张煊博主讲 电话销售技巧
<P class=MsoNormal style="MARGIN: 0cm 0cm 7.8pt; TEXT-ALIGN: center; mso-para-margin-bottom: .5gd" align=center><FONT face="Times New Roman"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 18pt; COLOR: black; FONT-FAMILY: 方正黑体简体; mso-bidi-font-size: 10.0pt; mso-hansi-font-family: 方正黑体简体">《电话销售技巧》课程邀请函</SPAN></B><SPAN lang=EN-US style="FONT-SIZE: 16pt; FONT-FAMILY: 宋体; mso-bidi-font-weight: bold"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></FONT></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; TEXT-ALIGN: center" align=center><FONT face="Times New Roman"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 18pt; COLOR: black; LINE-HEIGHT: 200%; FONT-FAMILY: 方正黑体简体; mso-bidi-font-size: 10.0pt; mso-hansi-font-family: 方正黑体简体"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 15pt; LINE-HEIGHT: 200%; FONT-FAMILY: 新宋体; mso-bidi-font-size: 10.0pt"><o:p></o:p></SPAN></B></FONT></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; mso-outline-level: 1"><?xml:namespace prefix = v ns = "urn:schemas-microsoft-com:vml" /><v:shapetype id=_x0000_t75 stroked="f" filled="f" path="m@4@5l@4@11@9@11@9@5xe" o:preferrelative="t" o:spt="75" coordsize="21600,21600"><v:stroke joinstyle="miter"></v:stroke><v:formulas><v:f eqn="if lineDrawn pixelLineWidth 0"></v:f><v:f eqn="sum @0 1 0"></v:f><v:f eqn="sum 0 0 @1"></v:f><v:f eqn="prod @2 1 2"></v:f><v:f eqn="prod @3 21600 pixelWidth"></v:f><v:f eqn="prod @3 21600 pixelHeight"></v:f><v:f eqn="sum @0 0 1"></v:f><v:f eqn="prod @6 1 2"></v:f><v:f eqn="prod @7 21600 pixelWidth"></v:f><v:f eqn="sum @8 21600 0"></v:f><v:f eqn="prod @7 21600 pixelHeight"></v:f><v:f eqn="sum @10 21600 0"></v:f></v:formulas><v:path o:connecttype="rect" gradientshapeok="t" o:extrusionok="f"></v:path><o:lock aspectratio="t" v:ext="edit"></o:lock></v:shapetype><v:shape id=_x0000_s1026 style="MARGIN-TOP: 0px; Z-INDEX: 1; LEFT: 0px; MARGIN-LEFT: 279pt; WIDTH: 162pt; POSITION: absolute; HEIGHT: 124.2pt; TEXT-ALIGN: left" type="#_x0000_t75"><FONT face="Times New Roman"><v:imagedata o:title="IMG_8027" src="file:///C:\DOCUME~1\ADMINI~1\LOCALS~1\Temp\msohtml1\01\clip_image001.jpg"></v:imagedata><?xml:namespace prefix = w ns = "urn:schemas-microsoft-com:office:word" /><w:wrap type="square"></w:wrap></FONT></v:shape><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">1</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．课<SPAN lang=EN-US><SPAN style="mso-spacerun: yes"> </SPAN></SPAN>题：</SPAN></B><SPAN style="FONT-FAMILY: 宋体">《电话销售技巧》<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; mso-outline-level: 1"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">2</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．讲<SPAN lang=EN-US><SPAN style="mso-spacerun: yes"> </SPAN></SPAN>师：</SPAN></B><SPAN style="FONT-FAMILY: 宋体">张煊博<B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US><o:p></o:p></SPAN></B></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; mso-outline-level: 1"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">3</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．主 办 方：</SPAN></B><SPAN style="FONT-FAMILY: 宋体">北京时代光华软件开发有限公司<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; mso-outline-level: 1"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">4</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．参会人员<SPAN lang=EN-US>:</SPAN></SPAN></B><SPAN lang=EN-US style="FONT-FAMILY: 宋体; mso-ansi-language: EN-GB"> </SPAN><SPAN style="LINE-HEIGHT: 200%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt">电话销售人员、电话客服人员、对呼叫中心</SPAN><SPAN style="FONT-FAMILY: 宋体">营销模式感兴趣的管理人员<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 200%; mso-outline-level: 1"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">5. </SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">授课形式：</SPAN></B><SPAN style="FONT-FAMILY: 宋体">专题演讲、案例分析、互动</SPAN><SPAN style="LINE-HEIGHT: 200%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt">问答<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 18pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">6</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．会议地点：</SPAN></B><SPAN style="FONT-FAMILY: 宋体">北京市海淀区上地东路<SPAN lang=EN-US>9</SPAN>号得实大厦二层<SPAN lang=EN-US> <o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; VERTICAL-ALIGN: baseline; TEXT-INDENT: 66.9pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 6.37" align=left><SPAN style="FONT-FAMILY: 宋体">时代光华主播教室<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; LINE-HEIGHT: 150%; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">7</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．会议时间：</SPAN></B><?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:chsdate w:st="on" IsROCDate="False" IsLunarDate="False" Day="6" Month="12" Year="2009"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">2009</SPAN><SPAN style="FONT-FAMILY: 宋体">年<SPAN lang=EN-US>12</SPAN>月<SPAN lang=EN-US>6</SPAN>日</SPAN></st1:chsdate><SPAN lang=EN-US style="FONT-FAMILY: 宋体"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体">（周日）<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; TEXT-INDENT: 68.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: 6.5; mso-para-margin-right: .01gd"><SPAN style="FONT-FAMILY: 宋体">上午：<SPAN lang=EN-US>8</SPAN>：<SPAN lang=EN-US>40</SPAN>～<SPAN lang=EN-US>12</SPAN>：<SPAN lang=EN-US>00<SPAN style="mso-spacerun: yes"> </SPAN></SPAN>下午<SPAN lang=EN-US><SPAN style="mso-spacerun: yes"> </SPAN>13</SPAN>：<SPAN lang=EN-US>10</SPAN>～<SPAN lang=EN-US>16</SPAN>：<SPAN lang=EN-US>30<o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; LINE-HEIGHT: 150%; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">8</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．收费方式：<SPAN lang=EN-US>1</SPAN>、单票：</SPAN></B><SPAN lang=EN-US style="FONT-FAMILY: 宋体">1280</SPAN><SPAN style="FONT-FAMILY: 宋体">元<SPAN lang=EN-US>/</SPAN>张；<B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US> <o:p></o:p></SPAN></B></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; TEXT-INDENT: 67.15pt; LINE-HEIGHT: 150%; mso-char-indent-count: 6.37; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">2</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">、企业<SPAN lang=EN-US>VIP</SPAN>年卡只需门票一张；<SPAN lang=EN-US><SPAN style="mso-spacerun: yes"> </SPAN><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; TEXT-INDENT: 67.15pt; LINE-HEIGHT: 150%; mso-char-indent-count: 6.37; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">3</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">、个人<SPAN lang=EN-US>VIP</SPAN>年卡直接验证入场。</SPAN></B><SPAN lang=EN-US style="FONT-FAMILY: 宋体"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; LINE-HEIGHT: 150%; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">9</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．课程详细内容与乘车路线具体（见附件）。<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; LINE-HEIGHT: 150%; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-FAMILY: 宋体">10</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体">．报名咨询：<SPAN style="COLOR: blue">宋庆斌<SPAN lang=EN-US><SPAN style="mso-spacerun: yes"> </SPAN>13691224166<SPAN style="mso-spacerun: yes"> </SPAN>010-82896322<SPAN style="mso-spacerun: yes"> </SPAN></SPAN>传真：<SPAN lang=EN-US>010-82895931<o:p></o:p></SPAN></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0.1pt 0pt 0cm; VERTICAL-ALIGN: baseline; LINE-HEIGHT: 150%; mso-para-margin-right: .01gd"><B style="mso-bidi-font-weight: normal"><U><SPAN lang=EN-US style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.0pt"><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN></SPAN></U></B><SPAN lang=EN-US style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%; TEXT-ALIGN: center" align=center><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">电话销售技巧</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 16pt; LINE-HEIGHT: 150%"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">一、为什么要学习本课程<SPAN lang=EN-US>:<o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 15.75pt; LINE-HEIGHT: 150%; mso-char-indent-count: 1.5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana">电话销售作为一种有效的销售模式正在被企业所认可，但大部分企业在实施电话销售的过程中，由于对这种销售模式缺乏深刻的研究，导致效果并不理想。造成这种情况的主要原因有两个方面：一是企业没有将电话销售真正作为一种销售渠道来对待，另一个原因是电话销售人员缺乏销售和沟通技能。</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; FONT-FAMILY: Verdana; mso-bidi-font-size: 10.5pt"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 15.75pt; LINE-HEIGHT: 150%; mso-char-indent-count: 1.5"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; FONT-FAMILY: Verdana; mso-bidi-font-size: 10.5pt"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: Verdana; mso-ascii-font-family: Verdana">本课程将帮助企业全面了解电话销售这种有效的、可以带来更多利润的销售模式，同时，也将帮助企业中的电话销售人员提高销售技能和沟通技巧，从而提高整体销售业绩。</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; FONT-FAMILY: Verdana; mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">二、谁应该学习本课程：<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">电话销售人员<SPAN lang=EN-US> <o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">电话客户服务人员<SPAN lang=EN-US> <o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 5.25pt; LINE-HEIGHT: 150%; mso-char-indent-count: .5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">对电话销售这种低成本、高效率的销售模式感兴趣的管理人员<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">三、通过本课程您将学习到：<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">1.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">了解电话营销和销售对企业的重要意义</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">2.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">掌握电话营销和销售的关键成功因素</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">3.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">熟悉以客户为中心的电话销售流程</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">4.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">掌握电话销售的重要技巧和方法</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">5.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">掌握通过电话与客户保持长期关系的要领</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman"> <o:p></o:p></FONT></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">6.</FONT></SPAN><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">学会解决电话销售中各种问题的技巧简介</SPAN><SPAN lang=EN-US style="LINE-HEIGHT: 150%; mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">四、培训方式：<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 15.75pt; LINE-HEIGHT: 150%; mso-char-indent-count: 1.5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">·专题演讲<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 15.75pt; LINE-HEIGHT: 150%; mso-char-indent-count: 1.5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">·案例讨论<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 15.75pt; LINE-HEIGHT: 150%; mso-char-indent-count: 1.5"><SPAN style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-bidi-font-weight: bold">·互动问答<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">五、讲师介绍：</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.3pt; mso-font-kerning: 0pt; mso-bidi-font-family: Arial">张煊博<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 21pt; LINE-HEIGHT: 125%; mso-layout-grid-align: none; mso-char-indent-count: 2.0"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">曾任全球最成功的直销公司戴尔</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">(DELL)</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">计算机（中国）有限公司销售培训师等职；北京新华信管理顾问有限公司的区域总经理、全国业务发展总监、营销顾问。</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">一直致力于直销领域和服务领域的销售研究，是美国</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">Get Clients Now! TM</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">客户开发系统中国目前唯一授权讲师。长期在北京大学、中山大学等多个高校面对</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">EMBA</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">和</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">MBA</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">学员进行电话营销主题演讲。</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 21pt; LINE-HEIGHT: 125%; mso-layout-grid-align: none; mso-char-indent-count: 2.0"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.0pt">六、简要提纲：<SPAN lang=EN-US><o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第一单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">里程碑</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">一、里程碑的意义</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">二、客户购买的三个典型心理活动及销售里程碑</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l9 level1 lfo1"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">表达有动机的迫切需求</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l9 level1 lfo1"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">认可公司、服务和产品</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l9 level1 lfo1"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">认可价格和时间</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第二单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">抓开场（一）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">开场白五要素</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l5 level1 lfo3"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">问候</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">/</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">自我介绍</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l5 level1 lfo3"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">建立关系</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l5 level1 lfo3"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">陈述目的和价值</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l5 level1 lfo3"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">辅以证据</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l5 level1 lfo3"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">确认意向度</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">建关系：拉近距离</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">倾听客户环境</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">倾听客户性格并适应</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第三方介绍</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">唤醒回忆</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">讲出客户的情况</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">真诚赞美客户</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">谈及客户个人的事情</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">适当的称呼</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">礼貌用语（让客户开心的话）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第三单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">抓开场（二）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">讲目的：引兴趣</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">因果策略</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">优惠政策</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">假设成交</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">资格限制</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">竞争对手</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l3 level1 lfo2"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">客户关注点</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">确认需求</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第四单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">挖需求（一）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">从开场白到挖需求的过度</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">如何提问才能提高客户回答问题的比率？</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l4 level1 lfo4"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">和客户性格有关系</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l4 level1 lfo4"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">提问中前奏的应用</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">倾听三层次</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l4 level1 lfo4"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">回应：回应对方的情绪</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">/</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">态度</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">/</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">讲故事</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l4 level1 lfo4"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">澄清</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l4 level1 lfo4"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">确认</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第五单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">挖需求（二）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">引出问题</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l7 level1 lfo5"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">开放式询问举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l7 level1 lfo5"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">封闭式询问举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">寻找原因</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l7 level1 lfo5"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">开放式询问举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l7 level1 lfo5"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">封闭式询问举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">激发需求</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l1 level1 lfo6"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">负向激发</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l1 level1 lfo6"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">正向激发</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l1 level1 lfo6"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">开放式举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l1 level1 lfo6"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">封闭式举例</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">优势引导</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l2 level1 lfo7"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">直截了当</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l2 level1 lfo7"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">迂回引导</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第六单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">挖需求（三）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">需求三层次</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l6 level1 lfo8"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">表达的需求</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l6 level1 lfo8"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">具体指什么</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l6 level1 lfo8"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">什么原因</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">确认并总结客户需求的方法</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第七单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">谈方案（一）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">从探需求到谈方案的过渡语</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">E</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：表示了解需求</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">F</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：陈述产品卖点</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">A</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：陈述能做什么</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">B</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：强调满足需求后的价值</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">E</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：给个证据</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><FONT face="Times New Roman">C</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">：确认得到反馈</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第八单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">谈方案（二）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">刺激欲望</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第九单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">要承诺（一）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">从谈方案到要承诺的过渡</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">欲望：敢要</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">机会源于倾听</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">方法的应用</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第十单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">要承诺（二）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">拖延</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l0 level1 lfo9"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">什么是拖延</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l0 level1 lfo9"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">分清拖延和顾虑</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l0 level1 lfo9"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">拖延的处理</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第十一单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">要承诺（三）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">顾虑</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l8 level1 lfo10"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">什么是顾虑</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 42pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: -21pt; LINE-HEIGHT: 125%; tab-stops: list 42.0pt; mso-layout-grid-align: none; mso-list: l8 level1 lfo10"><SPAN lang=EN-US style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings"><SPAN style="mso-list: Ignore">l<SPAN style="FONT: 7pt 'Times New Roman'"> </SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">顾虑的处理</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">第十二单元</SPAN><FONT face="Times New Roman"> </FONT><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">要承诺（四）</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">竞争策略的应用</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; LINE-HEIGHT: 125%; mso-layout-grid-align: none"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">价格异议的处理</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LINE-HEIGHT: 150%"><SPAN lang=EN-US><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; LAYOUT-GRID-MODE: char; TEXT-INDENT: 48.2pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-char-indent-count: 4.0" align=left><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-size: 10.0pt; mso-fareast-font-family: 楷体_GB2312"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center" align=center><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 16pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">时代光华上地地区会场路线图</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 16pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 12.0pt"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">地址：</SPAN></B><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">北京市海淀区上地东路</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">9</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">号</SPAN><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US><FONT face="Times New Roman">DASCOM</FONT></SPAN></B><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">大厦二层时代光华卫星商学院主播教室</SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">驾车路线</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">: </FONT></SPAN></B><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">从上地环岛往北抵达上地七街环岛处右转向东</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="200" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">200</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">再右转向南</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="20" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">20</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">即到。</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">乘坐公交路线</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">: </FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">（运通</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">205</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、运通</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">114</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">642</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">982</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">447</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">365</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">、</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">629</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">）</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><SPAN style="mso-spacerun: yes"><FONT face="Times New Roman"> </FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">乘坐公交线路到达上地七街站下车后，在环岛处向东</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="200" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">200</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">路口右转向南</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="20" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">20</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">即到。</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">乘坐城铁路线</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">: </FONT></SPAN></B><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">乘坐</SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">13</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">号地铁从西二旗出口出来往南走过天桥往西</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="50" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">50</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">左转直行向南</SPAN><st1:chmetcnv w:st="on" TCSC="0" NumberType="1" Negative="False" HasSpace="False" SourceValue="300" UnitName="米"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><FONT face="Times New Roman">300</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">米</SPAN></st1:chmetcnv><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">马路西边即到</SPAN><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US><FONT face="Times New Roman">DASCOM</FONT></SPAN></B><SPAN style="FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">大厦时代光华主播会场。</SPAN><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><v:rect id=_x0000_s1034 style="MARGIN-TOP: 54.6pt; Z-INDEX: 9; LEFT: 0px; MARGIN-LEFT: 126pt; WIDTH: 189pt; POSITION: absolute; HEIGHT: 23.4pt; TEXT-ALIGN: left"><v:textbox style="mso-next-textbox: #_x0000_s1034">
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US><FONT face="Times New Roman">DASCOM</FONT></SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">大厦</SPAN><FONT face="Times New Roman"> </FONT></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">（时代光华主播会场）</SPAN><SPAN lang=EN-US><o:p></o:p></SPAN></B></P></DIV></TD></TR></TBODY></TABLE></v:textbox><w:wrap type="square"></w:wrap></v:rect><v:line id=_x0000_s1028 style="Z-INDEX: 3; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left" to="198pt,444.6pt" from="180pt,444.6pt"><v:stroke endarrow="block"><FONT size=3></FONT></v:stroke></v:line><v:rect id=_x0000_s1029 style="MARGIN-TOP: 436.8pt; Z-INDEX: 4; LEFT: 0px; MARGIN-LEFT: 198pt; WIDTH: 63pt; POSITION: absolute; HEIGHT: 23.4pt; TEXT-ALIGN: left"><v:textbox style="mso-next-textbox: #_x0000_s1029">
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">上地环岛</SPAN><SPAN lang=EN-US><o:p></o:p></SPAN></B></P></DIV></TD></TR></TBODY></TABLE></v:textbox></v:rect><v:shape id=_x0000_s1027 style="MARGIN-TOP: 15.6pt; Z-INDEX: 2; LEFT: 0px; MARGIN-LEFT: 0px; WIDTH: 450pt; POSITION: absolute; HEIGHT: 475.8pt; TEXT-ALIGN: left" type="#_x0000_t75"><FONT size=3><v:imagedata o:title="地图" src="file:///C:\DOCUME~1\ADMINI~1\LOCALS~1\Temp\msohtml1\01\clip_image005.png"></v:imagedata><w:wrap type="square"></w:wrap></FONT></v:shape><v:line id=_x0000_s1030 style="Z-INDEX: 5; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left; flip: y" to="-27pt,93.6pt" from="-27pt,46.8pt"><v:stroke endarrow="block"><FONT size=3></FONT></v:stroke></v:line><v:rect id=_x0000_s1032 style="MARGIN-TOP: 78pt; Z-INDEX: 7; LEFT: 0px; MARGIN-LEFT: 63pt; WIDTH: 81pt; POSITION: absolute; HEIGHT: 23.4pt; TEXT-ALIGN: left"><v:textbox style="mso-next-textbox: #_x0000_s1032">
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">上地七街环岛</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 9pt"><o:p></o:p></SPAN></B></P></DIV></TD></TR></TBODY></TABLE></v:textbox></v:rect><v:line id=_x0000_s1033 style="Z-INDEX: 8; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left" to="63pt,85.8pt" from="45pt,85.8pt"><v:stroke endarrow="block"></v:stroke></v:line><v:rect id=_x0000_s1031 style="MARGIN-TOP: 15.6pt; Z-INDEX: 6; LEFT: 0px; MARGIN-LEFT: -36pt; WIDTH: 27pt; POSITION: absolute; HEIGHT: 23.4pt; TEXT-ALIGN: left"><v:textbox style="mso-next-textbox: #_x0000_s1031"></v:textbox></v:rect><SPAN style="Z-INDEX: 6; LEFT: 0pt; POSITION: absolute; mso-ignore: vglayout">
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-hansi-font-family: 'Times New Roman'; mso-ascii-font-family: 'Times New Roman'">北</SPAN></P></DIV></TD></TR></TBODY></TABLE></SPAN><SPAN lang=EN-US style="mso-bidi-font-size: 12.0pt"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="mso-bidi-font-size: 10.5pt"><o:p><FONT face="Times New Roman"> </FONT></o:p></SPAN></P>
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