标签： 上海狼盟

Comparison of Telemarketing, Direct Selling, KA and Channel Agents ｜ SaaS Entrepreneurship Roadmap (71)

Author introduction-Wu Hao, SaaS strategy and marketing consultant, Tencent SaaS accelerator tutor, author of a series of articles; Angel investor and former CEO who enjoys selling customers. A series of books of the same name will be published in February 2020.

Many of my articles were chatted with SaaS founders or team leaders. Perhaps this is the vitality of these words.

Since it is still the planning season, this article still has to continue to talk about annual planning.

This article comes from talking with a sales person in charge one day about how to divide regions and allocate resources among various sales teams in the company. I’ll throw out the results of the discussion first, and then make a detailed breakdown.

A few days ago, when communicating with a well-known SaaS enterprise executive team, I was still saying that I like the telemarketing team best, not emotional love, but from the perspective of CEO+CFO.

The cost of reaching customers by telemarketing is low, and it is much easier to cultivate communication skills than direct selling (face-to-face communication). Telemarketing is where dozens of people sit together, and on-site management is much easier than field management of direct sales representatives.

The bigger advantage is that when we need to expand the market coverage, we just need to add seats in the office or rent the office next to it. There is no need to send general managers and executives to open branches in another city, and there is no need to take risks to let a new branch manager take on all business and management responsibilities in a newly opened city.

The total operating cost of telemarketing is also relatively low, there is no travel expenses, and the labor cost is generally lower than that of direct selling.

Therefore, from the perspective of CEO and CFO, telemarketing is the first choice for SaaS companies. Most American SaaS companies I know are like this.

The best partner of telemarketing is "market clue". If the company has a certain brand, can bring natural traffic, and the clues brought by SEM can cover most of the clue needs of the telemarketing team, then the combination of "market clues+telemarketing" will be invincible.

In the past two years, I have seen the average monthly output of some sales representatives of the telemarketing team reach 80,000, and some reach 120,000 (the customer unit price is not high, and there are many odd numbers). It can be calculated that the gross profit of their sales team is very good.

Even if there are insufficient market clues, it is faster to find clues through telemarketing than through ground forces.

Of course, electricity sales also have three limitations:

◆ The customer unit price cannot be high.

◆ Product configuration and operation should not be too complicated.

◆ Customers don’t need to change the business process when using this product (the implementation is not difficult).

In addition, in the output results, there are still problems of insufficient regional market coverage and insufficient penetration.

In a word, telemarketing is "fast replication, wide coverage, shallow penetration and high gross profit".

The direct selling team, like the telemarketing team, has the opportunity to become an iron army with high combat effectiveness.

Direct sales representatives need to go out to visit customers, which makes their sales skills, understanding of product value and understanding of customer business more demanding. The data I saw with my own eyes, even if it is the same product and the same level of clues, the price of direct sales will be much higher than that of electricity sales.

However, due to the characteristics of "on-site visit and departure management", the management difficulty of direct selling team is more than twice as high as that of telemarketing team. Even an excellent manager, the efficiency of departure management can not exceed that of the telemarketing team manager. The number of direct sales teams reaching target customers and obtaining effective business opportunities every day is weaker than that of telemarketing teams.

Therefore, it can be seen that if a direct sales team is established, it must be different in product prices to ensure that the direct sales team can sign a larger list.

The direct selling team is not slow to replicate locally. However, if you want to use the direct sales team to cover a larger area, you will face the problem of difficult management of business trips.

What if more branches are opened? It will also face the problem that branch managers are not easy to cultivate.

Although some excellent enterprise service companies can solve these problems well, it will take a long time: it will take at least one year to successfully complete the layout of branches in four first-tier cities, from talent reserve training to branch opening, recruitment, training and optimization.

The sales leads of direct selling may come from market leads, or from the self-development of sales representatives and the referral of their own customers. Because the direct selling team can meet customers and have deeper offline interaction with customers, it has more advantages in self-development than electric sales. Therefore, direct selling can make a regional market deeper.

From the practice of domestic SaaS companies, in the cost structure of direct selling teams, the marketing rate (the sum of sales and market expenses ÷ sales revenue) is mostly between 60% and 90%. Therefore, the cost is relatively high, and the gross profit of new customers in the first year is not very good.

To sum up briefly, the characteristics of the direct selling team are: "fast replication, less coverage, deep penetration and low gross profit".

Let’s make a simple division, and call the fast one-sided sales team with a unit price of 10,000 ~ 80,000 customers "direct sales team"; The "KA team" is the sales team whose customer unit price is more than 80,000 yuan and needs to provide solutions to customers.

Compared with direct selling, KA has higher requirements for sales representatives’ product ability, solution ability and ability to understand customers’ business.

As you can imagine, according to such requirements, the speed of KA team training talents is limited, and it also takes a long time to dig people from outside the company and integrate them into the company’s organization and culture. The management complexity of KA team is less than that of direct selling team. KA management is more driven by values and performance goals, and its process management complexity is not as high as that of direct selling teams. KA process management focuses more on business-side capabilities such as sorting orders.

Regarding the degree of dependence on market clues, the KA team has two extremes. What I see is usually that the KA team of universal tool SaaS relies heavily on market clues; However, the sales representatives of big customers in SaaS companies often gain the trust and business opportunities of big customers through their own mixed industry circles.

Getting a KA account often involves many roles such as pre-sales, service, product research and development, and the per capita annual output far exceeds that of the direct selling team, so the marketing rate of KA team is often not high, and the company’s Mao Lijiao is good.

Summarize the characteristics of KA team: "slow replication, large customers, deep penetration and high gross profit".

These characteristics will affect the salary performance design of telemarketing, direct selling and KA teams. How to design specifically, please see my related article: (67) Annual Salary and Incentive Design #SaaS Entrepreneurship Roadmap #

My agent here does not include a System Integrator who can do customized development and system integration for big customers, but only refers to a relatively pure sales agent.

Should SaaS companies build agency channels? I have an article devoted to it. Interested readers can read it: SaaS entrepreneurship roadmap (54) Discussion on channel value.

This article only discusses the way of channel agency, which is different from direct sales and electricity sales for SaaS companies.

Channel construction is a long process. If SaaS companies want to build a channel department, they must have a long-term investment plan.

It is not easy to convince a large number of agents at the beginning. It is necessary to invest heavily in supporting several high-quality agents and set the benchmark. The work of channel management is also relatively complicated, and the talents in the channel department are relatively hard to find.

From the perspective of sales leads, agents should have the ability of self-open source. If they mainly rely on the leads provided by manufacturers, the efficiency may not be as good as that of Saas company’s electricity sales or direct sales. The purpose of cooperating with agents in second-and third-tier cities is to dig deep into the regional market, so agents should have the ability to penetrate the local market.

In the design of channel system, service problems are often considered. The agent is a very suitable service subject in the local area. The customer success department of SaaS company should coordinate the national customer service and renewal rate targets, and agents can’t get something for nothing, and they can get corresponding returns by contributing to the service and renewal.

In the second, third and fourth tier cities, although labor is much cheaper than direct selling teams, its transaction efficiency is often not as good as direct selling. At present, the proportion of new single share and renewal share distributed by most SaaS companies to agents is not low (generally between 50% and 70%), and the gross profit margin of channel agency is relatively low when the cost of channel department itself is included.

Summarize the characteristics of the channel agent team: "Replication is slow first and then fast, with deep penetration and low gross profit".

After talking about the characteristics and limitations of each team, we can also talk about how these teams are matched for different products and markets.

Combination a, electricity sales+direct sales

This is a common combination. The telemarketing team is responsible for the national small orders (below 10,000 ~ 20,000), and the larger business opportunities are handed over to the local or nearby direct selling team for door-to-door transactions. Market leads are graded by SDR team.

Combination b, direct selling +KA

This is more suitable for customers with a large unit price span, ranging from 20,000 to 80,000 for direct selling teams to 100,000 to 200,000 for KA teams that need solutions. The division between them can be made by the directory system, and KA is responsible for the big customers in the directory; Other target customers are divided into local direct sales teams by region.

Combination C, Direct Selling+Channel

Direct selling is responsible for first-tier cities, and second, third and fourth-tier cities are handed over to channel agents. Both sides need to have clear geographical boundaries and reduce friction. Let the local direct sales and agency teams feel at ease to dig deep into the local market.

Combination d, channel+KA

The manufacturer (KA) is only a big customer, and the national flight contract is signed. Hand over all small and medium-sized customers to channel agents to complete signing and service. Different from the way that Group C strictly divides customer resources by region, Group D is divided according to customer size; There will be many intermediate areas in this division, and conflicts are inevitable.

Like Kingdee’s ERP products, it would certainly be better to use high, medium and low-level products (EAS/K3/KIS) to separate the boundary between KA and agents. However, SaaS companies’ products are organized in different ways and should not be so complicated.

　In addition to the combination of the above two team types, there are also SaaS companies that choose to combine three teams. In this way, the complexity is higher, and it is necessary to design a more efficient division of rights, responsibilities and interests of regions, resources, new purchases/additional purchases/renewal fees.

This article is the last article in the planning series for 2019-2020 (if you write it later, you won’t need it after you finish planning). Let me summarize it. Welcome to read and exchange messages:

"Year-end planning series"

(66) Annual business plan of SaaS enterprises #SaaS entrepreneurship roadmap #

(67) Annual Salary and Incentive Design #SaaS Entrepreneurship Roadmap #

(68) Thinking Framework for Designing Company Organizational Structure #SaaS Entrepreneurship Roadmap #

# Business Sense Wu #(8) Planning should not be limited by the shortcomings of existing talents.

At the end of the year, I carefully created a course to help the business team develop: copying transactions-copying talents-copying teams. Tell the story of leading the team’s monthly performance to increase 60 times in 18 months and the management ideas behind it. Click to view related information.

Original Miriam Yeung and Eason Chan miss, lovers will inevitably become friends in the end.

Know when you are young.

Many people know that Eason Chan made his debut as the champion of the singing competition, but many people don’t know that the third place that year was Miriam Yeung. In 1995, they met in the 14th Global Chinese Rookie Singing Competition in Hong Kong. At that time, they were both fledgling newcomers, encouraging each other in the competition and working together for their dreams.

Subsequently, they all signed a contract with Huaxing Records Company to become brothers and sisters. In 1996, a gossip magazine claimed to have photographed two people dating, but soon, Miriam Yeung was arranged by the company to study music abroad, and this rumor also went away.

Many people speculate that at that time, they were actually in a friendly position. In the case of lover not full, before the enough paper was punctured, their ignorant and ambiguous feelings had to be suspended because of the distance.

Meet you at the final

Later, He Chaoyi introduced Xu Haoying to Eason Chan, and they quickly developed into lovers. When Miriam Yeung came back, she found that everything could not go back. When she was interviewed abroad, she said: When I was out, a friend introduced a boy who had a good impression to another girl, and then I knew that this friend was different from before.

In 1998, Miriam Yeung won the gold medal of all-powerful female singer, and countless applause poured in, but one person quietly blushed for her-Eason Chan, who once said, "Men don’t cry in front of everyone, they don’t cry until they close the door at home."

In 2007, Eason Chan won the All-powerful Best Male Singer Award for "Under Mount Fuji" and stepped down after giving his acceptance speech. He should have returned to his seat, but after hearing Miriam Yeung’s name, he turned back and hugged her.

In this way, their careers are booming, and they each occupy a place in the music world. The status of the queen of songs makes many people feel that they are the most suitable people for each other.

We were in love.

In fact, neither Miriam Yeung nor Eason Chan officially admitted their love affair in public, but in many interviews that mentioned love affair, their performance always seemed to show us the same regret of not having the same love.

When Eason Chan was asked, "Is it better to be a bosom friend than a girlfriend, and whether Xu Haoying would rather be Miriam Yeung?", she was shy but answered yes directly.

In the recording of "Zhiyun Dinner", the host asked Miriam Yeung if she had been in contact with Eason Chan, but she didn’t admit or deny it, just silently said "I don’t remember".

In addition, Eason Chan once publicly stated in the program: I am a Leo, and she is an Aquarius, which seems to be incompatible. Miriam Yeung’s song "It’s a pity that I am Aquarius" seems to be a distant response to this statement. However, dramatically, Miriam Yeung’s last husband, Ding Zigao, is also a Leo.

In 2009, after Miriam Yeung and Ding Zigao officially announced their marriage, a reporter interviewed Eason Chan in the following activities, and he was even more ashamed of the name "Ding Tai".

Friendship lasts longer than love.

In 2017, Miriam Yeung called Eason Chan in the process of recording the program, which happened to be the wedding anniversary of Eason Chan and Xu Haoying, but he overcame all difficulties and appeared in front of her.

In 2022, Eason Chan settled in Tik Tok, and Miriam Yeung cheered for him, even more telling such touching words about our twenty-five years.

The intersection of the two people has increased, but it also means that they have completely let go of the past that they once loved each other. It is hard to say whether this is good or not.

Perhaps, as sung in Ten Years, lovers will inevitably become friends in the end.

Pay attention to me

@ Saturn Entertainment Bureau

Lebagua

From the 7th, the autumn in the central and eastern regions will be crisp, and the lowest temperature in the northeast will fall below 10℃.

　　CCTV News:According to China Weather Network News, due to the influence of cold air, from today (7th) to the weekend, most of the central and eastern regions are "autumn". The lowest temperature in Harbin, Changchun, Shenyang and other places will fall below 10℃, which is the first time in the second half of this year, and it will be cold in the morning and evening. The sultry weather in the south will also be swept away, and the highest temperature in most areas will be less than 30 C. In terms of precipitation, there are still scattered heavy rainfall in Jiangnan and South China today, and the range of heavy precipitation will retreat to the southeast coast tomorrow.

　　The lowest temperature in Northeast China will fall below 10℃, or the local frost in Heilongjiang and Inner Mongolia will be present.

Wechat Picture _20180906160219_ Copy. jpg

　　Yesterday, cold air brought strong winds and cool weather to most parts of the north. Monitoring shows that there are 4 ~ 6 winds in most parts of North China, central and eastern Inner Mongolia, Shandong Peninsula and central and western Liaoning, with gusts reaching 7 ~ 9. The temperature in central Inner Mongolia and northwestern Shanxi dropped by more than 10℃ at 14 o’clock yesterday, and the temperature was only about 15℃, which was obviously cool. In Beijing, Tianjin and Hebei, there is also a temperature drop of 6-7℃, but in the afternoon, the sky is clear and the light is strong, and there is still a feeling of sunny and hot.

　　Affected by cold air, there will still be 4 ~ 5 northerly winds in the middle and lower reaches of the Yangtze River today and tomorrow, so we need to pay attention to prevention.

　　In terms of temperature, from now until the weekend, the highest temperature in most parts of the north is generally less than 30 C, and the lowest temperature is lower than 20 C. The temperature in most parts of North China and Northeast China will remain lower than normal. At present, the front of autumn is roughly in the central part of North China, and the North China Plain has entered the transition period from summer to autumn.

　　The highest temperature in northern North China and most parts of Northeast China will be below 20℃, and many places, including Harbin, Changchun and Shenyang, will spend the most obvious day of coolness since the second half of the year. At the same time, the lowest temperature will also fall below 10℃, and it will be cold in the morning and evening. The public should pay attention to adding clothes to keep warm when going out to avoid typhoid fever. On the 8th, the lowest temperature in the north-eastern part of Inner Mongolia and the northwest of Heilongjiang will drop to about 0℃ or below, and the first frost may occur. Agriculture should pay special attention to prevent the adverse effects of low temperature and strong wind.

　　The high temperature and sultry weather in the south are swept away, and the weather is "autumn" on weekends.

　　Autumn is getting stronger in the north, and there will be a period of cool weather in the south. Yesterday, Chongqing, Hubei and northern Hunan took the lead in cooling down, especially Chongqing, which almost cooled down all the way during the day. At 14 o’clock, the temperature dropped by 15℃ compared with the previous day, only 22.7℃. However, there are still small areas of high temperature weather in Zhejiang, Jiangxi, Guizhou and Guangxi.

20180906093146461_ Cold air cooling _ copy _ copy. jpg

　　Today, the high temperature weather in the south will be completely eliminated. Only the highest temperature in Guangdong coastal areas and Hainan is above 30℃, and most other areas will usher in cool weather below 30℃.

　　On weekends, the main body of cold air goes south to disperse the rain, and the humidity in many places in the south of the Yangtze River will also drop significantly, and the sultry feeling will be swept away, and there will be a feeling of "autumn" for the time being. However, it will take time to really enter the autumn. The influence of cold air will weaken next week, and the subtropical high will be under control again. After the 11th, there will be another round of sultry weather.

　　The precipitation range is reduced, and there is heavy rain in some parts of Jiangnan and South China.

　　In terms of precipitation, yesterday, the rain was strong in the eastern part of Northeast China, the central and eastern Sichuan Basin and the southwestern Jiangxi. Monitoring shows that there are scattered rainstorms or heavy rains in northeastern and southern Sichuan, northern and southeastern Chongqing, eastern and south-central Guizhou, eastern Yunnan, south-central Hunan, southwestern Hubei, south-central Jiangxi, Fujian, north-central Guangdong, eastern and northern Guangxi, etc. The maximum rainfall in Yanhe County, Tongren, Guizhou Province is 170 mm, and the maximum hourly rainfall in the above areas is 60 ~ 87 mm; Heavy rain or rainstorm occurred in parts of central and eastern Jilin, central and eastern Liaoning and eastern Heilongjiang, and Kuandian in Dandong, Liaoning was 85 mm.

　　Today, the rain in the north has weakened, and most of the south is affected by cold air and warm and humid airflow. It is still rainy, and some areas have scattered heavy rainfall. The Central Meteorological Observatory predicts that there will be small to moderate rain or thunderstorms in northeastern Inner Mongolia, north-central northeastern region, Xinjiang along Tianshan Mountains, most of the Qinghai-Tibet Plateau, most of the southwest region, most of the south of the Yangtze River, southern China and Taiwan Province Island. Among them, there will be heavy rain in parts of southeastern Jiangnan, southern China and central and western Yunnan, with local heavy rain or heavy rain (100-130 mm), accompanied by strong convective weather such as short-term heavy precipitation, thunderstorms or hail.

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　　Tomorrow, the rainfall in the south will also fade rapidly, and only the southeast coast will still be haunted by heavy rainfall. It is expected that there will be small to moderate rain in parts of eastern Heilongjiang, eastern Jiangnan, central and eastern South China, central and western Southwest China, central northwest China, most of the Qinghai-Tibet Plateau, northwestern Xinjiang and Taiwan Province Island, among which there will be heavy rain or heavy rain in parts of southeastern Fujian, eastern Guangdong, northwestern Yunnan and northeastern Hainan Island, and local heavy rain (100-110 mm).

Strive to promote the study of ＂Juexue＂

On May 17th, 2016, in his important speech at the symposium on philosophy and social science, General Secretary of the Supreme Leader specifically pointed out the issue of "Juexue", demanding that the traditional cultural resources be systematically sorted out, so that the cultural relics collected in the Forbidden Palace, the heritage displayed on the vast land and the characters written in ancient books can come alive. These discussions have pointed out the direction for doing a good job in Oracle character recognition, and encouraged the vast number of philosophical and social science workers.

In October 2016, a major project entrusted by the National Social Science Foundation, "Research on Oracle Characters Supported by Big Data and Cloud Platform", was officially implemented. This work has a great responsibility and a glorious mission. Over the past year, researchers in various sub-topics have devoted themselves to it regardless of gains and losses. At present, all the work has progressed smoothly and achieved many phased results.

As we all know, Oracle Bone Inscriptions is the earliest known writing system in China, the starting point and basis for tracing the origin and early development of Chinese civilization, and it is of great value in cultural inheritance, precious and important. However, in recent years, Oracle character recognition has encountered a great bottleneck, and even stagnated. It is scientific and feasible to interpret Oracle Bone Inscriptions by combining modern scientific and technological means with traditional methods, which is worthy of our active exploration and attempt.

The advantages of modern science and technology in assisting the study of Oracle Bone Inscriptions discipline are obvious: the burden of scientific research workers in consulting materials will be reduced, the research efficiency will be improved, and it is possible to chisel HarmonyOS in the recognition of Oracle characters, thus solving many unresolved problems in the study of Oracle bone inscriptions, Yin Shang history and ancient Chinese civilization.

According to the promotion plan of Oracle Bone Inscriptions’s interpretation and reading work, the project has set up 10 sub-topics, and modern scientific and technological means have played an obvious role. For example, the computer film processing technology can implement the image data of the number of Oracle Bone Inscriptions films scattered around the country and the current hiding place; Oracle Bone Inscriptions’s hermeneutic database and glyph digital database are being established, which will help to study the structure and changing law of Oracle Bone Inscriptions’s glyphs that have been interpreted, as well as the relationship with later characters. The close relationship between the meaning and context of characters and the re-checking of controversial Oracle inscriptions are also being carried out one after another.

It can be said that this kind of organized academic research is rare in the history of academic research in China. China Academy of Social Sciences, Tsinghua University, Fudan University, Capital Normal University, China Literature Museum, Henan University, anyang normal College and other research institutions and institutions are all involved, involving history, archaeology, literature, art, computer and other multidisciplinary means. This is a very gratifying situation and is likely to occupy an important position in the development history of Oracle bones.

This major project entrusted by the National Social Science Fund is multidisciplinary and needs the close cooperation of experts in many fields. Many technologies and methods will be tried for the first time in the study of Oracle inscriptions. It is suggested that professional academic journals should be fully used to introduce new scientific research achievements in the process of project research. At the same time, we should listen to the opinions of experts in various sub-topics and summarize them, so as to advance the research work in a targeted, methodical and step-by-step manner.(Li Xueqin)

Folk custom welcomes the Spring Festival ｜ The correct way to open New Year’s Eve.

　　Young people are known as ripe crops, and they are ripe every year, so they think they are old names.

　　New Year’s Eve is extremely important for Chinese. People who have been busy for a year have ushered in the reunion of their loved ones on this day, and at the same time, they are eating a sumptuous New Year’s Eve dinner and having a happy family.

　　New Year’s Eve, also known as New Year’s Eve, New Year’s Eve, New Year’s Eve and Big Dark Day, is the last night of the lunar year, that is, the night before the Spring Festival. Because New Year’s Eve often falls on the 29th or 30th day of the twelfth lunar month, it is also called New Year’s Eve. In 2024, New Year’s Eve falls on February 9th, and the 30th day of the twelfth lunar month is the last day of the lunar year.

　　Hundred years first, four seasons spring first. "New Year’s Eve" means that the old year will be removed this evening, and the new year will be replaced tomorrow. According to "Lu’s Winter in Spring and Autumn", the ancients used drums to drive away the "ghost of plague" on the day before the New Year, which is the origin of the "New Year’s Eve" festival. It is said that the earliest mention of the name "New Year’s Eve" is the historical records such as "Local Customs" written by Zhou Chu in the Western Jin Dynasty.

　　paste up Spring Festival couplets


The picture shows the Spring Festival couplets to welcome the New Year. Photo: Wu Lingxuan Source: People’s Daily Online

　　Spring Festival couplets are usually composed of a couplet and a horizontal batch, which is an important carrier and manifestation of Chinese Spring Festival folklore and the most representative language landscape during the Spring Festival. The neat and concise Spring Festival couplets express the people’s good wishes to ward off evil spirits and welcome the new year, adding a strong festive atmosphere to the Spring Festival and showing the unique charm of Chinese.

　　Burning firecracker


The picture shows firecrackers on New Year’s Eve. Photo: Wang Zhilin

　　During the Spring Festival, Spring Festival couplets and door gods are posted around the country to pray for blessings, and firecrackers are set off to drive away the "Year Beasts". People greet the New Year in the crisp and loud firecrackers.

　　lucky money


The picture shows the age-old red envelope Source: Zhongxin. com

　　Traditionally, during the Spring Festival, the red envelopes distributed by elders to the younger generation after 0: 00 pm on New Year’s Eve are called lucky money, which means to bring them blessings and good luck in the new year.

　　Eat new year’s eve dinner


The picture shows a sumptuous New Year’s Eve dinner Source: Xinhuanet

　　The annual flavor, grand and familiar, is deeply hidden in every ceremony in Chinese at the end of the year. New Year’s Eve, also called "Family Fun", is a family banquet that people attach great importance to. A family reunion banquet symbolizes auspiciousness, wealth, perfection and reunion.

　　Watch the Spring Festival Gala


The picture shows the 2023 Spring Festival Gala Source: CCTV

　　Watch the Spring Festival Evening and welcome the new year. This is Chinese’s unique romance on special days. In one program after another, people push cups for a change and laugh, and the new year is ushered in at 0: 00.

　　Longteng shengshi celebrates reunion, and auspicious things fly all over the sky on New Year’s Eve.

　　Dragon and tiger leap to welcome the new year and send wishes on New Year’s Eve.

　　At this moment of bidding farewell to the old and welcoming the new, I wish you a dragon and horse spirit to welcome the new year.

　　Tashildler!

　　(Tibet, China Net Comprehensive/Wang Zhilin)

Banana 9 has to know the function.

　　Bananas, which we are most familiar with, have a laxative effect. However, bananas still have other functions, and I will list them for you today. At the same time, I will tell you how to choose and store bananas. Friends who like bananas, come and have a look together.

　　Banana 9 has to know the function.

　　Relieve premenstrual syndrome: Vitamin B6 in bananas can regulate blood sugar level and relieve premenstrual symptoms.

　　Regulating blood pressure: Banana is high in potassium and low in sodium, which can regulate blood pressure well. The U.S. Food and Drug Administration has allowed the banana industry to advertise the efficacy of bananas in lowering blood pressure and preventing stroke.

　　Improve brain power: A study of 200 students in Britain found that eating fruits with high potassium content such as bananas can help improve students’ attention and improve their learning efficiency and grades.

　　Prevention and treatment of constipation: bananas are rich in dietary fiber, which helps to restore intestinal function, and can naturally relieve and prevent constipation without the help of laxatives.

　　Relieve hangover: One of the best ways to relieve drunkenness is to drink a banana honey milkshake. Banana can protect the stomach, honey can raise blood sugar level, and milk can help relieve dehydration after drinking.

　　Prevention and treatment of heartburn: acid reflux can easily lead to heartburn, and eating a banana can relieve discomfort.

　　Prevention of morning sickness: Eating a banana between meals is helpful for pregnant women to prevent morning sickness.

　　Calm tension: bananas are rich in B vitamins and have a calming effect on the nervous system.

　　Anti-gastric ulcer: Bananas are soft and help to relieve gastrointestinal disorders. Bananas can also neutralize excessive gastric acid and protect gastric mucosa.

　　So, how to buy and store bananas?

　　Methods of purchasing and storing bananas

　　The peel of high-quality banana is bright yellow or bluish yellow, and the comb handle is complete, without defects and shedding. A single banana has a curved body, plump and fat fruit, fresh and bright color, smooth fruit surface, no disease spots, insect scars, mold and trauma, and the fruit is easy to peel off and the flesh is slightly hard.

　　When buying bananas, people often like to pick fruits with bright yellow color and no spots on the skin. In fact, the inside of this banana has not been completely de-astringent and cooked, and the pulp is hard and astringent, and the aroma cannot be fully emitted.

　　Bananas are tropical fruits, and the suitable storage temperature is 11~18 degrees. Generally, the longest storage time is 13 days, so try not to store them in the refrigerator.

　　Bananas are easy to turn black when stored in the refrigerator. You should put them in a plastic bag, put an apple in it, and then try to exhaust the air from the bag and tie the bag tightly, so that bananas can be kept for about a week.

　　Bananas have many functions. Don’t miss them.

Is the new driving test too difficult？ Don’t worry! The traffic police have drawn the key points for your preparation.

　　Known as "the most difficult in history", the new driving test regulation was officially implemented on October 1st. Due to the National Day holiday, the new driving test standard in Hangzhou was implemented on the first day of October 9th. According to the introduction of the vehicle management department of Hangzhou public security traffic police, there were 194 subjects in the second exam that day, with a pass rate of 63.4%; There were 89 subjects in the third exam, and the qualified rate was 21.3%. These new changes in the driving test must be seen if you haven’t taken the test yet!

　　Let’s compare the data before the implementation of the new regulations. The pass rates (average) of subject 2 and subject 3 are 73.43% and 68.92% respectively. We can find that:

　　The qualified rate of subject three dropped by more than half.

　　Based on the data of October 9, October 10 and October 11, the average pass rate of subject 3 is about 35.3%, which is more than half lower than the previous average pass rate of 68.92%.

　　However, from 21.3% to 40% and then to 44.59%, the qualified rate of subject 3 has been significantly improved.

　　Compared with subject 3, the qualified rate of subject 2 is not so obvious, but slightly decreased.

　　What is the biggest difficulty?

　　Subject 3: The speed does not match the gear.

　　Zhou Gan, chief of the examination section of Hangzhou Traffic Police Vehicle Management Office, said that the biggest loss point is that the speed does not match the gear. "Now it is the whole process of judging. Candidates need to be familiar with and master the use of each gear, and some candidates are used to going to the end of a gear or not using the highest grade during driving." He explained.

　　Subject 2: Ramp Start and Fixed Parking

　　In subject 2, detailed requirements have been added to items such as reversing into the warehouse, side parking, ramp start and fixed-point parking, and the comprehensive examination shows that the most missing items are ramp start and fixed-point parking.

　　According to Zhou Gan, for the fixed-point parking and starting project on the ramp, the hand brake must be tightened when parking is added, otherwise 10 points will be deducted; It is clear that the edge line of the wheel rolling road is unqualified; Added 10 points if the car body is more than 50 cm away from the road edge line after parking, and it will be deducted between 30 and 50 cm.

　　Focus on assessing the ability in three aspects.

　　The person in charge of the vehicle management department of Hangzhou Traffic Police introduced that the focus of the new standard change is to assess the ability in three aspects: First, the cognitive ability of signs. Through the "crosswalk line, school area, bus stop" and other projects, the phonetic test instructions are not issued, and the deceleration is required to be observed by yourself. The second is to improve civilized driving habits. Use the turn signal in advance before starting, turning, changing lanes, overtaking and pulling over, and turn on the turn signal for not less than 3 seconds. The third is to enhance the awareness of safe driving. Vehicles, pedestrians and non-motor vehicles with priority must be actively avoided when crossing crosswalks, going straight through intersections and turning left and right at intersections.

　　The proportion of safe driving topics has increased.

　　Subject 1, Subject 3 Common Sense Test of Safe and Civilized Driving: New types of questions were added, and the proportion of safe driving questions increased.

　　The contents of subject 1 involving common sense of safe and civilized driving are all adjusted to subject 3, common sense examination of safe and civilized driving; Adjust the proportion of examination content, improve the proportion of road traffic safety laws and regulations, safe and civilized driving knowledge examination questions, and list the common sense of civilized driving and typical accident cases.

　　Subject 1, Subject 3 Add situational test questions to the common sense test of safe and civilized driving, simulate the actual road traffic scene through text, pictures, videos and other situational forms, and assess the candidates’ ability to recognize, judge and deal with the actual road traffic situation.

　　Subject 2:

　　The project remains unchanged, and some details are required.

　　1. Back into the warehouse. Stop by unqualified to stop every time 5 points; A time limit has been added, and the unqualified test item has not been completed for more than 210 seconds; A deduction item for the control line has been added, and both front wheel touchpoints must pass through the control line before reversing into the warehouse, so as to improve candidates’ ability to adjust margins by themselves.

　　2. Stop and start at a fixed point on the ramp. New parking must tighten the handbrake, otherwise 10 points will be deducted; It is clear that the edge line of the wheel rolling road is unqualified; Added 10 points if the car body is more than 50 cm away from the road edge line after parking, and it will be deducted between 30 and 50 cm.

　　3. Side parking: a time limit has been added, and the unqualified test item has not been completed for more than 90 seconds; Added a deduction of 10 points for the car body that can’t go out, that is, the car body touches the sideline of the garage while driving; Added the link of deducting points for using turn signals from the warehouse; Stop from unqualified to stop every time 5 points.

　　4. Curved driving: the project is uniformly set as an S-shaped driving route, which turns left first and then right; When a large car is driving, if the gear is not hung above the second gear (inclusive), 5 points will be deducted.

　　5. Right-angle turn: A penalty link for using turn signals has been added, that is, turn on the turn signals before turning and turn them off after turning; Stop from unqualified to stop every time 5 points.

　　Subject 3:

　　More details are required and more difficult.

　　1. To avoid the risk of blind spots, remember to "look back". In order to avoid missing large blind spots, drivers are required to "look back" before starting, changing lanes, pulling over, overtaking, turning around and other projects. It is understood that the driver can quickly look back at the fan-shaped blind area of about 45 degrees behind the shoulder, which can largely avoid accidents due to blind spots in the line of sight.

　　2. Cancel the prompt tone such as "crosswalk, school". Phonetic test instructions will not be issued through crosswalks, school areas and bus stops, but students still need to brake+slow down+give way when passing through such areas, and those who do not slow down will fail directly. At the same time, in the examination equipment, the obvious suggestive content has also been deleted. For example, the hint of gear, "Please add gear to second gear and third gear", has also been cancelled.

　　3. The new regulations have strict requirements on lighting. Turn on the turn signal in advance when changing lanes. However, if the turn signal is automatically turned off during turning, it will be directly judged as unqualified! Another example is that before starting, turning, changing lanes, overtaking, and stopping by the side, it is unqualified not to use or misuse the turn signal, and turning on the turn signal for less than 3 seconds is also unqualified.

Higher order of the course of three-stage refining and casting

Last year, China started a new journey of "building a first-class undergraduate course, strengthening a first-class major and cultivating first-class talents", which sounded the assembly number for China University to start again. As we all know, specialty is the basic unit of talent training, and curriculum is the core element of talent training. For a time, focusing on the construction of first-class courses, eliminating "water courses" and creating "golden courses" have become the hot spots of China’s higher education reform in breadth and depth, and the hot words of classroom revolution and teaching innovation in colleges and universities.


What is a "golden class"? It is generally believed that the "golden class" has the characteristics of "high order, innovation and challenge" and so on. For a long time, "innovation" and "challenge" seem familiar and easy to grasp. But "high order" is relatively unfamiliar, and to what extent, how to show it and how to determine it? It seems a bit mysterious, irrelevant, and has no grip. Therefore, the author intends to think about "higher order" in order to deepen the understanding of "golden class" and contribute to the creation of "golden class"


Such as Han Xin, broaden the breadth of teaching resources.


Classroom is the distribution center of teaching resources. The knowledge, accomplishment and ability of professional talents are nurtured and generated through the infusion of teaching resources. Teaching resources determine the classroom effect and restrict the level of talent training. So, what kind of teaching resources can guarantee the teaching effect? How to collect, integrate and optimize resources?


In reality, teachers are the general directors, planners and commanders of classroom teaching. It is also the leader in the collection, selection, organization and design of teaching resources. But in fact, students can and actively participate in the collection and development of teaching resources. The participation of students can effectively ensure the richness, integrity and density of teaching resources and provide a solid material foundation for the quality of classroom teaching.


The collection of teaching resources is like Han Xin’s general, the more the better. It is necessary to radiate as far as possible, catch all the nets, and strive to achieve no omissions, no dead ends, and no boundaries. In the past, Chinese majors with a long history attached importance to the construction of teaching materials and encouraged self-made teaching materials in order to pursue rich and informative teaching information. In the process of compiling teaching materials, it is necessary to carefully read and compare relevant knowledge, texts and documents. This process of investigation, search and development of teaching resources is the process of exhaustive search and trawling of course content and teaching information, which undoubtedly contributes to the richness, broadness and vastness of teaching data and provides information support and material guarantee for classroom teaching.


Yang Bojun’s Annotations on the Analects of Confucius is a kind of books with the largest circulation among Confucian classics. In order to ensure the integrity of the content, Yang Bojun had studied every word of The Analects of Confucius and compiled a dictionary of The Analects of Confucius before writing a translation. The purpose is to find out the meaning of every word in the Analects of Confucius as much as possible, so as to be sure of the translation. " Only in this way, the Analects of Confucius was reprinted once and printed again, with a circulation of more than 400 thousand copies.


Such as gold and mining, to explore the depth of teaching content.


Classroom is not the accumulation field of teaching resources information. If the classroom is only a simple list of course contents, a "stacked bed" of teaching information and a "fruit platter" of knowledge structure, it will really degenerate into a "water class". To create a "golden course", we must go beyond the relevant literature, break through the habitual cognitive model, break the traditional knowledge system, and dig deeper; We must have a sense of problems, constantly ask questions, ask questions, set questions and ask questions, boldly question and be brave in innovation.


Taking the appreciation of teaching works as an example, we must overcome the foresight and limitations of our predecessors in vertical and horizontal comparison and combing. When Bi Feiyu, a famous writer, talked about Mo Bosang’s "The Necklace", he dug up the meaning of "other" in the "Necklace" through vanity and fate punishment, through the corruption of capitalist people’s hearts and morality, and transcended a lot of adjectives such as hypocrisy, greed, meanness and decay.


"In Mo Bosang’s The Necklace, the first thing I read is loyalty", and its logical basis is that after the necklace is lost, "there is absolutely no motivation for them to jump out of the contract". Bi Feiyu continued to dig down the writer’s personality problem: "Some writers’ personalities are soft and soft, and some writers’ personalities are hard and cruel." Mo Bosang "hand malicious". "For a woman who was once radiant and full of stars, what could be more unbearable than’ red hands’?"


Bi Feiyu keeps mining like mining, removes impurities like gold panning, uncovers the mysterious veil of the Muse layer by layer, and presents the unparalleled charm of the text.


Such as turning the stone into gold, controlling the teaching height


"There is no fixed method in teaching, but it is important to get the right method". The effect of classroom teaching depends on the art of teachers controlling the classroom. Some people say that a teacher is a music conductor, a political speaker and a program host. An excellent teacher can create an interesting and passionate classroom with confidence, adjust the classroom atmosphere and rhythm with expressions such as joy, profundity, smile and anxiety, and guide students to expand their imagination and association through intonation, pause, inspiration and reminder.


Of course, the "golden class" in colleges and universities should not only stay in the general teaching art and skills, but also consciously climb the height of controlling the classroom.


First of all, the teaching information should be highly focused and concise. When Yang Bojun noted "mistakes are all wasted", he first put forward two theories, that is, mistakes have the meaning of placement and abandonment. Then it is stated that "most people interpret it as abolishing, saying it is’ abolishing those evil people’ (interpreting the word’ Zhu’ as’ Zhong’). This solution is inconsistent with the grammatical rules of ancient Chinese. " Such a confident argument and a high degree of judgment are based on the material support of quantitative statistics and qualitative analysis, and come from the foundation laid by hard work in compiling dictionaries and the accumulated confidence.


Secondly, he has profound thinking and insightful views on the teaching content. In Historical Records, "When we study the relationship between man and nature, we can understand the changes from ancient times to modern times", and in Selected Works, "Things are out of meditation, and righteousness belongs to profundity", and Wang Guowei said, "Being in it makes us angry; Unexpectedly, it is inherently high. " They all expound their profound and unique perception and incisive insights into the universe, society and life in their articles. "The lyricism of novels is very different from that of poetry and prose. The lyricism of the novel has its special rhetoric, but it is not lyrical, and sometimes even the opposite, controlling feelings. " Bi Feiyu said in the novel class that in the face of emotion, novels should not be "expressed" but only "conveyed". Let readers "understand", and this "understanding" is the key. What is reflected here is that the human feelings are sophisticated and the world is clear, and it reflects a little knowledge and a strategic view.


In addition, forward-looking thinking on teaching objectives. In the era of information-intensive and knowledge-exploding globalization, teachers must study the teaching content assiduously, update new knowledge in time, catch new information keenly and solve new problems quickly. We must stand on the academic front to explore the potential truth and beauty of knowledge itself, grasp the key points, difficulties and key points, stimulate students’ desire for knowledge and ignite their academic ideals. For example, when teaching the history of China literature, we should guide students to understand that the writing paradigm of China literature history has undergone three transformations: style-oriented, author-oriented and text-centered. At the same time, we should also understand the questioning and innovative characteristics of The History of China Literature in Cambridge, regard text, literature and culture as an organic whole, and pay full attention to the interaction between institutional culture and spiritual culture and their ideas on literary creation.


The "high-order" of "gold class" is cast by the fusion of breadth, depth and height. Breadth is the foundation of depth, depth is the sublimation of breadth, and height is the crystallization of depth. Height is the ability to turn iron into gold, the wisdom to turn decay into magic, and the rain and dew that one soul awakens another. The "high-order" of "Golden Class" leads the class to change from listening, listening and wanting to listen to loving, thinking and thinking, and sublimate to questioning, criticizing and transcending, actively discovering, constructing and even creating meaning.


(The author is a professor at the College of Literature, Yangzhou University)

China Education News, May 20, 2019, 6th edition.　

Putin and Bush’s ＂friendship＂ is no match for interests.

Special topic: picture channel

　　





　　On December 17, 2007, Putin said that he would become prime minister if Medvedev was elected president. On December 17, Russian President Vladimir Putin attended a cabinet meeting in the capital Moscow. On the same day, Putin said at the United Russia Party Congress that if Medvedev is elected president, he is ready to become the prime minister of the government. Xinhua News Agency/AFP　


　　Putin’s "Soul"


　　"I think,United States of AmericaThe president is a decent man. He is also a friend. He is criticized in all aspects, but he is a good man and a person to deal with. "


　　　　-Putin


　　　　Now, Americans are finally beginning to determine that what Bush saw was not Putin’s "soul".


　　　　Since the beginning of Putin’s second term, especially since the sharp speech against the United States at the Munich Security Conference in February this year, the tough confrontation on American foreign policy is far from what Bush expected.


　　　　At the Munich security conference in February, Putin’s anti-American sentiment exploded. For 32 minutes! He bombarded the unilateralism and "excessive use of force" of the United States, and shouted at the American delegation sitting in the first row, "Who would like this?"


　　　　While slamming the United States, Putin did not hesitate to praise Bush. He said that although the two of them have different views in many aspects, Bush is a good person. "I think that the President of the United States is a decent man. He is also a friend. He was criticized in all aspects, but he is a good man and a person to deal with. "


　　　　If the Munich security conference at the beginning of the year was still Putin’s "one-man show", then the G-8 summit held in Heiligendamm, Germany in June can be called Putin and Bush’s "two-person turn".


　　　　Before the meeting, the two angry leaders began to threaten each other. Bush went to Prague and personally peddled the anti-missile system plan. Putin responded that if the United States establishes a missile defense system in Eastern Europe, Russia will aim the nuclear bomb at Europe. Then, Bush questioned the development of democracy in Russia, saying that Russia’s reform has been "off track". In this regard, Putin replied: "You asked me if I was a’ pure Democrat’? Of course it is. Absolutely. The problem is that I am too lonely. After the death of Mahatma Gandhi, there is no one to talk to. "


　　　　For Bush, this trip to Heiligendamm was not pleasant. Before the visit, Bush made a full draft, trying to persuade Russia not to worry too much about the deployment of the anti-missile system by the United States in Eastern Europe.


　　　　Unexpectedly, Putin took a 180-degree turn when they met, and unexpectedly put forward a brand-new proposal: if the United States transfers the missile defense system originally planned to be deployed in the Czech Republic and Poland to Azerbaijan, Russia will not oppose it, nor will it seek to aim the missile at Europe.


　　　　For a while, Bush really didn’t know what to say about Putin’s suggestion except "interesting".


　　　　"I have to admit that Putin has made a point in diplomacy," commented an article in Washington post. "The replacement plan of the missile base may be a bad idea, but at least the dispute has been put on hold for the time being, avoiding the stranding of the G-8 summit, which is also considered to be boundless."　

More than 200 riders who have been selected as ＂good walkers＂ for six consecutive years have been commended.

　 　 　 　China Economic News Network (Reporter Li Xiaohong)In recent years, with the continuous growth of flexible employment groups, as "city ferrymen" who maintain people’s convenient life, flash couriers and courier brothers have frequently reported cases of participating in unexpected rescue. With large scale and strong mobility, riders often appear in the first scene of all kinds of emergencies, and have become a social love and rescue force that cannot be ignored.

　 　 　 　As a representative platform of the instant delivery industry in the same city, flash delivery has long advocated the service concept of "delivering with kindness" among riders. In order to encourage flash drivers to do good deeds and be good people, from 2019, flash delivery will start the selection of "good walkers", and 10-mdash will be selected every quarter; 20 riders who do mortal charity. At present, more than 200 riders have been commended.

　 　 　 　Zhang Ben, a Beijing flash worker who was once rated as "Top Ten Most Beautiful Ambulancemen in 2022", is one of them. On August 11, 2022, Zhang Ben met a passer-by who fell to the ground in a coma during the delivery. He participated in the Red Cross first aid training organized by the flash delivery organization and passed the examination. He used the first aid knowledge he learned to win life time for the injured. There are still many people like him in the team of flash drivers: Jin Shifu rescues comatose car owners, Master Gao rescues pregnant women who have fallen, and Master Wan uses first aid knowledge to help the injured regain consciousness … … Many knights incarnate as "mobile ambulance stations" on the highway. These ordinary kindness have not been ignored. They are timely rain for those in distress, and they are even more "good walkers" who flash the official certification.

Picture 13

　 　 　 　Recently, the list of "good walkers" in the second quarter of 2024 was officially released. Master Wan from Beijing, Master Liang from Liuzhou in Guangxi, Master Ye from Ganzhou in Jiangxi, Master Gao from Yuncheng in Shanxi, Master Meng from Wuxi in Jiangsu, Master Yu from Ningbo in Zhejiang, Master He from Beijing, Master Ye from Qingyuan in Guangdong, Master Yang from Ningbo in Zhejiang and Master Yang from Haikou in Hainan won this honor. The spirit of helping others and doing good deeds are forming a powerful force, affecting more and more riders.

　 　 　 　In order to encourage more people to join the ranks of transmitting goodwill, since the first quarter of 2024, Flash Delivery has expanded the selection scope of "good doers". In addition to 10 "national good doers", 10 "urban good doers" are selected every quarter, which also transmits the power of kindness in the ordinary.

　 　 　 　In addition, Flash has set up a special care and protection team for riders, striving to build a symbiotic and win-win ecology with riders. In addition to the selection of "good walkers", "Rider Promotion Plan", "College Entrance Examination Assistance Plan" and "Knight’s Home" … … "Kindness and altruism" is not only the cultural spirit that has been promoted to riders for a long time, but also the humanistic care that the platform practices and promotes with actions.

　 　 　 　In the future, Flash will launch more rider care service initiatives and love reward mechanisms, and continue to empower the "mortal charity" of the flash workers.