娲???浜烘?э?绮惧???哄?伙?????濂抽??????蹇???涓?娲?瀵???
????浜わ?浠??ヤ?????宸х??????锛??????浜烘?х??娣卞?荤??瑙ｃ????杩??ユ?ヨ???浣?璧?娣遍????濂抽???????鸿??涔?瑷?锛????轰?????????川??濂逛滑涓????ㄦ?ㄩ??浜у??锛??????ㄦ弧瓒抽??姹?锛?寤虹?杩??ワ????冲????浠峰?笺??瑕??虫??涓洪????濂抽?????棣???瑕??婚??涓?棰?寮哄ぇ??蹇?????涓???娲?瀵?浜哄????肩????
Part1.1锛?蹇????奸?????浠???琚???缁????扳??琚???瑕???????涓借浆韬?/p>
???伴?????颁汉锛????充?浜?缁?楠?涓?瓒崇???????甯稿父琚?????缁???浜?瀛?缁?????涓?娆℃?????モ??涓???锛?浠夸??藉?ㄦ?叉????浠?浠?????俊锛?璁╀?浠???????繁???藉????浣?????濂抽????滑娣辩?ワ???缁????????绋?涓???甯告??锛?瀹?骞堕?????涓?汉???﹀?锛?????骇?????舵?恒?????虫????峰?涓?蹇?澧???浣??般??濂逛滑灏???缁???浣????瑙ｅ??风??瀹??虫???淇″?凤????涓?姝ユ???????ュ??恒??
??姣?娆¤???缁?锛????戒?????繁锛?????????寰?涓?澶?濂斤???????璇????澶????ㄤ汉锛?杩?????瀵瑰??风?????规??寰?涓?澶???锛???????锛?????浼?????浠峰?间?澶?娓??帮???涓?浣?骞撮??????村??涓???濂抽??????浜?????杩?绉?绉???????????搴︼?璁╁ス浠??ㄦ?涓?娆℃????涓??涔?锛??ㄦ?涓?娆″け璐ヤ腑???裤??濂逛滑涓??ф????涓???锛???????惰浆??涓鸿???????????ㄥ????
?撮??瑕??????濂逛滑淇??间?涓?绉???琚???瑕?????蹇?????濂逛滑?镐俊??繁????????浜у???????★??藉???姝ｈВ?冲??风?????锛?涓哄??峰甫?ヤ环?笺??褰?濂逛滑甯︾??杩?绉?淇″康?讳?瀹㈡?锋????讹?浼????虹??涓???????????瑕???缁?浣???锛??????????藉府?╀?????杩?绉?瑙??茬??杞???锛????存??杩?浜?涓?瀹㈡?风??璺?绂伙?璁╁??蜂?琚??ㄦ?ユ?惰??杞???涓轰富?ㄥ?惧??????
濂逛滑????俊锛?婧?浜?瀵硅??韩浠峰?肩?????锛?涔?婧?浜?瀵瑰??烽??姹?????ユ繁?荤??瑙ｃ??
Part1.2锛?瓒???瀹?娲?瀵?锛?璇绘??瀹㈡?风????娼??拌???
????濂抽???????浠ヨ?藉?灞″薄??浜わ?寰?澶х?搴︿??ㄤ?濂逛滑?ユ??瓒?涔?甯镐汉??娲?瀵?????濂逛滑涓?浠?浠?????疯?浜?浠?涔?锛??翠??诲?惧????封??娌¤??烘?モ????璇???杩???瑕???????瑙?瀵???????瀵逛汉??浜??ㄧ??娣卞?荤??瑙ｃ??
浠?瀹㈡?风?????璇????寰?〃??锛??拌?姘???璇???锛????颁?浠????╃??璇?姹?锛?杩?浜??芥??В璇诲??峰??蹇?涓?????绾跨储??????缁?甯镐?瑙?瀵???瀹㈡?风???肩?锛???浠?浠????????璇???婊″?磋叮锛?杩?????浜?蹇?涓??ㄧ??????涓?浣?浠モ??璇诲???????绉扮??????【?????褰?瀹㈡?风???肩?????锛?韬??寰?井???炬?讹?杩???甯歌〃绀轰?浠??浜ю?????浜х??浜??磋叮??
??涔?锛?褰?浠?浠????跨?肩?锛??????辫?革?????棰?绻???琛ㄦ?讹??????借〃绀轰?浠?????????锛??????ヤ?缁???璋?璇???
?や???璇??淇″?凤?濂逛滑杩????夸?瀹㈡?风????ヨ?璋?涓??????????光?????????光????涓?涓???浼间?缁??????辨???涓??ョ??浼兼???崇揣瑕????︽?硷??ㄩ????濂抽???????虫?甸??锛??藉???芥???涓???????????裤??濂逛滑浼???蹇??惧???骞堕??杩??????ュ?瀵煎??锋繁?ヨ〃杈撅?浠???????????哄??峰??蹇?娣卞???姝ｇ????姹???
渚?濡?锛?涓?浣?瀹㈡?峰???藉?????娉??拌?锛????板?ㄧ??甯??哄????澶?揩浜?锛???浠??涓?涓?????????濂抽?????浼?姝㈡?浜?姝わ?濂逛?杩介??????ㄨ?寰???璁╂?ㄦ???梆??稿ご?肩???????归?㈢????????????????存?帮?杩?????烽??姹???????锛????????浜?瀵规????绛??ワ?????杩?灞?灞?娣卞?ョ???????濂硅?藉?绮惧???板?浣?瀹㈡?风???????光??锛??跺???规????风???蜂??版?帮????烘???烽??瀵规?х????ヨВ?虫?规???
杩?绉?????????姣???璇村ソ???撮??瑕????藉??锛???ス浠?耽寰?瀹㈡?蜂俊浠汇??瀹??伴?????浜ょ???抽????
Part1.3锛?????蹇?妗ユ?锛?寤虹?淇′换???虹??/h3>
????????缁???????缓绔??挎??????浣??崇郴锛???淇′换???涓???????ュ?虹?炽??????濂抽???????浠ヨ?藉??峰?瀹㈡?风??淇′换锛?????涓哄ス浠???寰?濡?浣???缓涓?搴р??????蹇?????妗ユ???濂逛滑涓?????ㄩ????????瑙?搴︼??????韬???板?扮??ㄥ??风??瑙?搴﹀?绘?????????
?????绘???宠薄??繁灏辨???ｄ釜瀹㈡?凤?濡????????锛???浼??ㄦ??浠?涔?锛???浼???蹇?浠?涔?锛?????甯???寰??梆??镐?涔??风??甯??╋???涓?浣????垮缓绔?娣卞害瀹㈡?峰?崇郴????????浜?????杩?绉?璁捐韩澶??扮????搴︼?璁╁ス浠??藉???瑙ｅ??风??椤捐??锛??????梆??稿??风??????锛?浠???缁??烘?磋创蹇????村?疯???????寤鸿???
?ㄦ???杩?绋?涓??濂逛滑浼??ㄢ????浠?????涓?????????锛?涓?瀹㈡?峰缓绔?涓?绉???浣???浼?浼村?崇郴??濂逛滑浼???璇??拌〃???杈惧?瀹㈡?锋???电????瑙ｏ?骞跺?瀹㈡?风??瑙??圭?浜??????????瀹??ㄧ??瑙ｆ?ㄥ?杩??归?㈢??椤捐??锛?杩?纭?????澶?浼?涓??ㄥ??灞?杩?绋????涓?????扮??????????杩??风??寮??虹?斤??藉?杩?????杩?璺?绂伙?娑??ゅ??风????澶?蹇?????
?撮??瑕??????濂逛滑?ㄦ??渚?瑙ｅ?虫?规??讹?浼??????????板??风??瀹??????碉??????绠????堕?淬?????告????绛?绛???濂逛滑涓?浼?涓??冲?版?ㄩ????璐点????澶?????浜у??锛???????规????风???蜂???姹?锛??ㄨ???????????规???杩?绉???涓哄??风???斥??????搴︼?涓?浠?璁╁??锋?????颁?琚??????琚??虫??锛?涔?璁╀?浠???淇★?杩?浣????????煎?淇¤?????
淇′换涓??﹀缓绔?锛???浜や究姘村?版????????
???虹簿婀?锛?琛?浜?娴?姘达?????濂抽??????瀹????烘??/h3>
?ユ??浜?寮哄ぇ??蹇???????????娲?瀵???锛?????濂抽????滑杩???瑕?灏?杩?浜?????杞???涓哄??ㄧ??瀹?????宸с??濂逛滑???????绋?锛?寰?寰?濡???涓??虹簿蹇?缂??????烘??〃婕?锛?娴?????涓?涓?锛?涓???婊℃????????
Part2.1锛?浠峰?奸??濉?锛?璁╀骇????寮??ｈ?璇???
寰?澶?????汉??涔????缃???浜у???????藉?????帮?浣?????濂抽????滑娣辩?ワ?瀹㈡?疯喘涔扮??涓??????斤??????╃????濂逛滑??环?肩????缈昏?瀹???锛??藉?灏????ョ??浜у???规?э?杞???涓哄??疯?藉????ュ?扮????瀹?瀹??ㄥ?ㄧ??浠峰?笺??
????涓?浼???璇?瀹㈡?锋????浜ю???????澶?蹇??浣???浼???璇?浠?浠??浣跨?ㄦ??浠???浜у??锛??ㄦ?澶╁??互????澶?灏?澶?灏??堕?达?杩?浜??堕?存?ㄥ??互?ㄦ?ラ??即瀹朵汉锛???????灞??扮??涓??°????涓?浣?娣辫??????规???尖??????????浜?????濂逛滑??浜?????浜у???????藉?瑙ｅ?冲??风???广??婊¤冻瀹㈡?烽??姹??????冲甫?ユ????婊¤冻????????浠峰?尖????
濂逛滑浼??ㄨ???浜????瑰??ュ???颁环?笺??姣?濡?锛?浠?缁?涓?娆捐蒋浠舵?讹?濂逛滑???戒?璁茶堪涓?涓???峰?浣???杩?浣跨?ㄨ?娆捐蒋浠讹?灏???????瑕??板ぉ瀹??????ュ??锛??ㄥ??澶╁????瀹?锛?骞朵???纭???澶уぇ????锛???缁?璧㈠?浜????跨??璧?璧???杩??风????浜?锛?姣?骞插反宸寸?????戒?缁??磋?借Е?ㄤ汉蹇?锛?璁╁??峰?ㄨ??娴蜂腑?惧???轰娇?ㄤ骇??????缇?濂藉?炬????
濂逛滑涔???寰??堕??绋?缂烘????绱ц揩??锛?浣?杩?绉??堕??骞堕??????瀹ｄ?锛??????轰?瀵逛骇??甯??恒??瀹㈡?烽??姹?????浠ュ????韩璧?婧????电????瀹??ゆ??????杩?娆句骇????????搴?瀛?涓?????浜?锛???涓?涓?涓??圭????浜у?ㄦ??浼?姣?杈??匡?濡????ㄧ?板?ㄥ?冲?锛???杩??戒负?ㄤ????颁?浜?棰?澶?????ヤ????????ㄦ?板????舵?猴???搴﹀?颁???杩?浜?淇℃????藉??????烘?瀹㈡?风??璐?拱娆叉??锛?淇?浣夸?浠????哄???跺?崇???
Part2.2锛????????烘???寮?瀵艰?????ㄩ??
????濂抽????????ュ?璇?锛?寰?寰?涓??????????????杈?锛???????????浜??ㄣ??濂逛滑娣辫??????????烘????锛???杩?宸у????????寮?瀵煎??疯??繁璇村?洪??姹?锛???繁???颁骇????浠峰?硷????宠??繁???鸿喘涔扮???冲???
??????甯哥?ㄧ????宸у氨????SPIN???????锛?Situation,Problem,Implication,Need-payoff锛?锛?浣???浼??规???蜂????佃?琛??垫椿杩??ㄣ????涓?浣???????宸уù????椤鹃?????濂逛滑??杩?浜?瑙ｅ??风???扮?讹?Situation锛?锛?????浠?浠????扮?????锛?Problem锛?锛??㈣???????藉甫?ョ??璐??㈠奖??锛?Implication锛?锛???缁?寮?瀵煎??疯?璇??拌В?抽?????蹇?瑕??э?Need-payoff锛???
渚?濡?锛??ㄦ?ㄩ??涓?娆惧?硅?璇剧??讹?濂逛滑???戒???????ㄨ?寰??????㈤????XX?归?㈢???藉??锛????ㄧ???充腑???舵??锛?杩???澶?澶х??宸??锛???锛?Situation+Problem锛???濡???杩?绉?宸????缁???伙??ㄨ?涓轰?瀵瑰???告??骞寸??涓?缁╁??夸骇?????风??褰卞??锛???锛?Implication锛???濡????藉???杩?涓?涓???????硅?锛?璁╁?㈤????XX?归?㈠??版?捐??????锛??ㄨ?寰???歌?瀵规?ㄦ?ヨ???澶?澶х??浠峰?硷???锛?Need-payoff锛?
杩??风????????藉?璁╁??峰?ㄥ??绛??????杩?绋?涓??涓????板?瑙???繁????姹?锛???娣卞??????璁ょ?ワ?骞堕??娓?娓??板?拌?璇??颁骇???????¤?藉?甯︽?ョ????澶???瀹㈡?峰?ㄨ?绉?寮?瀵拣???涓????虹???崇?锛?寰?寰?姣?琚?己琛??ㄩ????浜у??锛??村????瀹???婊℃????
Part2.3锛?寮?璁????锛?灏???涓????解????涓衡?????解??
?ㄩ?????绋?涓??瀹㈡?锋???哄?璁?????姝ｅ父涓?杩???浜?????????濂抽????滑涓?浼????垮?璁????????惰?涓鸿?涓?姝ヤ?瑙ｅ??风??瀹??虫????轰???濂逛滑灏?寮?璁???浣?????璇锋??村?淇℃??????淇″?凤???涓???????缁?????淇″?枫??
??????????灏辨????锋病??寮?璁???ｈ?????瀵逛?????姹???瑙ｄ?澶?娣卞?ワ?????????浠?缁?璁╀?瑙?寰?涓???涓???????涓?浣?缁?楠?涓板????????????浜?????褰????瀹㈡?锋???轰环?煎?璁??讹?濂逛滑涓?浼?绔??婚??浠凤????????琛ㄧず??瑙ｏ????????戒环?兼???ㄩ??瑕?????????瑕???绱??????跺??锛?濂逛滑浼?缁х画????寮?璁?????????姝ｅ????锛????ㄨ?寰?杩?涓?环?煎???ㄩ???????浠?涔?涓???锛??????ㄨ?寰??ㄨ?涓?环浣?涓?锛??ㄦ?存??寰??峰????棰?澶???浠峰?硷???
??杩?娣卞?ョ???????濂逛滑??互?ゆ????锋???绠?????锛?杩????浜у????浠峰?兼病??????璁ょ?ャ??濡?????????锛?濂逛滑??互?㈣?????浠?娆俱???寸?娴???濂?椁?绛??规?锛?濡?????????锛?濂逛滑????互?村??璇︾??伴??杩颁骇??甯︽?ョ??ROI锛???璧????ヰ??＄??锛?锛???????杩?瀹㈡?锋?渚??ヨ???浜у????浠峰?笺??
?㈠?浜у?????戒???璐ㄧ??锛?濂逛滑浼??﹁?娌???锛??胯?涓?瓒充?澶?锛?浣????朵?浼?寮鸿?浜у?????稿?浼??匡?浠ュ??濡?浣???杩??朵??瑰?寮ヨˉ涓????冻?????ㄨ???娌￠??锛?杩??归?㈡??浠?‘瀹?涓?濡?XX浜ю?????锛?浣???浠???X?归?㈠?存?????扮??浼??匡???涓???浠???涓?涓?????ュ?????㈤??锛???互甯??╂?ㄥ????浣跨?ㄤ????伴?俱????杩?绉??﹁???涓?涓???娌????瑰?锛??????藉?璧㈠?瀹㈡?风??淇′换??
Part2.4锛?澶???涓?杩?唬锛???猸?缁??????绉?瀵?姝﹀??/h3>
????濂抽????苟??涓?澶?????锛?濂逛滑??????锛?绂讳?寮???缁???澶?????杩?唬??姣?涓?娆＄?????????锛???璁烘??????杩???け璐ワ??芥???璐电??瀛︿??轰???
濂逛滑浼?瀹???澶?????繁????ラ?????绋????锛????璇????存????锛?????????磋?借Е????ㄥ??凤????????瀹规???洪??锛????瀹㈡?风被???村????????浜わ?濂逛滑浼?璁板?涓??抽??俊????????版????惧?哄?朵腑????ヨ?寰???妯″???
??????涓?涓?????姣?澶╀?????锛??戒??ㄦ??????ョ?璁版????′???涓?褰?澶╂????瑕???涓?涓??惰?凤?浠ュ????澶╅??瑕??硅???涓?涓??梆??℃?广????涓?浣?浠ヤ弗璋ㄨ??绉扮??????????璇淬??杩?绉??ュ?涓??ョ??绉?疮锛?璁╁ス浠????????藉??涓???簿杩???
濂逛滑涔?淇?????瀵瑰??鸿??裤??琛?涓??ヨ???瀹㈡?烽??姹?????缁??涔???濂逛滑浼???璇昏?涓??ュ??锛??????硅?璇剧?锛?涓???琛?浜ゆ?锛????充富?ㄥ?讳?瑙ｅ??锋??澶???琛?涓??ㄦ????杩?绉???缁?韬??涔???????搴︼?璁╁ス浠??缁?绔??ㄨ?涓?????娌匡??藉?涓哄??锋??渚??村?峰???绘?х??寤鸿?锛?浠????ㄦ?????甯??虹?浜?涓??遍????吼??°??
??????濂抽??????绉?瀵???骞堕??绁?绉???榄?娉?锛??????????娲?瀵?????宸т???猸?缁??涔?????ョ患??浣??般??濂逛滑?ㄤ?涓?????璇????烘?э??ㄩ??????￠??璺??锛?涔﹀????灞?浜???繁??杈???绡?绔?????杩?浜?绉?瀵?锛?涔?骞堕?????浜?濂逛滑锛????浣??挎??瀛︿?锛??挎??浠??猴?浣?涔??借В??灞?浜???繁??涓?缁╁?宄般??