浅析PPP项目采购阶段存在的问题.docx

浅析PPP项目采购阶段存在的问题.docx

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浅析PPP项目采购阶段存在的问题

Introduction

1.1MovieIntroduction

ThefilmThePursuitofHappynessisadaptedfromtheAutobiographyofthesamenamepublishedbyChrisGardner,anAfricanAmericaninvestmentexpert,in2007.ThefilmtellsofSanFranciscoin1981.ChrisGardnerwasaclevermedicaldevicesalesman.Hehadahardtimeduringtherecession.Hetravelstovarioushospitalsandclinicseveryday,butdoctorsarenotinterestedinhisbonedensityscanneratallbecauseitistwiceasexpensiveasanX-rayscanner.Hiswife,Linda,couldnotcontinuetoenduresuchadifficultlife,leavinghimand5-year-oldsonChristophertorunaway.ThefateofGardnerandhissonisnotoveryet.Theyweresweptoutbythelandlordbecausetheycouldnotaffordtherent,andsometimesevenspentthenightinthesubwaytoilet.Chrisdecidedtoswitchtoahigh-incomestockbroker.HishardworkandwisdomimpressedthemanagerJayTwistle,whopassedtheinitialtest.Inthere-examination,despitethedisadvantages,Chrishadtoweartheclothesofastuccoworkertocometotheinterviewsite.hehasgreatdetermination.Severalpartnersofthecompanystillfeltthatitwasbettertogivehimachance.Hebecameoneof20interns.ThelifeofGardnerandhissonwillbemoredifficultinthefollowinghalf-yearinternship,becausethereisnosalaryintheinternship,andonlyoneofthe20internscanstay.Theyhadtorelyonthosebonedensityscannersforawhile.Duringtheinternship,heworkedhardandworkedhardtobecomeanexcellentstockmarkettrader.Everythingcomestohimwhowaits,ChrisGardnerbecameawell-knownfinancialinvestor.

1.2ResearchSignificance

Withtherapiddevelopmentofeconomicglobalizationandpeople'sbroadinternationalperspective,saleshavegreatlyexceededthemeaningoftheoriginaloccupation,andbecomeawayoflife,aconceptoflifethatpenetratesandpenetratesintovariousactivities.

Salesareverycommonindailylife,andeveryonehasaclearpictureofsales.Salesistheprocessofintroducingthebenefitsprovidedbyaproducttomeetacustomer'sspecificneeds.Atthesametime,theexistingsalesmethodshavechangeddramatically,andasinglesalesmethodcannolongermeettheneedsoftoday'smarket.Butmoreimportantly,newsalesmethodsandsalestechniqueshavepromotedthedevelopmentofthemarketeconomytoacertainextent.Salesskillsareamanifestationofsalesskillsandajobskillthatrequireseffectivecommunicationbetweenpeople.Goodsalesskillscanimprovethedevelopmentofthebusinessandalsohelpthecompanybuildastrongercompetitiveness.Therefore,thisarticlewillusethemovieThePursuitofHappynessasacasestudyofsalestechniques.

Thefilmisadaptedfromrealpeopleandthings,andtellsthestoryoftheprotagonistChrisGardnerusingavarietyofsalestechniquestopromotehiswork,andultimatelyreachedthepeakofhiscareersuccess.Therefore,thisarticlewillanalyzethemovieclipscombinedwithsalesskillstohelpcompanieschooseappropriateandexcellentsalesskillsindailysales,soastoachieveacertainreferenceforthefuturedevelopmentofthecompany.

Thisarticleconsistsoffiveparts.Thefirstpartintroducestheresearchbackground,purposeandsignificance.Thesecondpartanalyzestheresearchofdomesticandforeignscholars,andputsforwardsomeinnovationpoints.Thethirdpartdescribessalesconcepts,typesandtechniques.Thefourthpartisbasedonthefilm"WhenHappinessComesKnockingontheDoor"andcombinestheclipsinsidewithsalestechniques.Thefifthpartsummarizesthearticle,putsforwardthelimitationsofthisarticle,andsolvesthelimitationsofthisarticle.

LiteratureReview

Thischaptermainlyintroducestheresearchstatusofsalesskillathomeandabroad.

2.1StudyAbroad

Salespersonquestioningskill-theabilitytoaskcustomersprobingandinsightfulquestionsthatuncovertheirbuyingsituationandneedsisgenerallyregardedasanessentialsellingskill（ShoemakerandJohlke118-131）.Inaddition,appropriatequestioningaidesthesalespersoninthreestandardsalesobjectives:

（1）buildingrapportandestablishingtrust,

（2）facilitatingmeaningfultwo-waycommunication,and（3）gatheringinformation（ManningandReese,55）.Sellingskillsarelearnedproficiencyatperformingtasksnecessaryforasalesjob.Theyareamongthemostimportantpredictorsofsalesperformance.However,theresearchintosellingskillshasbeenhamperedbythelackofanoverallscale.Toaddressthisshortcomingthepresentpaperidentifiesamodelofsalesskillsconsistingofthreecomponentsofinterpersonalskills,salesmanshipskills,andtechnicalskills（JosephO.etal37-41）.Inthisstudy,activeempatheticlisteningispurposedasbeinganantecedenttoasalesperson’scommunicationskill,abilitytomaintainqualityrelationshipsandbuildtrust.Thestudyproposesthatcommunicationskill,relationshipqualityandtrustallmoderatetherelationshipbetweenactiveempatheticlisteningandsalesperformance.Activeempatheticlisteningwasfoundtodirectlyaffectlevelsoftrust,relationshipqualityandoverallcommunicationskillsofsalespeople.Andmaybetterenablesalespeopletodeveloplong-termrelationshipswiththeircustomers（DrollingerandComer50-59）.Onethingthathasremainedconstantissellingskillscontinuetobethesinglemostimportantingredientforsuccessintheshowroombusiness.Theauthorlearnedveryearlyinhiscareerthatsalesfueltheenginesofvirtuallyeverybusiness.Itismucheasiertolearngreatsellingskillsthanitistolearnaboutacomplicatedshowerinstallationortolearnsomeofthecomputersoftwarebeingusedtoday.Someofthekeystepsthatwillhelpbothyourcustomersandyourbusinessare:

1.Attractpotentialclients.2.Makegoodfirstimpressions.3.Meetandgreettheclient.4.Qualifytheclient.5.Presentthevalueofyourproducts.6.Eliminateconcernsandobjections.7.Closethesale.8.Follow-throughaftersale（DarlingtonHank71-72）.

2.2DomesticStudy

Insales,therearecrossselling,jointselling,exclusiveselling,wideselling,collocationselling,leadselling,creditselling,giftselling,robselling,senseselling,distributionselling,soundsellingtosubdividingthecategoriesofsellingskills,whichintroducingthespecificsellingskills（CuiShijin,DuBinandShiHongyao55）.Salesneedtohaveapersistentspirit,thinkfromthecustomer'spointofview,studyotherknowledgecarefullyandmeetthecustomer'sneeds.Thisisaskillthateverysalespersonneedstopossess.Onlybymasteringtheseskillscanhebeaqualifiedsalesperson.Nomatterwhatkindofwork,thisspiritisworthlearning（GuYin,LiuZhonghuangandXuWeifeng39-41）.Insales,youneedtosetgoalsfirst,thenestablishcredibility,andhereyouneedtohavegoodappearance,goodbodylanguageandopeningremarksforactions.Onceagain,weneedtoexploreandlisten,identifyinterests,dealwithobjections,taketheinitiativetoconcludetransactions,andfinallycollectmarketinformationagain.Howtomakeconsumersbuytheirowngoodshasbecomethetargetpursuedbymanyenterprises,buttheresultisoftenthatthosewhocangrasptheconsumer'smentalityanduseappropriatesalesskillswin,andotherseithercontinuetofight,orbarelymaintain,orevenbeeliminatedout（SunXiaorong9-11）.TheSALESmodelbreaksdowntheEnglishwordSALESintofivewordssuchasSee,Ask,Listen,EatandSmile.Thesefivewordsrespectivelycorrespondtofivekindsof"hospitality"skillsthatsalespeopleneedtomaster,suchaswatching,asking,listening,eatingandlaughing.Basedonthis,theanalysiswillbemadetoexplainhowsalespeoplecanimprovetheirsalesskillsandcontinuouslyimprovetheircustomerrelationship（RenJing116）.Salesistoprovidecustomerswiththebenefitsofgoods,tomeetthespecificneedsofcustomers,isabreathtakingleapfromcosttoprofit.Inordertohaveanadvantageinface-to-facesellingskills,onemustmakefulleffortsinthethreeelementsofsellingskills:

time,placeandpersonnel（ZhangLandi56-57）.

Basedontheliteraturesreadabove,itcanbeseenfromforeignliteraturethatsalesneedtohavequestionsandsensitiveinsights.Theyareallbasedoncustomers.Howtoattractcustomers,howtocommunicatewithcustomers,andmorepsychologicalresearchisused.However,thedomesticliteratureshowsthatsalesshouldbewellpreparedintheearlystage,andmoreistolistentocustomers,standonthepositionofcustomers,andshowmoreisakindofemotionalapplicationresearch.PreviousstudiesofthemovieThePursuitofHappynessmainlyfocusedondreams,fatherlylove,emotions,westernculturalvaluesandotheraspects,butthemovieitselfwasseldomanalyzedfromtheperspectiveofsalesskills.Therefore,thisarticleattemptstoadoptanewangleofanalysis,thatis,toanalyzetheplotinthemoviecombinedwithsalestechniques,sothenewangleofanalysisbroadenstheunderstandingofsalestechniquesonceagain.Becausethefilmisadaptedfromrealevents,itisclosertoreallifeandprovidesstrongcasesupportfortheanalysisofsalesskills.Inaddition,theanalysisangleisnovel,soastoachieveamoreappropriateunderstandingofsalesskills,helpenterprisestochoosesuitableandbettersalesskillsindailysales,andachievecertainreferencesignificanceforthedevelopmentofenterprises.

III.TheoreticalStudy

3.1SalesDefinition

Salesrefertothebehaviorofprovidingproductsorservicestothirdpartiesbyselling,leasing,oranyothermeans,includingrelatedauxiliaryactivitiestopromotethebehavior,suchasadvertising,promotions,exhibitions,servi