstallation7.3.14.1hangerlayouta.acleardesignofhangershouldbeinstalledstrictlyinaccordancewiththedrawingsanddesignsshallnotbeinstalledwrong,missing,etc.B.ownarrangementofpipingsupportandhangersetandselectionshouldbebasedoncomprehensiveanalysisofgenerallayoutofpipingsystems;coldinstallationofsteampipewithparticularattentionreservedforcompensationofthermalexpansiondisplacementandorientation.C.supportsystemsshouldberationaltowithstandpipeloads,staticloadandincidentalload;reasonablepipingdisplacement;guaranteedundervariousconditions,stressarewi