The evolution of the seven steps of selling

The traditional seven steps of selling is perhaps the oldest paradigm in the sales discipline. The seven steps model has served as a basic framework in sales training, personal selling textbooks, and teaching personal selling classes. Very little has changed in this framework since the turn of the 20th century. This article reviews the traditional seven steps of selling, examines transformative factors that have led to changes in each step, and presents an evolved seven steps process. While the traditional seven steps reflected a selling orientation on the part of a firm, the evolved selling process reflects more of a customer orientation in that the focus is on relationship selling—that is, securing, building, and maintaining long-term relationships with profitable customers.     

基于AHP-FCE的氯碱化工园区循环经济评价研究

结合氯碱化工园区的实际情况,建立了氯碱化工园区循环经济评价指标体系,运用层次分析法(analytical hierarchy process,AHP)确定了指标体系中各指标的权重,运用模糊综合评判(fuzzy comprehensive evaluation,FCE)理论,建立了氯碱化工园区循环经济综合评价模型,并将这一模型应用于某氯碱化工园区循环经济的综合评价.实例表明:模糊综合评价方法可操作性强,可在氯碱化工园区循环经济综合评价中广泛应用.     

计量管理在录井企业中的现状及改进措施

录井作业在石油天然气勘探开发过程中具有重要作用,而其中计量管理对保证录井质量至关重要,受多种因素影响,录井企业计量管理工作还存在薄弱环节,通过对录井计量管理现状进行分析,指出存在的主要问题,并提出改善和提高计量管理水平的措施。     

Twists and turns of triadic business relationship recovery

This study focuses on triadic business relationship recovery processes through a single case study. We address the question of what kind of process takes place when a business relationship on the verge of ending is recovered and what roles a third actor can play in the process. As a result, we model a process through which a triadic business relationship is recovered and attraction, trust, and commitment are restored.     

The impacts of CGIAR research: A review of recent evidence

We review evidence on the impacts of CGIAR research published since 2000 in order to provide insight into how successfully the CGIAR Centers have been in pursuing the System’s core missions. Our review suggests that CGIAR research contributions in crop genetic improvement, pest management, natural resources management, and policy research have, in the aggregate, yielded strongly positive impacts relative to investment, and appear likely to continue doing so. Crop genetic improvement research stands out as having had the most profound documented positive impacts. Substantial evidence exists that other research areas within the CGIAR have had large beneficial impacts although often locally and nationally rather than internationally. However, the “right-time, right-place” nature of successful policy research and the relatively limited geographic scale of much natural resource management research often limits the overall scale of impacts of these programmatic thrusts vis-à-vis genetic improvement research. We conclude that given the evidence available, the CGIAR’s portfolio of research allocations has become overly skewed toward natural resource management and policy research over time. Hence, restoring somewhat the share of resources allocated to crop genetic improvement is warranted. In addition, the CGIAR needs to prioritize impact assessment of resource management and policy research to deepen its understanding of the social and environmental impacts of its work.     

转炉托圈焊补工艺

针对150t转炉托圈开裂泄漏进行焊补时存在问题进行分析,通过探伤等手段,确保修复后的托圈内部没有缺陷,外部没有裂纹,使用性能及寿命能够达到使用要求和设备原有的功能精度,同时对托圈焊补工艺参数及工艺流程进行了阐述。     

改善生产物流管理提高企业管理水平

现代制造企业存在物物、资金、人力、信息四种资源的流动。“社会财富”是物品在被加工过程中生产创造出来的．只有物品的不断流动才能够使人力、资金，信息资源发挥作用．所以物流决定着其他三个资源流的运动，是企业科学管理的关键环节。加强生产物流的管理，必将推动企业科学管理的发展．为发展现代工业化奠定基础。     

基于工程建设三类因素内部关系的工程目标评价研究

工程建设的目标可分为质量、进度及资源投入目标,从工程建设全生命周期来看,三大目标之间相互制约、相互影响,总体关系可归纳为统一性（替代关系）与制约性（平衡关系）。这两大关系的不同影响导致总体目标发生变化,初始目标与最终目标之间的演化博弈过程可以用马尔可夫转移矩阵来表示。文章将最终的演化稳定策略细分为6类。马尔可夫矩阵体现了工程建设中的中期控制的动态变化过程,对目前工程建设中广泛推广Turnkey模式缺乏中期控制是个有益的补充。     

我国制造业基于ERP的供应链业务流程重组整合研究

文章首先介绍我国制造企业ERR系统的应用现状,供应链业务流程重组在ERP实施中的重要性,接着阐述了进行供应链业务流程再造应注意的问题及步骤。     

关于企业内部规章制度的法律思考

涉及劳动者切身利益的企业内部规章制度(劳动制度)是劳动关系的基本要素之一,直接关系到劳动关系乃至整个社会的和谐稳定,《劳动法》、《劳动合同法》都已对其内容、程序合法性做出了原则规定。其相关各方,包括用人单位、劳动者、行政主管部门及国家立法机关均应从法律的角度对其作认真的思考和审视。用人单位应切实按照三个合法性标准策划企业规章制度;劳动者在以规章制度作为行为规范的同时应懂得用其合法性标准维护自身权益;行政主管部门应切实履行职责,加强对企业规章制度合法性的专项监查;国家应实行劳动关系法治化,立法机关应进一步就企业劳动制度做出专项立法。