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Delegates,staff:Hello!intherun-uptotheSpringFstival,weheldonesessionoffourstaffrepresentativesConfence2013-workshop,fullbain2012,carefulanasisofthecurrentsituation,discuss2013developmentplans.Here,onbehalfofmcompany2013workreportstotheGenelAssebly,forconsideration.illionkWh,anincreaseof757millionkWh.Salestotaled7.425billionkWh,exceedingsof330millionkWhtheannualExecutivebudget,anincreaseof729millionkWh.--Scurityeasures:unplannedoutages2.5timeNopersonalinjuryccidentoccurred,nomajoraccidentandabove,nomajorfireaccidentswithoutenvironmntalpollutionaccidents,safetyforthreeconsecutiveyearstomaintainstabilitytogoodposture.Businessfinancialindicators:totalprofitsof255millionYuan,beyondthennualbudgetof207millionYuan,beyondtheDangcompanyindex41.89millionYuan,anincre1.76millionYuan,FCMassessmentatgradefour.--Energy:powersupplystandardcoalcompleting312.25gWh,down0.1gh;integratedauxiliarypowerconsumptionratioin5.12%,down0.26%;pollutantemissionsperformancegreatlyducedcomparedtolastyear,carbon0.09gWh,sulfurdioxide0.104gWhNOx0.512g/kWh;dustreovalefficiencyoforethan99.8%.--Reliabilityindex:equivalentavailabilityfactorin93.47%,increased7.95%fromayeaarlieEquivalentforcedoutagera0.08%,0.16%reductionovertheperiodayearearlieMajorachievents:first,weshouldadhetothetwo\nagentsyste\sis,strengtheningtechnologicalresearch,strengthenhiddenhazardscontrolandintrinsicsafetyEnterpriseconstructiontooknewsteps.-hetwo\nagentsysteorimprovent.Focusonpromotingthepowerofthecompanymanagentsystendtheapplicationandimplementationthesafetyloopfe-starmanagentsyste,improvethesafetynagmentsystem,realizethesystesafetycontrol.Furtherregulatesecurityroutines,safetysupervisionandmnagentnetworkoletoplaytoachievclosed-loop.Strengtheningthesupervisionandmanagmentofhabitualviolationof,strengtheningthesafetysupervisionofoutsourcingcontractors.Carriedoutinspringandautumnofcurityinspections,floodcontrolandinspection,safetyproductionmonth,daysupervisionofproductionsafetyandtheOlypicGaesandothe

PillarI,2012bain2012,XXpowercompaniesadheretotheparty's17greatspiritforguidance,comprehensivelyimplentthescientificconceptofdevelopment,promotingcost-dershipstrategy,standards,focusonimplentation,lenmanagent,continuouslyimprove,smoothpresentsafesituationofenterprisemanagent,businessmnagentandcontrolscientificandstandardized,andthededicationofstaff,manageaharmoniousanddeocraticatmospherethegoodsituation.Mainindicatorsareaollows:-thebatteryindicator:powergenerationtotaled7.815billionkWh,beyondtheannualbudgetimplementationcapacityof315

销售部培训课程计划

一：早会课程

目标：激励，提升工作状态，提升员工自主竞争意识，建立员工的主动意识，提升员工的

稳定度

课程：礼仪，分享，个人工作计划及完成通报。

早会流程

为加强员工对公司的归属感，激发员工对工作的热情，提高销售人员的士 气和团队凝聚力，得到更多的知识和感悟，秉着互帮互助的心理，特形成此早 会惯例，并付诸实施。

早会时间：每天早上 8:45 分 地点：后面大展厅 人员：销售部

首先，所有人员两列对齐,跨步站好。

主持人：“各位同仁，大家早上好”！同时微鞠躬 所有人员回应：“好！”，同时微鞠躬 主持人：“我们的团队愿景是?“

所有人员回应：“成为中国墙布行业最专业的营销团队！” 主持人：“我们的行为准则是？”

所有人员回应：“积极主动，勇于承担，效率至上，坚持不懈！”

主持人开始讲话：“好，今天我给大家主持今天的早会，希望大家能有所收 获。”

接着开始分享内容（可以是工作心得，可以是个小故事或寓言，可以是含人 生哲理的话题等） 分享完

主持人：“好，我的分享到此结束，现在请领导进行勉励讲话。” 领导讲话完毕。

主持人：“好，今天的早会到此结束，接下来我们怎么做？” 所有人员回应：“行动！行动！立即行动！” 主持人宣布：“好，散会！” 所有人员各就各位进行当天工作

注意：过程中，有人想发言，请先举手，得到主持人同意后方可发言。

我们的行为准则是：积极主动，勇于承担，效率至上，坚持不懈！

这个我们不能只停留在说的层次，我们还应该行动起来。那接下来就是要 行动了。每天早会开始，每个参会人员都要把当天的工作事项定一个目标，这 个目标可以是具体的事物，也可以是学习的方向目标，在早会中告知大家。并 且在第二天的早会中，向团队通报达成结果。

activities,comprehensiveandtampingSafetyFoundation...furtherincread.Strengthenthecharacteristicsofsupercriticalunitmajorissues,graduallyclearingtheparticularitysupercriticanitandreularity.Developedmotoroiltimenageent,switchactiontimes,statistics,coal-aidedmeasurentsoftware,imovestheproductionlevelofnmanagent.Increasedinvestmentinscienceandtechnology,reportingsciencendtechnologyprojectsand14technicalprojecttotalcostpercentagofthetotannualproductionoutputof0.25%.\scalecoal-firedpowerplantfluegasdesulfurization,denitrificationcompletedevlopmntandapplicationofkeytechnologies\ct,wonthenationalsciencendtechnologyprogresssecondprize.630MWsupercriticalunitsoptimizedcontrolstragiesandthe630MWdevelopmentandapplicationofon-linesimulationsystemforsupercriticalunits,supercritical600MWunitsofturbinedrivenboilerfedpumpsetofcomprehensivetreatmentofdefectsDatangtechnologyspectivelyoneortwoandthird.Meanwhile,informationtechnologychievents,thecompanywasnaed\powerinformationtechnologbenchmarkingenterprises.\Repairandmaintenancehasimprovurthe.Modifytheinspectionstandardsandstandardsonaregularbasis,standardizingworkprocedures,chingandinspectionproject.DepeningtheBFS++syste,andimplementsmaintenanceinformationshared.ReorganizingRBlogicagain,andensurethesuccessoftheRB.Innovatingthemechanismofintenancemanagent,impleentedaprojectmanagersystem.Successfulcompletionoftwoautonomousmintenance,reliabilityimprovedstedily.Impleentingtwoc-levelmaintenance,projectthees48.7%and42.3%,respectively.AccomplishtwocirculatingpumpsrepairandoverhauloffourMills,maintenancetestogetexercise.Promotetheworkofenergysavingandconsumptionreducing,completetheunitenergyconsumptiondiagnosis,plantwaterbancetest,10energy-vingprojects.Second,weshouldadhereto\conomicbenefitsofimproving,outrech

Troubleshooting,managementmechanism,givefullplaytoroleoftechnicalsupervisionandrealizationoftroubleshooting,management,improvedprocessmanagement.Thisyearcompletedtheboilerlowerheaderleakage,boilerpressure,amajorriskmanagement,completed29ofgreatrisksand3Generalproblemsofgovernance.Completechemistrylabconstruction,thermalcontrol,andcompletetheboilerscaleintegratedmanagement,hostshaftingvibrationof10scientificandtechnologicalprojects,suchas. Completesupercritical630MWon-linesimulationsystemdevelopmentandapplicationofcirculatingwaterMCCstandbypowertransformation,thetransformationofdesulfurizationwastewater,theunitwatersupplysystemofcomprehensivetreatmentanddischargevalvemodificationofcoalmill5keytechnologicaltransformationprojects,grouphealthisimproved.--Scienceandtechnologyinnovationis

Delegates,staff:Hello!intherun-uptotheSpringFstival,weheldonesessionoffourstaffrepresentativesConfence2013-workshop,fullbain2012,carefulanasisofthecurrentsituation,discuss2013developmentplans.Here,onbehalfofmcompany2013workreportstotheGenelAssebly,forconsideration.illionkWh,anincreaseof757millionkWh.Salestotaled7.425billionkWh,exceedingsof330millionkWhtheannualExecutivebudget,anincreaseof729millionkWh.--Scurityeasures:unplannedoutages2.5timeNopersonalinjuryccidentoccurred,nomajoraccidentandabove,nomajorfireaccidentswithoutenvironmntalpollutionaccidents,safetyforthreeconsecutiveyearstomaintainstabilitytogoodposture.Businessfinancialindicators:totalprofitsof255millionYuan,beyondthennualbudgetof207millionYuan,beyondtheDangcompanyindex41.89millionYuan,anincre1.76millionYuan,FCMassessmentatgradefour.--Energy:powersupplystandardcoalcompleting312.25gWh,down0.1gh;integratedauxiliarypowerconsumptionratioin5.12%,down0.26%;pollutantemissionsperformancegreatlyducedcomparedtolastyear,carbon0.09gWh,sulfurdioxide0.104gWhNOx0.512g/kWh;dustreovalefficiencyoforethan99.8%.--Reliabilityindex:equivalentavailabilityfactorin93.47%,increased7.95%fromayeaarlieEquivalentforcedoutagera0.08%,0.16%reductionovertheperiodayearearlieMajorachievents:first,weshouldadhetothetwo\nagentsyste\sis,strengtheningtechnologicalresearch,strengthenhiddenhazardscontrolandintrinsicsafetyEnterpriseconstructiontooknewsteps.-hetwo\nagentsysteorimprovent.Focusonpromotingthepowerofthecompanymanagentsystendtheapplicationandimplementationthesafetyloopfe-starmanagentsyste,improvethesafetynagmentsystem,realizethesystesafetycontrol.Furtherregulatesecurityroutines,safetysupervisionandmnagentnetworkroletoplaytoachievclosed-loop.Strengtheningthesupervisionandmanagmentofhabitualviolationof,strengtheningthesafetysupervisionofoutsourcingcontractors.Carriedoutinspringandautumnofcurityinspections,floodcontrolandinspection,safetyproductionmonth,daysupervisionofproductionsafetyandtheOlypicGaesandothe

PillarI,2012bain2012,XXpowercompaniesadheretotheparty's17greatspiritforguidance,comprehensivelyimplentthescientificconceptofdevelopment,promotingcost-dershipstrategy,standards,focusonimplentation,lenmanagent,continuouslyimprove,smoothpresentsafesituationofenterprisemanagent,businessmnagentandcontrolscientificandstandardized,andthededicationofstaff,manageaharmoniousanddeocraticatmospherethegoodsituation.Mainindicatorsareaollows:-thebatteryindicator:powergenerationtotaled7.815billionkWh,beyondtheannualbudgetimplementationcapacityof315

注意：

1 必须是当天的目标 2 必须是具体的目标 3 必须是能达到的目标 4 必须是正确的目标 5 必须是清晰的目标

二：产品课程

1 产品工艺（待定修改）

常见工艺有，提花，印花，压花，绣花.

提花：提花布是指经线纬线经不规则上下提升穿插织造而成布。提花就是在布面料上织造 出的花型。一般在 2 至 5 种颜色之间

印花：是在坯布上使用染色颜料用模具印出花型，特点是会掉色。

压花：目前，在墙布行业，压花一般使用在绒面料的布上，是使用无色钢模压在比较柔软 的布上。

绣花：又称刺绣，是在坯布上再次使用专业绣花机，用电脑控制，使针线按电脑设置好的 花型走向织造而成。花型颜色能达 10 种左右，色彩丰富。 2 产品材质

天然棉麻类，真丝纹理类，高品质环保化纤类，这是公司现有的材质。市场上 还有绒面料的，一般会做压花工艺处理.

3 产品风格

4 产品类型

5 花型解读

6 常见问题（互动）

三：销售相关知识课程 1 行业市场知识 （1） 行业的起源

一：墙布的发展史

墙布起源于欧洲宫廷，从中世纪末到 18 世纪初，瑞典贵族和富商最先开始 使用墙布，其款式多为羊绒墙布，挂毯墙布，皮革墙布，丝绒绸缎墙布等。从 此掀起了一股墙布风潮，但由于价格昂贵，墙布只在以贵族和富商为代表的上 层社会流行。

后来，墙布在平民间开始流行，并且风靡一时。比如用棉纺织品作图来代替羊 绒墙布；在画作上填加羊绒浮饰来代替丝绒墙布；在已着色的薄纺织物上饰以 浮饰来代替挂毯墙布.

到了 21 世纪，在高端市场，比如别墅，高级会所，五星宾馆，政府高等级会客 室，包括英国白金汉宫，法国卢浮宫等场所，墙布仍然是主流。墙布以其繁琐 复杂的生产制作工艺，高雅华贵的纹理，一直深受西方上层的追捧。

进口墙布都是窄幅的，横向门幅是 1.38 米，跟墙纸一样的。

activities,comprehensiveandtampingSafetyFoundation...furtherincread.Strengthenthecharacteristicsofsupercriticalunitmajorissues,graduallyclearingtheparticularitysupercriticanitandreularity.Developedmotoroiltimenageent,switchactiontimes,statistics,coal-aidedmeasurentsoftware,improvestheproductionlevelofnmanagent.Increasedinvestmentinscienceandtechnology,reportingsciencendtechnologyprojectsand14technicalprojecttotalcostpercentagofthetotannualproductionoutputof0.25%.\scalecoal-firedpowerplantfluegasdesulfurization,denitrificationcompletedevlopmntandapplicationofkeytechnologies\ct,wonthenationalsciencendchnologyprogresssecondprize.630MWsupercriticalunitsoptimizedcontrolstragiesandthe630MWdevelopmentandapplicationofon-linesimulationsystemforsupercriticalunits,supercritical600MWunitsofturbinedrivenboilerfedpumpsetofcomprehensivetreatmentofdefectsDatangtechnologyspectivelyoneortwoandthird.Meanwhile,informationtechnologychievents,thecompanywasnaed\powerinformationtechnologbenchmarkingenterprises.\Repairandmaintenancehasimprovurthe.Modifytheinspectionstandardsandstandardsonaregularbasis,standardizingworkprocedures,chingandinspectionproject.DepeningtheBFS++syste,andimplementsmaintenanceinformationshared.ReorganizingRBlogicagain,andensurethesuccessoftheRB.Innovatingthemechanismofintenancemanagent,impleentedaprojectmanagersystem.Successfulcompletionoftwoautonomousmintenance,reliabilityimprovedstedily.Impleentingtwoc-levelmaintenance,projectthees48.7%and42.3%,respectively.AccomplishtwocirculatingpumpsrepairandoverhauloffourMills,maintenancetestogetexercise.Promotetheworkofenergysavingandconsumptionreducing,completetheunitenergyconsumptiondiagnosis,plantwaterbancetest,10energy-vingprojects.Second,weshouldadhereto\\icbenefitsofimproving,outrech

Troubleshooting,managementmechanism,givefullplaytoroleoftechnicalsupervisionandrealizationoftroubleshooting,management,improvedprocessmanagement.Thisyearcompletedtheboilerlowerheaderleakage,boilerpressure,amajorriskmanagement,completed29ofgreatrisksand3Generalproblemsofgovernance.Completechemistrylabconstruction,thermalcontrol,andcompletetheboilerscaleintegratedmanagement,hostshaftingvibrationof10scientificandtechnologicalprojects,suchas. Completesupercritical630MWon-linesimulationsystemdevelopmentandapplicationofcirculatingwaterMCCstandbypowertransformation,thetransformationofdesulfurizationwastewater,theunitwatersupplysystemofcomprehensivetreatmentanddischargevalvemodificationofcoalmill5keytechnologicaltransformationprojects,grouphealthisimproved.--Scienceandtechnologyinnovationis

Delegates,staff:Hello!intherun-uptotheSpringFstival,weheldonesessionoffourstaffrepresentativesConfence2013-workshop,fullbain2012,carefulanasisofthecurrentsituation,discuss2013developmentplans.Here,onbehalfofmcompany2013workreportstotheGenelAssebly,forconsideration.illionkWh,anincreaseof757millionkWh.Salestotaled7.425billionkWh,exceedingsof330millionkWhtheannualExecutivebudget,anincreaseof729millionkWh.--Scurityeasures:unplannedoutages2.5timeNopersonalinjuryccidentoccurred,nomajoraccidentandabove,nomajorfireaccidentswithoutenvironmntalpollutionaccidents,safetyforthreeconsecutiveyearstomaintainstabilitytogoodposture.Businessfinancialindicators:totalprofitsof255millionYuan,beyondthennualbudgetof207millionYuan,beyondtheDangcompanyindex41.89millionYuan,anincre1.76millionYuan,FCMassessmentatgradefour.--Energy:powersupplystandardcoalcompleting312.25gWh,down0.1gh;integratedauxiliarypowerconsumptionratioin5.12%,down0.26%;pollutantemissionsperformancegreatlyducedcomparedtolastyear,carbon0.09gWh,sulfurdioxide0.104gWhNOx0.512g/kWh;dustreovalefficiencyoforethan99.8%.--Reliabilityindex:equivalentavailabilityfactorin93.47%,increased7.95%fromayeaarlieEquivalentforcedoutagera0.08%,0.16%reductionovertheperiodayearearlieMajorachievents:first,weshouldadhetothetwo\nagentsyste\sis,strengtheningtechnologicalresearch,strengthenhiddenhazardscontrolandintrinsicsafetyEnterpriseconstructiontooknewsteps.-hetwo\nagentsysteorimprovent.Focusonpromotingthepowerofthecompanymanagentsystendtheapplicationandimplementationthesafetyloopfe-starmanagentsyste,improvethesafetynagmentsystem,realizethesystesafetycontrol.Furtherregulatesecurityroutines,safetysupervisionandmnagentnetworkroletoplaytoachievclosed-loop.Strengtheningthesupervisionandmanagmentofhabitualviolationof,strengtheningthesafetysupervisionofoutsourcingcontractors.Carriedoutinspringandautumnofcurityinspections,floodcontrolandinspection,safetyproductionmonth,daysupervisionofproductionsafetyandtheOlypicGaesandothe

PillarI,2012bain2012,XXpowercompaniesadheretotheparty's17greatspiritforguidance,comprehensivelyimplentthescientificconceptofdevelopment,promotingcost-dershipstrategy,standards,focusonimplentation,lenmanagent,continuouslyimprove,smoothpresentsafesituationofenterprismanagent,businessmnagentandcontrolscientificandstandardized,andthededicationofstaff,manageaharmoniousanddeocraticatmospherethegoodsituation.Mainindicatorsareaollows:-thebatteryindicator:powergenerationtotaled7.815billionkWh,beyondtheannualbudgetimplementationcapacityof315

出货基本上是按盎司来计算的，国产窄幅按米。

二：中国墙布的发展史

进口墙布于 2008 年年前流入中国，因各种原因，直到 2009 年才开始与国 产墙布一起正式投入市场。而在中国，针对墙纸的弊端，研究出了无缝墙布， 也就是理论上可以一块布贴满整个房间；而白璧更研究出自带胶墙布；在 2009 年，无缝墙布企业的销售人员时常在对经销商讲解无缝的概念，2010 年，某些 厂家在全国各地参加展会，努力推广无缝墙布产品，以提高其知名度，2011 年， 已有相当数量的企业投入该产品，企业的总数大幅度增加，做的较早的企业已 有所收获。2012 年，市场的份额进一步扩大，这里主要指的是从厂家到经销商 的认识都已十分明确，扩大的是消费者的认可，消费者的最终认可对无缝墙布 产品市场份额的扩大，才是起最后的决定作用。到今天，墙布人经过不断的努 力，将墙布推向中国装饰材料行业的主流产品，并形成大的趋势；至此，无缝 墙布大势已成。

（2） 行业目前的状况

一：行业常见品牌分析

白璧：又称新丝路，走中高端品牌路线，主做热胶墙布，主要营销模式为专卖； 有 40-50 个版本；经营历史 5 年以上。

保奇丽：品牌定位中高端，零售价每平方 30-60 元之间，主营冷胶，有 30-40 个版 本，经营历史 5 年以上。经营模式为专卖经销。

七特丽：品牌定位中高端，零售价每平方 30-70 元之间，主营冷胶，有 30-40 个版 本，经营历史 6 年以上。营销模式为专卖为主。

美家美户：高中低端都有，零售价每平方 20-150 元之间，冷胶热胶同营，提花布 20-70 元每平方，刺绣 70-150 元每平方，有版本 40 个以上，经营历史 5 年以上。 红旗：品牌定位低端，零售价每平方 14-35 元之间，主做冷胶，版本不断的在更新 30 个以上，市场很普及只要有人要就放同一市场 4 家客户太正常不过了，经营历 史 4 年以上，因为量大经常断货市场反馈的信息。

壁虎：品牌定位低端，零售价每平方 18-40 元之间，大部分 25 元每平方，只做冷 胶，版本不断的更新包括包装，同一市场 5 到 6 个客户太正常不过，经营历史 4 年 以上。

汇明：品牌定位中高端，自称提花王，主营冷胶，经营历史 2 年左右，经营模式为 专卖经销，产品在市场认可度还是不错了。

天衣无缝：品牌定位中高端，主营热胶，经营模式为专卖经销，经营历史 5 年以上。

绿保布依样：品牌定位中低端，主营热胶，经营模式为经销，经营历史 4 年左右。 美壁宝： 雅比斯： 新丽美： 轩品： 可罗雅： 领绣： 御绣： 百丽美家：

Completesupercritical630MWon-linesimulationsystemdevelopmentandapplicationofcirculatingwaterMCCstandbypowertransformation,thetransformationofdesulfurizationwastewater,theunitwatersupplysystemofcomprehensivetreatmentanddischargevalvemodificationofcoalmill5keytechnologicaltransformationprojects,grouphealthisimproved.--Scienceandtechnologyinnovationisactivities,comprehensiveandtampingSafetyFoundation...furtherincread.Strengthenthecharacteristicsofsupercriticalunitmajorissues,graduallyclearingtheparticularitysupercriticanitandreularity.Developedmotoroiltimenageent,switchactiontimes,statistics,coal-aidedmeasurentsoftware,improvestheproductionlevelofnmanagent.Increasedinvestmentinscienceandtechnology,reportingsciencendtechnologyprojectsand14technicalprojecttotalcostpercentagofthetotannualproductionoutputof0.25%.\scalecoal-firedpowerplantfluegasdesulfurization,denitrificationcompletedevlopmntandapplicationofkeytechnologies\ct,wonthenationalsciencendtechnologyprogresssecondprize.630MWsupercriticalunitsoptimizedcontrolstragiesandthe630MWdevelopmentandapplicationofon-linesimulationsystemforsupercriticalunits,supercritical600MWunitsofturbinedrivenboilerfedpumpsetofcomprehensivetreatmentofdefectsDatangtechnologyspectivelyoneortwoandthird.Meanwhile,informationtechnologychievents,thecompanywasnaed\powerinformationtechnologbenchmarkingenterprises.\Repairandmaintenancehasimprovurthe.Modifytheinspectionstandardsandstandardsonaregularbasis,standardizingworkprocedures,chingandinspectionproject.DepeningtheBFS++syste,andimplementsmaintenanceinformationshared.ReorganizingRBlogicagain,andensurethesuccessoftheRB.Innovatingthemechanismofintenancemanagent,impleentedaprojectmanagersystem.Successfulcompletionoftwoautonomousmintenance,reliabilityimprovedstedily.Impleentingtwoc-levelmaintenance,projectthees48.7%and42.3%,respectively.AccomplishtwocirculatingpumpsrepairandoverhauloffourMills,maintenancetestogetexercise.Promotetheworkofenergysavingandconsumptionreducing,completetheunitenergyconsumptiondiagnosis,plantwaterbancetest,10energy-vingprojects.Second,weshouldadhereto\\icbenefitsofimproving,outrech

Troubleshooting,managementmechanism,givefullplaytoroleoftechnicalsupervisionandrealizationoftroubleshooting,management,improvedprocessmanagement.Thisyearcompletedtheboilerlowerheaderleakage,boilerpressure,amajorriskmanagement,completed29ofgreatrisksand3Generalproblemsofgovernance.Completechemistrylabconstruction,thermalcontrol,andcompletetheboilerscaleintegratedmanagement,hostshaftingvibrationof10scientificandtechnologicalprojects,suchas.