Sales SpiderFX

2014年《电子商务》知识点总结第一章：1、电子商务的狭义和广义概念；电子商务的类型。

●狭义的电子商务定义(EC)：单纯地从商品或服务的交易角度定义电子商务，指借助互联网及相关通讯技术从事信息、产品和服务的买卖和交换的过程。

●广义的电子商务定义(EB)：从整个供应链角度定义电子商务，是指企业从原料供应到生产、分销、零售等全部经营过程与经营活动的信息化、网络化，公司内部部门之间以及公司与供应商、分销商、零售商直至客户之间的协同和信息共享是EB的主要特征，如Dell()、IBM()。

●Fivegenerale-commercecategories:Business-to-consumer(B2C)⏹Business-to-business(B2B)⏹Businessprocessesthatsupportbuyingandsellingactivities(B2E)⏹Business-to-government(B2G)⏹Consumer-to-consumer(C2C)⏹Consumer-to-Business(C2B)2、电子商务的商业模式及其六要素1.Direct sales （直销）Intermediary （中介）Content provider （内容提供商）Full-service provider （服务提供商）Shared public infrastructure （公共基础设施）Software supplier （软件提供商）Virtual community （虚拟社区）Consolidator of service（综合服务商）●Six elements of a business model include:A.Customers to be served and the company’s relationships with these customersincluding customers’ value proposition.B.All products and services the business will offerC.The business process required to make and deliver the products and servicesD.The resources required and the identification of which ones are available, which will bedeveloped in house, and which will need to be acquiredE.The organization’s supply chain, including suppliers and other business partnersF.The revenues expected (revenue model),anticipated costs, sources of financing, andestimated profitability (financial viability)3、电子商务的盈利模式与商业模式的区别及联系●Business Model: how a company operates its business processes and generates its corecompetition.●Revenue model: Description of how the company or an EC project will earn revenue●The major revenue models are:A.SalesB.Transaction feesC.Subscription feesD.Advertising feesE.Affiliate feesF.Other revenue source4、网络外部性Network externalitiesWhen the value of a technology, product, or service depends upon the number of other entities using it, the phenomenon is called network externality.5、梅奥法则●Metcalfe's law（梅特卡夫定律）states that the value of a telecommunications network isproportional to the square of the number of connected users of the system (n2).●Metcalfe's Law is related to the fact that the number of unique connections in a network of anumber of nodes (n) can be expressed mathematically as n(n−1), which is proportional to n2 asymptotically.6、电子商务如何降低了企业的交易成本？Businesses and individuals can use electronic commerce to reduce transaction costs by:●Improving the flow of information●Increasing coordination of actions7、波特的价值链模型●把企业内外价值增加的活动分为基本活动和支持性活动，基本活动涉及企业生产、销售、进料后勤、发货后勤、售后服务。

信息驱动的销售过程(英文版)Information-driven Sales ProcessIntroduction:In today's business environment, having access to accurate and relevant information is critical for the success of any sales process. An information-driven sales process ensures that sales teams have the necessary data and insights to make informed decisions and tailor their approach to each customer. This article will outline the various stages of an information-driven sales process.1. Prospecting:The first step in the sales process is identifying potential customers. By leveraging information, sales teams can target their efforts more effectively. This includes utilizing customer relationship management (CRM) systems to track customer data, analyzing market research to identify target segments, and employing data analytics to generate leads. By gathering information on customer preferences, behaviors, and needs, sales teams can approach potential customers with confidence.2. Qualification:Once prospects have been identified, the next step is to qualify them. This involves assessing whether the prospect is a good fit for the product or service being offered. Information plays a vital role in this stage as it enables sales reps to evaluate the prospect's needs, budget, authority, and timeline. By asking the right questions and collecting relevant data, sales reps can determine the likelihood of a successful sale.3. Presentation:Armed with customer information, sales teams can create personalized presentations that resonate with the prospect's specific needs. This includes highlighting product features and benefits, providing case studies, and addressing any concerns or objections. By leveraging data on the prospect's pain points, competitors, and industry trends, sales reps can tailor their presentations and increase the likelihood of a positive response.4. Negotiation:During this stage, information continues to drive the sales process. Sales reps need to be well-informed about the prospect's requirements, budget constraints, and competitive offerings. By using this information, sales teams can negotiate effectively, finding a mutually beneficial agreement that satisfies the customer's needs without compromising the company's bottom line. Through data-driven insights, sales reps can deliver persuasive arguments and focus on value propositions that align with the prospect's priorities.5. Closing:At the closing stage, information is crucial for sealing the deal. Sales reps must understand the prospect's decision-making process, including any potential concerns or objections. By leveraging product knowledge, market insights, and customer feedback, sales reps can address any remaining doubts and guide the prospect towards a positive purchase decision. Accurate information and data analytics can also help sales teams optimize pricing strategies, discounts, and incentives to drive the deal to completion.6. Follow-up:Even after the sale has been made, information remains critical. Sales teams can utilize customer data to follow up with post-sale support, personalized recommendations, and ongoing relationship management. By analyzing customer behavior and performance indicators, sales reps can identify upselling or cross-selling opportunities, nurturing long-term customer loyalty and driving repeat business.Conclusion:In an information-driven sales process, data and insights play a vital role at every stage. By leveraging technology, customer information, and market research, sales teams can approach prospects with confidence, tailor their presentations, negotiate effectively, close deals, and build long-lasting customer relationships. An information-driven sales process not only increases sales effectiveness but also enhances customer satisfaction and ultimately boosts business growth.7. Sales Analytics:One major advantage of an information-driven sales process is the ability to analyze sales data and metrics. Sales analytics involves tracking and evaluating key performance indicators (KPIs) to gain insights into the effectiveness of the sales process. By analyzing data on sales conversion rates, average deal size, sales cycle length, and customer acquisition costs, sales teams can identify trends and patterns in their sales performance. These insights can then be used to optimize the sales process, identify areas for improvement, and make data-driven decisions.Sales analytics also helps sales teams identify their most successfulsales strategies and replicate them across the organization. By analyzing the data on successful deals, sales reps can identify common characteristics or behaviors exhibited by the most satisfied customers. This information can then be used to create ideal buyer personas, refine target segmentations, and improve the overall sales strategy.8. Sales Enablement:An information-driven sales process goes beyond providing sales teams with accurate data. It also involves equipping them with the tools and resources they need to effectively leverage that information. This is where sales enablement comes into play. Sales enablement ensures that sales reps have access to the right information, training, and support to be successful in their roles.Sales enablement can include providing sales reps with sales playbooks, which are comprehensive guides that outline sales strategies, tactics, and best practices. These playbooks are often created based on data and insights gathered throughout the sales process. Sales reps can refer to them to navigate different customer scenarios, overcome objections, and present the most relevant product or service information.Additionally, sales enablement can involve providing sales reps with training on how to interpret and utilize data effectively. This training can include topics such as data analysis, CRM system usage, and effective communication of data-driven insights to prospects. When sales teams feel empowered with the right tools and knowledge, they can confidently engage with prospects, make data-driven decisions, and ultimately close more deals.9. Continuous Improvement:An information-driven sales process also emphasizes the importance of continuous improvement. Sales teams should regularly evaluate their sales performance and analyze the data to identify areas for improvement. This can include conducting regular sales team meetings to discuss wins and challenges, reviewing sales metrics, and soliciting feedback from customers.By continuously seeking to improve, sales teams can adapt their strategies, refine their messaging, and identify opportunities to enhance the customer experience. Through data-driven insights, sales reps can identify trends or patterns in the sales data that may require adjustments to the sales process. For example, if the data shows a high number of lost opportunities due to pricing, sales teams can reevaluate their pricing strategies and adjust accordingly.10. Integration with Marketing:An effective information-driven sales process also involves seamless integration with the marketing department. Marketing plays a critical role in generating leads and creating awareness about the company's products or services. By aligning sales and marketing efforts, companies can ensure that the information gathered during the sales process is effectively shared with the marketing team.This integration allows marketing teams to refine their lead generation tactics, create targeted campaigns, and provide sales teams with relevant and timely marketing collateral. For example, if sales reps consistently encounter objections or questions about aspecific feature of a product, marketing can create content or materials that address those concerns.Furthermore, marketing teams can use the information gathered during the sales process to refine their target audience segmentation and create more personalized marketing campaigns. By analyzing data on successful sales, marketing teams can identify common characteristics among satisfied customers and tailor their messaging to attract similar prospects.In conclusion, an information-driven sales process is essential for the success of any sales team. By leveraging data, analytics, and insights throughout the sales process, sales teams can target their efforts more effectively, personalize their approach, and make data-driven decisions. An information-driven sales process also emphasizes continuous improvement, incorporates sales enablement strategies, and integrates seamlessly with marketing efforts. By adopting an information-driven sales process, companies can increase sales effectiveness, enhance customer satisfaction, and drive overall business growth.。

salesforce零基础学习（⼗七）Trigger⽤法看本篇之前可以相应阅读以下Trigger相关⽂章：1.2.3.以前以为salesforce中Trigger应⽤特别简单，所以没有列出来单独讲解，和群⾥⼤神问问题以后，发现还是很有必要将Trigger单独写出来⼀篇，让新⼿更好的了解Trigger。

⼀.Trigger介绍Trigger在salesforce记录更改以前或者以后⾃动执⾏，可以执⾏以下⼏种情况：insert，update，delete，merge,upsert,undelete，⼀个trigger可以同时处理200条records,所以后⾯所讲的new和old变量的返回类型为List类型。

有两种类型的trigger：Before trigger通常⽤于在他们被保存在数据库以前更新或者校验数据;After trigger通常⽤于保存后访问系统的字段（Id等）.trigger设计的思想为'One Trigger per Object',这种设计的好处详情查看上⽅第三个链接。

所以⼀个Trigger可以同时设定很多种⾃动执⾏的触发器情况。

eg：trigger GoodsTrigger on Goods__c (before delete, before update) {}：声明⼀个trigger针对Goods__c这个Object，当执⾏delete，update操作以前执⾏此trigger。

trigger可以有以下的执⾏类别：before insert,before update,before delete,after insert,after update,after delete,after undelete.注意：trigger代码块中不能包含static关键字。

Trigger类中封装了很多的上下⽂的变量，这些变量在开发中经常⽤到。

isExecuting:当前Apex代码的上下⽂环境为trigger环境，⽽不是VF等则返回true，否则返回false;isInsert:当前操作是否为正在执⾏添加操作，是返回true，否则返回false;isUpdate:当前操作是否为正在执⾏修改操作，是返回true，否则返回false;isDelete:当前操作是否为正在执⾏删除操作，是返回true，否则返回false;isBefore:当前操作是否为在save以前操作，是返回true，否则返回false;isAfter:当前操作是否为在save以后操作，是返回true，否则返回false;isUndelete:当前操作是否为在回收箱中回复数据以后操作，是返回true，否则返回false;new:返回sObject的记录的最新的数据的列表;newMap:返回⼀个ID映射到最新的数据列表的Map集合;old:返回sObject的记录修改以前的数据的列表;oldMap:返回⼀个ID映射到修改以前的数据列表的Map集合;size:在触发器中调⽤的数据总数，包括new和old。

售卖笔记本电脑英文作文英文回答：In today's digital age, a laptop has become anessential tool for students, professionals, and anyone who needs to stay connected and productive on the go. With so many different models and brands available, choosing the right laptop can be a daunting task. To help you make an informed decision, here is a comprehensive guide to buying a laptop:1. Determine Your Needs: The first step in choosing a laptop is to determine what you will be using it for. If you need a laptop for basic tasks such as browsing the internet, checking email, and word processing, then you can get away with a less powerful and less expensive model. However, if you need a laptop for more demanding tasks such as video editing, graphic design, or gaming, then you will need a more powerful and expensive model.2. Set a Budget: Once you know what you need a laptop for, you can set a budget. Laptops can range in price from a few hundred dollars to several thousand dollars. It is important to set a budget before you start shopping so that you don't overspend.3. Consider the Operating System: The operating system is the software that runs your laptop. There are two main operating systems: Windows and macOS. Windows is the most popular operating system in the world, but macOS is known for its user-friendly interface and stability.4. Choose a Processor: The processor is the brain of your laptop. It determines how fast and efficiently your laptop can perform tasks. There are two main types of processors: Intel and AMD. Intel processors are generally more powerful than AMD processors, but they are also more expensive.5. Select a Display: The display is the screen of your laptop. It is important to choose a display that is the right size and resolution for your needs. A larger displayis better for watching movies and playing games, but a smaller display is more portable.6. Consider the Storage: The storage is where yourfiles and programs are stored. There are two main types of storage: hard disk drives (HDDs) and solid-state drives (SSDs). HDDs are less expensive than SSDs, but they arealso slower. SSDs are faster than HDDs, but they are also more expensive.7. Choose the Right Memory: The memory is what allows your laptop to run multiple programs at the same time. The more memory you have, the more programs you can run at the same time.8. Select the Appropriate Ports: The ports are the connections on your laptop that allow you to connect toother devices. It is important to choose a laptop that has the ports you need.9. Read Reviews: Once you have narrowed down your choices, it is a good idea to read reviews from other users.This can help you make an informed decision about which laptop is right for you.10. Make a Decision: After you have considered all of the factors listed above, you can make a decision about which laptop to buy. It is important to choose a laptop that meets your needs and fits your budget.中文回答：如何购买笔记本电脑？在当今的数字时代，笔记本电脑已经成为学生、专业人士以及任何需要随时保持联系和高效工作的人必不可少的工具。

自动化生成产品销售动态报告的Python技巧在当今数字化的商业世界中，及时准确地了解产品销售动态对于企业的决策制定和业务发展至关重要。

传统的手动收集和分析销售数据的方法不仅效率低下，而且容易出错。

Python 作为一种强大且灵活的编程语言，为我们提供了便捷高效的工具和技巧，能够实现产品销售动态报告的自动化生成。

首先，让我们来谈谈数据的获取。

要生成销售动态报告，第一步就是获取相关的数据。

这可能包括从数据库中提取销售记录、从电子表格中读取数据，或者通过网络爬虫获取在线销售平台上的数据。

对于从数据库中获取数据，Python 中的`sqlite3`模块是一个不错的选择。

假设我们有一个名为`salesdb`的数据库，其中包含一个名为`sales_records`的表，存储了销售日期、产品名称、销售数量和销售金额等信息。

以下是一个简单的示例代码：｀｀｀pythonimport sqlite3conn ＝ sqlite3connect(＇salesdb'）cursor ＝ conncursor(）cursorexecute(＇SELECT FROM sales_records'）data ＝ cursorfetchall(）connclose(）｀｀｀如果数据存储在 Excel 电子表格中，我们可以使用`pandas`库来读取。

｀pandas`是 Python 中用于数据处理和分析的强大库。

｀｀｀pythonimport pandas as pddata ＝ pdread_excel(＇salesxlsx'）｀｀｀获取到数据后，接下来就是数据的清洗和预处理。

销售数据可能存在缺失值、错误值或者不一致的格式，我们需要对其进行处理，以确保后续的分析准确无误。

例如，如果存在缺失值，我们可以根据具体情况选择删除包含缺失值的行或列，或者使用合适的方法进行填充。

对于错误值，需要进行纠正或者删除。

｀｀｀pythondatadropna(inplace=True) 删除包含缺失值的行data ＝ datadata'sales_amount' ＞ 0 删除销售金额为负数或零的错误记录｀｀｀完成数据清洗后，就可以进行数据分析和计算了。

产品经理培训案例阿里巴巴产品经理培训案例（蓝色字体：主持人；黑色字体：嘉宾；非粗部分：互动环节）主题：SNS的产品设计嘉宾：阿里巴巴产品经理狒狒时刻：12月3日晚8点半至10点职业-电商20:24:57欢迎本期的主讲嘉宾：阿里巴巴产品经理狒狒狒狒20:25:09hi 大伙儿好狒狒20:25:58貌似围观得人不是专门多啊，哈哈开始把职业-电商20:26:02时刻差不多了。

请统一字体，嘉宾和主持除外职业-电商20:27:28本次访谈正式开始职业-电商20:28:18请狒狒，给大伙儿讲讲SNS的概念吧，先从那个开始。

这也是大伙儿关怀的。

狒狒20:28:32好把狒狒20:29:06SNS事实上是个概念，百度搜一下SNS，全称Social Networking Services，即社会性网络服务，专指旨在关心人们建立社会性网络的互联网应用服务。

狒狒20:29:46往常大伙儿对那个名词不是专门感冒，从校内快乐一下子风靡起来后大伙儿开口差不多上SNS了，狒狒20:30:46包括基于6维理论的专门多产品都做了许多探究狒狒20:31:07只是现在大伙儿专门感性的总结sns确实是一个社区，职业-电商20:31:07嗯，那个概念专门广，请狒狒，再从SNS社区那个方向跟大伙儿谈谈，SNS狒狒20:32:38SNS方向？事实上那个命题也比较广。

SNS有专门多方向商务职场差不多得人脉等等，但我认为依旧要具体得落地到某个应用场景上来狒狒20:33:03就像5G 和校内就不在一个方向上职业-电商20:33:11嗯狒狒20:33:36第一是定位不一样，因此面向得群体，以及具体SNS社区要服务的要点也表达得不一样职业-电商20:34:52那就先大伙儿举个社区例子来说说吧？狒狒20:35:03看过专门多企业现在都会做SNS，事实上初衷都一样的，想通过目标群体，扩大目标群体得社会化网络交集，达到服务商的一些动身点狒狒20:36:05就像快乐网举例职业-电商20:36:19那个大伙儿都熟悉，就说那个狒狒20:36:25目标先锁定白领，狒狒20:37:32通过IT公司传播得专门广，包括最抢车位奴隶买卖等等满足了专门多哦白领人得心态职业-电商20:38:23嗯，白领的消费能力专门强大，自主性也专门强狒狒20:38:43然而像若邻如此得得SNS，目的明显得缩小起来，以职场人脉职业进展等作为要紧得考虑，在产品设计层面得维度显得单一专门多狒狒20:40:00事实上做什么不管SNS也好依旧B2B 总会通过自身得定位产品的组合去满足用户什么需求狒狒20:40:45货解决用户什么问题，给其带来多少服务职业-电商20:41:34那快乐网的定位是如何样的呢，是否能够明白得成为工作之余的SNS社区呢？职业-电商20:41:48娱乐性的。

数据分析-漏⽃模型（AARRR模型）前⾔最近在做数据分析岗⾯试技巧时有提及到分析思维，之前都没有总结过，现在专门来总结⼀次。

数据分析思维有漏⽃思维，分类思维，平衡思维，A/B test等，主要是应聘运营岗时会涉及到。

下⾯就介绍⼀下漏⽃模型⼀、漏⽃模型百科给出的解释：营销漏⽃模型指的是营销过程中，将⾮潜在客户逐步变为客户的转化量化模型。

营销漏⽃模型的价值在于量化了营销过程各个环节的效率，帮助找到薄弱环节，也就是说营销的环节指的是从获取⽤户到最终转化成购买这整个流程中的⼀个个⼦环节，相邻环节的转化率则就是指⽤数据指标来量化每⼀个步骤的表现。

所以整个漏⽃模型就是先将整个购买流程拆分成⼀个个步骤，然后⽤转化率来衡量每⼀个步骤的表现，最后通过异常的数据指标找出有问题的环节，从⽽解决问题，优化该步骤，最终达到提升整体购买转化率的⽬的，整体漏⽃模型的核⼼思想其实可以归为分解和量化。

漏⽃模型不仅仅只是⼀个模型，更是⼀种⽅法论，⼀种思维⽅式的原因。

可以通过这种分解和量化的形式，将问题进⾏不断的拆解，最后通过量化的形式来辅助达成⽬标，或者针对异常的步骤进⾏调优，最终达到总⽬标。

它可以⼴泛应⽤于流量监控、产品⽬标转化等⽇常数据运营⼯作中，称之为转化漏⽃；也可以⽤于产品、服务销售，称之为销售漏⽃漏⽃模型案例1. 电商购物流程分析电商的转化，我们要做的就是监控每个层级上的⽤户转化，寻找每个层级的可优化点。

对于没有按照流程操作的⽤户，专门绘制他们的转化模型，缩短路径提升⽤户体验。

2. AARRR模型AARRR模型是指Acquisition、Activation、Retention、Revenue、Referral，即⽤户获取、⽤户激活、⽤户留存、⽤户收益以及⽤户传播。

这是产品运营中⽐较常见的⼀个模型，结合产品本⾝的特点以及产品的⽣命周期位置，来关注不同的数据指标，最终制定不同的运营策略。

获取（Acquisition）：⽤户如何发现（并来到）你的产品？激活（Activation）：⽤户的第⼀次使⽤体验如何？留存（Retention）：⽤户是否还会回到产品（重复使⽤）？收⼊（Retention）：产品怎样（通过⽤户）赚钱？传播（Retention）：⽤户是否愿意告诉其他⽤户？这个模型将数据分析分成了五个⼤的模块，我们依据这个模型，把每⼀个模块划分出更细分的维度，罗列出影响每⼀个维度的变变量，整理出⼀些表格，这些表格就成了我们做数据分析的基础1. 获取部分：获取部分⼀般需要评估的维度有：渠道的获客数量、获客质量等从上边的表格中看出，360应⽤市场的获客数量要明显好于其他的安卓应⽤市场渠道。