(三)顾客心理与攻势推销攻势经营是攻势推销的前提,亦即通过开拓新市场,用主动进攻的经营策略(推销策略)以求企业发展。早在两千多年前,战国时期的军事家孙膑曾就“用兵之要”提出过“必攻不守”的论点。这一论点用在现今的企业界,也当不失贴切。可以说,市场就是竞争者之间“攻”与“守”的阵地,而消费者心理便成为这个阵地上的“制高点”了。 (III) Customer Psychology and Offensive Sales Promotion Offensive management is the premise of offensive marketing, that is, through the development of new markets and the use of active offensive business strategies (marketing strategies) in order to seek business development. As early as more than 2,000 years ago, Sun Biao, a military strategist in the Warring States Period, once put forward an argument that “the use of soldiers must be made” and “will not attack the defenders”. This argument is used in today’s corporate world, but it should not be missed. It can be said that the market is the position between the competitors, attacking and defending, and the consumer psychology has become the commanding point on this position.