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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,1,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,41,单击此处编辑母版标题样式,*,*,导购员销售技巧,4,销售的理念和心态,1,2,3,5,消费者心理和行为,常见销售方法,导购流程的六部曲,话术研讨、演练通关,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,课程目录,1、销售是一种概率游戏，,遵行大数法则,2、销售业绩=客户质量,客户量,成交率。,3、销售活动是一个过程、,重视过程、结果自然产生！,4、君子如水，随圆就方,VS 组合销售,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,SECOND,THREE,FIRST,自己,理念,产品,三流的/合格的销售人员,一流的/卓越的销售人员,二流的/优秀的销售人员,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,销售的三种层次,能够快速平衡自己的心态：,习惯工作所带来的顺境：福气、淡,然处之,习惯工作所带来的逆境：正常、,坦然处之,不能改变环境就改变心境！,顺境不放松！,逆境不放弃！,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,接待客户的心理：,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,感激鄙视我的人，因为他激发了我的斗志！,感激拒绝我的人，因为他磨练了我的心态！,感激投诉我的人，因为他提醒了我的不足！,感激欺骗我的人，因为他增进了我的智慧！,感激遗弃我的人，因为他教会了我该独立！,销售故事：添一点,有一家卖瓜子的小店生意特别火，其它同类商家怎么也比不上，该店老板说,“其实，我们家瓜子除了味道独特以外，在经营方面还有一小技巧，就是在称,份量时，别人家总是先抓一大把，称的时候再把多的拿掉；而我们家总是先估,计得差不多，然后再添一点。这“添一点”的动作看似细小，却符合顾客的微妙,心理，许多顾客都害怕短斤少两，“拿掉”的动作更增加了这一顾虑，而“添,点”，则让人感到分量给足了，心里踏实，所以乐于登门。,【思考】,结合本案例，你认为这家小店生意好的的关键是什么？,三、销售技巧,顾客在购买使用产品时享受的一切服务,产品的附加价值（如品牌）,产品使用价值,顾客所购买产品的真正含义,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,不同性格类型的客户心理,感性型,求新型,粗放型,恋旧型,理性型,谨慎型,品质型,实惠型,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,消费行为的变化,短缺经济,过剩经济,体验经济,出售对象,产品,品质,体验,产品设计,有,好,酷,追求内容,用途,品牌,感觉,生活目的,生存,愉快,享受,消费目标,充足,满意,惊喜,关心标准,数量,质量,价值,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,家具对于顾客意味着什么？,家具时仅次于房子、车子的家庭大宗商品，因此购买家具是一项重大决定：,高价值,使用期长,属于刚性需求,关乎其他家庭成员,集功能实用与,时尚美观于一身,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,家具产品内在特性,品牌独特内涵和价值,优质木材和新型材料,先进的生产加工工艺,厚重文化积淀的风格,审美情趣的结构设计,符合人体工程学造型,环保健康的黏胶涂料,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,然而顾客的情况呢？,顾客的情况：,无准备,没有明确偏好,突击性货比三家,认为家具里头没有什么学问,谈不上什么具体要求-走走看-凭感觉吧,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,购买家具的关键动作分析,顾客的动作,考察点,思考面,推荐语,从远处走到跟前,功能/风格,实用/匹配,独特设计/古典美/现代美,在面前左右端详,款式/颜色/纹理/尺寸,美感/协调,深沉/活泼/淡雅/纯朴/奢华/人体工程,用手触摸贴面板/蒙皮料/漆料,材料,质量/安全/耐用,舒适手感/耐磨/强度/耐热/耐水/绿色环保/尊贵象征等,打开/看细节特征,配件/工艺,质量/舒适/方便,做工精细/细节讲究/突出品质感,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,消费者购买决策,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,消费者购买决策的内容,1.为什么买（,Why）？即购买目的或购买动机,2.买什么(What) ？即确定购买对象,3.为谁买和由谁买（who）?即确定消费者和购买者,4.什么价格买（how much）?即确定购买价位,5.买多少(How many) ？即确定购买数量,6.何时买(When to buy) ? 即确定购买时间,7.在哪里买(Where to buy)? 即确定购买地点,8.如何买(How to buy) ？即以什么方式购买,常见的几种销售方法,视觉营销技术,顾问式销售方法,体验式销售方法,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,视觉营销技术,顾客越来越多地靠自己的眼睛去思考和选择，缺乏专业知识的销售员说服不了具有购买主张的顾客，传统的营销方式正受到前所未有的挑战。而,视觉营销的出现，既可以弥补传统营销方式的缺失,，同时也促进着整个营销服务质量的提高。,视觉营销就是向潜在的,消费者在最好条件下，包括硬件和软件两方面，展示我们的产品和服务,，从而达到销售的目的。相比销售人员进行产品推荐的主动营销，视觉营销又可以称为无声的销售语言。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,视觉营销技术,视觉营销所起的作用，不仅仅发生在顾客进入展厅时，在展厅的整个营销过程中，它都在默默地发挥其作用。,引人入胜的陈列吸引人们进入展厅,、引起他们的注意、激发购买欲望，并促使他们购买。面对顾客，可以采用“无声”的诱导方式去说服顾客。在营销的某些特定的环节中，它具有其他销售方式不可比拟的优势。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,体验式销售的意义,“感觉”引起人们的注意,“情感”使体验变得个性化,“思考”加强对体验的认知,“行动”唤起对体验的投入,“关联”使得体验在,更广泛的背景下产生意义,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,家具产品生动化,优劣材料对比法,先进工艺披露法,实验过程透明化,荣誉称号有形化,真实案例情景化,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,Text,5、促成交易,6、跟进送货,4、异议处理,2、需求分析,1、接触客户,3、商品介绍,销售流程的六部曲,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,接触客户,给对方良好的第一映像：专业！,观察客户（几个人、穿着,打扮、表情、情绪、性格等）。,礼仪三宝：点头、微笑、赞美！,问候：您好，欢迎光临金海马家居,/香江家居！,请问您想看哪方面的家居？,/请随便看看！,递送名片,客户类型：新客户、老客户、,同业、依赖型的、半依赖型的,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,留住顾客，获取信任,顾客到了店内，,停留的时间越长就标志着顾客选择你产品的可能性越大,。,因为到家具商场来的顾客，一般都有需求或潜在需求，家具商场平时顾客本来,就比较稀少，因此谁抓住了这些有限的顾客，谁成功的可能性就大。,抓住顾客的第一步就是要留住顾客，,顾客在店里停留的时间越长，,对企业、 服务,、,产品优势、,给他带来的利益点了解的就会越多，,选择的可能性就越大。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,1、,真诚的微笑，,热情的态度，,礼貌的用语，,让顾客心情舒畅。,2、,对于带小孩的顾,客，需要准备一些,小礼品、小玩具、,气球等，让他们尽,可能长的时间呆在,店内；,3、,多让顾客感觉你的产,品，躺一躺、坐一,坐，多体验一下。,如：“先生，请您坐,上去试试感觉，我再,详细给您讲讲我们沙,发的优点，您一定会,感兴趣的。”,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,留住顾客，获取信任,1、,要公正客观，不要攻击别人的产品,2、,先不讲自己的产品，而是先讲所推销的这,一类家具产品的知识以及选购的标准,3、利用与顾客各种交流方式，如：谈话、肢体,语言、语气语调等，诚恳与客户交流，从,感情上获取顾客的信任,4、讲技术、讲专业、讲使用常识,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,留住顾客，获取信任,6、讲企业实力,7、用科学和证据说话,8、请顾客看营业执照、各种荣誉证书等证件,9、用优质的售后服务赢得顾客的满意,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,留住顾客，获取信任,5、问顾客在哪里工作、在哪住，能不能找到共同认识的人,需求分析,品味,品味：高端、一般、较低,文化品味、高雅型、,通俗型、实用性,定位,价格定位：什么价格幅度,家装定位：家居是什么装修风格,风格定位：喜欢哪类风格、,材质、款式、,颜色的家居,方位,家居风水：家居风水与家居的配合,位置：家居摆放位置、尺寸、朝向,一体,整体需求的概况,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,二、询问,一、察言观色,年龄；,服饰；,关注的价位、,品类、,样,式；,谈吐,交通工具,购买的品类,关注点在哪,哪些疑虑,选择性发问,特殊需求,准确掌握顾客的需求,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,商品介绍,商品的特点、优势一定要结合客户的需求；,方法：体验式导购、实验法、案例法，,客户需求层次,商品介绍的重点,基本要求,安全、环保、功能、,保障要求,品牌、服务、信誉,自我实现,被尊重、体现身份、地位、权力的象征,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,异议处理,异议的分类：价格问题、质量问题、送货问题、,商品尺寸款式材质等问题、,对公司品牌不了解、不喜欢导购员,异议处理的原则：认同、反问、引导,处理异议的注意事项和应对技巧：,胸有成竹,用心聆听,勿与客户争论,善于总结,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,真假异议：假异议的原因分析,为了压低价格或得到相关好处、故意挑刺；,为了探明实情，避免卖方隐瞒或欺骗,为了获取更多的信息，,来证明自己的选择是正确的,顾客不接受的是导购员、,而不是产品。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,异议,分类,5、质量型,1、价格型,6、色彩型,7、安全型,8、服务型,2、环保型,3、舒适型,4、方便型,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,直接告诉顾客他们错了。当然很少有顾客愿意听人说自己错了，所以必须小心。如果异议产生于对产品的错误理解，则可以这样处理：,“先生，对不起我刚才没表达清楚，实际是这样” 用正面、直接的方法提供证据也是最有效的。,顾客：“你的沙发框架时间长了会断裂吗？”导购员：“绝对不会的。我们的框架采用无糟朽、无虫蛀、无疤痕、不带 树皮或毛刺的东北硬杂木制做而成，和普通材料 的框架相比， 绝不可同日而语，请想一下，一套沙发我们要用十几年，一个 是决不会断裂的硬杂木，一个是胶合板，您会选择哪一种呢？”反问的语气是很重要的，因为你有信心就会给顾客信心，所以语气一定要坚定。,正面处理法,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,间接否定法,我们开始要附和顾客的异议，然后采用合一架构的方法委婉的说“不”。举例：比如顾客拿我们的产品与竞争对手对比价格时，而我们的价格又不占优势。这时我们最好的做法就使用一个问题反问他：“,先生，我们在购买产品时确实要考虑价格的因素，但是当您在考虑到价格的同时，也会注意(全球品牌网)到产品的质量才是非常重要的，您说是吗？所以等一下，您就会明白我们的产品一点都不贵，而且是绝对的物超所值。”,通过间接否定，销售人员不直接说顾客错了，而是先和顾客的观点保持一致，以削弱对方的戒备，然后纠正异议。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,抢先法,销售人员要善于总结异议，事先将异议提出来，针对这些异议组织一套完整的讲解方案，并且给顾客讲明。例如：您可能会觉得,实际,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,转化异议法,指顾客提出一个异议后，,我们就顺着他的话说：“先生/小姐，,这也是您为什么要买我们产品的原因。”,将顾客的异议转换成,他之所以购买这一产品的原因。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,口头,表情,姿态,问价格、发票、,送货时间等,犹豫不决时、沉默时,量尺寸时,问售后服务,来回看、比较某款家具时,索要赠品、要求打折,体验时,反复问某个问题时,仔细观察家具时,频频点头时,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,促成成交的购买信号,促成技巧,从众心理：利用销售单展示给客户看,优惠活动期限法：,节约法：为客户节约时间和交通成本,连带销售法：,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,跟进送货,加强与客户的沟通；,建议在客户付款购买的24小时内反馈相关情况,加强与配送中心的沟通；,了解配送中心的业务流程,加强与厂家、供应商的沟通；,了解、沟通订货周期,加强与客服中心的沟通。,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,头脑风暴：导购话术,请罗列最常见的异议有哪些？,如何回答？,三、销售技巧,销售理念,销售心态,消费者心理,消费者行为,销售方法,销售流程,谢谢！,感谢您的下载，特赠送精品文章,体能,训练技巧,-TRX,悬挂训练系统,工作之,余锻炼身体，若不需要请删除后使用，,谢谢您的理解，祝您生意兴隆，事业高,攀。,RX,训练带是源于美国海军陆战队，刚开始的雏形是以高密度毛巾制成的训练道具，后,来，有一名叫兰迪的美国海豹突击队的指挥官，在退役后重新设计了该套装备和训练计,划，变成民用的健身课程,-“TRX,悬挂训练系统,”,，整套装备的主要部分是宽,1.5,英寸，,额定张力为,1250,磅的尼龙绳子，长度范围从,6,英尺调整至,12,英尺，橡胶把手更适应双手,抓缚或是双脚悬挂等地面训练动作，扣锁由曾用于卡宾枪的材料制成，且易于调整，其自,用不到,2,磅，,1,分钟就能悬挂妥当，装在袋子里便于携带到任何地方，可固定在单杠上或,卡在门缝里，或系在树枝上，适合绝大多数的训练环境，如果加上哑铃或健身球一起锻,炼，可增加更高阶的难度。,悬挂训练：用练习者自身体重做负重，能够允许肌肉在多个平面上做运动，同时保证更,多的肌肉和关节参与，能够打造更加结实的肌肉，稳定灵活的关节，坚固的核心力量和正,确的体态，帮助在任何运动项目上获得更佳的运动表现，,TRX,还是运动康复的重要手段之,一,TRX,动作解读：,增加阻力：,1.,身体角度越大，阻力越大,2.,抬起一边大腿，有助于锻炼更多平衡力,3.,离支点越远，越吃力，对稳定性要求越高,减低难度：一腿向前踮地，有助于身体减重,1. chest press/ fly combo(,推胸飞鸟组合,),：,人背向绳子，手臂握住绳子，双手伸直，肘,保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向前，用胸肌发力慢慢,打开双手并让它弯曲到,90,度停下，再慢慢还原，然后双手打开做飞鸟，同时一脚往前踮,地，再还原，交替练习。,2. chest press(,推胸,),：,人背向绳子，手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖,一点点弯曲，两腿跟肩一样宽，身体重心微微向前，用胸肌发力慢慢打开双手并让它弯曲,到,90,度停下，再慢慢还原,(,难度增加：双腿合并或单腿抬起，或把身体斜度增加,),3. lunge fly(,弓步飞鸟,),：,1.,手臂握住绳子，双手伸直，肘保持一点弯曲，挺胸收腹，身体,重心微向前倾，双手打开做飞鸟，同时一脚往前踮地。用胸部发力，再还原,4. chest press- single leg extended(,推胸,-,单腿伸展,),：,人背向绳子，手臂握住绳子，,双手伸直，肘保持一点弯曲，膝盖一点点弯曲，一脚撑地，一脚向前抬起，身体重心微微,向前，用胸肌发力慢慢打开双手并让它弯曲到,90,度停下，再慢慢还原,.,5. Suspended incline press-leg up(,悬浮上斜推,-,抬脚,),：,双手撑住地面，一脚勾住绳子，稳定,腹部，另一腿向上抬靠紧固定腿，然后做俯卧撑。,6. Atomic push up(,俯卧撑收腹,),：,双手撑住地面，双脚勾住绳子，稳定腹部，一下俯卧,撑，还原后，双脚以腹部力量靠向胸部，再慢慢伸直还原，交替练习。,7. back row(,背部划船,),：,手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯,曲，两腿跟肩一样宽，身体重心微微向后，以背部发力，手臂夹紧身体两侧往后收，肩胛,骨向后夹，把绳子拉到小腹，保持住再慢慢还原,(,难度增加：双腿合并或单腿抬起，或把身,体斜度增加,),8. elevated back row(,高位划船,),：,手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点,弯曲，两腿跟肩一样宽，加大身体斜度，以背部发力，手臂夹紧身体两侧往后收，肩胛骨,向后夹，把绳子拉到小腹，保持住再慢慢还原,9. power pull-single arm(,力量拉伸,-,单臂,),：,双腿分开与肩同宽，单手抓住绳子，张开身体，,另一边手臂绕身体旋转,180,度触摸绳子，完后慢慢还原。,10. low deltoid fly(,低位三角肌飞鸟,),：,手臂握住绳子，掌心向上，双手伸直向前，肘保,持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，直手向下向后滑，,慢慢还原。,11. T deltoid fly(t,型三角肌飞鸟,),：,手臂握住绳子，掌心向上，双手伸直向前，肘保持,一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手与身体呈,T,型，再慢慢还原,(,难度增加：把身体斜度增加,),12. Y deltoid fly(Y,型三角肌飞鸟,),：,手臂握住绳子，掌心向上，双手伸直向前，肘保持一,点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手与身体呈,Y,型，再慢慢还原,(,难度增加：把身体斜度增加,),13. W deltoid fly(W,型三角肌飞鸟,),：,手臂握住绳子，掌心向上，双手伸直向,前，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手,与身体呈,W,型，再慢慢还原,(,难度增加：把身体斜度增加,),14. High triceps press(,高位肱三头肌弯曲,),：,人背向绳子，手臂向前握住绳子，双手伸,直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向前，然后把肘,部弯曲，肱三头肌发力，再慢慢还原,(,难度增加：把身体斜度增加,),15. Dips(,臂屈伸,),：,手臂在身体两侧，双手握住绳子，双腿呈箭步姿势，然后肱三头肌和,胸肌发力，双臂弯曲成,90,度再慢慢还原,(,难度增加：把一只腿往后抬或两腿前放或抬高,),16. High bicep curl(,高位肱二头肌弯曲,),：,手臂握住绳子，双手伸直，肘保持一点弯曲，,膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，以肱二头肌发力，弯曲手臂，再,慢慢还原,(,难度增加：把身体斜度增加,),There are moments in life when you miss someone so much that you just want to pick them,from your dreams and hug them for real! Dream what you want to dream;go where you want,to go;be wh you want to be,because you have only one life and one chance to do all the,things you want to do.,May you have enough happiness to make you sweet,enough trials,to make you strong,enough sorrow to keep you human,enough hope to make you happy?,Always put yourself in othersshoes.If you feel that it hurts you,it probably hurts the other,person, too.,The happiest of people dont necessarily have the best of everything;they just,make the most of everything that comes along their way.Happiness lies for those who,cry,those who hurt, those who have searched,and those who have tried,for only they can,appreciate the importance of peoplewho have touched their lives.Love begins with a,smile,grows with a kiss and ends with a tear.The brightest future will always be based on a,forgotten past, you cant go on well in lifeuntil you let go of your past failures and heartaches.,When you were born,you were crying and everyone around you was smiling.Live your life so,that when you die,youre the one who is smiling and everyone around you is cryig.Please send,this message to those people who mean something to you,to those who have touched your,life in one way or another,to those who make you smile when you really need it,to those that,make you see the brighter side of things when you are really down,to those who you want to,let them know that you appreciate their friendship.And if you dont, dont worry,nothing bad,will happen to you,you will just miss out on the opportunity to brighten someones day with,this message.Since we went to school, we have access to English all the time, because it is,one of the necessary subjects. Before we attend college, we keep our attention on the,grammar, but now college means the new stage and we should pay attention to practical,English. Here are some suggestions.First, it is important to speak out loudly. The purpose of,learning English is to communicate with foreigners, so as to get to know more about the,world. Grammar is not the only thing we care about. What we should do is to open our,mouths and improve our ability to use spoken English. It begins with reading textbooks. When,we listen to the tapes and repeat many times, then our d.President Trump, as he often does,had a few things to sayAfter admitting that he had been lonely over the holidays, Trump took,advantage of his first public appearance of the new year Wednesday to air lingering,grievances, make multiple false claims and reinforce recent decisions that have rattled,financial markets and his partys leaders.As he held forth for more than 90 minutes before a,small pool of,本文为,Word,版资料，可以任意修改编辑。如果你看到我上传的资料这个后缀，请删除后使用。,高效学习方法和技巧,学习需要方法，找到适合自己的方法，学习才能事半功倍。接下来，我结合我自己的学习情况，给大家总结的高效学习,五部曲,一、预习是学习的重要环节上课前充分预习，考试前充分地复习，与,“,打有准备之仗,”,有同曲之道。预习效果好，听课才能有针对性；听课有针对性，复习才能顺利进行；复习深刻，作业、考,试才能得心应手。所以说预习是学生学习过程中一个必不可少的环节。,二、掌握好高效的听课方法课上集中精力听课，是掌握知识的捷径。听讲时，思想上必须与老师讲解的思路保持一致，听老师对事物是怎样分析、推理；听老师解决问题是用什么方法、,技巧；听老师对问题有哪些提问和解释。这样才能把握住听课的重点。听讲中，要把自己在预习中的理解，和老师讲解的相比较，看自己和老师有哪些相同点和区别点。,三、合理安排复习时间很多科学家通过研究发现，有几个时间段有利于巩固记忆：一是学习后最初几分钟内，电生理活动引起蛋白质的合成；二是学习后在,48,小时内复习；三是一周之,后脑突触发生永久性变化。根据人在学习过程中这一生理变化，采用复习加强记忆就显得特别重要了。如果我们能够在学习的内容即将忘记时进行复习，那么复习的效果最好，效率也最高。,著名的心理学家艾宾浩斯通过实验发现了人的记忆与遗忘规律。实验证明：在学习仅过了,20,分钟后，就忘记记忆内容的,42%,，,1,天后忘却量已经达到了,66%,，到了第,31,天，忘却量高达,79%,。他根据实验结果，画成了著名的遗忘曲线。并表明遗忘的规律是,“,先快后慢,”,。这条规律提示我们，,定要尽早、及时地对所学知识进行复习，以便在知识还在大脑内时就加深印记，,否则大脑中已经没有痕迹了，只能再费精力重学。合理安排复习时间特别重要并且必要，制定复习计划，严格按精英特计划执行，并力求形成习惯，是我们每一位学生都应该力求努力做到。,我们为什么要复习呢？因为我们记忆效果没有那么好，不可能过目不忘，所以需要重复、增强记忆。同时，复习的进展也有利于学习效率的提高。,四、做作业的科学方法这里有七种做作业的技巧：,1,、先复习后做作业。复习是做好作业的关键，只有复习得好，作业才能做得好。做作业前先把老师这一节课所讲的内容认真地看一看，弄清楚基本原理和概念后再去做作业，作业才能,做得既快又好。,2,、认真审题。,做作业最关键的,步就是审题，连题都判断错了，作业内容就全错了。首先第,步要弄清楚题目的内容，所给的条件，什么要求，需要联系哪些知识等等；其次是考虑,好解题思路、方法、步骤，要善于把,道题分成几部分，化大为小、化难为易、分清其中的已知和未知，弄清各部分的联系，设计好整个解题步骤，,定要让自己做到不明白题意不做题，不,清楚方法步骤不下笔。,3,、细心的做题。,做题是表达思路的全过程，这个过程要求既动脑、又动手。做题的关键是要保证,“,规范,”,、,“,准确,”,。要做到这两点就要求学生认真的抄好题，书写格式必须正确、规范，,严格按照各类题的解题要求，仔细演算解题的每,步，得出正确的结果。只有平时做题认真细致，步骤完整，思路正确，表达严密，准确无误，考试时才能按照这种良好的习惯进行,五、重视错题积累在学习的过程中，同学们可能遇到过一错再错的现象,究其原因，多数是由于在学习中不求甚解，不注意总结积累所致。那么，该怎么办呢？实践证明，自编一本,“,易错题集,”,是避免做题一错再错的最好办法。错题本的复习方法：,1,、每周把,该周错题本中记录的题目快速浏览一遍；,2,、每月把该月错题本中记录的题目再快速浏览一遍；,3,、每个季度把错题本中三个月记录的题目再快速浏览一遍；,4,、大考前把该错题本中的所有题,目认真复习一遍，确保题不二错,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,￥,精编资料,欢迎下载,There are moments in life when you miss someone so much that you just want to pick them from your dreams and hug them for real! Dream what you want to dream;go where you want to go;be,what you want to be,because you have only one life and one chance to do all the things you want to do.,May you have enough happiness to make you sweet,enough trials to make you,strong,enough sorrow to keep you human,enough hope to make you happy? Always put yourself in othersshoes.If you feel that it hurts you,it probably hurts the other person, too.,The happiest,of people dont necessarily have the best of everything;they just make the most of everything that comes along their way.Happiness lies for those who cry,those who hurt, those who have,searched,and those who have tried,for only they can appreciate the importance of peoplewho have touched their lives.Love begins with a smile,grows with a kiss and ends with a tear.The brightest,future will always be based on a forgotten past, you cant go on well in lifeuntil you let go of your past failures and heartaches.,When you were born,you were crying and everyone around you,was smiling.Live your life so that when you die,youre the one who is smiling and everyone around you is cryig.Please send this message to those people who mean something to you,to those who,have touched your life in one way or another,to those who make you smile when you really need it,to those that make you see the brighter side of things when you are really down,to those who,you want to let them know that you appreciate their friendship.And if you dont, dont worry,nothing bad will happen to you,you will just miss out on the opportunity to brighten someones day,with this message.Since we went to school, we have access to English all the time, because it is one of the necessary subjects. Before we attend college, we keep our attention on the grammar, but,now college means the new stage and we should pay attention to practical English. Here are some suggestions.First, it is important to speak out loudly. The purpose of learning English is to,communicate with foreigners, so as to get to know more about the world. Grammar is not the only thing we care about. What we should do is to open our mouths and improve our ability to use,spoken English. It begins with reading textbooks. When we listen to the tapes and repeat many times, then our d.President Trump, as he often does, had a few things to sayAfter admitting that he,had been lonely over the holidays, Trump took advantage of his first public appearance of the new year Wednesday to air lingering grievances, make multiple false claims and reinforce recent,decisions that have rattled financial markets and his partys leaders.As he held forth for more than 90 minutes before a small pool of reporters and photographers, members of his Cabinet,ostensibly called to the White House for a meeting, sat quietly around a long conference table.Trump defended his decision last month to withdraw U.S. troops from Syria and sharply cut the,deployment to Afghanistan, moves that disturbed Republican allies in Congress and prompted the resignation of Defense Secretary James N. Mattis. In doing so, he contradicted his own recent,claim that the U.S. had achieved its objectives of total victory over Islamic State militants in Syria.“Look, we dont want Syria,” he continued. “Were talking about sand and death. Thats what were,talking about. Were not talking about vast wealth. Were talking about sand and death,” he said, seemingly contrasting the war-wracked country with Iraq and its vast oil reserves.Iran “can do,what they want there, frankly,” he added, a comment likely to unnerve officials in Israel, who have worried that a U.S. withdrawal from its positions in eastern Syria would allow Iran to expand its,influence there.“Its not my fault,” he said. “I didnt put us there.”Trump offered little further clarity on the U.S. withdrawal from Syria, which he initially said would take place in 30 days, saying now,that the pullout will “take place over a period of time.”Later, in a long riff about Afghanistan, Trump seemed to endorse Moscows 1979 invasion of the country an act that the U.S. viewed as an,attempt to spread communism and waged a long, covert operation to combat during the Carter and Reagan administrations.“The reason Russia was in Afghanistan was because terrorists were,going into Russia,” Trump said, making a case to leave the policing of hot spots in the Mideast and Central Asia to countries in the region. “They were right to be there. The problem is it was a,tough fight.”The Soviet Union eventually was bankrupted by its Afghan war, Trump added. “Russia used to be the Soviet Union. Afghanistan made it Russia, because they went bankrupt fighting,in Afghanistan.”Historians generally agree that the Russian invasion and subsequent occupation of much of Afghanistan was one of several factors that contributed to the collapse of the Soviet,Union, although the country never went bankrupt.For years, Republicans have credited President Reagan with bringing an end to the Soviet Union by his aggressive increase in U.S. military,spending.Trumps comments stood in stark contrast to the view Mattis espoused in the resignation letter he presented last month after failing to convince the president to hold off on withdrawing,from Syria.“We must do everything possible to advance an international order that is most conducive to our security, prosperity
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