WTO。 (Source: Reuters)

　　Overseas Network, November 19th In July this year, Japan announced that it would restrict the export of three materials mainly used in semiconductor and other industries to South Korea, and in August, it removed South Korea from the "white list" where it can enjoy trade convenience. South Korea also immediately "blacked out" Japan and filed a complaint with the WTO against Japan’s control over the export of some materials to South Korea. On 19th, Japan and South Korea held the second round of bilateral consultations in Switzerland based on the dispute settlement procedures stipulated by the World Trade Organization (WTO), but the results were not satisfactory.

　　According to a report by Japan Broadcasting Association (NHK) on the 19th, according to the relevant regulations of the WTO, as the first step of trade litigation, the parties to the dispute need to hold bilateral consultations. To this end, Japan and South Korea held the first bilateral consultation in October, but failed to reach an agreement.

　　During this consultation, the representatives of the two sides were Junichiro Kuroda, Minister of Trade and Industry of Japan, and Ding Haiguan, Cooperation Officer of New Trade Order of Korea Ministry of Industry, Trade and Resources. The talks lasted about six hours. The two sides still adhere to their previous positions. The Japanese side said that its purpose was "to better manage goods that may be used for military purposes", while the South Korean side retorted that the move violated WTO principles and demanded that the Japanese side cancel it.

　　At the subsequent press conference, Haruhiro Kuroda continued to reiterate the previous position of the Japanese government, while South Korean representative Ding Haiguan criticized Japan’s measures as "discriminatory trade restrictions", and the two sides still refused to give way to each other. Ding Haiguan also said, "The possibility of a third bilateral consultation is not high. According to the results of the consultation, including the establishment of the small Committee, future countermeasures will be discussed, which is expected to include filing a lawsuit with the WTO.

　　After the meeting, Junichiro Kuroda said that the two sides had a deeper understanding of the factual relationship and each other through this consultation, but the existing opinions of both sides have not changed, and the future direction of promotion will be decided by the ROK.

　　On the other hand, neither Japan nor South Korea mentioned the Japan-South Korea military intelligence protection agreement that will expire on the 23rd. According to the provisions of the WTO, if the agreement between the countries concerned cannot be resolved within 60 days from the request for agreement, they can request a small Committee equivalent to the WTO court to try it.

　　Japanese media pointed out that since the two sides did not reach a consensus in the consultations, it is expected that the ROK will apply to the WTO Dispute Settlement Body for the establishment of an expert group. It is expected that the corresponding Subcommittee of the WTO will begin to hear this lawsuit. The South Korean side will hold consultations on seeking the trial of the WTO court, and whether to prosecute will become the focus.

　　According to Yonhap News Agency’s previous report, Ding Haiguan also said recently that if the Japanese side continues to passively cope with the negotiations and fails to see the possibility of progress, it will actively consider the application. If it decides to apply for the establishment of a team, it will confirm the application time in a timely and rapid manner.

　　Recently, affected by trade friction, the relationship between South Korea and Japan was once deadlocked. The South Korean government has repeatedly stated that it will not renew the Korea-Japan Military Intelligence Protection Agreement. According to Korean media reports, the United States expressed dissatisfaction with the South Korean move. South Korean Foreign Minister Kang Jinghe also said that if Japan withdraws its trade restrictions on South Korea, South Korea can "reconsider" the renewal of the Korea-Japan Military Intelligence Protection Agreement.

　　To this end, on October 11 this year, South Korea and Japan held the first round of consultations, but the differences were obvious. At the beginning of November, the leaders of South Korea and Japan held a brief meeting for only 11 minutes, and public opinion generally expected that this move would restart the dialogue between South Korea and Japan. However, at the meeting of the two defense chiefs held on the 17th, Japan and South Korea did not make significant progress on the renewal of the military intelligence agreement. (Janice)

On May 25th, the website of the State-owned Assets Supervision and Administration Commission published the Notice on Matters Related to Central Enterprises Helping Small and Medium-sized Enterprises to Solve Difficulties and Promote Coordinated Development.

Notice on matters related to central enterprises helping small and medium-sized enterprises to solve problems and promote coordinated development

Central enterprises:

In order to implement the decision-making arrangements of the CPC Central Committee and the State Council, support the healthy development of small and medium-sized enterprises, focus on building a good ecology of interdependence, mutual promotion and common development of large, medium and small enterprises, and continuously enhance the development resilience of the national economy and the stability of the industrial chain supply chain, relevant matters are hereby notified as follows:

First, timely and full payment of accounts, to help ease the financial difficulties of SMEs.

Strictly implement the "Regulations on the Protection of Payment for Small and Medium-sized Enterprises", adhere to the principle of "paying in full and paying quickly" for the accounts of small and medium-sized enterprises, and put an end to the malicious default of accounts by abusing market dominance from the aspects of system, mechanism, process and information management and control.

1. Pay the small and medium-sized enterprises in full and on time in strict accordance with the time and method agreed in the contract. For the subsidiaries with temporary cash flow difficulties, the group company or the superior unit should give temporary funds or credit support to ensure timely and full payment of the accounts of SMEs.

2. For small and medium-sized enterprises with long-term cooperation, good reputation, timely performance and real difficulties, under the premise of ensuring the safety of funds, the other party’s written application and strict implementation of internal decision-making procedures, part of the accounts can be paid or prepaid in advance.

3. Strengthen compliance management, clean up the overlord clause, and do not set unreasonable payment terms and time limits. Strictly control the "back-to-back" payment terms, strengthen the upstream payment collection, and pay the SMEs in time after the upstream payment.

4. Strict management of non-cash payment such as bills, and enterprises with abundant cash flow should give priority to using cash to pay the accounts of SMEs. In principle, non-cash payment shall not be used without prior express and written agreement. The term of commercial acceptance bills and supply chain debt certificates issued shall not exceed 6 months in principle.

Second, effectively speed up rent reduction and exemption, and help support small and micro enterprises and individual industrial and commercial households in the service industry to tide over the difficulties.

Conscientiously implement the "Notice on Doing a Good Job in Rent Reduction and Exemption for Small and Micro Enterprises and Individual Industrial and Commercial Households in the Service Industry in 2022" (No.29 [2022] of the State-owned Assets Supervision and Administration Department, hereinafter referred to as Document No.29), adhere to the principle of "free of charge, free of charge and free of charge", and effectively accelerate the implementation of the rent reduction and exemption policy.

5. For small and micro enterprises and individual industrial and commercial households in the service industry that rent the houses of central enterprises, it is necessary to generally reduce the rent for three months in 2022, and strive to complete the reduction and exemption in the first half of the year. If the lease period in 2022 belongs to different lessees, it shall be reduced or exempted in proportion according to the actual lease period of different lessees.

6. For small and micro enterprises and individual industrial and commercial households in the service industry that are listed as high-risk areas of the epidemic in 2022 and rent houses of central enterprises, the rent will be reduced or exempted for three months, and the supplementary reduction and exemption should be completed within two months after the high-risk areas of the epidemic appear in the county-level administrative area.

7. For subletting or subletting the houses of central enterprises, efforts should be continuously intensified to ensure that the rent reduction policy is effectively transmitted to the actual lessees. For subsidiaries with diversified equity, we should actively communicate and coordinate, strive for the understanding and support of small and medium shareholders, and reduce rent as soon as possible after standardizing internal decision-making procedures.

8. If the government where the rental house is located issues a rent reduction policy that is stronger than the requirements of Document No.29, it is necessary to conscientiously implement the territorial policy and ensure that the policy is not discounted. For the houses owned by joint-stock enterprises, we should actively assume the responsibilities of shareholders and negotiate with other shareholders for support. Small and medium-sized enterprises that do not belong to the object of rent reduction and exemption stipulated in Document No.29 apply for rent reduction and exemption, and encourage central enterprises to give necessary assistance within their capabilities based on the principles of mutual benefit, friendly consultation, standardized decision-making and sharing difficulties.

Third, vigorously implement cost reduction and quality improvement to help reduce the operating costs of small and medium-sized enterprises

Give full play to the supporting role of central enterprises, strengthen the guarantee of production factors, actively implement the requirements of reducing costs and improving quality, and provide accurate, efficient and convenient services and adequate, reliable and high-quality supply for small and medium-sized enterprises.

9. Resolutely cooperate with the local government price departments and market supervision departments to clean up the unreasonable price increase in the power transfer link. For those who have clear internal property rights and have the conditions for transformation, the work of "transforming to straightening" will be promoted in an orderly manner. In accordance with the relevant requirements of the state, clean up and standardize urban power supply charges, and further standardize charging items and standards.

10. Implement the relevant relief support measures for poor industries such as catering, retail, tourism, civil aviation, highway, waterway and railway transportation, and actively cooperate with local price departments to do a good job in the phased preferential treatment of electricity consumption for small and micro enterprises and individual industrial and commercial households in poor industries. Small and micro enterprises and individual industrial and commercial households affected by the epidemic that have temporary difficulties in production and operation will be given "non-stop supply of arrears" for water, electricity and gas, allowing them to pay the arrears within six months.

11. Accelerate the integration and application of innovative technologies such as 5G, artificial intelligence, industrial Internet, Internet of Things, big data and blockchain with physical industries, and support the digital transformation of small and medium-sized enterprises. Accelerate the development of 5G and Gigabit broadband networks, improve the quality and level of services, open up the "last mile" of broadband access, and ensure that the average tariff for broadband and private lines for SMEs will drop by 10% in 2022. Increase the incentives for cloud office products such as cloud disk and cloud conference, and reduce the impact of the epidemic on the offline office of SMEs.

12. Innovate service means, provide sunshine services for water, electricity and gas, and speed up the realization of "one network service" such as payment and warranty. Actively build a cloud platform, vigorously promote "cloud procurement", "cloud contract", "cloud settlement" and "cloud logistics", strive to make more information run, save the "foot" cost of SMEs as much as possible, and actively reduce the fees for using the cloud and platform for SMEs that are greatly affected by the epidemic.

13. Provide high-quality basic services such as coal, electricity, oil and gas transportation, do a good job in ensuring the supply and price stability of bulk raw materials, and strictly prohibit illegal acts such as colluding with price increases and driving up prices, and take the lead in maintaining market price order. Give full play to the basic guarantee function of logistics enterprises, coordinate transportation capacity, optimize routes, speed up the creation of smooth, safe and efficient logistics transportation channels, and promote the smooth circulation of logistics.

Fourth, strongly support financing and help alleviate the financing difficulties of SMEs.

Give full play to the advantages of central enterprises’ market resources, use big data, blockchain and other technical means to promote production through finance, realize the sharing of their own high-quality credit and small and medium-sized enterprises in the industrial chain supply chain, and smooth the circulation of upstream and downstream funds.

14. Increase support for consumer loans for commercial trucks, effectively alleviating the pressure of loan repayment for logistics enterprises and individual truck drivers. The financial subsidiaries of the Central Automobile Enterprise should play a leading and exemplary role, and give a six-month extension of the policy support for the commercial truck consumption loans issued before June 30, 2022.

15. Actively play the role of "core" enterprises in the industrial chain, support and cooperate with upstream and downstream SMEs to carry out supply chain financing, and strive to share their own high-quality credit with upstream and downstream SMEs. Small and medium-sized enterprises need to handle financing business with the accounts payable, commercial bills and supply chain debt certificates held by the units in the central enterprise group, etc., and should promptly confirm their rights and prohibit high-interest arbitrage.

16. Actively play the role of the supply chain service platform, empower the credit of upstream and downstream SMEs based on real business data, and help SMEs expand financing channels, obtain low-cost funds and reduce capital occupation. Learn from the experience of supply chain platforms such as E-Finance "E-Loan" and Zhongchu Zhiyun "Freight Loan" to serve small and medium-sized enterprises, and innovate ways to serve small and medium-sized enterprises based on their own.

17. Continue to promote the substitution of letter of guarantee (insurance) for cash deposit, and do not charge unreasonable deposit from small and medium-sized enterprises in a disproportionate way or in disguised form, and do not limit the ways in which small and medium-sized enterprises provide guarantee and return the due deposit in time.

V. Continue to increase innovation support and focus on promoting innovation among large, medium and small enterprises.

Based on building a new development pattern, we will give full play to the leading and leading role of central enterprises in science and technology, support innovative small and medium-sized enterprises to grow into an important birthplace of innovation, carry out in-depth "joint action" for large and medium-sized enterprises to integrate innovation, and promote the integration of innovation in the upper, middle and lower reaches of the industrial chain.

18. Give full play to the role of the central enterprise industrial fund and venture capital fund, base on the main business, attract and drive all kinds of capital to support the innovation and development of small and medium-sized enterprises in the upstream and downstream of the industrial chain supply chain that are in line with the national strategy, have technological advantages and have development potential, jointly promote scientific and technological innovation and break through key core technologies, cultivate strategic emerging industries, and serve the transformation, upgrading and development of industries.

19. Continue to hold the Central Enterprise Bright Star Innovation and Creative Competition for the whole society, strengthen the supply of innovative resource elements and services for the transformation of scientific and technological achievements, carry out innovation management training and entrepreneurship counseling, and promote the transformation of the results of the competition projects.

20. Improve the collaborative innovation system, give full play to the role of scientific research institutes in transforming enterprises, build an open, collaborative and efficient common technology research and development platform, actively participate in the construction of national laboratories, establish a number of high-level innovation consortia, industrial technology innovation alliances and public research and development platforms, create a high-level "double innovation" platform, and increase innovation support for small and medium-sized enterprises.

21. Accelerate the creation of original technology sources, take the initiative to connect with major national strategies, work together with various entities including small and medium-sized enterprises to tackle key problems, and strive to break through the blocking points in the supply chain of the industrial chain. Support the upstream and downstream of the industrial chain supply chain to cultivate a large number of leading enterprises and specialized new "invisible champion" enterprises.

Six, constantly strengthen the leadership, and strive to achieve the coordinated development of large, medium and small enterprises.

Give full play to the leading role of state-owned capital, implement the chain length action plan of modern industrial chain, continue to lay out key links with high-end leading and basic supporting functions in the industrial chain, and make every effort to stabilize, supplement and strengthen the chain, so as to provide more application scenarios and market opportunities for the development of small and medium-sized enterprises.

22. Promote the implementation of various measures to stabilize growth, make continuous efforts, actively expand effective investment, land a number of major projects with clear plans in the Tenth Five-Year Plan as soon as possible, form more physical workload as soon as possible, release order demand for upstream and downstream in advance, and stabilize the expectations of small and medium-sized enterprises.

23. Actively purchase high-quality products and services from small and medium-sized enterprises, improve the management level of supply chain, deepen the accurate matching between supply and demand, standardize the purchase transaction behavior, and do not set unreasonable conditions to restrict and exclude the participation of small and medium-sized enterprises.

24. Focus on the main business, strengthen cooperation with small and medium-sized enterprises with high matching degree, high sense of identity and high synergy, and actively support and promote the coordinated development of small and medium-sized enterprises in the upstream and downstream of the industrial chain through investment cooperation, project cooperation, industrial co-construction and alliance building.

25. Give play to the core role of the industrial chain, give better play to the leading role of central enterprises in smoothing the industrial cycle, market cycle, economic and social cycle in the special critical period, and provide necessary support for the upstream and downstream SMEs affected by the epidemic to resume work and production.

Seven, strengthen organizational security, and strive to promote the implementation of various measures.

All central enterprises should start from the height of doing a good job of "six stabilities", implementing the task of "six guarantees" and giving full play to the strategic supporting role of the state-owned economy, and implement various supporting policies, so that the majority of small and medium-sized enterprises in the upstream and downstream can "see, feel and benefit" and show the responsibility of central enterprises at critical moments.

26. Establish and improve the working mechanism, vigorously strengthen the organization and leadership, improve the requirements of internal assessment and rewards and punishments, and refine the operational procedures in combination with their own reality. In accordance with the requirements of relevant departments and localities to promote the development of small and medium-sized enterprises, actively organize and participate in the activities of SME service month, unblock the channels for accepting the appeals of small and medium-sized enterprises, and better publicize and implement the relevant policies and measures for state-owned central enterprises to serve small and medium-sized enterprises.

27. Due to the implementation of policies to help small and medium-sized enterprises solve problems, such as rent reduction and exemption, which have an impact on the current operating performance, the SASAC will consider it realistically in the assessment of operating performance.

The SASAC will strengthen the supervision and inspection of the implementation of relevant policies. If the policies such as timely payment of accounts of small and medium-sized enterprises, reduction and exemption of rents for small and micro enterprises and individual industrial and commercial households in the service industry are not implemented in place, go through the motions, or verify that the complaints reflect the truth, the SASAC will seriously pursue responsibility and accountability in accordance with relevant regulations.

State owned assets supervision and administration commission

May 19, 2022

What is "sales"?

In a nutshell, it is "selling things". Selling the company’s products is sales, and marketing yourself is also sales. Professionally speaking, it is "matching demand". From the "mission", it is "docking value"!

Sales should not only constantly understand and meet customers’ needs, give them appropriate products and services, but also do a good job in the window between enterprises and society to realize "value provision" and "value innovation".

Many domestic enterprises understand the definition of the sales department too shallowly, and when giving the assessment indicators to the sales department, they simply use the target achievement rate to evaluate the quality of a sales. This is very risky!

The same sales volume, different matching degree with the target customer’s demand, directly determines the difference in its final value.

Some people think that sales is an action and process of selling products, but I will regard "sales" and "business" as a concept more often.

The biggest difference between "Sales" and "Business" is that the former emphasizes more on how to "sell more things", while the latter emphasizes more on "making business bigger with your customers".

How to do business with your customers? "Win-win thinking".

What is the real "win-win thinking"?

Let me tell a very famous story about Alibaba first. Ma Yun encouraged employees at the beginning of his business. "When doing business, ordinary business people always stare at the 5 yuan in the customer’s pocket, hoping to earn that 5 yuan.

Now, what we have to do is not to stare at the 5 yuan in that pocket, but to help customers earn 50 yuan, and when customers earn 50 yuan, they will naturally be willing to take out 5 yuan in their pockets to reward us. "

This story talks about obtaining "win-win" from the perspective of "altruism", but it doesn’t really tell the essence of "win-win thinking".

For example, "Why can you help customers earn 50 yuan?" And "How long will it take to earn 50 yuan? If I can’t earn it in the short term, should I not spend time on this customer? " Indeed, "win-win thinking" is not as simple as its literal meaning seems.

Generally speaking, there are three misunderstandings about win-win situation.

The first misunderstanding is that there are no barriers to win-win.

There are two prerequisites for a win-win situation. First, do you have something that others want? In other words, it is "value". And there is another prerequisite, does the other party have the "value" you want?

So,Win-win is not simply beneficial to both sides, but both sides can get value from it.From another point of view, "win-win" is a way of cooperation based on the fact that both sides have their own values.

The second misunderstanding is that win-win only exists in long-term trading relationships.

When it comes to win-win, do you think it is short-term or long-term? Most people will answer this question: it is long-term. In other words, it is generally recognized that win-win cooperation will not happen in a one-time transaction.

However, have you noticed that many transactions only happen once? For example, when you pass a fruit stall or a coffee shop in a different place, it was because of the local environment that you made a one-time transaction and bought a single fruit or a cup of coffee. But if so, is there no win-win situation?

Actually, it is not. If you regard the win-win boundary as the total value of the current transaction, then it is indeed limited. But if you treat your customer not just as a customer, but as a communication channel, then the way you treat him is very different from the value he will bring you.

So,In win-win thinking, value not only refers to the transaction value, but also includes the potential value brought by the transaction.Therefore, it is not only the scene of multiple transactions that is worth talking about "win-win", but in any sales or trading scene, we need to cooperate with the idea of "win-win".

The third misunderstanding is that win-win only exists in mutually recognized relationships.

In the sales scene, there are too many various partners, some of whom are congenial to you, so the natural cooperation scene is very positive, but some partners are very difficult to engage in, even unreasonable and treacherous, so is it impossible to win together in this case?

In fact,All partners can bring you win-win opportunities, provided that the interaction and co-creation between the two parties bring value to each other, not consumption.

Many growing companies will thank their competitors for their repression. Nietzsche said that whatever can’t kill you will eventually make you stronger. Many customers will also upgrade the process control system of product enterprises through strict quality acceptance standards.

Therefore, the "positive and positive interaction" largely determines how you and your partners interact and continue this cooperation, and the interaction and co-creation between you in the long-term relationship system also largely determines the value innovation ability that your interaction can bring.

At this point, the basic definition of what I think is "win-win thinking" has basically been developed-win-win thinking is a way of thinking that is based on its own value, aims at pursuing long-term value, and promotes value appreciation and fission with the positive cooperative relationship of interaction and co-creation.

Simply put, it is the integration of three meanings:

First, it is based on the value it can provide;

The second is to pursue long-term value as the goal, and the effective way to achieve this goal is "altruistic thought";

Third, it is necessary to establish positive interaction and co-creation with partners, and bring new value added.

We can see from the picture that "self-value" is at the bottom of the pyramid, and it is also the cornerstone to achieve a win-win situation. The long-term value is at the top of the pyramid, which is the commanding height and goal of the future. In the middle is long-term partnership, interaction and co-creation.

How to judge whether a person already has a win-win thinking?

You may wish to refer to this self-evaluation form and give yourself a self-evaluation according to (1 ~ 5 points), which can also let you know more about whether you have or are practicing "win-win thinking".

In this table, every question is worth thinking about. It doesn’t matter whether you are in the front line of business or whether your position is high or low within the company. The most important thing is that by understanding win-win thinking, you can see what has really been done and what is just "an armchair strategist".

If your comprehensive score is less than 10, then maybe your win-win thinking system needs to be improved, and we can discuss it further in the future.

And if your comprehensive score is above 20 points, it means that you already have the logical foundation of "win-win thinking", and we can discuss the subsequent sales landing system together.

"Win-win sales thinking" is also divided into three levels.

The first level, pay attention to "demand".

In other words, the realization of its own value is based on a clear external demand. Therefore, to do a good job in sales, we must understand that "transaction" is based on "demand", and the cognition and excavation of demand is the source of transaction.

The second level concerns "cooperation".

It is not enough to have a transaction. The development of business relationship stems from value creation, and "value creation" inevitably comes from the interaction and cooperation between the two parties. Therefore, to do a good job in sales, we should try our best to develop transactional cooperation into relational cooperation and actively cooperate with customers in value innovation.

The third level, pay attention to "self-progress".

Good sales should learn to examine their own value and operation system from the perspective of "customer first", constantly push enterprises to improve their product innovation and operation efficiency, and constantly force "self-progress" in the increasingly fierce competitive environment, and constantly win the recognition of customers and the market.

It is worth mentioning that the three concerns mentioned above are actually interlocking. We use a flywheel diagram to describe the overall logic of "win-win sales thinking"

The top "transaction" is the first goal that sales need to pay attention to most, and it is also the explicit result of sales. The gear of "transaction" is like the part of "iceberg" floating on the water, which has become a "dominant" state that everyone sees.

However, the "hidden" part is the "hidden" reason for the deep development of the business. In fact, the cooperative relationship brought by the exchange will really drive both parties to a new platform, and the "win-win sales thinking" will drive both parties to jointly invest and create new value, so that this transactional cooperation will become a relational value creation.

The bottom gear represents the promotion of the "self-value" of the enterprise. Enterprises constantly improve their management ability and product innovation around the needs of customers and market competition, so that their own value can be continuously improved and developed in a "win-win environment".

Whenever someone asks me to help him explain the secret of "clinching a sale", I will answer them with these 16-character mantra, that is, to understand, tap, satisfy and create "demand"!

1. Understand "demand": the beginning of all business.

What is the demand? Demand is divided into "needs" and "wants".

To understand the requirements, we should first understand what is the basic content that the other party "needs" and what is the optimized content that the other party "wants" besides the basic functions.

In the hierarchy of needs theory, Maslow divided it into physiological needs, security needs, belonging needs (three basic needs lacking) and respect needs and self-realization needs (two high-level needs growing).

Later, people added high-level needs such as knowledge and aesthetics to the hierarchy. In the East, our ancestors have already combined our senses and needs together, collectively known as "worldly desires"-emotions, worries, sadness and fear, eyes, ears, nose, tongue, body and mind.

People’s understanding and perception of needs will change with the change of time, place and scene. The same is true of the business partners. When the time is right, the scene is right, and the people are right, often the demand can be truly transformed into a transaction.

2. Tap "demand": discover new opportunities and expand business.

Why should we "tap the demand"? Because sometimes, the customer himself may not know exactly what he "wants". In terms of tapping demand, the contrast between good salespeople and poor salespeople is particularly obvious.

When ordinary salespeople see the demand, they can’t wait to provide solutions to meet it as much as possible, while good salespeople will follow suit and dig slowly to find bigger gold mines and more essential problems.

3. Meet the "demand": realize the basic transaction of business.

It doesn’t need much explanation to meet the demand, but if you think it is easy to meet the demand, you are wrong. The products and services sold are prone to various problems in the delivery process, and it is impossible to achieve 100% high-quality delivery.

Because of this, customer service satisfaction is a very important indicator in the business system, and one of the very important indicators is NPS, which is the so-called "net recommendation value".

If we ask our customers to rate our product use and service experience, with 0 being the lowest and 10 being the highest, and 0 ~ 3 being very dissatisfied, 4 ~ 6 being average, 7 ~ 8 being satisfied but not exceeding expectations, and 9 ~ 10 being very satisfied and willing to recommend others, how many points do you think your products and services can be scored?

4. Create "demand": form the outward expansion of flywheel effect.

Why "creating demand" comes after "meeting demand" is actually because "creating demand" itself is based on the cooperative relationship between us and our customers. If the cooperative relationship has not yet begun, then what we can do at best can only be called "mining demand".

When the cooperative relationship begins, we can further understand the actual needs of customers through cooperation, and we can guide each other to realize the potential "new needs" through some heuristic questions. Often, when customers learn about the diversity of enterprise products and services through cooperation, they will be more willing to try solutions outside the original cooperation content.

In addition, through the three flywheels of the above "win-win sales thinking", we can also find that when the existing demand has been fully discovered and met, the subsequent expansion of the flywheel effect will drive the business development, that is, in the second gear, the "transactional" cooperation will be upgraded to "value creation" after the "relational" cooperation.

All business comes from demand. Without demand, there is no business.

Therefore, sales work is actually the matching and value exchange between solutions and requirements. If you can’t really understand this, it is very easy to miss by a mile.

Content source: the teacher contributed. Cheng Xi ‘an, a well-known marketing management expert, is currently the general manager of Novozymes OneHealth in China.

Rotating editor-in-chief| Zhiyong

Editor on duty & editor in charge| Kaneki Ken

This article comes from WeChat official account’s "Noteman" on WeChat (ID: Noteman), and is written by Cheng Xi ‘an and published by 36Kr with authorization.

　　CCTV News:At 8 o’clock every day, CCTV will sort out the big and small things that happened around us within 24 hours.

　　[Focus]

　　● The Ministry of Education issued an early warning: to further standardize and strengthen the management of school fees during the epidemic prevention and control.

　　● National Immigration Bureau: Foreigners in China are liable for refusing quarantine.

　　● The Ministry of Agriculture and Rural Affairs is rectifying illegal fishing in the waters of the Yangtze River estuary in spring.

　　● the National People’s Congress Standing Committee (NPCSC) Law Committee: investigate and deal with the behavior of refusing to recruit workers in areas with serious epidemic situation according to law.

　　●297 cities opened an online application platform for unemployment insurance benefits.

　　[Overseas epidemic situation]

　　● Three crew members of the US medical ship Comfort have been Covid-19-positive.

　　● There are 7,447 confirmed cases in COVID-19, including 239 deaths.

　　● There were 500,399 confirmed cases and 18,637 deaths in COVID-19, USA.

　　● There are 45 new confirmed cases of COVID-19 in Thailand, with a total of 2,518 confirmed cases.

　　● The death toll in COVID-19 in the United States exceeds 2,000 in a single day.

　　● On the 10th, the Netherlands, Belgium and Luxemburg reported 23,097 confirmed cases, 26,667 cases and 3,223 cases in COVID-19 respectively.

　　[Expo]

　　● IOC President Bach canceled his visit to Japan in May.

　　● US President Trump confirmed on the 10th that he plans to set up a committee composed of medical experts and business leaders to guide the government to restart the US economy in addition to the existing White House working group on COVID-19 epidemic.

　　● After the ●G20 energy ministers’ meeting, the United States did not make a substantial commitment to reduce energy production.

　　● Mexico indicated that it will jointly complete the daily average crude oil production reduction quota of 350,000 barrels with the United States.

　　● The organizing committee of the International Champions Cup announced in official website on the 11th that the 2020 International Champions Cup will be cancelled.

　　[hundred States]

　　● For the first time, the number of severe cases in Hubei dropped below 100.

　　● Yantai police set up a special class to investigate the case of "executives accused of sexually assaulting adopted daughters".

　　● Wuhan identified 53 nucleic acid testing institutions.

　　● Zhang Dingyu, Dean of Jinyintan Hospital, is proposed to be the deputy director of the Provincial Health and Health Commission.

　　● The annual settlement of comprehensive income of individual tax is started, and the mobile APP and webpage can be processed.

　　● A criminal group of evil forces in Weishan, Yunnan was pronounced in the first instance.

　　Visual sense

　　In order to prevent the further spread of the COVID-19 epidemic, South Africa has implemented a nationwide "city closure" measure since March 26th. This is an empty street shot in Johannesburg, South Africa.

　　● The data line processing and poverty alleviation workshop of Vilaba Zhuhai community in Daxing Town, Lushui City, Nujiang Lisu Autonomous Prefecture, Yunnan Province, actively resumed work and production while doing a good job in epidemic prevention and control, so that local people can achieve employment at their doorstep.

　　[sound]

　　● "In recent days, there have been cluster cases in some provinces, suggesting that personal protection should always be done, and it is not necessary to gather together. All localities must further strengthen monitoring, find cases as early as possible, and do a good job in prevention and control of key places, key units and key populations to minimize the risk of epidemic. "

　　— — Mi Feng, spokesperson of the National Health and Wellness Commission and deputy director of the Propaganda Department, reported the epidemic situation.

　　● "With regard to the" difficulty in getting started "for employees in service industries such as express delivery, maintenance and housekeeping, areas that still maintain the first-level response to major public health emergencies should coordinate the needs of returning to work and production and the needs of residents, and gradually adjust community prevention and control strategies in a timely manner. Other areas, especially low-risk areas or communities without cases, should focus on verifying the health codes of employees in related service industries, and allow relevant personnel and vehicles to enter the community after doing a good job in entry and exit registration and body temperature monitoring. "

　　— — Chen Yueliang, Director of the Department of Grass-roots Political Power Construction and Community Governance of the Ministry of Civil Affairs

　　Editor: Wang Ruxi

　　In the middle of the South China Sea, the deep blue water reflects the bright yellow steel frame structure, "Deep Sea No.1" — — This steel giant, which continuously transports natural gas, shines in the sun.

　　On January 14th, 2021, CNOOC China announced the world’s first 100,000-ton deepwater semi-submersible production and storage platform — — "Deep Sea No.1" energy station was delivered and set sail in Yantai, Shandong Province, and officially put into operation in Lingshui, Hainan on June 25th of the same year, which was used to develop China’s first 1,500m deep-water self-operated gas field — — Lingshui 17-2 gas field marks a new stage of offshore oil and gas exploration and development in China.

　　The great power weapon "Deep Sea No.1", which is condensed by several generations of China CNOOC relay research, has turned the legend into reality. Countless CNOOC people in China braved difficulties, courageously competed for the first place and set a precedent, knocking on the door of the ultra-deep sea energy treasure. Every day, 10 million cubic meters of natural gas is continuously mined from the seabed 1,500 meters, and finally reaches thousands of households, turning into smoke.

　　Advancing into the deep sea creates not only a new depth of China, but also a new future for Chinese.

　　Ingeniously forging CNOOC exploration into "ultra-deep water era"

　　The sea area with a water depth of more than 1,500 meters is generally defined as "ultra-deep water" in the world, and most of the oil and gas distributed here are in a state of "visible and unreachable", because the quantitative change of water depth brings about the qualitative change of development difficulty.

　　How easy is it to advance into the deep sea?

　　Below sea level, for every 10m increase in water depth, the underwater equipment will bear an extra atmospheric pressure; When the water depth exceeds 1000 meters, the seawater temperature also drops from the average temperature of more than 10 degrees Celsius to about 5 degrees Celsius, which has an impact on the state of oil and gas. When reaching the seabed, the huge and soft sand ridges will make it difficult for production equipment to land stably, not to mention the common internal waves and typhoon weather in the South China Sea.

　　In 2014, the "Deep Sea No.1" gas field located in Qiongdongnan Basin was discovered. Its proven natural gas reserves exceeded 100 billion cubic meters, the maximum water depth exceeded 1,500 meters, and the maximum well depth exceeded 4,000 meters. It is an offshore ultra-deep water gas field with the deepest average water depth and the most difficult exploration and development in China. The development of deepwater oil and gas fields is a world-class problem, especially for China, where offshore oil started late.

　　The builders of China CNOOC will face not only great challenges from the ocean itself, but also technical challenges. The construction of offshore energy station is not only lack of precedent and short construction period, but also must be designed and built according to high quality standards such as "no docking for 30 years". Only the lower hull is composed of 240,000 parts, which is extremely difficult to design and build. You Xuegang, general manager of China CNOOC’s "Deep Sea No.1" gas field development project, said, "Although China’s shallow water oil exploitation capacity has reached the world advanced level, deep water oil and gas field development ‘ No technology, no resources and no experience ’ The situation in the early stage of gas field development is constant. "

　　In the face of difficulties, the development and production team of "Deep Sea No.1" led thousands of construction workers, overcame many difficulties, worked day and night, and completed the hull construction, the upper block construction and the "Dahelong" of two blocks with high quality. By the end of 2020, it took China CNOOC only one and a half years to build the platform, setting a record of 18 months ahead of the construction period of similar platforms in the world.

　　Located in the southeast of Qiong, it is proudly a big MAC. Behind the successful production of "Deep Sea No.1", the wisdom and creation of several generations of offshore oil industry builders have been condensed for years. Thanks to the "deep water fleet" that runs through the entire industrial chain, China’s offshore oil exploration and development capacity has completed a historic leap from 300 meters to 1,500 meters, and officially entered the "ultra-deep water era".

　　On February 6, 2021, the "Deep Sea No.1" energy station successfully arrived in the Lingshui sea area in the southeast of Hainan Island (Photo courtesy of China CNOOC).

　　Pioneering and innovating to achieve a number of key core technologies

　　“‘ Deep Sea No.1 ’ The energy station is huge in size, with a total weight of more than 50,000 tons. The maximum projected area is equivalent to the size of two standard football fields, with a total height of 120 meters, equivalent to 40 stories, and a maximum displacement of 110,000 tons, equivalent to three medium-sized aircraft carriers. The total length of its hull engineering weld is as high as 600,000 meters, which can surround Beijing Sixth Ring Road for 3 times. The length of the cable used is over 800 kilometers, which can surround Hainan Island for one week. " You Xuegang said.

　　How to make such a behemoth stand on the sea? How to fix the platform firmly on the sea? The development and production team of "Deep Sea No.1" gas field of China CNOOC pioneered and innovated, and came up with a wonderful solution: using 16 anchor chains for fixing the platform, which are made of high-end polyester fiber materials. One end of the anchor chains is tied to the four corners of the "Deep Sea No.1" platform, and the other end is tied to the seabed. The breaking force of each rope exceeds 2,000 tons, which can make the platform resist a typhoon of magnitude 16 and realize that it will not dock for 30 years. This is a technological breakthrough to break the international monopoly, and also reflects the rapid development of China’s offshore oil and gas equipment manufacturing capacity.

　　"Deep Sea No.1" is an atmospheric field that produces both gas and oil. The mixture of oil, gas, water, etc. buried in the deep stratum will enter "Deep Sea No.1" through underwater production equipment such as underwater manifold, jumper pipe and submarine pipeline. After a series of treatment by the equipment, the gas will find the gas pipeline, while the oil will go to another path.

　　"Deep Sea No.1" pioneered the column oil storage technology. With the help of the concept of "thermos tank", 5,000 cubic meters of condensate tanks were set in the four floating columns of the platform, and tailor-made "protective armor" was installed for the oil tanks, which not only solved the condensate storage problem, but also avoided the risk of oil body collision and leakage, and saved about 800 million yuan in cost. This enabled "Deep Sea No.1" to realize the integrated functions of condensate oil production, storage and export, and became the first 100,000-ton deepwater semi-submersible production and storage platform in the world.

　　There are many technological innovations like this. The builders of China CNOOC cracked the code of the deep-water treasure in the stormy waves. Deep Sea No.1 achieved three world-class innovations in the whole process of design, research and development and construction, and used 13 domestic pioneering technologies to overcome more than 10 industrial problems. It is a masterpiece in the field of marine engineering construction in China.

　　The world’s first vertical column oil storage technology (Photo courtesy of CNOOC China)

　　Concentrate on more than 5,000 builders to build a "deep sea weapon" with youth.

　　In the past year, the appearance of "Deep Sea One" surprised the world. Behind its successful production, more than 5,000 builders have been fighting silently for 7 years. In order to realize the simple wish of "using our own equipment and developing our own energy", let the builders of "Deep Sea No.1" bravely stand on the tide again and again, break through the endless deep sea, and prove to the world that even if it is as far-reaching as the sea, it can’t stop Chinese from arriving.

　　In order to ensure continuous gas production, offshore platforms are open all year round, and machinery and equipment operate 24 hours a day. At sea, each post will be reversed by two people, and a sea shift will work continuously for 28 days. Most of the time, life at sea is monotonous and repetitive. For offshore oil workers who are on duty on the front line, it is daily to grow up without their children and not be able to accompany their relatives on holidays.

　　Plum blossom fragrance comes from bitter cold. In June this year, the cumulative production of natural gas in the "Deep Sea No.1" ultra-deep water gas field exceeded 2 billion cubic meters, which is equivalent to solving the annual gas consumption of more than 5 million households, and has become an important support for the energy supply of Guangdong-Hong Kong-Macao Greater Bay Area and Hainan Free Trade Ports.

　　The construction, delivery and final commissioning of "Deep Sea No.1" have epoch-making milestone significance for China’s offshore oil industry. It not only marks a major breakthrough in China’s deep-water oil and gas field development capacity and the construction level of deep-water offshore engineering equipment, but also has great significance for improving China’s marine resources development capacity, ensuring national energy security and supporting the strategy of becoming a maritime power.

　　In the future, relying on "Deep-sea No.1", China will strive to intensify deep-water exploration and drive the development of new deep-water gas fields around it. It is estimated that by 2025, a trillion-dollar atmospheric zone in the South China Sea will be built to further enhance China’s clean energy supply capacity.

　　Builders and "Deep Sea No.1" (Photo courtesy of CNOOC China)

　　China depth, central enterprise structure. Advancing into the deep sea and serving the country with energy is the "peak" that CNOOC people in China have never given up climbing. When the lights are on, watching has a real meaning.

The mainstay of the steady recovery of the world economy
—— Written on the occasion of the release of national economic data in 2017 (part two)

In February 2017, with a train from Kazakhstan loaded with 720 tons of wheat arriving at the logistics transit base of China-Kazakhstan (Lianyungang) as scheduled, the safe passage of grain transit between China and Kazakhstan was officially opened. Xinhua News Agency reporter Han Yuqing photo

On January 12th, CES International Consumer Electronics Show, known as the industry vane, ended in Las Vegas, USA. There are more than 1,500 exhibitors from China, represented by Huawei, Tencent, Ali and Baidu, accounting for more than one third of all exhibitors. Some foreign media dubbed the CES show "China Electronics Show".

Although I am joking, there is no doubt that China’s new formats and models such as e-commerce, mobile payment and sharing economy are leading the global trend, and innovations in the field of artificial intelligence are also emerging one after another. China enterprises have shown their "spirit" on the international stage.

Moreover, the sustained and stable performance of China’s economy over the years has become the key force for the world economy to get out of the trough and bid farewell to "wandering at the bottom". According to an article in The Wall Street Journal, without the strong economic growth of China, the global GDP will increase by one third in the past five years.

Today, in the 40th year of reform and opening up, China’s economy has become the mainstay of the steady recovery of the world economy. China’s economy is profoundly affecting the world.

Provide kinetic energy to drive upgrading and lead innovation-the main engine for promoting world economic growth.

Entering the new era, China’s economy has become the main power source and stabilizer of world economic growth with high value, good temperament, full vitality and high quality.

In 2017, China’s economy performed brilliantly: the economic growth rate was outstanding, the industrial structure continued to be optimized, the employment target was overfulfilled, residents’ income grew steadily, and consumer confidence continued to improve.

Excellent performance has led many international organizations and institutions such as the United Nations, the World Bank, JPMorgan Chase and HSBC to raise their forecasts for China’s economic growth, and the International Monetary Fund has even raised its forecasts four times a year.

What does the upward adjustment of China’s economic growth forecast mean to the world economy?

American economist Stephen Roach said that even if China’s economic growth slows down slightly, China is still the main engine of world economic growth; Without China’s strong growth momentum, the world economy will be in serious trouble.

-Healthy and stable economic development provides impetus for the world economy. 6.9%, 6.9% and 6.8%, which are the economic growth rates of China in the first three quarters of 2017. The economic growth rate of China has remained in the operating range of 6.7% to 6.9% for nine consecutive quarters. In the past five years, China’s economy has grown at an average annual rate of 7.1%, which is much higher than the average growth level of 2.5% in the world and 4% in developing economies in the same period, and it ranks among the top in the world’s major economies. During the same period, China’s annual contribution rate to world economic growth exceeded 30%, exceeding the sum of the contribution rates of the United States, Europe and Japan, and became the main power source and stabilizer of world economic growth. As the largest developing country and the second largest economy in the world, China’s economy has provided the core kinetic energy for the growth of the world economy through its own medium and high-speed development.

-Rapidly improving innovation capability and enhancing new kinetic energy of economic development. In recent years, there has been a "blowout" phenomenon in China’s scientific and technological achievements, and a number of major scientific and technological innovations with international influence have been achieved in basic and frontier fields, and some fields have achieved a leap from "following" to "running together" and "leading". Major scientific and technological achievements such as Tiangong, Jiaolong, Tianyan, Mozi, and domestic large aircraft have come out one after another, and civil drones, industrial robots, and new energy vehicles have developed rapidly. According to the 2017 Global Innovation Index Report released by the World Intellectual Property Organization, China ranks 22nd in the world’s most innovative economy, up three places from the previous year, and once again becomes the leader of middle-income economies. Francis Gurry, Director-General of the World Intellectual Property Organization, said that "China is gradually becoming a global leader in innovation and brand". The enhancement of China’s innovation ability, on the one hand, provides other emerging economies and developing countries with more opportunities for international division of labor and development space; On the other hand, it has also promoted the upgrading of the global industrial chain and injected vitality into the development of the world economy.

-The huge market shows unprecedented expansion and attraction. China has the most populous middle-income group in the world, and traditional consumption and new consumption are increasing at the same time. Nielsen, a global market research company, released a report saying that China’s consumer confidence index reached 114 points in the third quarter of 2017, which has achieved growth for four consecutive quarters, setting a new high since the end of 2013. In "double 11" in 2017, the transaction volume of China reached 253.97 billion yuan, almost five times the sum of online sales of Thanksgiving Day and Black Friday in the United States. At the same time, the total overseas consumption of Chinese mainland’s outbound tourism has maintained double-digit growth for 10 consecutive years. China’s market size and gradually revealed consumption potential have great attraction to the whole world.

Steadily "bring in" and rationally "go out"-a leader in opening up the global economy.

In 2017, when economic globalization was confronted with a strong "headwind", the door to China’s opening was not closed, but opened wider and wider. China has made active use of "two markets and two resources", insisted on paying equal attention to "going out" and "bringing in", and become a leader in promoting global economic opening.

In 2017, China focused on the construction of the "Belt and Road", followed the principle of joint venture, joint construction and sharing, accelerated the promotion of foreign investment cooperation, achieved mutual benefit and win-win, and made great contributions to promoting global economic and trade development.

-The construction of the "Belt and Road" has progressed steadily. In the first 11 months of 2017, China enterprises signed 6,201 new contracts for foreign contracted projects in 61 countries along the Belt and Road Initiative, with a new contract value of US$ 113.52 billion, and a number of major projects made substantial progress. China helps countries along the "Belt and Road" to develop infrastructure and transfer related industries to the latter, which will help relevant economies to upgrade their industrialization level and realize the inclusive development of the world economy. The Financial Times wrote that China is committed to connecting the world with the Belt and Road Initiative, which is "unprecedented in human history".

-Foreign investment has become more rational, and project contracting has been transformed and upgraded. In the first three quarters of last year, China’s foreign non-financial direct investment was 78 billion US dollars, and investment mergers and acquisitions in chemical, electric power, manufacturing, energy and other fields increased, and foreign investment in the real economy and emerging industries achieved good results; There are no new projects for foreign investment in real estate, sports and entertainment, and irrational foreign investment has been effectively curbed. In the same period, the newly signed contracts for foreign contracted projects in China amounted to US$ 168.2 billion, a year-on-year increase of 13.8%; The turnover reached US$ 102.45 billion, a year-on-year increase of 2.3%. Relevant enterprises actively promote the integrated mode of investment, construction and operation in the advantageous fields of electric power, chemical industry, railways, infrastructure, processing and manufacturing, and some projects all use China technical standards.

-The development of foreign trade benefits the whole world. In line with the trend of economic globalization, China has actively carried out economic and trade cooperation with all countries in the world on the basis of equality and mutual benefit, forming a pattern of interests blending among you and me. China insists on paying equal attention to both imports and exports, and actively expands imports while stabilizing the export market. It has become one of the largest import markets in the world, accounting for about one tenth of the global share. This year, China will hold the first International Import Expo. "Made in China" has enhanced the welfare of global consumers, and "China market" has promoted the economic development of all countries in the world.

-International capacity cooperation has progressed steadily. At present, China enterprises are building 99 overseas economic and trade cooperation zones in 44 countries and regions, with a cumulative investment of more than 30 billion US dollars and nearly 4,000 enterprises entering the zones; The taxes and fees paid to the host country amounted to nearly 3 billion US dollars, which created nearly 250,000 local jobs and effectively promoted the industrial development of the host country. The investment agglomeration effect and industrial radiation effect of overseas economic and trade cooperation zones have been further enhanced, becoming an important carrier and platform for international capacity cooperation.

At present, the prospect of world economic recovery continues to improve, and China’s economic development is improving for a long time. With the deepening of the mutually beneficial and win-win opening-up strategy, China’s investment cooperation with other countries will continue to develop in depth, and China’s foreign investment and trade cooperation will maintain a steady and healthy development momentum.

Facing challenges, promoting reform and emphasizing inclusiveness.-An advocate of building a community of human destiny.

A book, The Supreme Leader’s Talks on Governing the Country, is published in more than 20 languages in more than 160 countries and regions around the world, providing the best reading for the international community to enhance its understanding of contemporary China and the Communist Party of China (CPC). Martin Albrau, a famous British sociologist, said, "This book represents a whole set of ideological systems that can be used to establish lasting order."

This is the best time, with the continuous accumulation of material wealth and the rapid progress of science and technology; This is also the worst time, with global challenges such as terrorism and refugee tide coming one after another, and problems such as poverty, unemployment and widening income gap are plaguing the world. How can the world economy get rid of troubles and haze? Some voices attribute the problem to economic globalization, and populism and protectionism are rampant in many countries.

Old problems persist and new situations emerge one after another. How to recognize and solve them?

"Simply blaming the problems that plague the world on economic globalization is neither in line with the facts nor helpful to solve the problems." "Economic globalization has provided a strong impetus for world economic growth, promoted the flow of goods and capital, the progress of science and technology and civilization, and people-to-people exchanges." … On January 17, 2017, in Davos, Switzerland, Chairman Supreme Leader delivered a keynote speech at the opening ceremony of the 2017 annual meeting of the World Economic Forum, comprehensively expounding the essence and laws of economic globalization and getting out of the way for the world economy. China’s leaders’ dialectical global vision and China’s wisdom of knowing and doing together penetrate the undercurrent and fog and reach the hearts of the people.

"Development is the top priority and applies to all countries in the world. All countries should help each other in the same boat, not beggar their neighbors. "Economic globalization is a historical trend, which has contributed to great prosperity of trade, great convenience of investment, great mobility of people and great development of technology." On January 18, 2017, Chairman Supreme Leader delivered a keynote speech entitled "Building a Community of Human Destiny Together" at the UN headquarters in Geneva, which profoundly, comprehensively and systematically expounded the concept of a community of human destiny, explained China’s plan, and injected into promoting economic globalization.

"The concept of’ building a community of human destiny’ reveals the fact that all countries in the world are interdependent, and encourages all countries to achieve win-win results through strengthening cooperation, which conforms to the purposes and principles of the UN Charter and is crucial for the UN to promote the sustainable development goals of all countries in the world." Philip Chavos, chairman of the 55th session of the United Nations Commission for Social Development, said.

China’s thoughts on economic globalization and his efforts to improve the global economic governance system have attracted worldwide attention and been highly recognized. In the past year, from the 2017 annual meeting of the Davos World Economic Forum in January to the Beijing "Belt and Road" international cooperation summit forum in May; From the G-20 Hamburg Summit in July to the meeting of BRICS leaders in Xiamen in September, China leaders have always taken a clear-cut attitude, promoted the rebalancing of economic globalization and won the respect and recognition of the world.

Hajri Turk, an American scholar, said that the world is witnessing the failure of the western liberal economic order. Now many countries look to the east, and China has a set of plans to promote the development and progress of all parties.

China’s efforts do not stop there. Years of exploration and accumulation are gradually turning into positive energy to improve global economic governance.

In order to promote economic globalization to be more inclusive and balanced, it has become a global consensus to reform the original internationalization platform. "In 2010, the IMF’s share reform plan has come into effect, and this momentum should be maintained." In the process of actively promoting the reform of existing international financial institutions and maintaining and providing the right to speak and representation of China and emerging market countries in the global economic and financial system, China has always been consistent.

Propose the establishment of an Asian infrastructure investment bank, jointly establish a BRICS New Development Bank with BRICS countries, and invest in the establishment of the Silk Road Fund … In the process of providing public goods for the construction of an open world economy, China keeps moving forward.

Actively safeguard the status of the World Trade Organization as the main channel of the multilateral system of world trade, and seek to negotiate and sign bilateral or regional trade agreements with relevant trading partners … In the process of promoting trade and investment facilitation, China has never stopped.

In the process of improving global economic governance, China’s unique demeanor is equally eye-catching.

"No matter how developed China is, it will never seek hegemony or expand." "China adheres to the concept of global governance, advocates the democratization of international relations, and insists that all countries, big or small, strong or weak, rich or poor, are equal" …

These hit the floor’s initiatives and declarations conform to the trend of the times, reflect the mind of a big country, and reflect the ideological realm and demeanor completely different from isolationism and closedness. The initiative and practice of building a community of human destiny have provided a strong guarantee for the more sustained and stable growth of the world economy.

　　　　HiFi has always been a hot topic, and many mobile phones released recently are also focusing on HiFi sound quality: those using ES9318 DAC+ two-in-one audio chip, those using AKM HiFi chip and equipped with HUAWEI histen sound effects, and those supporting Bluetooth aptX & aptX HD HD music transmission, etc., all prove that mobile phone audio has always existed in an important position in the industry. So what is HiFi? What are the technical indicators of HiFi? What are the types of common mobile phone HiFi chips and what are their performances? You will know after reading this article.

Mobile phone HiFi, hi, no, hi. After reading these, you can be considered into the pit.

　　　　The full name of HiFi is High Fidelity, which literally translates as "high fidelity". To put it bluntly, it is a playback sound that is highly similar to the original sound. Spreading digital music on the network often needs to be suppressed, and there will be lossy and lossless compression. What we often see is that MP3 is a kind of lossy compression, which will affect the sound quality. Playing music is to convert digital signals into analog signals, and then amplify the analog signals and transmit them to headphones or speakers. HiFi is to make the final music close to the sound that the producer wants you to hear after production, that is, the sound quality is good.

　　　　Of course, sound quality and sense of hearing are not the same concept. The reason why audio is a metaphysics is that the sense of hearing varies from person to person, so there are "golden ears" and "fungus", and headphones or stereos of audio terminals will have different output performances because of various differences. At the same time, things like dolby pro logic and SRS sound effects all create distortion to improve the sense of hearing. The mobile phone HiFi we are talking about here is more about what kind of audio output the mobile phone as the output front end can have.

What are the common technical indicators of HiFi?

　　　　For audio veterans, mobile phones as the front end are often dismissive, because there is an irreparable hardware gap between mobile phone HiFi and professional audio, which the author will mention later. But for ordinary consumers, a carefully designed mobile phone with audio system is enough as a toy for getting started with audio.

　　　　I believe that there are not a few users who listen to songs on their mobile phones, but not many people know about HiFi. Moreover, when they go to see professional audio evaluation, there are many technical indicators that they can’t understand, but those who know audio are unwilling to explain more. The common technical indicators of sound system are: frequency response, signal-to-noise ratio, dynamic range, distortion, transient, stereo separation, stereo balance, audio sampling and so on. Here the author explains it separately.

　　　　frequency response: The frequency range of audio equipment during playback and the relationship between signal amplitude and frequency (amplitude-frequency characteristics). The unit of amplitude is dB, and the unit of frequency is Hz. The frequency response of the sound system should reach at least 32-18000Hz, and the signal amplitude change should be less than 2dB within this frequency range.

　　　　SNR: Logarithm of the ratio of useful signal to noise at the same reference point. At the input point of the speaker, the signal-to-noise ratio is 70dB, and the noise of one meter away from the speaker is almost inaudible, and the HiFi system generally reaches above 110dB.

　　　　dynamic range: Logarithm of the ratio of the maximum undistorted output power of audio equipment to the static system noise output power. HiFi system generally reaches more than 100dB.

　　　　degree of distortion: The degree of distortion of sound source signal when audio equipment plays back. The distortion of audio power amplifier can be divided into two categories: electrical distortion and acoustic distortion. The electrical distortion is caused by the circuit, and the acoustic distortion is caused by the speaker of the sound reproduction device. The types of electrical distortion are harmonic distortion, intermodulation distortion and transient distortion. Acoustic distortion is mainly AC interface distortion. The harmonic distortion of HiFi system is generally less than 1%.

　　　　stereo isolation: the separation degree of the left and right channels. Reflect the crosstalk degree of the left and right channels.

　　　　Stereo balance: The difference between the signal gains of the left and right channels.

　　　　transient stateRefers to those short and explosive sounds in music (especially percussion), which are usually difficult to reproduce accurately. Represents a physical quantity or phenomenon that changes between two adjacent stable States, and its change time is less than the time scale of concern.

　　　　Audio samplingDigital audio system reproduces the original sound by converting the sound wave into a series of binary data. The equipment used to realize this step is analog/digital (A/D), which samples the sound wave at the rate of tens of thousands of times per second, and each sampling records the state of the original analog sound wave at a certain moment, which is called a sample. A string of samples can be connected to describe a sound wave, and the number of samples per second is called sampling frequency or yield, and the unit is HZ (hertz). The higher the sampling frequency, the higher the acoustic frequency can be described.

Some audio chip parameters (picture quoted from love machine)

　　　　Signal-to-noise ratio, stereo separation and stereo balance can be distinguished by human ears, and other indicators need to be compared by multi-system comparison. Knowing this, it is not so difficult to understand when we look at the technical parameters of those mobile phone audio chips.

What are the common evaluation elements of HiFi we are talking about?

　　　　When watching audio evaluation, it is often confusing for beginners, because they don’t know what those evaluation elements mean. Although it is only a piece of music, there are many doorways. So here, the author selects three common evaluation factors to explain: sound resolution, frequency band and sound stage.

Sound resolving power

　　　　Analytic power intuitively means the clarity of sound and the expressive ability of detailed information. For example, this is like the resolution of a display screen. The higher the resolution, the clearer the picture, and the same is true for audio equipment. However, there is no clear quantitative index to measure it, so we can only rely on the human ear for subjective evaluation.

The higher the resolution, the more details we can "see" (picture from bilibili)

　　　　The analytical power of equipment has a comprehensive influence on human ears, including the cleanliness of the sound floor, the performance of overtones, the saturation of timbre, the clarity of sound image form, the texture of sound, etc. Simply put, it is "the ability to analyze musical details without losing information". HiFi is mostly exposed to the analytical power of earphone units. The resolving power of earphone unit is mainly related to the material, thickness and coil technology of diaphragm, which requires high technology and is a large part of the investment in R&D by manufacturers, thus directly determining the R&D and production cost of the unit.

　　　　In addition to the clarity of sound and the amount of detailed information, the benefits brought by high resolution are obvious separation of human voices and musical instruments. The so-called degree of separation is the layering of music. The better the layering, the easier it is for us to distinguish between human voices and background music, and the voices with low degree of separation will be mixed with instrumental sounds.

　　　　Of course, the degree of separation can be adjusted to a certain extent, such as reducing low frequencies and highlighting middle and high frequencies, so that the details will be clear, but the problem is that the amount of information in low frequencies is reduced, and then the music will appear thin.

　　　　But too high resolution will also bring problems, that is, distortion. Generally, earphones with higher price will have higher resolution, but the resolution will be seriously distorted simply by improving the sensitivity of the unit diaphragm to current, so the resolution of low-resistance earphones will not be set too high, because the front-end (power amplifier circuit) has limited control power, and strong resolution will bring greater dynamic distortion, which is why high-end earphones are mostly high impedance.

Sennheiser HD650 with 300 ohm impedance

　　　　However, the portable mobile phone HiFi has the problem of insufficient thrust. The larger the impedance, the smaller the sensitivity, and the harder it is to push the earphone. Therefore, it is not a wise choice to buy high-impedance high-end headphones only by looking at the price. The most serious consequence of insufficient thrust is that the music is poor in dynamics, and all the detailed sounds heard at the same time will be displayed in one plane, with no ups and downs in sound, no contrast in vocal instruments, lack of emotion, and the image is just like boiled water, which is seriously distorted. In a high resolution system, besides the unit quality, the control ability of the front-end system is particularly important.

frequency band

　　　　The so-called capacity distribution of high, medium and low frequency bands refers to the quantity of each frequency band within the frequency range that the equipment can emit. Some equipment has more high-frequency bands, some have a strong sense of low frequency, and some middle-frequency bands are particularly full of voices, but the amount of high and low segments is not so much.

　　　　The requirements of high frequency for each kind of listening and everyone’s listening habits are different. For music, it is not sharp to go up to the frequency band reached by music itself, that is to say, it can be said to be excellent if it is not stuffy and lubricated; It is very difficult to connect the intermediate frequency with the high frequency and low frequency. Almost all earphones can’t perfectly interpret the thick bass and thin soprano, and at the same time perfectly interpret the characteristics of each musical instrument. Low frequency is the most difficult frequency band to do, and it is not easy to do well in dive, elasticity and overtone during playback, so high-end headphones and earplugs are all working hard in this respect.

　　　　There is no absolute difference between the quantity sense of each frequency band and the quality sense. What is important is to achieve a balance after the overall collocation. The control of each frequency band tests the ability of audio equipment, such as whether the low frequency is loose or tight, whether the high frequency is lubricated or sharp, and so on.

Sound stage

　　　　Sound stage is the range in which the sound emitted by two speakers can be condensed and formed. Usually, if the two speakers are properly positioned (including the distance from the back wall and side wall, the height of the speakers and the angle of tilting inward, etc.), a concrete sound stage will emerge. You can even "see" the positions and distances of various vocal instruments and voices behind the speakers. To put it bluntly, it is an immersive listening experience.

Sound stage’s feelings have a lot to do with the sound layout (picture quoted from Baidu Encyclopedia)

　　　　Theoretically speaking, the reason why human ears can feel the sound field is because of the loudness difference and time difference between the left and right ears. The louder the sound channel is, the closer it is to the human ear. The loudness difference between the left and right ears enables the human ear to identify the sound source. At the same time, the delay of sound (residual sound) further enhances the three-dimensional sense of sound.

　　　　But it is not easy to form a good sound stage. Because the human ear is sensitive to different frequencies, not all frequencies can distinguish the distance and orientation, and about 7kHz is the most sensitive, while the extremely high frequency and extremely low frequency sounds have no directivity or very weak directivity. Relatively speaking, low-frequency directivity is worse, and low-frequency delay is a key quality for field experience.

　　　　In addition to the field sense of sound range (width and depth), the image cohesion is also a major index to evaluate sound stage. The shape, three-dimensional degree and sense of distance of the sound are the concrete manifestations of the cohesive force. The image is to see the performance site through the sense of hearing. Different musical instruments or vocals have different positions, sizes and characteristics. What is included in the fundus is a collection of all musical instruments and vocals, but they exist alone. You can see the individual characteristics of each of them or musical instruments.

Sound stage’s excellent knot is like being at a concert (picture quoted from Southern Metropolis Daily)

　　　　The requirement of image-forming power on audio system is relatively high, which is not only related to the hardware quality and sound quality adjustment of the front end, but also the image-forming power displayed by different headphones is very different. High-performance equipment combined with optimized adjustment can show excellent presence, but for HiFi, which is only an additional function, it is a very severe test, whether from hardware support or adjustment.

　　　　Of course, in addition to these three common evaluation indicators, there are many directions for evaluating audio, such as the proportion of musical instruments and the overall balance, but after understanding the above three evaluation factors, we can understand most of the audio evaluation.

What are the code names of HiFi? What are the reasons that restrict mobile phone HiFi?

HiFi system of Xiaomi Note

　　　　When we look at manufacturers’ promotion of HiFi selling points, there are always words such as DAC, ADC and operational amplifier. But for audio white, it is often confused. Here’s a brief introduction to common terms and expressions: ADC, SRC, DAC, and operational amplifier.

Texas Instruments 51AP8LI ADC3001 audio conversion chip (picture quoted from love machine)

　　　　ADC stands for analog-to-digital signal coding chip.This device is rare in the promotion of mobile phone HiFi, and it is mainly used for audio input.

Independent double clock crystal oscillator

　　　　The sampling rate of CD is 16bit, 44.1K, and there are other sampling rates such as 48k, 96K and 192K. However, in the later processing, only one type can be processed, so a conversion is needed, and this conversion process is called SRC.This process can easily deteriorate the sound quality. Need special attention, this is a key point for smart phones to do HIFI. Such transcoding chips (such as CS8422) are expensive. At this time, an independent dual-clock crystal oscillator appears, which perfectly solves this problem: one corresponds to 44.1K, the other corresponds to 48K and its integer multiples, and what crystal oscillator is used for music in any format, which solves the SRC problem at low cost.

ES9018K2M　DAC

　　　　DAC is a relatively common component, representing a digital-to-analog signal decoding chip, and is a device for converting digital format audio files stored in mobile phones into analog signals.This is the independent audio chip that most mobile phone manufacturers promote, such as ES9018 K2M of Meizu PRO6 Plus. The quality of DAC often represents some quality parameters of the front end, such as dynamic range, signal-to-noise ratio, distortion and so on.

"539Y5P" is the AD45257 operational amplifier chip.

　　　　DAC completes analog signal conversion, but the output analog signal is very weak, and then the operational amplifier starts to operate.The full name of operational amplifier is operational amplifier. In the field of multimedia speakers, the operational amplifier chip is mainly responsible for the adjustment of volume, tone and peripheral effects., for example, integrated operational amplifiers are used in the front stage of audio and headphone amplifiers (amplifiers). For example, the common OPA1612 and OPA2604 are operational amplifier chips, and multiple operational amplifier chips can be integrated in one amp.

　　　　At present, most of the audio chips used in HiFi mobile phones on the market come from AKM and ESS. Here are some typical examples:

AK4490EN chip

　　　　AK4490EN is an ideal audio chip for mobile devices, which supports 32-bit/768 kHz source code output and high-specification 11.2MHz DSD files. Represents action.

ES9018K2M chip

　　　　The ES9018K2M chip has a dynamic range of 127dB, which can fully display the details of music. The ultra-low distortion of -120dB THD+N can better restore the essence of music.

　　　　Equipped with ES9038Q2M and three OPA1622 operational amplifiers, it has a dynamic range of 129dB and a distortion of -120dB, and supports DSD hardware decoding.

ACS43L36 decoding and ear amplifier integrated chip

　　　　Of course, in addition to these two chips, CirrusLogic decoding and amp integrated chip CS43L36 has also appeared on Meizu’s PRO 6, and basically all the audio parts involved in PRO 6 are controlled by it.

　　　　Although HiFi mobile phone is equipped with professional audio chip, it has a certain gap with high-quality walkman in terms of resolution, dynamic response and thrust. The reason is that the power supply scale, decoding chip specifications and the number of operational amplifiers are not as good as the latter. For example, the ES9018K2M mentioned just now is actually a scaled-down version of ES9018, which is a low-power version specially customized for mobile devices. The former is dual-channel and the latter is 8-channel. Whether it is dynamic range or signal-to-noise ratio, ES9018 is far better than ES9018K2M. The main reason why enthusiasts don’t want to use mobile phones to listen to high-quality headphones is because of the thrust of mobile phones on headphones, and they can’t give full play to good headphones.

In which direction will HiFi develop?

　　　　At present, limited by the circuit structure and power supply of mobile phones, there is still a long way to go to equalize the sound quality of professional equipment. Of course, we do not rule out the possibility of improving the battery technology of mobile phones, further optimizing the circuit design, and further controlling the heat and power consumption by high-quality audio chips, but it will be difficult to achieve it for a while.

It is also beneficial to integrate the decoding operational amplifier into the earphone.

　　　　In addition, mobile phones are gradually developing towards thinness, and the contradiction between battery capacity and chip power consumption is increasingly prominent, and there are signs of canceling the 3.5mm headphone jack in a large area. The most typical is the series of mobile phones. The 3.5mm earphone interface is cancelled, and the Lightning data interface can only output digital signals, and the decoding and operational amplifier will be integrated into the earphone. Although the high-end audio circuit can be used without signal interference compared with mobile phones to further reduce the noise floor, the power consumption of headphones is serious, and the high-integration decoding and operational amplifier will damage the sound quality output to some extent, and unreasonable circuit design will also produce certain noise floor.

Active noise reduction principle

　　　　Fortunately, there are still many remedies for mobile phone HiFi. For example, better audio technology is adopted at the earphone end. For example, 1MORE’s Tiinlab A2 exclusive active noise reduction chip can adjust the frequency band for noise reduction with broadband EQ as a supplement, and at the same time, it has a very good adaptability, such as Lightning and USB Type C digital interface. Thanks to the self-planned Tiinlab A2 exclusive active noise reduction chip, 1MORE full-time noise reduction technology achieves a perfect balance between noise reduction effect and sound quality. Tiinlab A2 is in the range of 50-2000Hz, which has covered most business and life frequency bands, which is wider than the frequency band where most noise-reducing headphones are only concentrated within 1000Hz, but at the same time, the noise reduction depth is controlled, and the inhalation feeling will not be too strong.

　Intelligent sonar earphone

　　　　Another interesting thing is HTC’s HTC USonic smart sonar headset. This earphone uses sonar to sense the cochlear structure, feeds back the signal to the mobile phone, makes custom adjustment according to the specific shape of each ear, and then outputs lossless timbre through USB-C interface, providing a good audio experience.

MDR-XB950BT Bluetooth Headset

　　　　At the beginning of this article, we mentioned that one plus five supports aptX & aptX HD HD music transmission. Undoubtedly, wireless Bluetooth will also be one of the solutions for future mobile phone HiFi. At present, the main quality standards of Bluetooth audio coding are SBC, AAC, aptX and LDAC from low to high. SBC has the best compatibility and the worst sound quality. AAC is relatively better. If the mobile phone plays AAC audio files, then using AAC Bluetooth coding transmission can save a coding conversion step, and the sound quality is more fidelity, but the gap is not small. AptX is a higher Bluetooth audio coding, and aptX-HD can achieve near lossless sound quality. LDAC is a Bluetooth audio coding promoted by Sony, which can achieve -Res lossless audio transmission and has the best sound quality. However, apart from Sony’s own equipment, there are not many supporting this coding at present, but it is the future development direction.

Write it at the end

　　　　After reading the above contents, I believe everyone has a certain understanding of audio and mobile phone HiFi. Although these are only nine Niu Yi hairs in the audio industry, after understanding these, we can roughly understand what level of mobile phone HiFi is promoted by mobile phone manufacturers, and we can also have some basic knowledge support when choosing headphones. Of course, it should be kept in mind that even when purchasing headphones for HiFi mobile phones, you can’t just look at the price. After all, the thrust of mobile phones is limited, and different headphones have different styles. The right combination of front and rear ends is the best choice.