分销渠道模式课件.ppt

第三章第三章 分销渠道模式分销渠道模式第一节第一节 分销渠道模式分销渠道模式一、间接分销渠道模式一、间接分销渠道模式 也称为多级分销渠道模式，指制造商借助于中间商将产也称为多级分销渠道模式，指制造商借助于中间商将产品传递给消费者是被采用的最为广泛的一种渠道模式大品传递给消费者是被采用的最为广泛的一种渠道模式大约约80%的消费品和的消费品和20%的工业品采用间接渠道的工业品采用间接渠道 在企业没有能力拥有强大的自有销售网络，或者规模不在企业没有能力拥有强大的自有销售网络，或者规模不够不值得建立自己的网络时，必须借助中间商，即采用间接够不值得建立自己的网络时，必须借助中间商，即采用间接渠道来销售自己的产品实际拥有自己网络的企业往往也会渠道来销售自己的产品实际拥有自己网络的企业往往也会借助中间商来扩大市场覆盖率，加快进入市场的步伐借助中间商来扩大市场覆盖率，加快进入市场的步伐 一阶、二阶、三阶渠道统称为间接渠道一阶、二阶、三阶渠道统称为间接渠道  间接分销渠道优缺点间接分销渠道优缺点 优点：管理简化，成本低；优点：管理简化，成本低； 集中精力，创造核心竞争优势；集中精力，创造核心竞争优势； 市场覆盖面广，有利于大量销售；市场覆盖面广，有利于大量销售； 降低风险，迅速提高市场影响力。

降低风险，迅速提高市场影响力 缺点：缺点： 对中间商依赖较强，市场控制力差；对中间商依赖较强，市场控制力差； 市场需求把握不准确，反应速度降低；市场需求把握不准确，反应速度降低； 影响企业战略发展；影响企业战略发展； 难以形成服务优势；难以形成服务优势； 可能会挫伤经销商积极性可能会挫伤经销商积极性二、直接分销渠道模式二、直接分销渠道模式 又称零阶渠道是制造商将产品直接销售给消费者的直又称零阶渠道是制造商将产品直接销售给消费者的直销类型其特点是没有中间商参与直接渠道是工业品分销销类型其特点是没有中间商参与直接渠道是工业品分销的主要方式的主要方式 优点：有利于推行长期战略优点：有利于推行长期战略 贴近顾客，更好地了解市场贴近顾客，更好地了解市场 对于企业的长远发展具有战略意义对于企业的长远发展具有战略意义 利润的集中。

利润的集中 缺点：投入高，资源分散缺点：投入高，资源分散 风险增大，管理难度增大风险增大，管理难度增大案例：联想特许专卖店经营案例：联想特许专卖店经营 特许专卖经营模式有效地避免了资源分散和风险过大等特许专卖经营模式有效地避免了资源分散和风险过大等问题国外的特性经营发展速度很快，问题国外的特性经营发展速度很快，2000年美国零售业年美国零售业总额的总额的50%都来自特许经营并且特许经营的行业在不断扩都来自特许经营并且特许经营的行业在不断扩大，从较早的餐饮、服务行业扩大到汽车维修业、电脑销售大，从较早的餐饮、服务行业扩大到汽车维修业、电脑销售等行业在国外，特许经营也成为一种成熟的经营方式，在等行业在国外，特许经营也成为一种成熟的经营方式，在我国也得到了迅速发展我国也得到了迅速发展 联想作为国内著名企业，首先在联想作为国内著名企业，首先在IT行业运用特许经营模式，行业运用特许经营模式，并取得了成功并取得了成功1998年，联想开始进行特许经营模式的第年，联想开始进行特许经营模式的第一阶段一阶段——试验阶段。

在北京、上海和广州开了试验阶段在北京、上海和广州开了6家店，接家店，接着又在全国开了着又在全国开了10家店，都取得了很好的成绩家店，都取得了很好的成绩 然后进入第二阶段然后进入第二阶段——大规模发展阶段，在大规模发展阶段，在1999年，联年，联想用了一年的时间开了想用了一年的时间开了100家特许加盟店，覆盖了全国家特许加盟店，覆盖了全国33个个城市，城市，2000年又扩大了加盟店的范围，并加进了一部分四年又扩大了加盟店的范围，并加进了一部分四级城市 1.企业发展的需要企业发展的需要 联想的产品分为商用电脑和家用电脑两大系列随着企业联想的产品分为商用电脑和家用电脑两大系列随着企业的快速发展，家用电脑由代理商代理经常会出现无序竞争的快速发展，家用电脑由代理商代理经常会出现无序竞争的现象，如价格不统一、服务跟不上等，不利于联想品牌的现象，如价格不统一、服务跟不上等，不利于联想品牌的树立采用特许经营的方式，可以提高整体竞争力，实的树立采用特许经营的方式，可以提高整体竞争力，实现对品牌的综合管理现对品牌的综合管理 2.客户的需要客户的需要 客户要求统一的价格，良好的服务。

原来家用电脑的客户要求统一的价格，良好的服务原来家用电脑的销售或者采用委托代理制，或者通过大型百货商场零售，销售或者采用委托代理制，或者通过大型百货商场零售，并不真正适合家庭用户电脑的科技含量较高使用和维并不真正适合家庭用户电脑的科技含量较高使用和维护都有一定的难度，商场销售人员无法满足家庭用户专护都有一定的难度，商场销售人员无法满足家庭用户专业化服务的需求特许经营，可以说是市场的选择业化服务的需求特许经营，可以说是市场的选择 3.经销商自身发展的需要经销商自身发展的需要 市场的现状是在全国市场的现状是在全国26个城市里，最大的个城市里，最大的IT代理商都在代理商都在经营联想的产品，其经营联想的产品，其70-80%的营业额都来自联想电脑，最的营业额都来自联想电脑，最初这些公司都是些小公司，他们也是和联想共同成长起来初这些公司都是些小公司，他们也是和联想共同成长起来的他们在发展起来以后，也要求更理想的发展空间他们在发展起来以后，也要求更理想的发展空间 4.联想自身战略转型的需要联想自身战略转型的需要 产品导向转向服务导向的需要；产品导向转向服务导向的需要； 加强品牌建设和渠道建设，形成核心竞争优势的需要。

加强品牌建设和渠道建设，形成核心竞争优势的需要第二节第二节 不同产品的分销渠道模式不同产品的分销渠道模式 一、日用消费品一、日用消费品 也称日用品，是指人们的日常生活用品，是消费者的生活也称日用品，是指人们的日常生活用品，是消费者的生活必需品包括饮料、烟草、副食品、服装、家电等包括饮料、烟草、副食品、服装、家电等 1.市场特点：市场特点： ①①市场覆盖面广，分销机构多市场覆盖面广，分销机构多 ②②物流任务繁重物流任务繁重 ③③商家保有少量库存，消费者少量多次购买，商家保有少量库存，消费者少量多次购买， ④④品牌对消费者的购买行为有重要影响，尤其是选购品和品牌对消费者的购买行为有重要影响，尤其是选购品和特殊品的购买特殊品的购买2. 日用消费品的分销渠道模式日用消费品的分销渠道模式 （一）厂家直供模式（一）厂家直供模式 是指厂家不通过中间批发环节，直接对零售商进行供货的是指厂家不通过中间批发环节，直接对零售商进行供货的分销模式适合于城市运作或公司力量能直接涉及的地区分销模式适合于城市运作或公司力量能直接涉及的地区。

销售力度大，对价格和物流的控制力较强销售力度大，对价格和物流的控制力较强 优点优点：渠道短，反应迅速，服务及时，价格稳定，促销到位，：渠道短，反应迅速，服务及时，价格稳定，促销到位，易于控制易于控制 缺点缺点：局限于交通便利、消费集中的城市；市场覆盖面有限，：局限于交通便利、消费集中的城市；市场覆盖面有限，会存在销售盲区；人力、物力投入大，管理成本和管理难度会存在销售盲区；人力、物力投入大，管理成本和管理难度较高厂厂家家直直供供模模式式组组织织结结构构图图（二）多家代理模式（二）多家代理模式 是指厂家在建立渠道的时候通过选择多家经销商或代理是指厂家在建立渠道的时候通过选择多家经销商或代理商来构建分销渠道，以建立庞大的销售网络主要适用于商来构建分销渠道，以建立庞大的销售网络主要适用于大众化产品，适用于农村和中小城市市场大众化产品，适用于农村和中小城市市场 优点优点：市场覆盖面广，渗透力强；可以节省人力物力，借：市场覆盖面广，渗透力强；可以节省人力物力，借助代理商助代理商/经销商的力量经销商的力量 缺点缺点：渠道环节多，管理较困难；容易出现价格混乱，：渠道环节多，管理较困难；容易出现价格混乱，可能出现窜货现象；竞争激烈时反应较迟缓，对管理的要可能出现窜货现象；竞争激烈时反应较迟缓，对管理的要求较高。

求较高多家代理模式多家代理模式生产商生产商一级代理一级代理一级代理一级代理一级代理一级代理二级批发商二级批发商零售商零售商二级批发商二级批发商二级批发商二级批发商二级批发商二级批发商二级批发商二级批发商二级批发商二级批发商案例案例——春兰的短视春兰的短视 曾经一段时间，春兰空调在一些区域的销售工作只注重曾经一段时间，春兰空调在一些区域的销售工作只注重批发商的销量，对批发商给零售商的价格和最终零售价格批发商的销量，对批发商给零售商的价格和最终零售价格放任自流，导致零售价格失控，极大地挫伤了零售商的积放任自流，导致零售价格失控，极大地挫伤了零售商的积极性，致使许多零售商转而主推其他品牌极性，致使许多零售商转而主推其他品牌 天津某电器店天津某电器店1999年主推的是春兰、科龙等品牌空调，年主推的是春兰、科龙等品牌空调，2000年改为主推美的和格力的产品原因是春兰、科龙等年改为主推美的和格力的产品原因是春兰、科龙等几家生产厂商采取严格的零售价格控制措施，对违反价格几家生产厂商采取严格的零售价格控制措施，对违反价格协议的经销商进行严厉惩罚，从而保护了各零售商的利益，协议的经销商进行严厉惩罚，从而保护了各零售商的利益，增强了他们信心。

增强了他们信心案例：宝洁对分销商的管理案例：宝洁对分销商的管理 2005年年6月，宝洁山东分销商长泰公司、潍坊百货集团月，宝洁山东分销商长泰公司、潍坊百货集团被撤换，随即撤换风波波及到河南、山西、江苏、浙江、被撤换，随即撤换风波波及到河南、山西、江苏、浙江、等地，宝洁等地，宝洁2005年最大的渠道地震上演先让我们来看看，年最大的渠道地震上演先让我们来看看，宝洁中国的渠道变革历程宝洁中国的渠道变革历程 早期，宝洁选择的分销商基本都是以百货批发为主的传早期，宝洁选择的分销商基本都是以百货批发为主的传统商业单位；统商业单位；97年以后随着市场规模和市场份额的扩大，年以后随着市场规模和市场份额的扩大，分销商数量也开始扩大；分销商数量也开始扩大；99年开始推出年开始推出““宝洁分销商计划宝洁分销商计划””，对分销商队伍进行整合对分销商队伍进行整合 宝洁加强了对零售终端的管理，要求企业销售管理工作宝洁加强了对零售终端的管理，要求企业销售管理工作以分销商为中心，一切为终端服务，推行以分销商为中心，一切为终端服务，推行““全程助销模式全程助销模式””，一位经销商说，，一位经销商说，““只要你有钱，做宝洁是赚钱的，所有的只要你有钱，做宝洁是赚钱的，所有的营销工作宝洁都会帮你做的营销工作宝洁都会帮你做的” ” 。

宝洁公司为了提高分销商的周转率与信息沟通，对分销宝洁公司为了提高分销商的周转率与信息沟通，对分销商进行了信息化武装，从管理系统，到补货系统，宝洁都提商进行了信息化武装，从管理系统，到补货系统，宝洁都提供指导和帮助宝洁还给信用良好的分销商增加信用额度，供指导和帮助宝洁还给信用良好的分销商增加信用额度，为分销商配置依维柯，扩大物流配送范围宝洁对经销商的为分销商配置依维柯，扩大物流配送范围宝洁对经销商的支持是非常到位的，在这种互惠互利的合作中，宝洁与广大支持是非常到位的，在这种互惠互利的合作中，宝洁与广大分销商的关系也得到了进一步提升分销商的关系也得到了进一步提升 然而随着合作的推进，宝洁逐渐表现出其然而随着合作的推进，宝洁逐渐表现出其““战略意图战略意图””，在宝洁全球战略版图中，中国属于新兴市场，宝洁，在宝洁全球战略版图中，中国属于新兴市场，宝洁CEO雷富礼显然对这个新兴市场寄予厚望，因此宝洁在中国的营雷富礼显然对这个新兴市场寄予厚望，因此宝洁在中国的营销速度明显加快，这也就出现了大面积更换经销商事件销速度明显加快，这也就出现了大面积更换经销商事件 05 05年年底，宝洁对经销商进一步提出年年底，宝洁对经销商进一步提出““专营制度专营制度””，要，要求经销商必须单独经营宝洁产品，从设置帐户、资金运作、求经销商必须单独经营宝洁产品，从设置帐户、资金运作、办公管理、独立仓库等等进行了全面、细致的硬性规定。

办公管理、独立仓库等等进行了全面、细致的硬性规定 显然对于广大经销商来说，这是个进退两难的抉择，放显然对于广大经销商来说，这是个进退两难的抉择，放弃吧，可惜，不放弃吧，手上那么多其他品牌怎么办？经销弃吧，可惜，不放弃吧，手上那么多其他品牌怎么办？经销商通常会经销多个品牌，以满足不同的消费者需求，同时规商通常会经销多个品牌，以满足不同的消费者需求，同时规避风险宝洁的排他性要求，让经销商有些无法接受宝洁的排他性要求，让经销商有些无法接受 0404年的年的SKⅡSKⅡ风波、洗衣粉事件，更是加深了经销商的顾风波、洗衣粉事件，更是加深了经销商的顾虑，但也正是因为这些危机事件的发生，促使宝洁要经销商虑，但也正是因为这些危机事件的发生，促使宝洁要经销商进行专营运作，想通过加强对分销的管理，以弥补危机对销进行专营运作，想通过加强对分销的管理，以弥补危机对销售的影响宝洁认为分销商的多品牌经营使得其对宝洁产品售的影响宝洁认为分销商的多品牌经营使得其对宝洁产品的重视和关注不够，加之经销商营销费用使用的不规范等因的重视和关注不够，加之经销商营销费用使用的不规范等因素，也无形中加快了宝洁更换分销商的日程。

素，也无形中加快了宝洁更换分销商的日程 （三）平台式渠道模式（三）平台式渠道模式 是指生产厂家以产品的分装厂为核心，由分装厂负责建立是指生产厂家以产品的分装厂为核心，由分装厂负责建立经营部，负责向各个零售点供应商品，从而建立以企业为中经营部，负责向各个零售点供应商品，从而建立以企业为中心的分销网络以上海三得利啤酒和可口可乐为代表心的分销网络以上海三得利啤酒和可口可乐为代表 平台式渠道模式适用于密集型消费的大城市，对服务要求平台式渠道模式适用于密集型消费的大城市，对服务要求较高，交通便利较高，交通便利 优点：优点：责任区域明确而严格；服务半径小；送货及时、服务责任区域明确而严格；服务半径小；送货及时、服务周到；网络稳定、较少发生窜货，可以做到周到；网络稳定、较少发生窜货，可以做到深度分销深度分销 缺点：缺点：受区域市场的条件限制较多，必须经过厂家直达送货，受区域市场的条件限制较多，必须经过厂家直达送货，需要较多人员管理需要较多人员管理可口可乐公司的渠道模式可口可乐公司的渠道模式可口可乐公司可口可乐公司瓶装厂瓶装厂瓶装厂瓶装厂瓶装厂瓶装厂瓶装厂瓶装厂经营部经营部经营部经营部经营部经营部经营部经营部零售商零售商零售商零售商零售商零售商零售商零售商零售商零售商零售商零售商可口可乐公司的分销渠道建设可口可乐公司的分销渠道建设 可口可乐公司将自己的销售原则总结为两条：可口可乐公司将自己的销售原则总结为两条：“最好的展最好的展示示”和和“随手可得随手可得”。

最好的展示最好的展示”是指为零售终端制定生动、是指为零售终端制定生动、醒目的广告以及有效的商品展示醒目的广告以及有效的商品展示随手可得随手可得”是指可口可乐是指可口可乐的渠道建设的渠道建设 怎样做到怎样做到“随手可得随手可得”呢？为了使每一个地区可口可乐的呢？为了使每一个地区可口可乐的市场占有率尽量提高，可口可乐在中国进行了以瓶装厂为中市场占有率尽量提高，可口可乐在中国进行了以瓶装厂为中心的市场细分：即由瓶装厂负责所在地区产品的销售，实行心的市场细分：即由瓶装厂负责所在地区产品的销售，实行独立核算，不允许有货物跨区销售，公司总部对销售价格和独立核算，不允许有货物跨区销售，公司总部对销售价格和销售政策实行统一管理在每个瓶装厂内部，市场被进一步销售政策实行统一管理在每个瓶装厂内部，市场被进一步细分，按区划分经营部，经营部再以街道为单位划分市场细分，按区划分经营部，经营部再以街道为单位划分市场 在美国等发达国家市场，可口可乐消除了批发商，将货物直在美国等发达国家市场，可口可乐消除了批发商，将货物直接送到每一个商场、超市在中国广州等沿海大型城市也推行接送到每一个商场、超市。

在中国广州等沿海大型城市也推行这种模式但是在内地的大多数市场，他们发现实行这种模式这种模式但是在内地的大多数市场，他们发现实行这种模式比较困难，多数零售点规模太小，每次进货量少，缺少库房、比较困难，多数零售点规模太小，每次进货量少，缺少库房、停车场等必要物流条件，如果直接对小型零售商送货，则会使停车场等必要物流条件，如果直接对小型零售商送货，则会使配送的成本过高配送的成本过高 因此，可口可乐公司开发了一些小型批发商，他们是最小的因此，可口可乐公司开发了一些小型批发商，他们是最小的批发商，一般没有批发市场的摊位，只是安居在城市内他们批发商，一般没有批发市场的摊位，只是安居在城市内他们负责几条街道的零售摊点和杂货店的商品供应，靠周边的送货负责几条街道的零售摊点和杂货店的商品供应，靠周边的送货服务和良好的客户关系维持经营网络他们还要回收饮料的玻服务和良好的客户关系维持经营网络他们还要回收饮料的玻璃瓶这种密集型渠道主要是由中心城市的销售量决定的，不璃瓶这种密集型渠道主要是由中心城市的销售量决定的，不适合小城市或农村市场适合小城市或农村市场 可口可乐由于开发出了这种渠道模式，成功地覆盖了城市可口可乐由于开发出了这种渠道模式，成功地覆盖了城市的零售终端。

百事公司和一些其他饮料公司也在渠道策略上的零售终端百事公司和一些其他饮料公司也在渠道策略上迅速跟进，参与开发这一体系于是这一有着中国内地特色迅速跟进，参与开发这一体系于是这一有着中国内地特色的饮料配送体系逐渐成型实现了可口可乐的饮料配送体系逐渐成型实现了可口可乐“随处可见随处可见”和和“随随手可得手可得”的渠道建设目标的渠道建设目标 可口可乐的渠道终端具体包括：传统食品零售渠道、超级可口可乐的渠道终端具体包括：传统食品零售渠道、超级市场、超级商场、食杂店、百货商店、服务渠道、餐馆酒楼、市场、超级商场、食杂店、百货商店、服务渠道、餐馆酒楼、快餐店、街道摊贩、工矿企业事业、办公机构（机关、团体）快餐店、街道摊贩、工矿企业事业、办公机构（机关、团体）、部队军营、大专院校、中小学校、在职教育（党校等）、、部队军营、大专院校、中小学校、在职教育（党校等）、运动建身渠道、娱乐场所、交通窗口、宾馆饭店、旅游景点、运动建身渠道、娱乐场所、交通窗口、宾馆饭店、旅游景点、流通环节（如批发商、批发市场等）、其他渠道（如各种展流通环节（如批发商、批发市场等）、其他渠道（如各种展销会、集贸市场、庙会以及各种促销活动现场）销会、集贸市场、庙会以及各种促销活动现场）（四）独家代理模式（四）独家代理模式 是指企业在选择代理商时，在某个区域只选择一个代理商，是指企业在选择代理商时，在某个区域只选择一个代理商，使用代理商的渠道网络进行销售的模式。

使用代理商的渠道网络进行销售的模式 优点优点：厂家与经销商很容易达成共识，能最大限度地调动经：厂家与经销商很容易达成共识，能最大限度地调动经销商的积极性，价格较稳定销商的积极性，价格较稳定 缺点缺点：产品的销售大权交给了经销商，容易受到经销商的制：产品的销售大权交给了经销商，容易受到经销商的制约 往往是企业在实力不强、品牌知名度不高时，选择该渠道往往是企业在实力不强、品牌知名度不高时，选择该渠道商务通最初的渠道就是独家代理模式商务通最初的渠道就是独家代理模式3.不同类型日用消费品分销渠道分析不同类型日用消费品分销渠道分析 （（1）便利品：）便利品： 是指消费者日常生活必需品，属于低值易耗品，经常重复是指消费者日常生活必需品，属于低值易耗品，经常重复购买，属于习惯性购买要求方便、快捷最好选择市场覆购买，属于习惯性购买要求方便、快捷最好选择市场覆盖面广的分销渠道盖面广的分销渠道 （（2）选购品：）选购品： 是指消费者在购买的过程中，通常会到相关商店进行挑选、是指消费者在购买的过程中，通常会到相关商店进行挑选、比较后才能决定购买的商品。

通常价格较高，购买频率较低比较后才能决定购买的商品通常价格较高，购买频率较低 主要有家电、服装、化妆品、鞋帽、家具等一般应选择主要有家电、服装、化妆品、鞋帽、家具等一般应选择商业区对于某些服务需求较高、选择性较强、体积较大的商业区对于某些服务需求较高、选择性较强、体积较大的商品，可以选择直供渠道进行销售商品，可以选择直供渠道进行销售 （（3）特殊品：是指那些具有独特品质、特定品牌和特定生）特殊品：是指那些具有独特品质、特定品牌和特定生产厂家的商品，属于高档商品，如金银首饰、摄影器材、产厂家的商品，属于高档商品，如金银首饰、摄影器材、车、高档服装，消费者往往会花费较多时间和精力去选购车、高档服装，消费者往往会花费较多时间和精力去选购 其分销渠道应该选择短而窄的渠道为主，以大中型百货其分销渠道应该选择短而窄的渠道为主，以大中型百货商店和大型专业店作为销售网点便于对分销渠道进行控商店和大型专业店作为销售网点便于对分销渠道进行控制，获得渠道成员的支持制，获得渠道成员的支持 二、工业品二、工业品 工业品主要是工业原料、工业半成品等工业品的用户工业品主要是工业原料、工业半成品等。

工业品的用户主要是行业用户工业产品相对来说比较专业，产品价格相主要是行业用户工业产品相对来说比较专业，产品价格相对较高，要求购买者具备相关的专业知识和市场知识一般对较高，要求购买者具备相关的专业知识和市场知识一般购买批量大，购买次数少，多为直接采购工业品渠道多为购买批量大，购买次数少，多为直接采购工业品渠道多为短渠道，且大多具有一定的服务能力短渠道，且大多具有一定的服务能力三、服务产品三、服务产品 具有无形性、不可分割性、不可储存性、顾客参与性、无具有无形性、不可分割性、不可储存性、顾客参与性、无法标准化等特点常用的分销渠道模式：法标准化等特点常用的分销渠道模式： （（1）直接渠道）直接渠道 这是服务行业最常选用的销售形式由于服务产品与服务这是服务行业最常选用的销售形式由于服务产品与服务提供者不可分割，采用直接渠道可以更好地控制服务质量，提供者不可分割，采用直接渠道可以更好地控制服务质量，方便与消费者的沟通，及时掌握需求变化，灵活性较大直方便与消费者的沟通，及时掌握需求变化，灵活性较大直接渠道避免了对中间商管理而引入的麻烦但是本来由中间接渠道避免了对中间商管理而引入的麻烦。

但是本来由中间商从事的职能，必须要自己来完成商从事的职能，必须要自己来完成 （（2）一阶渠道）一阶渠道 就是包含一级中介的渠道，这也是服务行业经常采用的渠就是包含一级中介的渠道，这也是服务行业经常采用的渠道模式如代理商或经纪人如代理商或经纪人保险业渠道模式保险业渠道模式1. 代理渠道代理渠道 ①①个人代理人渠道个人代理人渠道 ②②兼业代理渠道兼业代理渠道 ③③专业代理专业代理 ：指保险代理公司、保险经纪公司之类专：指保险代理公司、保险经纪公司之类专门从事保险业务的非保险公司门从事保险业务的非保险公司 2. 直销渠道直销渠道 ①①电子商务渠道电子商务渠道 ②②直销渠道，也就是针对公司大客户的业务，也叫团险直销渠道，也就是针对公司大客户的业务，也叫团险业务是保险公司最重要、最稳定的业务是保险公司最重要、最稳定的业务四、高科技产品四、高科技产品 是指科技含量较高，在某种程度上与生物技术、新材料、是指科技含量较高，在某种程度上与生物技术、新材料、计算机和新能源等相关的产品计算机和新能源等相关的产品 特点：特点：①①采用了复杂技术的最新科研成果。

采用了复杂技术的最新科研成果 ②②以一个较高的速度更新换代以一个较高的速度更新换代 ③③新产品的出现能给市场带来巨大变化新产品的出现能给市场带来巨大变化 总的来说，高科技产品的市场特点是具有不确定性，即消总的来说，高科技产品的市场特点是具有不确定性，即消费者的类型、市场的规模及成长的速度等都是不确定的费者的类型、市场的规模及成长的速度等都是不确定的常用模式：常用模式：（（1）直接渠道模式）直接渠道模式 优点：反应快，服务及时，价格稳定，促销到位，易于控制优点：反应快，服务及时，价格稳定，促销到位，易于控制 缺点：成本较高缺点：成本较高2）直销与代理相结合）直销与代理相结合 优点：市场覆盖面宽，易于市场渗透优点：市场覆盖面宽，易于市场渗透 缺点：管理困难，易产生渠道冲突缺点：管理困难，易产生渠道冲突 越是复杂程度高、专业性强的高科技产品越应该以直销为越是复杂程度高、专业性强的高科技产品越应该以直销为主，以便满足用户的特殊需要并给予指导，复杂程度低的产主，以便满足用户的特殊需要并给予指导，复杂程度低的产品，则可以更多地使用分销商。

品，则可以更多地使用分销商感谢您的下载，特赠送精品文章感谢您的下载，特赠送精品文章《《体能体能训练技巧训练技巧-TRX-TRX悬挂训练系统悬挂训练系统》》工作之工作之余锻炼身体，若不需要请删除后使用，余锻炼身体，若不需要请删除后使用，谢谢您的理解，祝您生意兴隆，事业高谢谢您的理解，祝您生意兴隆，事业高攀RX 训练带是源于美国海军陆战队，刚开始的雏形是以高密度毛巾制成的训练道具，后来，有一名叫兰迪的美国海豹突击队的指挥官，在退役后重新设计了该套装备和训练计划，变成民用的健身课程-------“TRX 悬挂训练系统”，整套装备的主要部分是宽 1.5 英寸，额定张力为 1250 磅的尼龙绳子，长度范围从 6 英尺调整至 12 英尺，橡胶把手更适应双手抓缚或是双脚悬挂等地面训练动作，扣锁由曾用于卡宾枪的材料制成，且易于调整，其自用不到 2 磅，1 分钟就能悬挂妥当，装在袋子里便于携带到任何地方，可固定在单杠上或卡在门缝里，或系在树枝上，适合绝大多数的训练环境，如果加上哑铃或健身球一起锻炼，可增加更高阶的难度 ￿￿悬挂训练：用练习者自身体重做负重，能够允许肌肉在多个平面上做运动，同时保证更多的肌肉和关节参与，能够打造更加结实的肌肉，稳定灵活的关节，坚固的核心力量和正确的体态，帮助在任何运动项目上获得更佳的运动表现，TRX 还是运动康复的重要手段之一TRX 动作解读：￿￿增加阻力：1.身体角度越大，阻力越大 2.抬起一边大腿，有助于锻炼更多平衡力3.离支点越远，越吃力，对稳定性要求越高减低难度：一腿向前踮地，有助于身体减重1. chest press/ fly combo(1. chest press/ fly combo(推胸飞鸟组合推胸飞鸟组合) )：：人背向绳子，手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向前，用胸肌发力慢慢打开双手并让它弯曲到 90 度停下，再慢慢还原，然后双手打开做飞鸟，同时一脚往前踮地，再还原，交替练习。

￿￿2. chest press(2. chest press(推胸推胸) )：：人背向绳子，手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向前，用胸肌发力慢慢打开双手并让它弯曲到 90 度停下，再慢慢还原(难度增加：双腿合并或单腿抬起，或把身体斜度增加)￿￿3. lunge fly(3. lunge fly(弓步飞鸟弓步飞鸟) )：：1.手臂握住绳子，双手伸直，肘保持一点弯曲，挺胸收腹，身体重心微向前倾，双手打开做飞鸟，同时一脚往前踮地用胸部发力，再还原4. chest press- single leg extended(4. chest press- single leg extended(推胸推胸- -单腿伸展单腿伸展) )：：人背向绳子，手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，一脚撑地，一脚向前抬起，身体重心微微向前，用胸肌发力慢慢打开双手并让它弯曲到 90 度停下，再慢慢还原.￿￿￿5. Suspended incline press-leg up(5. Suspended incline press-leg up(悬浮上斜推悬浮上斜推- -抬脚抬脚) )：：双手撑住地面，一脚勾住绳子，稳定腹部，另一腿向上抬靠紧固定腿，然后做俯卧撑。

6. Atomic push up(6. Atomic push up(俯卧撑收腹俯卧撑收腹) )：：双手撑住地面，双脚勾住绳子，稳定腹部，一下俯卧撑，还原后，双脚以腹部力量靠向胸部，再慢慢伸直还原，交替练习7. back row(7. back row(背部划船背部划船) )：：手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，以背部发力，手臂夹紧身体两侧往后收，肩胛骨向后夹，把绳子拉到小腹，保持住再慢慢还原(难度增加：双腿合并或单腿抬起，或把身体斜度增加)￿￿￿￿8. elevated back row(8. elevated back row(高位划船高位划船) )：：手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，加大身体斜度，以背部发力，手臂夹紧身体两侧往后收，肩胛骨向后夹，把绳子拉到小腹，保持住再慢慢还原￿￿9. power pull-single arm(9. power pull-single arm(力量拉伸力量拉伸- -单臂单臂) )：：双腿分开与肩同宽，单手抓住绳子，张开身体，另一边手臂绕身体旋转 180 度触摸绳子，完后慢慢还原。

10. low deltoid fly(10. low deltoid fly(低位三角肌飞鸟低位三角肌飞鸟) )：：手臂握住绳子，掌心向上，双手伸直向前，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，直手向下向后滑，慢慢还原11. ‘’T’’ deltoid fly(‘t‘11. ‘’T’’ deltoid fly(‘t‘型三角肌飞鸟型三角肌飞鸟) )：：手臂握住绳子，掌心向上，双手伸直向前，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手与身体呈‘T’型，再慢慢还原(难度增加：把身体斜度增加)12. ‘Y’ deltoid fly(‘Y’12. ‘Y’ deltoid fly(‘Y’型三角肌飞鸟型三角肌飞鸟) )：：手臂握住绳子，掌心向上，双手伸直向前，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手与身体呈‘Y’型，再慢慢还原(难度增加：把身体斜度增加)13. ‘W’ deltoid fly(‘W13. ‘W’ deltoid fly(‘W’’型三角肌飞鸟型三角肌飞鸟) )：：手臂握住绳子，掌心向上，双手伸直向前，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，张开双手与身体呈‘W’型，再慢慢还原(难度增加：把身体斜度增加)14. High triceps press(14. High triceps press(高位肱三头肌弯曲高位肱三头肌弯曲) )：：人背向绳子，手臂向前握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向前，然后把肘部弯曲，肱三头肌发力，再慢慢还原(难度增加：把身体斜度增加)15. Dips(15. Dips(臂屈伸臂屈伸) )：：手臂在身体两侧，双手握住绳子，双腿呈箭步姿势，然后肱三头肌和胸肌发力，双臂弯曲成 90 度再慢慢还原(难度增加：把一只腿往后抬或两腿前放或抬高)16. High bicep curl(16. High bicep curl(高位肱二头肌弯曲高位肱二头肌弯曲) )：：手臂握住绳子，双手伸直，肘保持一点弯曲，膝盖一点点弯曲，两腿跟肩一样宽，身体重心微微向后，以肱二头肌发力，弯曲手臂，再慢慢还原(难度增加：把身体斜度增加)There are moments in life when you miss someone so much that you just want to pick themfrom your dreams and hug them for real! Dream what you want to dream;go where you wantto go;be wh you want to be,because you have only one life and one chance to do all thethings you want to do.￿ May you have enough happiness to make you sweet,enough trialsto make you strong,enough sorrow to keep you human,enough hope to make you happy?Always put yourself in others’shoes.If you feel that it hurts you,it probably hurts the otherperson, too.￿ The happiest of people don’t necessarily have the best of everything;they justmake the most of everything that comes along their way.Happiness lies for those whocry,those who hurt, those who have searched,and those who have tried,for only they canappreciate the importance of peoplewho have touched their lives.Love begins with asmile,grows with a kiss and ends with a tear.The brightest future will always be based on aforgotten past, you can’t go on well in lifeuntil you let go of your past failures and heartaches.￿When you were born,you were crying and everyone around you was smiling.Live your life sothat when you die,you're the one who is smiling and everyone around you is cryig.Please sendthis message to those people who mean something to you,to those who have touched yourlife in one way or another,to those who make you smile when you really need it,to those thatmake you see the brighter side of things when you are really down,to those who you want tolet them know that you appreciate their friendship.And if you don’t, don’t worry,nothing badwill happen to you,you will just miss out on the opportunity to brighten someone’s day withthis message.Since we went to school, we have access to English all the time, because it isone of the necessary subjects. Before we attend college, we keep our attention on thegrammar, but now college means the new stage and we should pay attention to practicalEnglish. Here are some suggestions.First, it is important to speak out loudly. The purpose oflearning English is to communicate with foreigners, so as to get to know more about theworld. Grammar is not the only thing we care about. What we should do is to open ourmouths and improve our ability to use spoken English. It begins with reading textbooks. Whenwe listen to the tapes and repeat many times, then our d.President Trump, as he often does,had a few things to sayAfter admitting that he had been lonely over the holidays, Trump tookadvantage of his first public appearance of the new year Wednesday to air lingeringgrievances, make multiple false claims and reinforce recent decisions that have rattledfinancial markets and his party’s leaders.As he held forth for more than 90 minutes before asmall pool of本文为 Word 版资料，可以任意修改编辑。

如果你看到我上传的资料这个后缀，请删除后使用高效学习方法和技巧高效学习方法和技巧学习需要方法，找到适合自己的方法，学习才能事半功倍接下来，我结合我自己的学习情况，给大家总结的高效学习《五部曲》一、预习是学习的重要环节上课前充分预习，考试前充分地复习，与“打有准备之仗”有同曲之道预习效果好，听课才能有针对性；听课有针对性，复习才能顺利进行；复习深刻，作业、考试才能得心应手所以说预习是学生学习过程中一个必不可少的环节￿￿￿二、掌握好高效的听课方法课上集中精力听课，是掌握知识的捷径听讲时，思想上必须与老师讲解的思路保持一致，听老师对事物是怎样分析、推理；听老师解决问题是用什么方法、技巧；听老师对问题有哪些提问和解释这样才能把握住听课的重点听讲中，要把自己在预习中的理解，和老师讲解的相比较，看自己和老师有哪些相同点和区别点￿￿￿三、合理安排复习时间很多科学家通过研究发现，有几个时间段有利于巩固记忆：一是学习后最初几分钟内，电生理活动引起蛋白质的合成；二是学习后在 48 小时内复习；三是一周之后脑突触发生永久性变化根据人在学习过程中这一生理变化，采用复习加强记忆就显得特别重要了如果我们能够在学习的内容即将忘记时进行复习，那么复习的效果最好，效率也最高。

著名的心理学家艾宾浩斯通过实验发现了人的记忆与遗忘规律实验证明：在学习仅过了 20 分钟后，就忘记记忆内容的 42%，1 天后忘却量已经达到了 66%，到了第 31 天，忘却量高达79%他根据实验结果，画成了著名的遗忘曲线并表明遗忘的规律是“先快后慢”这条规律提示我们，—定要尽早、及时地对所学知识进行复习，以便在知识还在大脑内时就加深印记，否则大脑中已经没有痕迹了，只能再费精力重学合理安排复习时间特别重要并且必要，制定复习计划，严格按精英特计划执行，并力求形成习惯，是我们每一位学生都应该力求努力做到￿我们为什么要复习呢？因为我们记忆效果没有那么好，不可能过目不忘，所以需要重复、增强记忆同时，复习的进展也有利于学习效率的提高￿￿￿四、做作业的科学方法这里有七种做作业的技巧：￿￿1、先复习后做作业复习是做好作业的关键，只有复习得好，作业才能做得好做作业前先把老师这一节课所讲的内容认真地看一看，弄清楚基本原理和概念后再去做作业，作业才能做得既快又好￿￿2、认真审题 做作业最关键的—步就是审题，连题都判断错了，作业内容就全错了首先第—步要弄清楚题目的内容，所给的条件，什么要求，需要联系哪些知识等等；其次是考虑好解题思路、方法、步骤，要善于把—道题分成几部分，化大为小、化难为易、分清其中的已知和未知，弄清各部分的联系，设计好整个解题步骤，—定要让自己做到不明白题意不做题，不清楚方法步骤不下笔。

￿￿3、细心的做题 做题是表达思路的全过程，这个过程要求既动脑、又动手做题的关键是要保证“规范”、“准确”要做到这两点就要求学生认真的抄好题，书写格式必须正确、规范，严格按照各类题的解题要求，仔细演算解题的每—步，得出正确的结果只有平时做题认真细致，步骤完整，思路正确，表达严密，准确无误，考试时才能按照这种良好的习惯进行￿￿五、重视错题积累在学习的过程中，同学们可能遇到过一错再错的现象究其原因，多数是由于在学习中不求甚解，不注意总结积累所致那么，该怎么办呢？实践证明，自编一本“易错题集”是避免做题一错再错的最好办法错题本的复习方法：1、每周把该周错题本中记录的题目快速浏览一遍；2、每月把该月错题本中记录的题目再快速浏览一遍；3、每个季度把错题本中三个月记录的题目再快速浏览一遍；4、大考前把该错题本中的所有题目认真复习一遍，确保题不二错↓←≠¥θ￥®÷㎝②￥◎…ɡ©≥≧ɑ←‰®½¼￥＄§¦β↓×√㎜ɡ©≥≧ɑ←‰®↓←≠¥θ￥®÷㎝½¼￥＄§¦β↓×√㎜②￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧－￥¾½¼￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜↓←≠¥θ￥®÷㎝②￥◎…ɡ©≥≧ɑ←‰®½¼￥＄§¦β↓×√㎜ɡ©≥≧ɑ←‰®↓←≠¥θ￥®÷㎝½¼￥＄§¦β↓×√㎜②￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧－￥¾½¼￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜≧ɑ←‰ɡ©≥←‰®½¼↓←≠¥θ￥®÷㎝②￥◎…ɡ©≥≧ɑ←‰®½¼￥＄§¦β↓×√㎜ɡ©≥≧ɑ←‰®↓←≠¥θ￥®÷㎝½¼￥＄§¦β↓×√㎜②￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧－￥¾½¼￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜↓×√㎜↓←②￥←‰®½¼←‰®½¼←‰®½¼←‰®½¼←‰®½¼←‰®½↓←≠¥θ￥®÷㎝②￥◎…ɡ©≥≧ɑ←‰®½¼￥＄§¦β↓×√㎜ɡ©≥≧ɑ←‰®↓←≠¥θ￥®÷㎝½¼￥＄§¦β↓×√㎜②￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧－￥¾½¼￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜↓×√㎜↓←②￥←‰®½¼←‰®½¼←‰®½¼←‰®½¼←‰®½¼←‰®½¼↓←≠¥θ￥®÷㎝②￥◎…ɡ©≥≧ɑ←‰®½¼￥＄§¦β↓×√㎜ɡ©≥≧ɑ←‰®↓←≠¥θ￥®÷㎝½¼￥＄§¦β↓×√㎜②￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧￥◎…ɡ©≥≧ɑ←‰®ɡ©≥≧－￥¾½¼￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√㎜￥＄§¦β↓×√㎜½¼￥＄§¦β↓×√精编资料精编资料 欢迎下载欢迎下载There are moments in life when you miss someone so much that you just want to pick them from your dreams and hug them for real! Dream what you want to dream;go where you want to go;bewhat you want to be,because you have only one life and one chance to do all the things you want to do.￿ May you have enough happiness to make you sweet,enough trials to make youstrong,enough sorrow to keep you human,enough hope to make you happy? Always put yourself in others’shoes.If you feel that it hurts you,it probably hurts the other person, too.￿ The happiestof people don’t necessarily have the best of everything;they just make the most of everything that comes along their way.Happiness lies for those who cry,those who hurt, those who havesearched,and those who have tried,for only they can appreciate the importance of peoplewho have touched their lives.Love begins with a smile,grows with a kiss and ends with a tear.The brightestfuture will always be based on a forgotten past, you can’t go on well in lifeuntil you let go of your past failures and heartaches.￿ When you were born,you were crying and everyone around youwas smiling.Live your life so that when you die,you're the one who is smiling and everyone around you is cryig.Please send this message to those people who mean something to you,to those whohave touched your life in one way or another,to those who make you smile when you really need it,to those that make you see the brighter side of things when you are really down,to those whoyou want to let them know that you appreciate their friendship.And if you don’t, don’t worry,nothing bad will happen to you,you will just miss out on the opportunity to brighten someone’s daywith this message.Since we went to school, we have access to English all the time, because it is one of the necessary subjects. Before we attend college, we keep our attention on the grammar, butnow college means the new stage and we should pay attention to practical English. Here are some suggestions.First, it is important to speak out loudly. The purpose of learning English is tocommunicate with foreigners, so as to get to know more about the world. Grammar is not the only thing we care about. What we should do is to open our mouths and improve our ability to usespoken English. It begins with reading textbooks. When we listen to the tapes and repeat many times, then our d.President Trump, as he often does, had a few things to sayAfter admitting that hehad been lonely over the holidays, Trump took advantage of his first public appearance of the new year Wednesday to air lingering grievances, make multiple false claims and reinforce recentdecisions that have rattled financial markets and his party’s leaders.As he held forth for more than 90 minutes before a small pool of reporters and photographers, members of his Cabinet,ostensibly called to the White House for a meeting, sat quietly around a long conference table.Trump defended his decision last month to withdraw U.S. troops from Syria and sharply cut thedeployment to Afghanistan, moves that disturbed Republican allies in Congress and prompted the resignation of Defense Secretary James N. Mattis. In doing so, he contradicted his own recentclaim that the U.S. had achieved its objectives of total victory over Islamic State militants in Syria.“Look, we don't want Syria,” he continued. “We're talking about sand and death. That's what we'retalking about. We're not talking about vast wealth. We're talking about sand and death,” he said, seemingly contrasting the war-wracked country with Iraq and its vast oil reserves.Iran “can dowhat they want there, frankly,” he added, a comment likely to unnerve officials in Israel, who have worried that a U.S. withdrawal from its positions in eastern Syria would allow Iran to expand itsinfluence there.“It’s not my fault,” he said. “I didn’t put us there.”Trump offered little further clarity on the U.S. withdrawal from Syria, which he initially said would take place in 30 days, saying nowthat the pullout will “take place over a period of time.”Later, in a long riff about Afghanistan, Trump seemed to endorse Moscow’s 1979 invasion of the country — an act that the U.S. viewed as anattempt to spread communism and waged a long, covert operation to combat during the Carter and Reagan administrations.“The reason Russia was in Afghanistan was because terrorists weregoing into Russia,” Trump said, making a case to leave the policing of hot spots in the Mideast and Central Asia to countries in the region. “They were right to be there. The problem is it was atough fight.”The Soviet Union eventually was bankrupted by its Afghan war, Trump added. “Russia used to be the Soviet Union. Afghanistan made it Russia, because they went bankrupt fightingin Afghanistan.”Historians generally agree that the Russian invasion and subsequent occupation of much of Afghanistan was one of several factors that contributed to the collapse of the SovietUnion, although the country never went bankrupt.For years, Republicans have credited President Reagan with bringing an end to the Soviet Union by his aggressive increase in U.S. militaryspending.Trump’s comments stood in stark contrast to the view Mattis espoused in the resignation letter he presented last month after failing to convince the president to hold off on withdrawingfrom Syria.“We must do everything possible to advance an international order that is most conducive to our security, prosperity and values, and we are strengthened in this effort by the solidarityof our alliances,” Mattis wrote.Mattis’ comments clearly stung Trump, who responded last month with criticism of his former Pentagon chief. On Wednesday, he stepped that up, claiming that hefired Mattis.“What's he done for me? How had he done in Afghanistan? Not too good,” Trump said. “As you know, President Obama fired him, and essentially so did I.”Obama did not fire Mattis,although the general did retire several months early in 2013 from his position as the head of the military’s Central Command after dissenting from Obama administration policy decisions.Tuesdaywas Mattis’ final day at the Pentagon. Trump, in a fit of pique after the resignation letter became public, had moved up Mattis’ termination dateIn addition to his foreign policy comments, Trumpalso downplayed December’s stock market losses, which erased all positive gains for the year, as “a little glitch” and asserted — wrongly — that there are “probably 30-35 million” immigrants inthe U.S. illegally. The nonpartisan Pew Research Center estimates that as of 2016, there were 10.7 million unauthorized immigrants living in the country, a number that has declined in recentyears.Trump repeated his call for Democrats to agree to $5.6 billion in funding for a border wall, and expressed surprise not to have received overtures from them over the holidays to negotiatean end to the government shutdown.“I was in the White House all by myself for six or seven days,” he said. “It was very lonely. My family was down in Florida. I said, ‘Stay there and enjoy yourself.’I felt I should be here just in case people wanted to come and negotiate the border security.”Trump, who met later in the day with congressional leaders away from TV cameras, has alreadydismissed a funding proposal from House Democratic leader Nancy Pelosi that includes $1.3 billion in border security funding.While leaving the door open to a compromise, Trump continued toargue for the importance of a wall, pointing to other examples of barriers. He incorrectly asserted that Obama’s Washington residence is surrounded by a 10-foot wall and cited the Vatican, whichhe said “has the biggest wall of them all.”“When they say the wall is immoral, then you better do something about the Vatican,” he said. “Walls work.”As Trump spoke, a “Game of Thrones”-stylemovie poster teasing Iran sanctions — “SANCTIONS ARE COMING,” it read — lay unfurled across the table directly in front of him. But he made no remarks on the subject.He did, however,comment on Sen.-elect Mitt Romney of Utah, who wrote in the Washington Post on Tuesday that he was troubled by Trump’s “deep descent in December” and that his deficit in “presidentialleadership in qualities of character … has been most glaring.”“I wish Mitt could be more of a team player,” Trump said. “And if he’s not, that’s OK too.”Seeming to warn Romney about the fate thatlies ahead for Republican lawmakers who vocally criticize him and his presidency, Trump boasted that he “got rid of” former Sens. Jeff Flake of Arizona and Bob Corker of Tennessee, both of whomopted not to seek new terms last year.Accusing both men of seeking publicity in taking stands against him, Trump suggested that Flakewould be seeking a job as a paid cable news contributor —or perhaps in another profession that Trump himself once plied.“Jeff Flake is now selling real estate or whatever he’s doing,” he said dismissively.There are moments in life when you miss someone so much that you just want to pick them from your dreams and hug them for real! Dream what you want to dream;go where you want to go;bewhat you want to be,because you have only one life and one chance to do all the things you want to do.￿ May you have enough happiness to make you sweet,enough trials to make youstrong,enough sorrow to keep you human,enough hope to make you happy? Always put yourself in others’shoes.If you feel that it hurts you,it probably hurts the other person, too.￿ The happiestof people don’t necessarily have the best of everything;they just make the most of everything that comes along their way.Happiness lies for those who cry,those who hurt, those who havesearched,and those who have tried,for only they can appreciate the importance of peoplewho have touched their lives.Love begins with a smile,grows with a kiss and ends with a tear.The brightestfuture will always be based on a forgotten past, you can’t go on well in lifeuntil you let go of your past failures and heartaches.￿ When you were born,you were crying and everyone around youwas smiling.Live your life so that when you die,you're the one who is smiling and everyone around you is cryig.Please send this message to those people who mean something to you,to those whohave touched your life in one way or another,to those who make you smile when you really need it,to those that make you see the brighter side of things when you are really down,to those whoyou want to let them know that you appreciate their friendship.And if you don’t, don’t worry,nothing bad will happen to you,you will just miss out on the opportunity to brighten someone’s daywith this message.Since we went to school, we have access to English all the time, because it is one of the necessary subjects. Before we attend college, we keep our attention on the grammar, butnow college means the new stage and we should pay attention to practical English. Here are some suggestions.First, it is important to speak out loudly. The purpose of learning English is tocommunicate with foreigners, so as to get to know more about the world. Grammar is not the only thing we care about. What we should do is to open our mouths and improve our ability to usespoken English. It begins with reading textbooks. When we listen to the tapes and repeat many times, then our d.President Trump, as he often does, had a few things to sayAfter admitting that hehad been lonely over the holidays, Trump took advantage of his first public appearance of the new year Wednesday to air lingering grievances, make multiple false claims and reinforce recentdecisions that have rattled financial markets and his party’s leaders.As he held forth for more than 90 minutes before a small pool of reporters and photographers, members of his Cabinet,ostensibly called to the White House for a meeting, sat quietly around a long conference table.Trump defended his decision last month to withdraw U.S. troops from Syria and sharply cut thedeployment to Afghanistan, moves that disturbed Republican allies in Congress and prompted the resignation of Defense Secretary James N. Mattis. In doing so, he contradicted his own recentclaim that the U.S. had achieved its objectives of total victory over Islamic State militants in Syria.“Look, we don't want Syria,” he continued. “We're talking about sand and death. That's what we'retalking about. We're not talking about vast wealth. We're talking about sand and death,” he said, seemingly contrasting the war-wracked country with Iraq and its vast oil reserves.Iran “can dowhat they want there, frankly,” he added, a comment likely to unnerve officials in Israel, who have worried that a U.S. withdrawal from its positions in eastern Syria would allow Iran to expand itsinfluence there.“It’s not my fault,” he said. “I didn’t put us there.”Trump offered little further clarity on the U.S. withdrawal from Syria, which he initially said would take place in 30 days, saying nowthat the pullout will “take place over a period of time.”Later, in a long riff about Afghanistan, Trump seemed to endorse Moscow’s 1979 invasion of the country — an act that the U.S. viewed as anattempt to spread communism and waged a long, covert operation to combat during the Carter and Reagan administrations.“The reason Russia was in Afghanistan was because terrorists weregoing into Russia,” Trump said, making a case to leave the policing of hot spots in the Mideast and Central Asia to countries in the region. “They were right to be there. The problem is it was atough fight.”The Soviet Union eventually was bankrupted by its Afghan war, Trump added. “Russia used to be the Soviet Union. Afghanistan made it Russia, because they went bankrupt fightingin Afghanistan.”Historians generally agree that the Russian invasion and subsequent occupation of much of Afghanistan was one of several factors that contributed to the collapse of the SovietUnion, although the country never went bankrupt.For years, Republicans have credited President Reagan with bringing an end to the Soviet Union by his aggressive increase in U.S. militaryspending.Trump’s comments stood in stark contrast to the view Mattis espoused in the resignation letter he presented last month after failing to convince the president to hold off on withdrawingfrom Syria.“We must do everything possible to advance an international order that is most conducive to our security, prosperity and values, and we are strengthened in this effort by the solidarityof our alliances,” Mattis wrote.Mattis’ comments clearly stung Trump, who responded last month with criticism of his former Pentagon chief. On Wednesday, he stepped that up, claiming that hefired Mattis.“What's he done for me? How had he done in Afghanistan? Not too good,” Trump said. “As you know, President Obama fired him, and essentially so did I.”Obama did not fire Mattis,although the general did retire several months early in 2013 from his position as the head of the military’s Central Command after dissenting from Obama administration policy decisions.Tuesdaywas Mattis’ final day at the Pentagon. Trump, in a fit of pique after the resignation letter became public, had moved up Mattis’ termination dateIn addition to his foreign policy comments, Trumpalso downplayed December’s stock market losses, which erased all positive gains for the year, as “a little glitch” and asserted — wrongly — that there are “probably 30-35 million” immigrants inthe U.S. illegally. The nonpartisan Pew Research Center estimates that as of 2016, there were 10.7 million unauthorized immigrants living in the country, a number that has declined in recentyears.Trump repeated his call for Democrats to agree to $5.6 billion in funding for a border wall, and expressed surprise not to have received overtures from them over the holidays to negotiatean end to the government shutdown.“I was in the White House all by myself for six or seven days,” he said. “It was very lonely. My family was down in Florida. I said, ‘Stay there and enjoy yourself.’I felt I should be here just in case people wanted to come and negotiate the border security.”Trump, who met later in the day with congressional leaders away from TV cameras, has alreadydismissed a funding proposal from House Democratic leader Nancy Pelosi that includes $1.3 billion in border security funding.While leaving the door open to a compromise, Trump continued toargue for the importance of a wall, pointing to other examples of barriers. He incorrectly asserted that Obama’s Washington residence is surrounded by a 10-foot wall and cited the Vatican, whichhe said “has the biggest wall of them all.”“When they say the wall is immoral, then you better do something about the Vatican,” he said. “Walls work.”As Trump spoke, a “Game of Thrones”-st。