1、中广空气能销售培训手册一、 热水器发展史、各时期产品的优缺点及发展趋势第一代：燃气热水器优点：体积小，占用空间小，出水快、温度稳定、不受水量控制、价格便宜。缺点：由于燃气热水器在使用时要排出大量的废气，废气中除了二氧化碳以外，还有没完全燃烧的产物一氧化碳，如果使用时关闭门窗，通风不良，一氧化碳会增加，更严重时会发生中毒事故。使用寿命一般为6年，时间比较短。第二代：储水式电热水器优点：能适应任何天气变化，普通家庭可直接安装使用，长时间通电可以大流量供热水。使用时不产生废气，比较卫生。目前市场上销售的电热水器多数还带有防触电装置。干净卫生，不必分室安装，调温方便。缺点：储水式电热水器大而笨重，占用2、很大的空间，并且在用之前需要一段时间加热，在能源日益紧张的今天，浪费现象较严重，另外在常年使用过程中内部零件的老化会造成触电危险。第三代：太阳能热水器优点 ：节能、环保、安全。在夏季晴天的情况下，用不了多长时间水温就可达到很高。缺点：出水很小，必须加装增压泵才能缓解。同时安装复杂，容易影响住房的外观、质量及城市的市容市貌；维护较麻烦，因太阳能热水器安装在室外，所以比较难维护，若长时间不用水，如出差、旅游时，水箱内长时间处于高温、高压状态，会促进密封圈的老化，有时排气不通畅、压力太大还会使水箱胀坏。不适应恶劣天气 ，使用寿命短.第四代：空气能热水器 和第三代热水器一太阳能相比，虽皆为节能产品，但3、太阳能热水器的运行要受气象条件的制约，遇阴雨天无热水的弊端；而空气能热水器是利用逆卡诺循环原理从空气中吸收能量来加热生活热水，即使在黑夜和阴雨天也决不影响其效果，一改太阳能只在晴天“干活”的使用缺陷！另外，太阳能热水器必须安装在屋顶，受限颇多，且问题颇多，而空气能热水器则可随意安装在自家的室内、阳台和楼道等任意地方，不受楼层限制。 其次，空气能热水器水箱封闭运行，直接和自来水连接，无须担心跑水等问题。还有最重要的是安全，其加热工作不是用电直接加热，绝对水电分离，可以说是目前最安全的高端家庭热水供应中心。 空气能热水器以其更为安全、节能、舒适、方便、省心的显著优点，实现了生活品质的提升，必将成为4、中国未来热水器调拨的主流畅销产品.发展趋势：由此可以看出，热水器是沿着节能、环保、安全的三大方向不断发展的，并且使得使用更为方便，安装更为简单。而空气能热水器的诞生正好是这种趋势的综合，除占地面积稍大些外，集所有优点于一身的新型热水器。二、 空气能热泵热水器是什么，具体优势在哪里？热泵技术是基于逆卡诺循环原理建立起来的一种节能、环保制热技术。空气能热泵系统通过自然能(空气蓄热)获取低温热源，经系统高效集热整合后成为高温热源，用来取(供)暖或供应热水，整个系统集热效率达到400%空气源产品的特点和优势：A：更安全第四代空气能热水器完全符合国家安全标准，独有完善的水电隔离保护，杜绝漏电、干烧、爆炸5、中毒等现象，实现热水器使用电的真正无隐患。B：更节能能效比高达400%，耗电量为普通热水器的1/4，即一度电可当四度电用。C：更简单不受环境限制，可安装在室外任何地方，亦无须光照要求。D：更健康欧特斯空气能热水器较传统热水器的最大不同是具有自动除垢功能，降低结垢率，软化水质的功效E：更快捷更快的制热速度，更强的保温效果，水压稳定且压力大保证全天候热水的使用。F：更耐用 优质专业的压缩机和超强保温的内胆水箱，加上十年无褪色的外壳，铸就了经久耐用的欧特斯空气能热水器；水箱安全无故障，使用寿命可达十二年以上，并承诺6年包换。经济对比1、各种热源热值 各种热源在使用其加热过程中并不能完全燃烧，实际产6、生的热值均低于理论热值 根据各种热源的热效率，现将其实际热值列表如下：名称 理论热值 热效率 实际热值煤 4300Kcal/kg 64% 2752Kcal/kg柴油锅炉 10200Kcal/kg 85% 8670Kcal/kg管道煤气 3800Kcal/kg 70% 2660Kcal/m 天 然 气 8600Kcal/kg 75% 6450Kcal/m液 化 气 10800Kcal/kg 70% 7560Kcal/m电热水器 860Kcal/kg 95% 817Kcal/kwh空气能热水器 860Kcal/kg 350% 3010Kcal/kwh2、每吨热水成本比较 现以加热1吨水为例,自来水7、温度按15,加热至55,需要40000Kcal的热量煤 40000Kcal 2752Kcal/kg14.5kg 0.68元/kg 9.86元柴油锅炉 40000Kcal 8670Kcal/kg4.6kg 4.1元/kg 18.86元管道煤气 40000Kcal 2660Kcal/m 15.0m 0.9元/m 13.5元天 然 气 40000Kcal 6450Kcal/m 6.2m 2.2元/m 13.64元液 化 气 40000Kcal 7560Kcal/kg 5.3kg 3.9元/m 20.67元电热水器 40000Kcal 817Kcal/kwh 49.0kwh 0.9元/kwh 44.18、元空气能热水器40000Kcal 3010Kcal/kwh13.3kwh 0.65元/kwh 8.65元二、 中广欧特斯空气能的优势1、 主机组成压缩机：作为热泵核心部件的压缩机，公司全部选用一线品牌热泵专用压缩机：东芝。运行稳定，性能优异盘管：唯一内外均采用中国最大铜制品制造商海亮牌紫铜管，高纯度有效保证铜管的导热性能及使用寿命芯片：采用美国ATMEL军用芯片具有断电记忆功能，当断电重新来电时，能确保所有原设置参数不丢失，为您排除不必要的烦恼。传感器：日本原装芝浦传感器，具有测温精准（误差小于1度），经久耐用的特点。2、 水箱组成内胆：全部采用水晶内胆，防漏层与承压层分离设计，内壁喷涂特殊合9、成高分子材料经高温处理及钢晶一体化工艺，将整个内胆表面浑然一体无任何焊缝并有效防止结垢。有别于普通不锈钢内胆，抗腐蚀与耐高压能力都更强。保温层 ：60mm厚聚氨酯经高温高压定量一次性发泡而成，采用40KG/m的黄金密度，防止二次发泡。外壳：采用进口氟钛板材料，厚度达2 mm，由进口数码折边机一次性折合，外观美观，大方，性能好，抗紫外线能力强，确保产品十年无退色及掉漆现象3、 整机优点机组配置：产品机组全部采用1：1黄金配置，大功率制热速度更快，有效保证压缩机的使用寿命，彻底杜绝小马拉大车现象。原配一体机：行业唯一一家原配一体机空气能问世，从主机、水箱、仪表到管路配件全部出自中广电器，均有“0U10、TES”标识。品种：产品系列齐全、包括金钻系列、E彩方形系列、全能系列。其中后两款均属于首创，在国内市场均处于垄断地位，没有可比性！4、 服务售前：以热水专家的姿态，详尽介绍产品将会给客户带来的方便和好处，帮助客户设计安装位置，确保最好的安装方案，要让客户感觉到我们的的专业和关心。售中：安装过程详尽介绍产品的使用方法和注意事项，让客户清楚简单的保养。售后：家用机主机3年保修，水箱六年包换；工程机整机两年保修，终生负责维修。三、 客户常见问题解答1、 问：空气能的制热时间快不快？答：空气能热水器制热速度根据进水温度和室外温度差异而不同。每一箱水无论是100L还是150L全年平均制热大约需要用时711、0分钟。夏天进水温度和室外温度高，制热相当快，一般40分钟即可制热；冬天进水温度和室外温度都较低，制热要慢一些，一般需要90分钟完成。2、 问：空气能的耗电量如何？答：空气能热水器耗电量主要受室外温度影响，室外温度越低，制热时间越长，耗电越多，反之亦然。平均状态下，每制热100L水需要耗电大约1.2度，相当于电热水器耗电量的1/4。3、 问：空气能热水器的制热原理是怎样的，为什么会节能？答：蒸发器从空气的环境中吸取低品位热量，经压缩机压缩成高温高压气体，通过冷凝器冷凝成液体时，要释放出大量的热量，传递给了水箱中的水，使水温不断上升，冷凝后的液体通过膨胀阀节流成气体返回到蒸发器，再从空气中吸收热12、量，如此循环往复。由此原理可以得出：空气能热水器不是用电能直接给水加热，而是用少量的电带动压缩机和风机，充当热能的搬运工把空气中的热量搬运到水箱里面。电热水器的能量组成为：单纯的电能太阳能的能量组成为：电能+太阳光热空气能的能量组成为：电能+空气热能关键说明几点：明确告诉他们这个热水器不是直接用电把水加热.它只是用电带动压缩机进行工作.最主要是靠吸收空气中的热量，经过压缩机变成高温高压气体把水进行加热.形象说明：空气能是一种能量的转移，起到四两拨千斤的效果。如同阿基米德所讲的，如果给他一个支点和一根足够长的杠杆，他就能把地球翘起来一样。这其中支点就是主机所耗的少量电能，杠杆就是空气中的热能，地13、球就是水。举个简单的例子，汽车耗几升汽油就可以把几吨货物从一个地方运到另一个地方，热泵机组可从自然界中吸收热量经过热泵的“搬运”（电力做功驱动热泵），获得可用于生产、生活的热能4、 问：什么是水晶内胆，和不锈钢内胆，搪瓷内胆比有什么优点？答：水晶内胆：内胆由承压层和防漏层组成，分离设计。承压层有2mm厚的冷扎钢板焊接而成，防漏层由4毫米厚的水晶涂层（特殊合成高分子材料）经过钢晶一体化工艺将整个内胆表面及开口处一次成型，无任何焊点，杜绝了漏水现象。不锈钢内胆：由一个毫米厚的不锈钢焊接而成。字面上理解以为永不生锈，但金属板材经过高温高压后。（1.镍元素降低和破坏，304不锈钢含镍7.5-8，其主要14、功能是抗酸，抗腐。2.鉻成份降低，304不锈钢含鉻13%以上才不会生锈，经过高温焊接，明显下降至11%以下）搪瓷内胆：作为一种非金属材料，在光滑金属无菱边的情况下，搪上0.25-0.3毫米瓷，经过高温烧结，搪入内胆表面。由于搪瓷厚度受限，搪瓷过厚严重影响附着力和均匀度，易渗漏，而且表面不光滑易结垢。比较：承压层：2mm厚的冷扎钢板要比1mm厚的不锈钢承压强防漏层：一次成形的水晶涂层没有任何焊缝，绝对不会产生漏水现象；而不锈钢内胆是焊接而成，中间的焊缝在长期高温高压的状态下存在漏水隐患；搪瓷由于搪不均匀，易渗漏和结垢。形象说明：可以把书本卷起来做水箱的内胆，用页数做例子和客户解释，简单明了。5、15、 问：我们家位置小，安装是否方便？答：空气能的安装非常方便，选取室外、阳台、厨房、卫生间甚至客厅的任何位置都可以，且不受楼层高度的限制，非常适用于电梯房。对于卫生间方便使用但是空间较小的情况公司已经开发出壁挂式浴宝系列机型，解决空间矛盾。是太阳能热水器良好的替代品。一般选取位置是：安装室外不锈钢系列 安装室内氟钛板系列安装客厅、厨房E彩系列 安装空间小的卫生间壁挂系列这样思路就清晰多了，不会产品之间产生冲突6、 问：在什么状态下不可以使用了？答：停电时可以暂时使用一桶热水，停水或者水压过小时则无法使用。在没有自来水或者自来水压小的情况下，初次设计安装空气能时可以自加增压泵进行使用。7、 问：水16、箱盘管有多长，是否越长越好？答：100L18米，150L24米，200L28米，300L32米水箱的盘管与机组必须配套使用，过长或者过短都不利于制热。8、 问：主机功率有多大，是否功率越大越好？答：1P0.94kw ；1.5P1.22kw；2P1.65kw；3P2.3kw主机与水箱必须采用黄金配置，偏大浪费资源，偏小能力不足9、 问：氟循环与水循环的区别？答：水循环是指：水箱与主机由水管连接，制热是在主机内完成后依靠增压泵的压力又输送到水箱，由水循环制热的。优点：由于主机与水箱的连接体是水管，所以不存在漏氟现象和铜管腐蚀的发生，并且不易结垢，制热速度比氟循环稍快。缺点：主机内增加了循环泵，这样17、就是的耗电量增加，而且换热器在频繁的冷热循环中极易爆裂，这是水循环空气能致命的弱点。氟循环是指：主机与水箱由铜管连接，依靠铜管内的介质输送热能到水箱，由介质循环制热的。缺点：安装不规范，会发生漏氟现象。标准规范的安装则可以完全避免。优点：弥补了水循环耗能高，换热器易损的缺点。注：工程机主机配置高，一般选用水循环，制热快；家用机选用氟循环，耗能低。10、问：什么是环保型冷媒，你的是吗？答：冷媒是在空调系统中，透过蒸发与凝结，使热转移的一种物质。俗称氟里昂。严格的讲空气能目前没有环保型冷媒，均属于商家炒作。我们采用的市面上R22型冷媒。11、问：和空调有什么区别，空调不贵，为什么空气能这么贵呢？答18、：空气能与空调的制热原理相反，其一，空气能内部构件中压缩机采用的是热泵专用压缩机；其二空调系统中压力最高为18个，热泵压力最高超过28个，所以热泵铜管要比空调铜管厚的多；其三，系统中空调承受最高温度一般不超过40度，而空气源至少可以到达60度，所以制热要求相当高。由此可以看出：空气能的部件要求要远远高于空调，所以造价也比空调要高些。12、问 ：操作方便吗，随时随地有热水使用吗？答：空气能热水器初次安装以后一般不需要再调整，当水箱温度低于下限温度时主机会自动工作，达到上限温度后主机自动停机保温，使得水温一直保持在4555之间。在夏天和冬天只需要把上限温度和下限温度稍微调整一下就可以更为节能了，这19、样在不断电和不停水的状态下全年热水无忧，打开龙头即出热水。13、问：阴天下雨是否可以使用呢？答：空气能热水器只受到室外环境温度和进水温度的影响，和阴天下雨没有任何关系，这是空气源和太阳能相比最为明显的优势。14、问：单看外观和原理都和空调差不多，空调很费电，那么空气能呢？每天都插电吗，会不会也很耗电啊？答：空调无论是制冷还是制热一般每天的工作时间都比较长，而且空调工作的功率要高于空气源的工作功率。空气能热水器电源虽然是一直通电，但当制热完成后，机组就会停止工作自动保温，保温过程不需要耗电，水箱的保温效果可以达到72小时以上。家用机一般每天工作时间不会超过2小时，所以空气能要比空调省电，且对压缩20、机保护好，使用寿命更长。空气能每天都要插电，工作时耗电，保温时不需要耗电。随时插电的目的就是为了使空气能水箱内的水温保持在4555之间，并保证24小时有热水。15、问：你们是食品级不锈钢内胆吗，可以用空气能的水做饭吗，听说太阳能的可以？答：我们公司空气能采用的是水晶内胆，即使是食品级不锈钢内胆出于对您身体健康的角度考虑我们也不建议你用来做饭，太阳能也一样。因为水箱里面的水一次性不可能全部用完，这样水箱里面的余水在长时间反复加热的过程中就会产生致癌物质，对饮用不利。但这种物质对洗澡无害，不会伤及皮肤。形象说明：家里暖瓶里面的水一般放置三天我们便不再饮用了，原因不仅仅是水凉了而是水里自然生成了对身21、体不利的物质，同理可证！ 在此问题上，要始终站在客户的角度考虑，体现对客户的关心。并且可以打击那些鼓吹可以饮用，不顾客户身体安危的厂商，凸显我们的真诚。16、问：听说空气能是新产品，技术是否过关啊？答：空气能热水器作为一种新型产品，在我国推广的时间不是很长，自2003年在国内问世以来仅有6个年头，然而在国外已经沿用30年以上了。其次，空气能的制热原理仅仅是空调的反原理（逆卡诺原理）而已，既然空调大家都信得过，那么空气能就不存在什么技术上的疑虑了。17、问：空气能洗浴时的水压怎么样啊、太阳能水压比较小洗澡不舒服？答：空气能中的热水是由自来水压力顶出来的，无论楼层高低只要自来水水压足够大，那么热水22、出水压力就足够大，洗浴非常舒适。18、问：空气能的噪音有多大啊，是否会影响邻居？答：家用空气能的最低噪音为52分贝，最高噪音不超过58分贝。同等型号均低于空调的噪音，且空气能制热时间又短于空调，所以基本不会受到空气源噪音的影响。19、问：和“美的”、“格力”等大品牌相比，我们有什么优势？答：生产专业性：目前市场越来越细分，每个行业都有自己领先的品牌，几乎没有一个公司可以成为所有行业的全能冠军。我公司专业制造空气能热泵热水器，目前正向空气能行业单打冠军迈进。而“格力”、“美的”等主要从事空调及小家电的开发并逐步成为其行业大品牌，而对于空气能这种新的行业，其公司的设计研发等各方面精力比较分散，不具23、备专业性。形象举例：皇明太阳能和海尔太阳能作对比。行业经验：我公司自2005年起就一直致力于空气能热泵技术的研发，目前拥有行业多项专利和第一名。而作为美的、格力属于刚刚涉足空气源行业，无论是从产品的设计研发还是形象创新都属于刚刚起步的阶段。形象举例：比如，行业第一家原配一体机；独家研制可拆卸式水晶内胆、E彩系列和全能系列产品、唯一一家内外均采用海亮牌紫铜管等等！20、问：我应该选择多大容量的比较合适呢？答：按照常规计算每个人洗浴的热水标准是40L/人。数据详情见资料家用机介绍参数。21、问：各大生产基地空气能总体性能的比较？答：目前空气源主要有两大生产基地，浙江和广东，浙江机以锦江百浪、中广欧24、特斯、真心、天舒、生能为主；广东机以美的、长菱、同益、豪瓦特、奥德绅为主，另外还有北京的清华同方、山东的康特姆。 广东机的特点：机组配置低，产品稳定性稍差，外观设计单一，粗糙，价格低。 浙江机的特点：机组配置基本按1：1的黄金比例，外观精美，款式多样，价位略高于广东机。在所有浙江机中我们中广欧特斯空气能又是其中的佼佼者，公司以稳定的质量，精美的外观设计，优质的售后服务，寻求最优的性价比为宗旨，这样就充分保证了产品的长期推广和市场开发的可行性。产品没有进步没有更新就只有等待灭亡，或被取代，比如柯达胶卷。而中广电器有限公司在产品更新速度上始终处于领先。独创水晶内胆，独创方形水箱和磁化水系列空气源，25、独家推出空气源热水器原配一体机，后来居上，率先成为空气源行业十大品牌。目前公司一直走在整个行业最前沿，引领产品发展新趋向在产品介绍时如果客户不提及尽量不要针对性的提及其他品牌，以免误导客户。22、问：内置盘管和外置盘管有什么区别？答：内置盘管是指，导热铜管盘在水箱里面，和水是直接接触的。优点导热速度快，缩短了空气能的工作时间，这样更方便客户用水，更有利于保护压缩机，最主要的是更能体现空气能节能的巨大优势。缺点直接和水接触在长时间高温状态下，铜管容易腐蚀。我公司对腐蚀缺点的解决方案是：采用中国最大铜制品生产企业海亮牌紫铜管，选取超纯材质，加大铜管厚度（达到1.2mm）保证铜管更耐腐蚀采用水晶内胆26、保证水箱，保证水质在水箱加热期间不产生过多水垢全能系列加入镁棒除垢，净化水质充分保证水箱内的纯净，这样就可以保障空气能使用寿命12年以上的设计标准。外置盘管是指把铜管盘在不锈钢内胆的外面，透过不锈钢内胆间接加热。优点铜管不受腐蚀，使用寿命更长缺点由于透过不锈钢内胆间接给水加热这样就严重影响了铜管的导热效率，增加了主机的工作时间尤其在冬天散热快的状态下，使节能效果至少降低 50%，这样空气能达不到真正节能的目的，违背了空气能的第一特点节能形象说明：如果采用外置盘管达不到节能的效果，那么就谈不上空气能初次投资的后期资本回收，失去了空气能的实际意义。外置盘管其内胆材质必须选用容易导热且壁薄的材质，一27、般选用1mm不锈钢，这又与内胆承压、防漏和防腐蚀造成冲突。23、问：为什么空气能比其他热水器贵这么多？答：首先讲解空气源热水器和其他热水器的优势购买其他不节能热水器初期投资少但后期投资大，而购买空气源热水器本身不仅是一种购买行为，更是一种前期投资，后期回收的投资行为，投资回收期满后，多用的年数就是投资收益的部分。24、问：工程机的选配方案是怎样的？答：对于热水需求的计算：序号建筑物名称单位最高日用水/L使用时间/h1住宅有自备热水系统和淋浴设备每人408024有集中供水系统和淋浴设备每日601002别墅每人每日70110243单身职工宿舍，学生宿舍，招待所设公共盥洗室每人每日254024或定时28、供应设公用盥洗室、淋浴室每人每日4060设公用盥洗室、淋浴室、洗衣室每人每日5080设单独卫生间、公用洗衣室每人每日601004宾馆旅客没床每日12016024员工每人每日40505医院住院部设公用盥洗室每床每日6010024设公用盥洗室、淋浴室每床每日701308设单独卫生间每床每日11020024医务人员每人每班70130门诊部、诊疗所每病人每次713疗养院休养住房部每床每日1001606养老院每床每日5070247幼儿园、托儿所有住宿每儿童每日204024无住宿每儿童每日1015108公共浴室淋浴每顾客每次406012淋浴、盆浴每顾客每次6080桑拿浴（淋浴、按摩池）每顾客每次7010029、9理发室、美容院每顾客每次10151210洗衣房每千克干衣10151211餐饮厅营业餐厅每顾客每次15201012快餐店职工及学生食堂71011酒吧、咖啡厅、茶座、卡拉OK381812办公楼没人每班510813健身中心每人每次15251214体育场馆运动员淋浴每人每次2535415会议厅每座位每次234注：本表热水温度以60计算对于机组配置的计算中广欧特斯工程机组基本分为：2P、3P、5P、10P、20P五种型号计算公式：吨位数=机组大小(0.60.8) 或者 机组大小（0.60.8）=吨位数举例：10吨=15P（0.60.8）912吨 即可。注：一般以冬天最为恶劣的工况进行匹配，选择系数为030、.6为降低故障风险，尽量选择多机组配置，简单讲就是能配两个小机组不配一个大机组。在热水供应要求不高且允许报价也不高的情况下选择系数可以增加到0.825、问：空气能的放氟和收氟是怎样的程序？答：放氟：在接通电源之前，连接好主机与水箱之间的铜管，用内六角螺丝打开粗铜管的阀门打开细管下面的排气孔，排气10秒钟左右停止用内六角螺丝打开细铜管的阀门放氟完成收氟：在开机状态下，第一步操作仪表，按上下上下上上下F00F62把0和1互换后按S键确认F62F00按S键确认；第二步操作主机，用内六角螺丝关闭粗铜管的阀门等待大约30秒用内六角螺丝关闭细铜管的阀门收氟完成。26、问：空气能常见的故障有哪些，怎样简单维31、修？答：机组运转，水温不升1、风机运转，压缩机不一定运转检查压缩机线路。2、冷媒渗漏检查冷媒管路，修复后加冷媒。3、冬季系统内可能冰堵或蒸发器积霜过厚检查化霜功能。仪表不显示1、室外控制板变压器坏更换变压器。2、信号线断路检查信号线。3、信号线插孔，连线端受潮短路或接触不良（水箱下侧面）用吹风机烘干线重新插接。室外机噪声大1、外机螺丝松动检查修复。2、铜管抖动碰撞声检查修复或是电压不稳造成。室外机滴水。泄压阀滴水均属正常现象。如泄压阀在水温较低时还连续不断滴水就要检查自来水压是否过高。仪表显示70以上，机组继续运行。仪表控制失灵，关掉电源后10分钟，再开机。开机后处于制冷状态不制热，怎么处理？32、由制冷到制热的转变程序是、：在开机状态下，第一步操作仪表，按上下上下上上下F00F62把0和1互换后按S键确认F62F00按S键确认故障现象：压缩机运行过载 故障原因：排除方式： 1：电源电压过低1：检查电源电压 2：压缩机接线端子松动2：检查紧固接线端子 3：制冷剂充注过量3：放掉过量部分故障现象：压缩机不停机 故障原因：排除方式： 1：温控器失灵1：更换修理温控器 2：温控器位置安放有误2：重新安装适当位置 3：传感探头阻值不对或3：更换传感线断落四、 销售技巧分析销售产品无非就是两件事：态度和技巧。销售态度不明确的修正态度；销售技巧不熟练的增强培训，培训包括产品知识培训，推销技巧培训。133、 精心准备（1） 爱上销售这份行当不管你是谁，从事何种工作，无论你的愿望是什么，若要达到你的目的，就必须具备向别人进行销售的能力，学会推销自己是一切成功的根本。从事销售的五大好处：自由自在、富有挑战、多姿多彩、改变命运、回报无限！（2） 深入了解你的产品销售产品如同写文章，产品就是每个字词。要写出好文章就必须深入了解每个汉字、每个词组的意思，然后再经过缜密的构思把这些字串起来的过程。同理，销售就是运用你产品的优点以及给客户带来的好处，经过周密的策划和组织把客户说服的过程。前提是，你必须深入了解你的产品，并学会灵活运用。（3） 给对手对应的关注“知己知彼，百战百胜”了解竞争对手，熟悉竞争对手的34、优劣势，有助于在销售中扬长避短，做出令客户信服的对比，充分展示产品的竞争优势，给客户以更强的信任感和说服力。终极方法：弱化其强势，强化其弱势，强调自己的优势。（4） 快速找出你的客户准客户是销售人员的最大资产，他们是销售人员赖以生存并得以发展的根本。对于空气能产品来说我们的客户是谁？ 收入高、中端个体人群家用为主， 酒店、医院、宾馆、美容美发、养老院、办公楼、体育馆、游泳池、洗衣房、餐印等等需要热水的场所工程为主他们在哪里？ 新开发楼盘，无论是安置房还是商品房、高层还是底层，上帝就在这些新房子里面，等着我们上门给他推荐热水器行业最顶尖的产品欧特斯空气能热水器。 新开发或者新装修的服务场所 国家35、的这些工商局、税务局、财政局、银行等等都有团购的可能，可以作为福利下发给员工。（5） 摸清客户的“底细”一个优秀的销售员，肯定是一名好的调查员。找到客户就要进行评估，第一 钱 是否具有购买能力，不具备的喝茶聊天，并引导他一投资的眼光来选择需要的产品第二 权 是否具有购买决策权，不具备的喝茶聊天，并通过他找出幕后决策人第三 需求 是否具有热水方面的需求，不具备的喝茶聊天，并争取他让变换思维具备这种新需求2、 自我包装（1） 给自己一个明确的目标设立目标的原则：具体明确、可衡量得的、可实现的、切合实际的、有一定时限性的。执行才是硬道理：拟定行动计划、每天检查工作、克服惰性思想（2） 保持良好的销售36、心态一个健全的心态，比一百种智慧都有力量，所以有什么样的心态，就会有设么样的人生。热情主动、自信勇敢。（3） 形象是最好的通行证销售，首先是销售自己。要知道的是客户首先接触到得并不是你的产品而是你自己，事实证明销售成败有事不在产品本身，而在于销售人员的个人魅力。着装的原则只比客户好一点点（4） 微笑可以换取黄金世界上最伟大的推销员乔吉拉德曾经说过：“当你笑时，整个世界都在笑，一脸苦相没人理睬你”。面对客户时要注意微笑的运用，别总是一本正经的，和客户谈判的气氛必须由你来掌控，否则推销到此为止。保险公司的口号之一：今天你微笑了吗？（5） 做时间的主人让时间增值的有效做法： 建立高效率的环境 妥善处37、理和保管文件 学会批量处理事情利用最好的工具 利用零碎时间用金钱买时间多听成功人士的报告，汲取优秀的经验3、 拜访客户（1） 不要做个“不速之客”在外出谈业务时一般必须提前预约，不速之客往往会造成客户的腻烦心理。预约的三要素：准确的约见时间、详细的月间地点、恰当的约见对象。一般计划约见时不谈具体内容，以免遭到拒绝，保留一份神秘感。（2） 精心准备每一次拜访（3） 绕过“守门人”的防守比如小区物业人员，酒店前台等引起对方兴趣获取“守门人”的好感提高你与客户的亲密度故意抬高自己的身份（4） 开场白打动他的心十种经典开场白1、 金钱省钱和赚钱的字眼往往很容易一起客户的兴趣2、 赞美人们总是不会拒绝好38、听的话，每个人都喜欢获得别人的赞美3、 引发兴趣简单说就是让客户对你感兴趣4、 提出问题找到一个与客户需求有关系的问题5、 求教客户几乎很少有人会拒绝谦虚、真诚的人6、 幽默笑话既能让客户高兴又能突显你的产品举例：销售人员：“王先生，您好！您知不知道人死了别人却还说他还活着的原因是什么吗？”客户：“他伟大的精神？”销售人员：“不，是因为他买了保险”客户：“哦，哈哈”7、 排忧解难为客户排忧解难，带着艰涩和性的方案访问客户是最佳的办法。8、 攀认关系9、 朋友介绍告诉客户是谁介绍你来的，但不能说谎10、利用好奇心好奇心是所有人类行为中最有力的一种（5） 永远记住客户的名字4、 推介产品（1） 问39、出你想要的答案来 提问的意义：有利于把握的客户的需求通过巧妙而适当的提问，销售人员可以从客户那里了解更充分的信息，从而对客户的实际需求进行准确的把握。有利于引导客户的思维只答不问，绝非销售。提问可以掌握整个谈话氛围的主动权，这样才能让客户跟随我们的问题一步步深入了解我们的产品，从而达到满足客户需求和销售的目的。任何时候都不能丧失主动，丧失主动销售到此结束！有利于保持良好的客户关系只有你的提问才能更好的调动客户的积极性，让其讲出心中所需要的，也能让客户感觉到我们的重视，使得谈话得以更好的进行。有利于减少与客户之间的误会销售就是要销售客户所需要的，客户不需要的讲的再多也没有意义。比方说客户非常关注40、空气源热水器的安全问题，那么你就要着重讲解安全方面的优势，其他的一语带过或者最后画龙点睛。相反你把节能、环保讲个滔滔不绝客户也不一定会心动，反而会觉得你冷落了他的需要从而离开。所以打蛇要打七寸！ 提问的技巧有目的的提问“请问咱们家一般有几口人用水啊？”目的是看他应该选用多大容量的引导性的提问“你觉得这款方形红色的空气源怎么样？放在厨房肯定是一款很好的装饰品”用温和的语气提问把握好提问的前奏让客户必须要回答或者回答以后至少没坏处注意提问的表述举例：“神父，我可以在祈祷的时候抽烟吗？” “坚决不行”“神父，我可以在抽烟的时候祈祷吗？” “当然可以了”适当的保持沉默不能连续发问咄咄逼人，要等待客户的41、反映再作出判断。（2） 当一名忠诚的聆听着销售人员在销售产品时，最重要的是要客户知道想要什么，而客户的需求，客户的期望都是通过听才能获得。听能帮助我们了解客户的心声、听能创造良好的销售气氛、听能帮助我们获取客户好感（3） 卖好处而不是卖产品对客户来说，他要买的是利益而不是产品，如果没有与价值、服务、用途等相关的好处，别指望客户购买。如果你的产品符合客户的需求，那么不用多讲，请你告诉他就可以。用“FABE介绍法”推介利益 F 指特征（feature），即特质、特性等产品的功能，以及他是如何用来满足客户的需求的 A 指优点（advantage），及产品的特性所表现出来的直接功能效果，也就是从产品特42、性衍生出来的优势所在。 B 指利益（benefit）,即客户使用产品所得到的好处。从客户角度来说，客户不是为产品的特性所打动，问是为了产品特性所带来的的利益所吸引。 E 指证据（evidence），包括技术报告、客户反馈、报刊文章、照片、示范等。证据具有足够的客观性、权威性、可靠性和可见性。FABE介绍法句式的应用：“因为（特性），所以（优点），对您而言（利益），您看（证据）”在此突出讲解一点：照片或者图片解说的作用加深客户印象，促使客户联想，吸引客户注意力，增加客户参与感增强客户信任感。因此：所有经销商都必须把安装过的机子拍成照片并整理成册，好处：形象而鲜明的告诉客户安装的位置给客户以指导；43、拥有的客户群给客户以信心，等安装数量达到一定程度基本就不需要导购员讲解，看到这些照片客户就可以下决定购买了。（4） 让客户感同身受一次演示胜过千言万语，百闻不如一见，少讲多演示是产品介绍的最高法则。所谓演示，就是通过某种方式将产品的性能、优点、特色展示出来，使客户对产品有一个直观了解和切身感受，借以达成销售的目的。演示的作用演示也是一种证实 耳听为虚，眼见为实。客户不一定相信你，但是他相信他所看到的举例：保险柜推销有个卖保险柜的业务员，当着客户的面在保险柜中放入一万元，对客户说：“只要你能把保险柜打开，这一万元归你。”客户费尽心机，但仍无法将保险柜打开。这样，保险柜安全的特性就得到了证实。演示44、可以加深印象 有效的产品演示可以加深客户的印象。演示可以使客户愿意花上一段时间专注的倾听销售人员的说明，从而使销售员能有顺序的、有逻辑的、有重点的、完整的说明产品的特性及利益。 演示可以激发兴趣 人叫人千声不语，货叫人点头自来。有效的销售演示能够增加销售过程中趣味性，让你的产品生动起来，从而引发客户的购买兴趣。演示的要点卖点独特 演示不是做产品特性的说明，而是激发客户决定购买的欲望，有选择、有重点的介绍客户希望看到的独特功效。具有趣味性 成功的销售演示必须具有趣味性，这样才能有效地吸引客户的注意。富有趣味性的演示可以使你从同类产品中脱颖而出。与解说相配合 解说过程必须简单易懂，少用专业术语，以45、让客户更清晰更快捷的了解产品为目的与客户积极互动 销售是客户和销售人员共同参与的活动。操作过程中必须时时注意客户的反映，不演独角戏。让客户亲自体验 给客户单独尝试的机会会使客户更为信任，让其亲身感受将会大大家深刻会印象，并迅速做出购买决策。不能失败 演示是不允许失败的，否则销售到此为止。一旦失败，巧妙应对。（5） 告诉客户事实的真相诚实是最好的销售策略，别把客户当傻子。不懂的时候别装懂不要刻意隐瞒事实的真相，尤其是客户非常懂这行的时候如果客户质疑，不互动说出不足，赢得客户的信赖实话也要巧说负正法，先说缺点再说优点等于优点，先说缺点再说优点等于缺点 优点缺点=缺点；缺点优点=优点举例说明：曾国藩46、的“屡败屡战法则”给予客户补偿世界上没有十全十美的产品，因此要强化优势，淡化缺点，如果客户需要给予其必要的补偿（6） 提升销售的语言魅力优秀的销售人员都是演说家，产品介绍不是简单的背书，更不是流水账式的将产品的优点和利益一条条罗列给客户。单调、抽象的介绍，只能让客户兴趣索然，胃口大减；生动、形象的介绍，则可以迅速激发客户的兴趣，刺激其购买的欲望。要点一、来点幽默要点二、形象描绘利益假设成交后将会给客户带来的好处。要点三、给客户讲故事大道理形象化、故事化。要点四、激发客户的想象力也是假设成交后的好处联想要点五、使用通俗化的语言客户一般都是外行，因此大道理要简单化，专业术语通俗讲，以达到客户理解为47、目的。5、 处理异议（1） 别被异议蒙住了眼睛美国著名销售大师汤姆霍普金斯告诉我们：“一旦遇到异议，成功的销售人员会意识到他自己已经到达了金矿；当开始听到不同的意见时，他就是在挖金子了；只有得不到任何意见时，他才真正感到担忧，因为没有异议的人一般不会认真的考虑购买。异议的真正含义：客户的本能反应从心理学角度讲，每个人内心都存在自我防卫机制。因此不要把客户的异议简单的误认为是拒绝的表现，这是完全正常的一种购买行为。客户已经产生兴趣俗话说“挑刺的是买家”。客户之所以提出异议，只是想让销售人员给他一个购买的理由。任何客户在购买时总是希望百分百的物有所值，对于不满意的地方，他们提出来实在是很正常，因此48、不必为此担忧。客户要求得到更多的信息客户产生异议时通常有两种表现形式：一、采取行动，向你表明；二、不采取行动，把异议藏在心里。有经验的销售人员会从客户的异议中了解到客户的真实想法，明白客户对哪些满意，对哪些不满意，准确地判断出客户传递的需求信息以及对产品的接受程度，并迅速调整主机的销售策略。提出异议的根源：产品的因素产品价格太高，超出预算产品无法满足客户的需要产品质量、包装等方面不能让客户满意客户的因素拒绝改变有旧到新的蜕变，有时候是一个痛苦的过程，要了解我们客户的状态。情绪不佳心情不好的客户往往容易提出异议甚至会特别挑剔。心理后遗症以前接触过类似的产品或场面，并受到欺骗，担心二次上当斗智斗勇49、销售的过程和购买的过程，实质上是买卖双方斗智斗勇的过程，双方都希望自己处在谈判的优势地位，而异议则是买方（客户）的保护伞。投石问路客户希望通过异议对销售人员进行摸底。销售人员的因素言行不当客户对销售人员的言行、举止、态度不满说话不实过分自夸，却又被客户识破专业术语过多使用专业术语，会给客户造成卖弄、抬高自己的嫌疑或者让客户无法明白，从而有异议。沟通不当说得太多，听得太少往往会造成对客户需求的曲解，客户会为自己的需求进行更正。异议的潜台词异议弦外之音价格太高了有没有价格更低一些的除非你能够证明你的产品确实物有所值别的公司也有类似的产品你能不能给我比较一下两者的不同你的产品优势在哪里尺寸看起来不大50、合适有没有符合我的号码除非你能证明我穿上大小、长短正合身我从未听过你的公司我对这个产品有需求，但是我想知道你的公司是否有信誉、值得信赖我认识的人当中还有谁买了你的产品，提供证明（2） 给与客户应有的尊重把客户的面子给足，别让任何客户觉得很难堪。（3） 适应客户的性格特点与客户“同频共进”包括与客户的言行举止。（4） 巧妙消除客户的疑虑告诉客户他的购买是正确的，不要让客户担心。6、 完美成交（1） 及时嗅出成交的味道识别购买的信号 表示认同“你说的没错”“你说的很有道理，这回我明白了”“经过这么分析你们的价格确实不贵” 重述产品利益或者称赞产品“听起来确实很不错”“你们的产品使用起来确实方便，我51、儿子应该比较喜欢”“我就喜欢这种黑色的车，那些颜色艳丽只适合女孩子开”“效果确实不错，我老婆这回应该会满意的” 仔细询问购买使用相关细节“价格能不能再优惠一些啊？”“你们能确保一周内准时交货吗？”“在付款方式上能不能再宽松一些？”“如果在三个月之内出现质量问题，你们真的保证免费上门退换吗？” 对销售人员的态度发生转变邀请你到办公室继续谈突然让助手为你倒上一杯热茶从不断的太欧体产品专为沉默不语 表现出积极的身体语言和表情客户实地观察产品有无瑕疵、客户反复认真翻阅产品宣传资料客户十分关注销售人员的动作和谈话，不住点头客户本来做顾右看，突然双眼直视你，表明从一直犹豫不绝转而要下决心了。选择成交时机 52、客户心情非常愉快时 讲述完每一个销售重点后三步成交法的运用：第一步：向客户介绍产品的一个优点第二步：征求客户对这一优点的认同第三步：当客户同意产品具有这一优点时就想客户提出成交要求。 重大异议解除后“你那看现在基本上没有什么问题了，那我们就这么定下来吧”注意：当客户出现购买信号时，就不要再过分推销，以免再牵涉出其他问题。（2） 主动才能赢得一切争取成交就像求婚，不能太直接，但是要主动！掌握主动的技巧 提醒客户需求“把这么漂亮的外观设计放在厨房，你的太太肯定会非常喜欢”“这款产品非常适合你的家庭，对老人和孩子洗澡都非常安全” 增强客户信心在销售的最后时刻，客户通常需要销售人员帮助他下定决心。刺客53、不妨再重申一下前面所讲到的优点，让客户觉得此次购买行为是非常明智的决定。“你看看这个小区的张，王都安装了我们的热水器，效果非常好” 巧妙的试探询问“您现在这里看看杂志好吗？我去帮您到库房拿货” 引导客户做决定犹豫是购买的正常现象。但是销售人员不能等待客户无止境的犹豫下去，对于些没有主见、摇摆不定的客户，销售人员可以大胆的建议客户购买，以结束销售。 自信必不可少向客户提出成交要求时，销售人员要充满自信，对自己、对产品、对企业都要有充分的信心。因为自信具有传染性，销售人员有信心，也会使客户有信心。客户有了信心，自然能迅速做出购买决策。（3） 关键时刻推客户一把请求成交法最简单最基本的成交法，但需要54、把握时机，别把客户吓跑了。“您看咱们是否就这么定了”“李经理，您看没什么问题，我们就签合同吧。”假设成交法是指销售人员再假定客户已经接受销售建议、同意购买的基础上，通过一些具体的成交问题，直接要求客户购买的一种方法。此刻要注意说话要自然温和，不要咄咄逼人，否则会给客户造成压力。“陈小姐，我帮您把这只洗面奶包起来好吗？”“王先生，没什么问题了吧，那我们什么时候给您安装？”选择成交法就是之间向客户提出若干购买的方案，并要求客户选择一种购买方法。选择成交法是销售中经常使用且非常受欢迎的方法，它可以在很大程度上避免客户拒绝，并减轻了客户的成交心理压力，创造良好的成交气氛。“张先生，您是要银灰色还是米黄55、色的呢？”小点成交法是指先就成交活动的具体条件和具体内容达成协议，再就成交活动本身达成协议，采取的是循序渐进、迂回进攻的策略促成交易。“小点”就是指小问题，可以缓和谈判的气氛，缓解客户的心理压力。“刘先生，这个价格你还满意吧，而且，设备安全和维修全部由我们负责”利益汇总法是指销售人员把先前向客户介绍的各项产品利益，将特别获得客户认同的地方一起汇总，扼要的再提醒客户，加重客户对利益的感受，同时要求达成协议。“黄先生，您现在听我分析一下，然后你再来衡量您购买这套产品是不是值得。第一，第二，第三。就从这些情况看来，我觉得你买这套产品是最明智的选择了”保证成交法是指销售人员通过直接向客户提出保证，促使56、客户立即成交的一种方法。所谓“保证”，是指销售人员对客户允诺担负交易后的某种行为。当客户对产品或服务有所担心、顾虑的时候，销售人员可以用“保证”来减轻或消除客户的担心和顾虑，从而使客户下定决心购买。比如：“产品卖不出去可以退货”、“我们保证送货上门”、“、产品在试用期坏了，我们保证可以换货。”优惠成交法是指通过优惠条件吸引客户，促使客户做出立即购买的一种方法（4） 提供优质的客户服务良好的售后服务不仅可以保持良好的客户满意度，还能为销售人员打下坚实的客户基础。服务更为重要赢得客户信任、获得客户忠诚、获取新的业务与客户保持联络定期的电话拜访、向客户表示关心、适时进行回访。兑现承诺很重要不要轻易承57、诺、承诺了就一定要兑现给客户超值享受比竞争对手多做一点、比客户的心理期望值高一点。（5） 点滴抱怨用心对待欢迎客户投诉投诉意味着信赖投诉能帮助你进步 客户抱怨是最好的产品情报 客户的投诉可以让你更好的发现问题 处理客户投诉可以提高工作能力投诉是建立客户忠诚的契机化抱怨为满意 耐心倾听客户的抱怨 向客户道歉并表示理解 找出客户抱怨的原因 采取适当的应急措施 给客户一个追踪服务讲究技巧 先修理人，后修理车 保持友好的态度，避免与客户争吵 给客户一些小礼物五、 销售实战分析1、 市场如何操作第一：人力（1）老板：疏通公共关系，创造良好营销环境（2）经理：全面掌握店内一切事物，是老板的执行力（3）销售58、人员：A产品知识、B销售技巧（4）售后人员：专业、专心、专注掌控售前、售中、售后全过程及顾客满意度第二：产品（1）形象产品提升品牌形象和客户安全感、信任感（E彩方形：”高端共享 中广独创“）（2）主打产品经营利润之所在（金钻圆形150L、200L）（3）战斗产品打压竞品的武器（以金钻圆形100L为特价机，打压竞品，吸引人气）第三：价格（1）固定价格买赠，合理价格（2）浮动价格灵活掌控第四：渠道（1）专营店根据地（2）分销网络经脉（3）大卖场+黄金卖场+店中店（4）小区新小区+老小区（5）团购新兴的销售方式，旨在走量（6）相关行业产品的上行与下行行业联合（7）顾客带动服务老客户就等于培育新客户，59、新市场第五：公共关系（1）政府能源建设部门，是绿色能源推广的后盾（2）开发商取水于源头，形成垄断（3）物业相互受益，共同促进（4）竞争对手联合与对抗想结合（市场前期中期后期，策略不同）第六；促销以促为主，以销为辅（1）降价最直接，最有效，最艰难的策略（2）买赠重在赠品的选择，以提高与客户 的见面率为目的（3）售后带动销售关系营销2、 招商如何进行招商投资PWFCR推进分析法一、 客户投资的目的（purpose）1、更多的长久的盈利（利润空间高、国家政策或行业发展趋势支持）2、建立个人商业信誉（产品、售后、为人）二、 客户投资的顾虑（worry）1、 亏损（由于操作失误导致的自身资金亏损）2、 60、失信（由于产品质量问题导致的损害客户利益）3、 机会成本高（什么是机会成本，选择机会成本低的行业和产品）三、 客户投资可行性(feasibility) 1、 产品质量有保证（产品性能、产品售后服务）2、 产品利润有保证（行业利润空间大、消费群体大、销售成本低）3、 产品前景有保证（公司产品销售利好因素）4、 公司前景有保证（公司规模、公司战略及操作模式）5、 行业前景有保证（国家政策扶持，行业发展趋势）四、 机会成本的比较(compare)1、 行业间的对比（空气能的优势）2、 竞品间的对比（在竞品间的优势）五、 调查分析与运作（realization）1、 本区域目前现状（家用、工程）2、 61、潜在客户群总量（家用机、工程机）3、 客户接受可行性（空气能发展的趋势、人们的认同度）4、广告投入第一、大型广告：大型户外广告、电视报纸广告第二、小型广告：小区墙体广告、海选促销广告第三、活动广告：小区/卖场/广场促销展览广告、单位团购广告（注：招商投资PWFCR推进分析法为作者原创、纰漏之处敬请指正）3、 销售冠军的30个思维模式一、外表：为成功而打扮。1、职业套装是“第一笔”投资。2、设想“你心目中的成功者的妆扮”是怎么样的？二、思维会影响行动行动会影响情感。1、你有潜意识。 2、你有潜能。 3、成功只须选择正确的习惯。三、专家的自信：以微笑的目光“直视”对方。大声地告诉对方（不论是谁！）62、：我是专家，我会教你正确的方法。四、目标培训法：让我们来看看你会在“此项事业”中，获得哪些益处？五、讲演能力训练：运用你的潜意识。列出你感兴趣的任何话题。将大家的话题写在纸条上集中起来，每人随机抽签，然后作“即兴演讲”。三段论式演讲：A、要讲什么；B讲故事；C讲了什么。立刻纠正姿式、发言、表情。六、成功的定义：达成目标、享受过程、为社会做贡献。成功可以模仿，成功可以复制，照成功者的信念做。成功者具有：良好的心态，优秀的能力技巧，每天练习1000次希望就是绝望；想成功=不成功；一定要成功=成功苦练：练技术，练能力；巧练：练态度，练头脑。七、如何策划：抓住最大的趋势。行动导致结果，但只有正确的行动63、，全力以赴的行动，才导致正确的结果（成功）。八、冠军是一种习惯。1、销售冠军：重拳出击，比要求得做的更多。2、积极但不要心急，3准确地思维4、要问自己两个问题：1、我今天学习了什么？2、我明天如何能做得更好？5、大成就是小成绩的累积。6、成功是每一个环节都成功，冠军对每件事情要求非常严格。 7、销售冠军：重信用，守承诺。8、销售冠军：一马当先，乘胜追击。9、销售冠军从每天拜访20个客户开始。 10、销售冠军没有借口。11、销售冠军绝对不低估竞争对手。12、连续成功冠军才是真正的伟大冠军。13、不要把身边的人作为对手，而要把世界冠军做为对手。14、面对压力才会成长。冠军主动挑战压力。九、没有人生64、来会跳高，方法是后天学来的。1、人要自信，但不能自大。2、亿万富翁从百元开始，百元从交换名片、建立顾客档案开始。3、坚持创新，使你进入竞争最少的领域。4、自己白纸黑字写下：“我可以做得更好的10个方面”？十、行动力来自于活力。1、失败（输）不要紧，关键要检讨，主动检讨是成功之母。2、管好前景。3、顶尖的推销员，卖的是自己的态度。4、我人生没任何问题，只是态度有问题。5、态度是一种选择，你自己完全可做选择。6、必须主动与这世界上所有高手过招。成功是一种选择。冠军是一种选择。十一、成为冠军（各行业顶尖人士）的第一要决：下定决心。1、下定决心=切断一切退路！2、人只有二类人：一是上流（以第一为目标的65、人），二是不入流。3、当一个人下定决心之后，他的潜意识可提供的能量是无限的。4、要真正地下定决心，这只有你自己才知道。（混沌开基）。5、销售冠军不在乎别人的冷言冷语。第一名不跟普通的人在一起消遣，只跟一流的人在一起合作或竞争。6、冠军主动影响别人，也影响别人成为冠军。7、销售冠军不是个人的，而是使团队成为冠军，拥有团队精神，要互相支持。带领团队成为冠军。十二、成为销售冠军关键是：拥有强烈的动机（有足够的理由）。1、成功是一个心理学的游戏，不断地给自己更努力的理由。2、更强烈的动机（今年！本月！）3、动机举例：给女儿买一台电脑为儿子买一套教材为妻子开一家小店为企业提供更好的培训十三、说服任何人的66、二个方法：给他痛苦给他快乐。十四、冠军的特质：诚恳 脚踏实地 谦虚的学习态度 良好的性格，良好的个性保持感恩的心态 良好的形象 丰富的知识永不服输的精神（事事成功，是因为凡做一事，不成功不罢休）向不可能挑战 永远比别人多走一里路（多做一些）。十五、冠军诞生于持续的“学”和“练”。1、一个伟大的球员之前有一个伟大的教练。2、成功的教练会将成功的习惯传至失败的成员。3、先使自己成为成功者，才能教别人如何成功。4、拥有成功者的形象。5、尽力不如比别人更努力！十六、销售冠军都是拜访大客户，都比别人有勇气和胆量。1、拜访上市公司的老板2、拜访浙江省最大的前几家企业。3、绝大部分人缺乏的是勇气。4、冠军总67、是拜访关键人物，先是关键人物的助手。5、电话拜访是最快的交通工具，上门拜访、书信拜访。电话拜访关键技巧举例：“我有重要的资料要寄给老总，请问贵姓？”（对秘书）“我找老总有私事”。“我可提高贵企业的业绩”。我可免费为贵企业做讲座。十七、成功者的信念：1、假如我不能，我就一定要，假如我一定要，我就一定能。2、凡是发生在我身上的事，必有其目的，并有助于我。3、过去不等于未来。4、对你要求严格的朋友才是真正的朋友。5、经理应注意他的员工如何正确行事。每一场私下的努力，却会有倍增的回报，并显现于公众。6、下班的时候是超越别人的时候，别人停止拜访客户之时，正是行动之时。7、因为我悲惨，所以我马上行动。8、68、高等智慧，是勤做加练习出来的。为了成功，请你们比乔丹更努力。9、假如你没有得到你想要的，你将得到更好的。10、成功者相信之后就看到。失败者先看到，后相信。11、宇宙是圆的，宇宙是平衡的，宇宙是有黑有白的，因果是相随的，没有经验和努力白费的，一切皆有收获。12、成绩的差别只在自己，对自己的结果要100%的负责任。13、要让事情改变，自己首先要先改变。要让事情变得更好，先让自己变得更好。（无法改变自己的人，无法改变任何事情）。14、假如结果是错的，那么说明你的行为是错的，说明你的思想是错的：思想行为结果。十八、一次性的制胜法：1、一次性销售成交法：绝对相信自己的产品或服务，不必向客户过多解释，只须69、要求顾客立刻购买、成交、加入。（又名“5分钟成交法”）。2、体能的训练（行如风，爆炸式的行动力）。3、好的教练第一次就要纠正过失。4、冠军销售员，主动建立人际关系、主动要求、主动签约。5、主动的人会掌握一切。6、凡事都要主动出击，我不相信被动会有收获。十九、学习的5个步骤：初步的了解重复为学习之母开始使用融会贯通再一次的加强回忆术分段记忆。二十、为什么我要成为销售冠军：寻找全部的动机1，2， 二十一、我一生中渴望达成的10大目标1、 2、， 二十二、为此我愿意：1、2、，二十三、超级培训模式：1、主持人介绍2、讲师主讲3、VCD播放二十四、改变自己：1、下决心成为世界第一，并发挥技巧与创意。270、一流的人做一流的事。3、看人看结果。4、收入是不会骗人的。5、价值观对我重要的事情你认为什么对你最重要。如幸福、安全、旅游6、潜力导致行动信念导致结果。7、任何冠军总是先相信自己的能力。二十五、一心想挣钱的人挣不到钱。1、任何行业的第一名都挣钱，挣钱的窍门，是成为行业的第一名。2、目标要远大，向世界第一名挑战。射月亮，至少射到一棵树。3、拥有冠军的价值观：敢于成为伟人向纪录挑战以最短的时间，采取最大量的行动永无止境地追求进步永远比别人认真、努力凡事坚持到底。4、走冠军之路：用心认真努力负责任二十六、冠军推销员：1、自我励辞：我可以销售任何产品给任何人在任何时间。2、最重要的销售技巧：发自内心71、地关心别人。3、严格的朋友是最大的资产。4、使推销员成为冠军，最重要的是不要自私自顾自己，只想着挣钱，只想着自己的利益，总是在自觉或不自觉地损害别人的利益。二十七、超级培训游戏：互相拥抱：你是最棒的50遍，20遍地高喊：我是全世界最捧的互相对喊：我会取得伟大的成功做大幅度鼓掌互相接触、按摸、拍打。二十八、20/80法则：1、花80%的时间做20%的结果。2、用20%的结果，带动80%的结果。二十九、马上行动：为什么当场背诵？因为就从现在就要养成成功的习惯。如何实现任何梦想：我要，我愿意。（成功者愿意做一切的事）。三十、达成百分百销售的10项步骤：成功者练习基本动作。以销售为例：事先的准备 使情72、绪达到巅峰状态 跟顾客建立信赖感（并做售前服务） 了解顾客的问题，要求，渴望提出解决方案，并塑造产品的价值 做竞争对手的分析。解除反对意见 成交（推销就是走出去，把话说出来，把钱收回来）。要求顾客转介绍 做售后服务。六、赢在当下，立刻去做到此为止，所有作者知道的销售方法基本介绍完毕。就像猎人已经有了枪一样，下面的工作就是寻找猎物进行练习，开始打不准是技巧不熟练，没有关系，抓紧调整就可以了。要是以后长期打不准，就是态度不端，及时修正态度。我所提供的这把枪并不是很精准，因为它不全面，也不是为你量身定做的，要想拥有最为精准的枪，唯一的途径就是自己创造，因为只有自己才更了解自己，多多学习，培养自己学习73、的能力，在实践中不断的充实自己，完善自己，铸造一把只属于自己的枪。万事开头难，不要恐惧失败，因为恐惧会导致拖延，拖延会导致更深的恐惧，结果就是不去做，失败！避免拖延的唯一办法就是做好准备、满怀信心并立刻去做。前面，有新客户正在等着你去开发；前面，有你下一个目标等着你去实现；前面，有你的未来需要你去开拓！最后预祝您成功！（英文版 ） Two regulations promulgated for implementation is in the party in power for a long time and the rule of law conditions, the implement74、ation of comprehensive strictly strategic plan, implementation in accordance with the rules and discipline to manage the party, strengthen inner-party supervision of major initiatives. The two regulations supporting each other, the adhere to a positive advocate, focusing on morality is of Party memb75、ers and Party leading cadres can see, enough to get a high standard; around the party discipline, disciplinary ruler requirements, listed as negative list, focusing on vertical gauge, draw the party organizations and Party members do not touch the bottom line . Here, the main from four square face t76、wo party rules of interpretation: the first part introduces two party Revised regulations the necessity and the revision process; the second part is the interpretation of the two fundamental principles of the revision of laws and regulations in the party; the third part introduces two party regulati77、ons modified the main changes and needs to grasp several key problems; the fourth part on how to grasp the implementation of the two regulations of the party. and revised the necessity and revised history of the CPC Central Committee the amendment to the Chinese Communist Party members and leading c78、adres honest politics several guidelines and column 1 by 2015 to strengthen party laws and regulations focus. Two party regulations revision work lasted a Years, pooling the wisdom of the whole party, ideological consensus, draw historical experience, respect for the wisdom of our predecessors, whic79、h reflects the unity of inheritance and innovation; follow the correct direction, grasp the limited goals, adhere to the partys leadership, to solve the masses of the people reflect a focus on the problem. The new revision of the and , reflects the partys 18 and the eighth session of the third, the 80、spirit of the fourth plenary session, reflecting the experience of studying and implementing the General Secretary Xi Jinping series of important speech, reflects the partys eighteen years comprehensive strictly practice. (a) revised two regulations of the party need of in based on revised, the prom81、ulgation and implementation of January 2010, to strengthen the construction of the contingent of leading cadres play an important role. But with the party to manage the party strictly administering the deepening, has not been able to fully meet the actual needs. Content is too complicated, eight pro82、hibition, 52 are not allowed to hard to remember, and also difficult to put into practice; the second is concisely positive advocated by the lack of prohibited provisions excessive, no autonomy requirements; the third is banned terms and discipline law, both with the party discipline, disciplinary r83、egulations repeat and Criminal law and other laws and regulations repeat; the fourth is to clean the theme is not prominent, not for the existing problems, and is narrow, only needle of county-level leading cadres above. is in 1997 based on revision, in December 2003 the promulgation and implementat84、ion, to strengthen the construction of the party play very important role. Along with the development of the situation, which many provisions have been unable to fully meet the comprehensive strictly administering the practice needs. One is Ji law, more than half of the provisions and criminal law a85、nd other countries laws and regulations Repetition; two is the political discipline regulations is not prominent, not specific, for violation of the party constitution, damage the authority of Party Constitution of misconduct lack necessary and serious responsibility to pursue; third is the main dis86、cipline for the leading cadres, does not cover all Party members. Based on the above situation, need to and the two is likely to be more relevant regulations first amendment. By revising, really put the authority of Party discipline, the seriousness in the party tree and call up the majority of Part87、y members and cadres of the party constitution of party compasses party consciousness. (II) two party regulations revision process the Central Committee of the Communist Party of China attaches great importance to two regulations revision . Xi Jinping, general books recorded in the Fifth Plenary Ses88、sion of the eighth session of the Central Commission for Discipline Inspection, on the revised regulations made clear instructions. According to the central deployment, the Central Commission for Discipline Inspection from 2014 under six months begin study two regulations revision. The Standing Comm89、ittee of the Central Commission for Discipline Inspection 4 review revised. Comrade Wang Qishan 14 times held a special meeting to study two regulations revision, amendment clarifies the direction, major issues of principle, path and target, respectively held a forum will listen to part of the provi90、nce (area) secretary of the Party committee, Secretary of the Discipline Inspection Commission, part of the central ministries and state organs Department The first party committee is mainly responsible for people, views of experts and scholars and grassroots party organizations and Party members. A91、pproved by the Central Committee of the Communist Party of China, on 7 September 2015, the general office of the Central Committee of the Party issued a notice to solicit the provinces (autonomous regions, municipalities) Party, the central ministries and commissions, state ministries and commission92、s of the Party (party), the General Political Department of the military, every 3 people organization of Party of two regulations revision opinion. Central Commission for Discipline Inspection of extensive solicitation of opinions, careful study, attracting, formed a revised sent reviewers. In Octob93、er 8 and October 12, Central Committee Political Bureau Standing Committee and the Political Bureau of the Central Committee After consideration of the two regulations revised draft. On October 18, the Central Committee of the Communist Party of China formally issued two regulations. Can say, two la94、ws amendment concentrated the wisdom of the whole party, embodies the party. Second, and revision of the basic principles of two party regulations revision work and implement the partys eighteen, ten eight plenary, the spirit of the Fourth Plenary Session of the Eleventh Central Committee and Genera95、l Secretary Xi Jinping important instructions on the revised and , highlighting the ruling party characteristics, serious discipline, the discipline quite in front of the law, based on the current, a long-term, advance as a whole, with Bu Xiuding independent and . Main principle is: first, adhere to96、 the party constitution to follow. The constitution about discipline and self-discipline required specific, awaken the party constitution of party compasses party consciousness, maintaining the authority of the constitution. General Secretary Xi Jinping pointed out that no rules, no side round. Part97、y constitution is the fundamental law, the party must follow the general rules. In early 2015 held the eighth session of the Central Commission for Discipline Inspection Fifth Plenary Session of the 16th Central Committee, Xi Jinping again pointed out that constitution is the party must follow the g98、eneral rules, but also the general rules. the revision of the and is Method in adhere to the regulations established for the purpose of combining rule of virtue is to adhere to the party constitution as a fundamental to follow, the constitution authority set up, wake up the party constitution and pa99、rty rules the sense of discipline, the party constitution about discipline and self-discipline specific requirements. 4 second is to adhere to in accordance with the regulations governing the party and the party. The Party of rule of virtue de, mainly refers to the partys ideals and beliefs, excelle100、nt traditional style. The revised the closely linked to the self-discipline, insisting on the positive initiative, for all members, highlight the vital few, emphasized self-discipline, focusing on the morality, and the majority of Party members and the ideological and moral standards. The revised Ji101、 method separately, Ji, Ji Yan to Method, as a negative list, emphasizing the heteronomy, focusing on vertical gauge. Is this one high and one low, a positive reaction, the strict party discipline and practice results transformation for the integration of the whole party to observe moral and discipl102、ine requirements, for the majority of Party members and cadres provides benchmarking and ruler. Third, insist on to. In view of the problems existing in the party at the present stage, the main problems of Party members and cadres in the aspect of self-discipline and abide by the discipline to make 103、clearly defined, especially the partys eighteen years strict political discipline and political rules, organization and discipline and to implement the central eight provisions of the spirit against the four winds and other requirements into Disciplinary provisions. Not one pace reachs the designate104、d position, focusing on in line with reality, pragmatic and effective. After the revision of major changes, major changes in the and modified and needs to grasp several key problems (a) adhere to according to regulations governing the party and party with morals in combination, for at the present st105、age, the leadership of the party members and cadres and Party members in existing main problems of self-discipline, put forward principles, requirements and specifications, showing Communists noble moral pursuit, reflected at all times and in all over the world ethics from high from low 5 common req106、uirements. One is closely linked to the self-discipline, removal and no direct relation to the provisions of . the second is adhere to a positive advocate, eight prohibition 52 are not allowed to about the content of the negative list moved into synchronization amendment . Three is for all the party107、 members, will apply object from the leadership of the party members and cadres to expand to all Party members, fully embodies the comprehensive strictly required. The fourth is prominent key minority, seize the leadership of the party members and cadres is the key, and put forward higher requiremen108、ts than the ordinary Party members. Five is to simplify, and strive to achieve concise, easy to understand, easy to remember. The revised is the ruling Party since the first insists on a positive advocate forAll Party members and the self-discipline norms, moral declaration issued to all members of 109、the party and the National Peoples solemn commitment. criterion of a clean and honest administration consists of 4 parts, 18, more than 3600 words. After the revision of the , a total of eight, 281 words, including lead, specification and Party member cadre clean fingered self-discipline norms, etc.110、 Part 3 members low-cost clean and self-discipline, the main contents can be summarized as four must eight code. Lead part, reiterated on ideal and faith, fundamental purpose, the fine traditions and work style, noble sentiments, such as four must the principle of requirements, strong tone of self-d111、iscipline, The higher request for 6 and supervised tenet, the foothold in permanent Bao the partys advanced nature and purity, to reflect the revised standards requirements. Members of self-discipline norms around the party members how to correctly treat and deal with the public and private, cheap a112、nd rot thrifty and extravagance bitter music, put forward the four norms. Party leader cadre clean fingered self-discipline norms for the leadership of the party members and cadres of the vital few, around the clean politics, from civil servant of the color, the exercise of power, moral integrity, a113、 good family tradition and other aspects of the leadership of the party members and cadres of the four norms to fully adapt to the strictly requirements, reflects the according to the regulations governing the law of recognition of deepening, the realization of the discipline construction and Jin Ju114、. is party a ruler, members of the basic line and follow. And the majority of Party members and cadres of Party organizations at all levels should adhere to the bottom line of thinking, fear discipline, hold the bottom line, as a preventive measure, to keep the partys advanced nature and purity. 1, 115、respect for the constitution, refinement and discipline. Revised from comprehensive comb physical constitution began, the party constitution and other regulations of the Party of Party organizations and Party discipline requirements refinement, clearly defined in violation of the party constitution 116、will be in accordance with regulations to give the corresponding disciplinary action. The original 10 categories of misconduct, integration specification for political discipline, discipline, honesty and discipline masses Ji Law and discipline and discipline and other six categories, the content of 117、real return to Party discipline, for the majority of Party members and listed a negative list. 7 2, highlighting the political discipline and political rules. Regulations according to the stage of the discipline of outstanding performance, emphasizing political discipline and political rules, organi118、zation and discipline, in opposition to the partys leadership and the partys basic theory, basic line, basic program and basic experience, the basic requirement of behavior made prescribed punishment, increase the cliques, against the organization such as violation of the provisions, to ensure that 119、the central government decrees and the Party of centralized and unified. 3, adhere to strict discipline in the law and discipline In front, Ji separated. Revised adhere to the problem oriented, do Ji separated. Any national law existing content, will not repeat the provisions, the total removal of 7120、9 and criminal law, repeat the content of the public security management punishment law, and other laws and regulations. In the general reiterated that party organizations and Party members must conscientiously accept the partys discipline, die van comply with national laws and regulations; at the s121、ame time, to investigate violations of Party members and even criminal behavior of Party discipline and responsibility, Regulations distinguish five different conditions, with special provisions were made provisions, so as to realize the connection of Party discipline and state law. 4, reflect Wind 122、building and anti-corruption struggle of the latest achievements. the partys eighteen years implement the spirit of the central provisions of the eight, against the requirements of the four winds and transformation for disciplinary provisions, reflecting the style construction is always on the road,123、 not a gust of wind. In the fight against corruption out of new problems, increase the trading rights, the use of authority relatives profit and other disciplinary terms. Prominent discipline of the masses, the new against the interests of the masses and ignore the demands of the masses and other di124、sciplinary terms and make provisions of the disposition and the destruction of the partys close ties with the masses. Discipline to protect the partys purpose. 8 of these regulations, a total of three series, Chapter 15, 178, more than 24000 words, after the revision of the regulations a total of 3 125、series, Chapter 11, 133, 17000 words, divided into general and special provisions and Supplementary Provisions Part 3. Among them, add, delete, modify the provisions of the proportion of up to nearly 90%. 1, the general general is divided into five chapters. The first chapter to the regulations of t126、he guiding ideology, principles and scope of application of the provisions, highlight the strengthening of the party constitution consciousness, maintenance the authority of Party Constitution, increase the party organizations and Party members must abide by the party constitution, Yan Centralized c127、entralized, would examine at all levels of the amended provisions implementing and maintaining Party discipline, and consciously accept the party discipline, exemplary compliance with national laws and regulations. The second chapter of discipline concept, disciplinary action types and effects of th128、e regulations, will be a serious warning from the original a year for a year and a half; increase the Party Congress representative, by leaving the party above (including leave probation) punishment, the party organization should be terminated its representative qualification provisions. The third c129、hapter of the disciplinary rules of use prescribed in the discipline rectifying process, non convergence, not close hand classified as severely or heavier punishment. Discipline straighten At least eighteen years of five years, these five years is to pay close attention to the provisions of the cent130、ral eight implementation and anti - four winds . The fourth chapter on suspicion of illegal party disciplinary distinguish five different conditions, with special provisions were made provisions, to achieve effective convergence of Party and country 9 method. the provisions of Article 27, Party orga131、nizations in the disciplinary review found that party members have committed embezzlement, bribery, dereliction of duty dereliction of duty and other criminal law act is suspected of committing a crime shall give cancel party posts, probation or expelled from the party. The second is Article 28 the 132、provisions of Party organizations in the disciplinary review But found that party members are stipulated in the criminal law, although not involved in a crime shall be investigated for Party discipline and responsibility should be depending on the specific circumstances shall be given a warning unti133、l expelled punishment. This situation and a difference is that the former regulation behavior has been suspected of a crime, the feeling is quite strict, and the latter for the behavior not involving crime, only the objective performance of the provisions of the criminal code of behavior, but the pl134、ot is a crime to slightly. the 29 provisions, Party organizations in the discipline review found that party members and other illegal behavior, affect the partys image, the damage to the party, the state and the peoples interests, we should depend on the situation Seriousness given disciplinary acti135、on. The loss of Party members, seriously damaging the partys image of behavior, should be given expelled from the party. At this article is party member is in violation of the criminal law outside the other illegal acts, such as violates the public security administration punishment law, customs law136、, financial laws and regulations behavior. The fourth is Article 32 stipulates, minor party members and the circumstances of the crime, the peoples Procuratorate shall make a decision not to initiate a prosecution, or the peoples court shall make a conviction and exempted from criminal punishment sh137、all be given within the party is removed from his post, probation or expelled from the party. Party members and crime, sheets were fined in accordance with For acts; the principal Ordinance amended the provisions of the preceding paragraph. This is the new content, in order to achieve Ji method effe138、ctive convergence. Five is the thirty third article 10 of the provisions, the Party member due to an intentional crime is sentenced to criminal law (including probation) sheets or additional deprivation of political rights; due to negligence crime and was sentenced to three years or more (excluding 139、three years) a penalty, shall give expelled punishment. Due to negligence crime is convicted and sentenced to three years (including three years) in prison or be sentenced to public surveillance, detention, shall in general be expelled from the party. For the individual may not be expelled from the 140、party, should control Approval. This is followed and retained the original new ordinance chapter 6 the political discipline column for the six disciplines, that is the main opposition to Party leadership and the opposition of the basic theory, basic line, basic program and basic experience, basic re141、quirements of misconduct made provisions of the disposition, especially the eighteen since the CPC Central Committee put forward the Yan Mingzheng treatment of discipline and political rules requirements and practical achievements transformation for Discipline article, increase the false debate cent142、ral policies, cliques, against the organization review, make no discipline of the principle of harmony terms. These are the partys eighteen years in comprehensive strictly Process combined with the practice of rich content. (1) false debate the central policies and undermine the Party of centralized143、 and unified the problem is made in accordance with the provisions of the party constitution. Constitution in general programme requirements adhere to democratic centralism is one of the requirements of the construction of the party must adhere to the four cardinal. Application of this principle is 144、not only the party the basic organization principle and is also the mass line in party life, it requires that we must fully develop inner-party democracy, respect for the dominant position of Party members, safeguarding the Party member democratic rights, give full play to the enthusiasm and creativ145、ity of the party organizations at all levels and Party members, at the same time, also must implement the right concentration, ensure the partys mission 4 Specified in Article 6 to give the appropriate punishment. For did not cause serious consequences, to give criticism and education or the corresp146、onding tissue processing. (2) about the destruction of the partys unity the forty eighth to fifty second article, to damage Partys unity unified and violation of political discipline, punishment situation made explicit provisions. Article 52 of the new in the party get round group, gangs seek privat147、e gain, cliques, cultivate private forces or through the exchange of interests, for their own to create momentum and other activities to gain political capital, given a serious warning or withdraw from their party posts disposition; if the circumstances are serious, to give Leave a party to observat148、ion or expelled from the party. (3) on against the organization review of the provisions of the constitution, party loyalty honesty is party members must comply with the obligations. Members must obey the organization decision, shall not violate the organization decided encounters by asking question149、s to find organization, rely on the organization, shall not deceive the organization, against the organization. For example, after the investigation does not take the initiative to explain the situation, but to engage in offensive and defensive alliance, hiding the stolen money is against survey org150、anization, is a violation of the behavior of political discipline. Article 24 of the original new regulations increase the Article 57, anti organization review, one of the following acts, given a warning or serious warning; if the circumstances are relatively serious, giving removed from or placed o151、n probation within the party post; if the circumstances are serious, give expelled from the party: (a) on supply or forged, destroyed, transfer, conceal evidence; (II) to prevent others expose, providing evidenceMaterial; (III) harboring co personnel; (4) to the organization to provide false informa152、tion, to hide the fact; (5) the him against the acts of the organization review. add this clause to the Constitution requires more specific, the previous no punishment in accordance with the definite list and put forward clear punishment in accordance with. (4) about organizing or participating in s153、uperstitious activities as about engage in activities of feudal superstition obstruction of social management order violations of Article 164 the provisions, but according to the original only in disrupting production, work, social life order The case to be disciplinary treatment, in other words, al154、one make the feudal superstition, organize or participate in the activities of feudal superstition of, does not constitute a violation. Which is not consistent with the requirements of our partys political party. new regulations in this change is, superstitious activities on the political discipline155、, increase the Article 58, is the organization of Party members, in superstitious activities included in violation of the negative list of political discipline deserves punishment, which and Party members should adhere to the correct political principle, political standpoint and viewpoint is consist156、ent. 14 the second question about organization and discipline violation behavior of democratic centralism is our The partys fundamental organizational system. Chapter 7 in violation of the behavior of organizational discipline punishment mainly for violation of democratic centralism, contrary to the157、 four obey the discipline behavior for source classification rules. Increased not in accordance with the relevant provisions or requirements to the organization for instructions to report on major issues; do not report truthfully report about personal matters; falsify personal archives; hide before 158、joining the party serious mistakes; leading cadres in violation of the relevant provisions of the organization, will participate in the spontaneous formation of the old Xiang, Alumni Association, comrades in arms; to obtain illegal country residence abroad or foreign nationality, illegal for private159、 frontier Documents such as discipline terms. (1) on the report truthfully report personal matters in 2010 the Central Committee of the Communist Party of China office, office of the State Council introduced , is clear about the request, deputy division level and above leading cadres should truthful160、ly report changes in my marriage and spouse, children, moved to the country (territory), practitioners, income, real estate, investment and other matters, for failing to report, do not report, concealed and unreported, according to the seriousness of the case, giving criticism and education, and to 161、make a correction within a time limit, shall be ordered to make a check, the commandment Jiemian conversation, informed criticism or jobs, free Post processing, constitute violations, in accordance with the relevant provisions shall be given a disciplinary sanction. But since the original and there 162、is no corresponding specific terms, the violation of the regulations, do not report, as a false report about personal matters, there is no corresponding disciplinary action terms, in practice it is difficult to operate. In this regard, in order to solve is not reported, as a false report about perso163、nal matters 15 asked censure, the new add the Article 67 of violation of personal matters related to reporting requirements, report truthfully report the clear punishment basis, making this kind of violation behavior is no longer free drilling for Exhibition on matters of personal checks to verify a164、nd supervision of cadres, discipline review provides a powerful discipline guarantee. (2) about the illegal organization, to fellow, alumni, friends of the war will , leading cadres of the party in violation of relevant provisions of the organization, will participate in the spontaneous formation of165、 fellow, Alumni Association, comrade in arms to give the punishment according to the seriousness of the case. Here special needs note is three points: this provision for only the leading cadres , reflecting the high requirements of leading cadres; second violation in 2002, the Central Commission for166、 Discipline Inspection, the central Organization Department and the The relevant provisions of the General Political Department jointly issued the . That is to say, to the spontaneous formation of fellow, Alumni Association, comrades in arms will constitute the premise of discipline is a violation o167、f the provisions of this. The notification specified, leading cadres are not allowed to participate in the spontaneous incorporation of fellow, alumni, between comrades association would like the organization and shall not bear the sororityHuman and the organizer shall not hold the corresponding pos168、ition in the sorority; shall not borrow machine woven network and engage in kiss sparsely, round and round the gangs, but not align Jieyi Gold Orchid behavior. The third is to emphasize here that shall be organized to participate in the initiative to set up the villager, Alumni Association, comrades169、 in arms. The so-called 16 spontaneous was established mainly means without registration. Therefore, Party members include leading cadres in the normal range of fellow, alumni, comrades in the party is not a violation of the rules of Party discipline. The three problem about integrity violations dis170、cipline Lian Jie discipline has been eighteen years clean government and anti The focus of the work of corruption. This Ordinance to amend, honesty and discipline this biggest adjustment, the new content, most of which prescribed by the original 8 ban and 52 are not allowed into the basic this part.171、 (1) the central eight provisions of the spirit and requirements into in the regulations of the partys eighteen years, central resolutely implement the provisions of the eight and pay close attention to the node and intensive briefing, on public funds, private bus, public funds tourism, gifts of pub172、lic funds, the big parade and lavish weddings and festive, illegal payment allowances and subsidies, illegal construction of buildings such as the original masses reflects the relatively strong, four winds problem of the Resolute rectification. But original to eat and drink, super standard reception173、 and no clear and specific expression, new will implement eight Central provisions of the spirit of the problem increased to clean cheap self-discipline chapter, clear to exceed the standard, beyond the scope of the reception or borrow machine eating and drinking etc. some in violation of the provis174、ions of the spirit of the eight central relevant persons responsible for punishment, once the violation will be according to the severely punished, binding, enhanced significantly. One is to add Article 87, about to obtain illegal, hold, and the actual use of the sports card, golf ball cards and oth175、er consumer card. Illegal access to private clubs made the punishment provisions. The second is increase the Article 97, has made provisions of the disposition of illegal self pay or 17 spamming allowances, subsidies and bonuses. The third is added to the Article 99, on violation of super standard, 176、beyond the scope of the reception or borrow machine eat and drink to make the provisions of punishment. The fourth is to increase the Article 101, on the management of conference activities in violation of the provisions made sanctions regulations. The fifth is the increased Article 102, for violati177、on of office space management provisions made the punishment provisions. Six is to split the original Article 78, formed article 98, Article 100 of public Models of tourism, violate the provisions on the administration of the use of discipline of the bus through the list of made a more detailed prov178、isions, apply more operational. Seven is increased the article 96, in violation of the relevant provisions of the, to participate in public funds to pay for dinner, high consumption of entertainment, fitness activities and public funds to buy gift, send gifts to make the provisions of the dispositio179、n. On the violation of the central provisions of the spirit of the eight, in addition to new regulations into violation of honesty and self-discipline misconduct outside, is different with the original , revised clearly defined not only to disposition of the directly responsible persons, but also di180、spose of collar Guide responsibilities. (2) increased trading rights, use of authority or position influence as relatives and close to profit violation of the terms of the absorption the relevant provisions spirit, increase the negative list, including trading rights, the functions and powers or dut181、ies of influence as relatives and staff around profit. Increase Article 81 mutual use of office or authority ring for each other and their spouses, children and their spouses and other relatives, around 18 personnel and other specific relationship between the people to seek benefits engage in tradin182、g rights, given a warning or serious warning Sanctions; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, shall be expelled from the party. Increase Article 82 connivance, acquiescence to the spouse, child183、ren and spouse etc. relatives and staff around the effect of Party members and cadres personal authority or position for personal gain, if the circumstances are relatively minor, given a warning or a serious warning; if the circumstances are relatively serious, giving removed from or placed on proba184、tion within the party post; if the circumstances are serious, the givenExpelled from the party. Party members and cadres of the spouses, children and their spouses does the actual work and get salary or although the actual work but to receive significantly beyond the same rank salary standard, Party185、 members and cadres informed fails to correct, in accordance with the provisions of the preceding paragraph. (3) about the gifts, gifts misconduct from handling practices in recent years, engaged in official cadres received gifts, gifts problems more prominent. This has seriously affected the image 186、of Party members and cadres, damaged the relations between the party and the masses, and is a hotbed of corruption, is really necessary for this kind of behavior to be disciplined. no on accepting gifts, gifts, Card consumption behavior to engage in simple one size fits all, but the difference betwe187、en the different separately. One is in accordance with the provisions of Article 83, accepting may affect the impartial enforcement of the official gifts, gifts, consumer cards to depending on the seriousness of the case shall be given disciplinary sanctions. That is to say, for may affect the fair 188、execution of business gifts, gifts, consumer cards are not allowed to accept. 19 is in accordance with the provisions of Article 83, accepting was significantly higher than normal ceremony is still exchanges of gifts, gifts, consumer card to disciplinary action. This is new regulations that daily li189、fe is purely reciprocity, accepting the same thing, boys , fellow friends gifts, gifts, shopping cards, although and fair execution of business has nothing to do, also want to as the case shall be dealt with, the situation is obviously beyond normal reciprocity . The so-called reciprocity , one is e190、mphasizes the reciprocal in protocol. In other words is you to me how, I to you how, not only does not go. The second is to significantly exceeded the normal local economy level, customs and habits, economic capacity of individual gifts, gift value. Specific sanctions to according to the processing 191、of a variety of factors to consider, as appropriate. The third is the root according to the provisions of Article 84, to Engaged in public service personnel and their spouses and children, childrens spouses and other relatives and other specific relationship presented Ming Xianchao normal reciprocit192、y of gifts, gifts, consumer card, if the circumstances are relatively serious, given a warning until probation. In accordance with the above provisions, gift giving significantly beyond the normal reciprocity, giver constitute the discipline. (4) on illegal trading of stocks or of other regulations 193、of securities investment Article 88 is engaged in punishment regulation of camp and activity in violation of the relevant provisions on. Among them, 3 will buying and selling stocks or in other securities investment column as one of disciplinary cases Out. First need to be clear, . According to the 194、provisions of Article 3, use of work time, office facilities, the sale of stocks and securities investment fund belongs to illegal behavior. The fourth question, about the violation of the masses of the disciplinary actions would violate public discipline behavior of a single set of a class of resto195、red three rules of discipline and eight note in the discipline of the masses of excellent traditional. Chapter 9 to violate the masses of disciplinary action, mainly the destruction of the partys close ties with the masses of misconduct made provisions on disciplinary; enrich and perfect the super s196、tandard, beyond the scope of Xiang Qun All to raise fund and labor, in for involving the public affairs deliberately, chinakayao, in social security, policy support, disaster relief funds and materials and other matters assigned any kind and affectionate friends, obviously unfair acts against the in197、terests of the masses of the disciplinary terms; increase the terms not in accordance with the provisions of the public party provided, government, factory and village (neighborhood) provided etc. violation of the peoples right to know the behavior of the discipline. The fifth issue, on the violatio198、n of work discipline violation of work discipline added negative list, including Party organizations carry out strictlyMain responsibility for poor discipline terms. (1) the new party organization comprehensive strictly the main responsibility of the party does not fulfill the 21 or perform poor dis199、ciplinary terms has a lead people to pay attention to the new terms, that is, in chapter ten on the violation of work discipline behavior punishment increase in the one hundred and fourteenth party fail to perform comprehensive strictly the main responsibility of the party or to perform comprehensiv200、e strictly the main responsibility for administering the ineffective, resulting in serious damage or serious adverse effects, to the person directly responsible and the responsibility of leadership and give a warning or serious warning. The situation is serious, giving removed from their party posts201、 or on probation Punishment. Here the changes. For the first time, the main responsibility write . (2) new shall report does not report or false reporting discipline shall increase the 117 bar in the higher level units to check to inspect the work or report to the parent unit, work report of shall r202、eport the matters do not report or do not report, cause serious damage or serious adverse effects of, to the person directly responsible and the responsibility of leadership, to give warning or a serious warning; if the circumstances are serious, giving removed from their party posts or placed on pr203、obation. For example, during the tour visits to the region, the unit Members the obligation to the inspection teams to reflect the true situation, to conceal not reported or intentionally to the inspection teams to provide false information, causing serious damage or serious adverse effects of, the 204、person directly responsible and the responsibility of leadership should be in accordance with the provisions of Article 117 to give the appropriate punishment. (3) the new not granted in accordance with the provisions of punishment, not according to the provisions of the implementation of disciplina205、ry measures 22 violation of the provisions of Article 115 Party organizations have one of the following circumstances, the direct leadership responsibility. Probation: members were sentenced punished, in accordance with the provisions give disciplinary action or in violation of state law Rules of be206、havior should be given disciplinary punishment and dispose of; disciplinary punishment by decision or complaint review the decision made, not in accordance with the provisions of the implementation decisions on punishment of the party, position, rank, and the treatment of the matters; Party members 207、subject to disciplinary action, not in accordance with the cadre management authority and organizational relationships of by dispose of Party members to carry out education and supervision of daily management. What needs to be pointed out is, cliff demoted with cars, housing, secretary problem, impl208、ementation is not a discipline and party posts and ranks treatment by the organization department is responsible for the implementation, with cars, housing by the logistics department is responsible for the implementation of, Ji Commission responsible oversight responsibilities. The six questions, a209、bout the acts violating the discipline of life in violation of discipline of life behavior punishment, mainly to four winds problems and a serious violation of social morality, family virtue acts of misconduct made provisions on disciplinary, an increase of extravagant life, contrary to the social p210、ublic order and good customs disciplinary terms. Worth mentioning is, Regulations in Article 150 about adultery mistress (Cardiff) formulation in the new is removed, to expand the scope of Article 127 provisions and others hair improper sexual relations, let face disciplinary action Wider more stric211、t. Four, and earnestly do a good job in the and implement system of life lies in execution. and is 23 Party organizations at all levels of a strong constraint and all Party members follow. Learning and implementing the and is party committees (party), commission for discipline, discipline inspection212、 group), the majority of Party members and cadres of the common responsibility, must party caught together, the party one execution. () Party committees (party) and play and implement comprehensive strictly the main responsibility, pays special attention to the two party regulations learning cross p213、enetration. One is to Adhere to the party constitution is fundamental to follow, and resolutely safeguard the authority of the Party Chapter. The second is to adhere to the problem oriented, to strictly political discipline and political rule moments in the first place. The third is to adhere to the214、 discipline and rules quite in front must not allow the bottom line to break the discipline. The fourth is to seriously organize the study of propaganda and education, in the city party members to create a disciplined, about the rules of the strong atmosphere. (II) Commission for Discipline Inspecti215、on at all levels (Discipline Inspection Group) to an important basis for the revised two party regulations as, adhere to easily blame, strengthen supervision and enforcementAnd early method in combining Ji, increase accountability efforts. One is to two regulations within the party important basis, 216、adhere to the party constitution duties, with strict discipline to maintain the constitution authority. The second is to adhere to high standards and keep the bottom line, adhere to Ji Yan in law and discipline, the discipline and rules quite in front, grasping grasping small, easily blame, comprehe217、nsive use of supervision and discipline of four kinds of form in the discipline embodies the strict requirements and care for the discipline, tighten up, Yan. According to discipline in accordance with regulations to carry out disciplinary review. Increase the violations punishment, clues can initia218、te an investigation on the trial of cases According to the discipline on the provisions of the proportion of processing and control manager maintains discipline. To focus on investigating non convergence, dont accept hand serious disciplinary violations at the same time, pay more attention to the ge219、neral review of discipline 24 behavior, and gradually increase the lighter punishment. Four is to illuminate two party regulations, combined with the local district of the Department of party conduct Lianzheng to relevant laws and regulations system clean, timely research proposes to establish, chan220、ge, waste release opinion, avoid conflict, and the fasten system of cage, and gradually formed not rot, not rot, not want to rot system and working mechanism. (3) the leadership of the party members and cadres should play an exemplary role. The rate of higher consciousness of the front of the Ordina221、nce to lead practice self-discipline norms, leading to maintain discipline of seriousness and authority. One is the above rate, demonstration and guidance, take the lead in learning and mastering the and the requirements and regulations, do the deep understanding, learning to use. The second is to p222、lay an exemplary role in abiding by discipline rate, take the lead in practicing self-discipline norms, firmly establish before the discipline are equal, the system has no privilege, discipline is no exception, and consciously do standards, require more strict measures more practical. Third is to co223、nsciously accept supervision, conscientiously participate in the democratic life and debriefing honesty responsibility, such as Real to the party organization to report personal matters, and to accept the supervision of the work and life of the normal, habits under the supervision of the exercise of224、 power, to carry out the work. The fourth is to set an example for the strict enforcement of discipline. Leading cadres should take the lead in the maintenance of discipline of seriousness and authority, to dare to seriously, dare to struggle, dare to offend people, for misconduct not laissez faire,225、 but do not indulge, not tolerate to ensure the party constitution of party compasses party put in place. (4) the majority of Party members and cadres to set high standards and hold the bottom line, consciously abide by the and . One is to control the and , tight Close connection with their own thou226、ghts, practical work and life, efforts to solve the problems, to enhance the study and implement of the effectiveness and pertinence. The second is to establish a high standard and hold the bottom line, consciously in the self-discipline pursuit of high standards, strictly in the party away from the227、 red line discipline, discipline, about the rules and know fear, distrust, the formation of the honor system, comply with the system, safeguard system of good habits.Regulations and discipline regulations of and is the Party Central Committee in the new situation to promote the comprehensive strictl228、y root of the lift, the regulations of the party construction of keeping pace with the times. We should study and implement the Standards and as the primary political task, adhere to the party constitution duties, adhere to the discipline of, Ji Yan in law, the full implementation of supervision and229、 discipline accountability responsibilities for coordination and promotion four overall strategic layout in XX District vivid practice to provide a strong guarantee. - Si Jian Wu, and effectively enhance the implementation of the implementation of the The consciousness of General Secretary Xi pointe230、d out that the party is in charge of the party, to manage the party; strictly, it can cure good party. Criterion and keep pace with the times is our party to form a new potential strictly rules, to deepen understanding of the ruling law, is a comprehensive strictly, and strengthen the supervision wi231、thin the party important grasper. Criterion closely linked to the theme of self-discipline, self-discipline intensity-modulated, focusing on morality, for the majority of Party members and cadres set to see, feel the high standard, show the Communists noble moral sentiment;District Ordinance the con232、stitution of discipline integration into a political discipline, organization and discipline, honesty and discipline, discipline of the masses, work discipline, discipline, emphasize discipline, focusing on established rules, to draw the party organizations and Party members do not touch the bottom 233、line. Party committees (party) to effectively strengthen the study and publicize the implementation of the and the organization and leadership of criterion and a full range, multi angle, deep publicity, the formation of study and publicize and implement the boom, in order to consolidate the developm234、ent of good political environment to create a positive environment and atmosphere. The majority of Party members and cadres to strict requirements, the and as a guide to action and behavior criterion, adhere to the moral standards and discipline of the bottom line, to maintain the discipline of wors235、hip and awe, learning, compliance, and maintain party discipline and rules of the model. The discipline inspection and supervision organs and cadres to the and as the deepening of the three, and strengthen supervision and discipline of accountability is important to follow correctly grasp the use of236、 supervision and discipline of four types, promote the comprehensive strictly in new roots. Strict discipline, adhere to the discipline and rules quite in front of the enterprise in the implementation of expensive to implement to execute. The discipline inspection and supervision organs to implement237、 the and as an opportunity, adhere to the party should manage the party strictly, serious performance of their duties to promote two regulations implementation. Change discipline concept. From the simple investigation of illegal to a comprehensive stare at violate discipline; from the business case 238、to prosecute the big cases and timely solve the signs of tilt to. From the orientation to the normal supervision; from the tube minority to resist the most. Guide Party members and cadres to seriously implement the and , consciously abide by the political, organizational, honest people, work, life s239、ix discipline. Urge the leadership cadres sent to play an exemplary role, take the lead in strictly enforced. Relaxation and rest Strong wind is Su Ji, closely linked to the four winds prone to multiple, the masses reflect the strong important nodes and, glued to the four winds new form, new trends,240、 seriously investigate and deal with violations of the central eight provisions of the spirit, to increase the bulletin exposure intensity, the formation of Chajiu four winds loudly, continue to release and discipline must be strict signal. At the same time, extended supervision tentacles, through t241、he development of the rural and fishery party conduct Lianzheng construction inspection, issued in a timely manner, Chajiu occurred in grassroots side of corruption and unhealthy, and earnestly safeguard the interests of the masses and social stability. The creativity and discipline. Grasp and make 242、good use of the supervision and discipline of four types , to ensure the Promoting clues to lots of discipline and the law of the vacuum tube, strict together. Not only to the less and very few thorough investigation severely punished, but also the most to maintain zero tolerance trend through layer243、s of conductive pressure, let the discipline about the rules for each party members and cadres consciously follow. At present, it is necessary to implement the list management, strictly follow the clues to the disposal of five standards, make the classification of disposal, dynamic cleanup. Zadok Pa244、rty committees at all levels to implement the main responsibility, comprehensive use of disciplinary action and tissue processing and other means to effectively curb the commonplace, used to see do not blame the small problem, not because of practice and exception. Prominent Discipline characteristi245、cs, the problems of violation of discipline and rules into the focus of supervision and discipline and disciplinary review. At the same time, increase case double check the intensity, the serious problems of discipline violations or four winds ban but not absolutely, not only to be held directly res246、ponsible, but also held leadership responsibility; not only to pursue studies the main responsibility of the Party committee, and to pursue Commission for Discipline Inspection and supervision responsibilities and promote accountability to become the new norm. The implementation of supervisory respo247、nsibility. Maintain and the seriousness and authority of the discipline and rules and truly become the partys ruler. Discipline as supervision within the party the specialized agency, we must strengthen the responsibility to act, adhere to the Impartial discipline accountability, earnestly will be strict discipline, discipline must be punished, and severely punish the acts in violation of rules and regulations.