【正文】 s, in every city and every country in the world, there must be our customers or our is like a Thanksgiving allow me to represent JD and our team to thank everyone of all our shareholders, in about eight years ago, when I first met Kathy, founder and CEO of Capital met at around 10 o39。 back home for one or two hours to rest and came back to the office lot of nights, days and weekends, before the road show I only spent one percent of my time on the just did a lot of , sure, so I did nothing and thank you is the hero of our IPO hero is said he missed his step at home Playing with his his kids means he is a little spent 20 years to walk from Beijing to here, but this guy only spent two weeks from Beijing to New York, Boston, San Francisco and Chicago, just with his walking is the hero of our are think resources are limited at anywhere and governments, for countries even for the world, resources are one thing is is heros at mean every colleague is a are a work together and we fight , thank you to our team and !今天我想說英語不說中文，因為在路演的時候，我感到很遺憾，我用中文演講，我的同事黃宣德或者皓瑜會幫我翻譯，他們翻譯的很對，但至少20%30%的內(nèi)容被漏掉了，所以每次我都倍感焦慮，我給我自己定下目標，遲早有一天我要用英語演講，就是今天。在我過去的四十年里，有兩個重要的人生階段，第一階段，我花了20年時間從宿遷走到了北京，在第二個20年，我從北京走到了紐約。她很擔心其他的投資人跟我約談，所以讓我明天一早去上海，她會給我買票，所以我得到了一張免費的票。他說，Richard，我希望你能給我至少10倍的報酬，我說不，10倍那都不是事。我做到了。他們組建了“京東家庭39。他是我們的英雄。我認為在任何時候任何地方，資源都是非常有限的。 equity for capital, and thepartners basically had to keep their money in the pany until they ，高盛依賴于它的合作伙伴的股本，并且這些合作伙伴基本上都把他們的錢存在銀行直到他們破產(chǎn)。 ……作為目標；規(guī)定……的指標；瞄準某物例：Republicans targeted her as vulnerable in her bid for reelection this 。（我成功了）例：My family was told that, if I made it, I’d probably have severebrain ，即使我活過來了，也很可能有嚴重的腦損傷。感謝我們的團隊，謝謝你們，干杯。我花了20年的時間從北京到了紐約，但這家伙拄著拐杖，只花了2周，從北京到紐約，波士頓，舊金山，芝加哥，他是我們路演的英雄。在這次IPO 的過程中，我想要特別感謝Sidney，他和他的團隊做的非常出色，（也很辛苦）不計其數(shù)的日日夜夜的工作，很多時候工作到凌晨四五點，休息一兩個小時又繼續(xù)投入工作，許許多多的日日夜夜和周日。張奇是我們的第一個同事，他為京東工作了超過15年的時間，剛開始他只有16歲，這是合法的啦。我說這事頭等機密，五年后我會讓你知道。我第二天一早10點到了Kathy的辦公室，只談了2小時，她打印了一個文件，說Richard，簽字吧。今天好像是感恩節(jié)，請允許我代表京東，代表我的團隊，感謝在座的各位，首先感謝我們的投資人。今天是全年最有愛的一天，是不是。s office at 10 in the two hours of negotiation, and said Richard, “please sign it”.So I got my first 10 million US dollars on that said, Richard I hope you can at least make 10 times for said no, because 10 times is can see some brightness in her eyes,“Oh, how many times will I get?” I said it is top years later I will let you in five years she once joined our Board said Richard I remember your years ago, I knew it is a hundred made , three of our longtime Qi Ge(Zhang Qi)is our first worked for this pany for over 15 that time he was only 16 years is they joined the team, I said,“Here would be your family.” So they worked here, fell in love here, married here and they got kids are called the JD family and JD baby, our second this IPO I want to thank Sidney very really did a very great job, and uncountable days and nights working with his lot of times worked till 4 o39。經(jīng)驗分享主要有兩種方式：一是主管按照產(chǎn)品大綱來講；第二種是情景演練，可以是兩個工齡比較長的客戶經(jīng)理進行話術(shù)比拼；也會請工齡比較長的客戶經(jīng)理對新來的客戶經(jīng)理進行指導；激勵機制：針對70后的員工，由于他們比較自覺和穩(wěn)定，在激勵的時候，更多的是用目標激勵法，通過每個月的目標反推業(yè)績，對其進行鼓勵；90后的員工不太穩(wěn)定，更多的是和他們談理想。團隊小晨會：小晨會上，團隊主管會重點強調(diào)一下大晨會上大家沒有搞清楚的任務分配的問題，避免執(zhí)行的時候出現(xiàn)問題；回顧一下昨天夕會上制定的展業(yè)計劃，重新強調(diào)每個人每天需要做到幾個有效咨詢（我們一般是9點半前對客戶進行邀約，正式辦理業(yè)務是10點，第一件事情就是把客戶邀約到店，主要是通過電話和短信的方式對客戶進行邀約）在晨會上，團隊一般也會做一些小游戲，比如真心話大冒險來活躍氣氛；但是這種娛樂活動更多的是會放在夕會上，來幫助大家解除一天的疲勞。每個銷售管理者的思路和邏輯是不一樣的，開會的目的也是不一樣的，會議的流程也是根據(jù)會議