ChinesePod

bìngbùshì ò ，xīn de huòbì lánzi zhèngshì shēngxiào děi dào 2016 nián shíyuè yīrì 。jièshí rénmínbì de quánzhòng jiāng wèi bǎifēnzhīshídiǎnjiǔèr 。SDR shì IMF chéngyuánguó duì kě zìyóu shǐyòng huòbì pèié de qiánzàizhàiquán 。tōngsúdeshuō jiùshì dāng IMF chéngyuánguó méiyǒuqián de shíhòu ，kěyǐ yòng zìjǐ fēndào de fèné xiān dǐzhài 。

Not at all. The new basket of currencies will formally go into effect on October 1, 2016. At that time the renminbi will be given a weighting on 10.92%, SDR are a potential claim on the freely usable currencies of IMF members. In layman's terms, whenever IMF members don't have any money, they can use their corresponding share to pay their debts.

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的确存在这样的缺陷。由于对目标客户的定位比较精准，所以往往可能忽略潜在客户。不如前面两种营销方法的覆盖面广。

díquè cúnzài zhèyàng de quēxiàn 。yóuyú duì mùbiāokèhù de dìngwèi bǐjiào jīngzhǔn ，suǒyǐ wǎngwǎng kěnéng hūlüè qiánzài kèhù 。bùrú qiánmiàn liǎng zhǒng yíngxiāo fāngfǎ de fùgàimiàn guǎng 。

It certainly has this shortcoming. Because it targets customers more accurately, it frequently overlooks potential customers. It can't compare to the coverage of the previous two marketing methods.

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陈老师啊，我这边有一个问题。就是我做销售有一段时间了，然后对于就是确定，可能说潜在的客户这样子，我现在还勉强能够把握。但是我现在遇到的最大的瓶颈就是说，一般来说我确定了客户，他有这个购买能力，而且有这个需求，但是他们可能在一些比如说，还在很犹豫，但是就是很难套出来他们到底在犹豫什么。有些人可能是因为价格呀什么的。有没有什么办法可以就是说在最短的时间内，就是把这个案子给关掉这样子？

Chén lǎoshī a ，wǒ zhèbiān yǒu yī gè wèntí 。jiùshì wǒ zuò xiāoshòu yǒu yī duàn shíjiān le ，ránhòu duìyú jiùshì quèdìng ，kěnéng shuō qiánzài de kèhù zhèyàngzi ，wǒ xiànzài hái miǎnqiǎng nénggòu bǎwò 。dànshì wǒ xiànzài yùdào de zuìdà de píngjǐng jiùshìshuō ，yībānláishuō wǒ quèdìng le kèhù ，tā yǒu zhè ge gòumǎinénglì ，érqiě yǒu zhè ge xūqiú ，dànshì tāmen kěnéng zài yīxiē bǐrú shuō ，háizài hěn yóuyù ，dànshì jiùshì hěn nán tàochūlai tāmen dàodǐ zài yóuyù shénme 。yǒuxiērén kěnéng shì yīnwèi jiàgé ya shénme de 。yǒuméiyǒu shénme bànfǎ kěyǐ jiùshìshuō zài zuìduǎn de shíjiān nèi ，jiùshì bǎ zhè ge ànzi gěi guāndiào zhèyàngzi ？

Teacher Chen, I have a question. It's just that I've been a salesperson for a while, and about being sure, being able to say what a potential customer is like, now I can handle that with a bit of effort. However, the biggest problem that I've encountered is this: usually I'd say that I can judge a customer - he has purchasing power and he has the need, but they could... for example... they're still hesitant, but it's really hard to tell what they are hesitant about. For some people it could be because of price or something. Do you have any way to be able to tell in the shortest amount of time... to resolve this kind of situation?

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很多销售就会问，那么到底什么样的客户才是潜在的客户？那么这对于其实销售是非常重要的。

hěn duō xiāoshòu jiù huì wèn ，nàme dàodǐ shénmeyàng de kèhù cái shì qiánzài de kèhù ？nàme zhè duìyú qíshí xiāoshòu shì fēicháng zhòngyào de 。

A lot of salespeople will ask, "how are you supposed to know what kind of customer is a potential customer?" This is actually very important in sales.

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其实我根本不是她潜在的客户。

qíshí wǒ gēnběn bùshì tā qiánzài de kèhù 。

Actually I wasn't a potential customer for her at all.

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刚才和大家分享了挖掘潜在利润的重要性，那接下来，我想把一些问题细化。首先一个就是如何正确定位目标消费群，这也是我们做任何营销的先决条件。那么，谁是我们的目标消费群？这个消费群最希望从我们新一代阿尔法电脑产品中得到什么？

gāngcái hé dàjiā fēnxiǎng le wājué qiánzài lìrùn de zhòngyàoxìng ，nà jiē xiàlái ，wǒ xiǎng bǎ yīxiē wèntí xìhuà 。shǒuxiān yī gè jiùshì rúhé zhèngquè dìngwèi mùbiāo xiāofèiqún ，zhè yě shì wǒmen zuò rènhé yíngxiāo de xiānjuétiáojiàn 。nàme ，shéi shì wǒmen de mùbiāo xiāofèiqún ？zhè ge xiāofèiqún zuì xīwàng cóng wǒmen xīnyīdài ā\'ěrfǎ diànnǎo chǎnpǐn zhōng dédào shénme ？

I've just explained the importance of latent profits. Moving on, I'd like to go into a few problems in further detail. The first is how to properly align ourselves with our target consumers. This is also a prerequisite to any marketing we do. Now, who are our target consumers? What do these target consumers hope to get out of the next generation of products from Alpha Computers?

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为什么竞争如此激烈？答案也许非常简单，潜在的利润。现在还有非常巨大的市场尚未被开发，而这些未开发市场蕴含着丰富的潜在利润。这就是为什么新兴市场的竞争激烈程度远远超过成熟市场的原因。

wèishénme jìngzhēng rúcǐ jīliè ？dá àn yěxǔ fēicháng jiǎndān ，qiánzài de lìrùn 。xiànzài háiyǒu fēicháng jùdà de shìchǎng shàngwèi bèi kāifā ，ér zhèxiē wèi kāifā shìchǎng yùnhán zhe fēngfù de qiánzài lìrùn 。zhè jiùshì wèishénme xīnxīng shìchǎng de jìngzhēng jīliè chéngdù yuǎnyuǎn chāoguò chéngshú shìchǎng de yuányīn 。

Why is the competition so intense? The answer is actually quite simple: latent profit. Right now there are massive markets that haven't yet been opened up which contain an abundance of untapped profit. This is why the competition in rising markets is far and away much more intense than that of mature markets.

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对于我们阿尔法人来说，当然还包括我们的竞争对手，即将进入互联网时代的成千上万的潜在中国用户群正是我们最大的业务发展目标。如果我们一切运作得当，那么在非常短的时期内我们将可以得到一个巨大的回报。

duìyú wǒmen āěrfǎ rén láishuō ，dāngrán hái bāokuò wǒmen de jìngzhēng duìshǒu ，jíjiāng jìnrù hùliánwǎng shídài de chéngqiānshàngwàn de qiánzài Zhōngguó yònghùqún zhèngshì wǒmen zuìdà de yèwù fāzhǎn mùbiāo 。rúguǒ wǒmen yīqiè yùnzuò dédàng ，nàme zài fēicháng duǎn de shíqī nèi wǒmen jiāng kěyǐ dédào yī gè jùdà de huíbào 。

For Alpha Computers, and of course also for our competitors, upon entering the internet age our most important area for business development lies in the tens upon thousands of potential Chinese computer users. If all of our operations run smoothly, we'll be able to gain a huge return in a very short amount of time.

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没错。不过我们公司的模式跟你上一家公司有一些不同。大部分潜在客户都在国外。营销主要依靠网络进行，不需要面谈。

méicuò 。bùguò wǒmen gōngsī de móshì gēn nǐ shàng yī jiā gōngsī yǒu yīxiē bùtóng 。dàbùfen qiánzài kèhù dōu zài guówài 。yíngxiāo zhǔyào yīkào wǎngluò jìnxíng ，bù xūyào miàntán 。

That's right. However, our company's business approach is a bit different than your previous company's. Most of our potential customers are located abroad. Marketing is mostly carried out online. You won't have to discuss things with them face-to-face.

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