{"id":1645,"date":"2007-04-30T20:47:17","date_gmt":"2007-04-30T12:47:17","guid":{"rendered":"http:\/\/ihower.idv.tw\/blog\/archives\/1645"},"modified":"2011-04-09T02:21:32","modified_gmt":"2011-04-08T18:21:32","slug":"eric-sink-business-of-software-sales","status":"publish","type":"post","link":"https:\/\/ihower.tw\/blog\/1645-eric-sink-business-of-software-sales","title":{"rendered":"Eric Sink \u8ac7\u5c0f\u8edf\u9ad4\u516c\u53f8\u7684\u5275\u696d\u7d93\u71df(\u7e8c) Sales"},"content":{"rendered":"<p>\u547c\uff0c\u812b\u7a3f\u597d\u4e45\uff0c\u7d42\u65bc\u628a\u6700\u5f8c\u7684 Part 4 \u6574\u7406\u597d\u4e86\u3002\u96d6\u8aaa\u662f Sales\uff0c\u5176\u5be6\u90fd\u662f\u5728\u5f37\u8abf\u884c\u92b7 Marketing \u7684\u91cd\u8981\u6027\u3002\u5176\u4e2d Closing the Gap \u9019\u5169\u7ae0\u540c\u6642\u4e5f\u6536\u9304\u5728 Joel\u00a0\u7684 <a href=\"http:\/\/www.amazon.com\/Best-Software-Writing-Selected-Introduced\/dp\/1590595009\/ref=sr_1_1\/002-0751586-8700057?ie=UTF8&amp;s=books&amp;qid=1177936099&amp;sr=8-1\">Best Software Writing 1<\/a>\u4e00\u66f8\u7576\u4e2d\uff0c\u4e5f\u53ef\u4ee5\u8aaa\u662f\u9019\u672c\u66f8\u6700\u7e3d\u7d50\u7684\u90e8\u5206\uff0c\u975e\u5e38\u503c\u5f97\u4e00\u8b80\u3002<!--more--><\/p>\n<p>23 \u900f\u660e\u5316\u4fe1\u689d Tenets of Transparaency<\/p>\n<p>\u4e0d\u540c\u7684\u7522\u54c1\u6709\u4e0d\u540c\u8981\u6c42\u7684 trust \u7a0b\u5ea6\uff0c\u4f8b\u5982\u8cb7\u8eca\u6703\u8981\u6c42\u9ad8\u5ea6\u4fe1\u5fc3\u8ddf\u4fe1\u4efb\u624d\u6703\u8cb7\uff0c\u8cb7\u5c0f\u6587\u5177\u5c31\u4e0d\u6703\u3002\u800c\u8cb7 software \u5247\u504f\u5411 &#8220;high-trust&#8221; 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Web-Based Discussion Forums<\/li>\n<li>\u4e0d\u8981\u96b1\u85cf\u4f60\u7684\u7522\u54c1\u554f\u984c\uff0c<strong>\u4e00\u500b\u6703\u96b1\u85cfbug\u7684\u516c\u53f8\uff0c\u901a\u5e38\u6700\u5f8c\u90fd\u4e0d\u6703\u4fee\u6b63\u90a3\u500bbug<\/strong>\u3002\u6703fix bug\u7684\u516c\u53f8\u624d\u662f\u503c\u5f97\u4fe1\u4efb\u3002\u5df2\u7d93\u5728\u4f7f\u7528\u7684\u5ba2\u6236\u6703\u5e0c\u671b\u7522\u54c1\u6210\u9577\u8ddf\u6210\u719f\uff0c\u5e0c\u671b\u529f\u80fd\u8d8a\u4f86\u8d8a\u6df1(works better for the users it already has)\uff0c\u800c\u4e0d\u662f\u8d8a\u4f86\u8d8a\u5ee3(appeal to new users)\uff0c<strong>\u4e00\u500b\u5e38\u898b\u7684ISV\u932f\u8aa4\u5c31\u662f\u7522\u54c1\u53ea\u6703\u8b8a\u5ee3(\u4f8b\u5982\u6a21\u7d44\u8d8a\u505a\u8d8a\u591a)\uff0c\u800c\u4e0d\u662f\u8b8a\u6df1(\u4f8b\u5982\u52a0\u5f37\u73fe\u6709\u6a21\u7d44\u7684\u529f\u80fd\u8ddf\u4f7f\u7528\u6027\uff0c\u4fee\u6b63\u73fe\u6709\u6a21\u7d44\u7684bug\u7b49)\u3002<\/strong><\/li>\n<li>\u4e0d\u8981\u64fe\u4eba\uff0c\u8edf\u9ad4\u7684 license\u8a8d\u8b49\u7a0b\u5e8f\u4e0d\u8981\u592a\u8907\u96dc\u3002\u4e00\u4f86\u6c92\u6709\u4e0d\u80fd\u7834\u89e3\u7684\u8edf\u9ad4\uff0c\u4e8c\u4f86\u6703\u8b93\u5b88\u6cd5\u7684\u4f7f\u7528\u8005\u8b8a\u96e3\u7528\u3002\u6211\u5011\u90fd\u5f88\u8a0e\u53ad product activation \u7a0b\u5e8f\uff0c\u96d6\u7136\u5fae\u8edf\u662f\u505a\u7684\u4e0d\u932f(\u4f46\u4ed6\u5011\u662f\u6709\u672c\u9322\u505a\u554a)\uff0c\u4f46\u4f5c\u8005\u81ea\u5df1\u516c\u53f8\u7684\u7d93\u9a57\u662f\u975e\u5e38\u8cbb\u4e8b\uff0c\u6703\u589e\u52a0\u5f88\u591a\u6280\u8853\u652f\u63f4\u8ca0\u64d4(\u4f8b\u5982\u5ba2\u6236\u6253\u96fb\u8a71\u4f86\u8aaa\u6709\u554f\u984c\u4e0d\u80fd\u555f\u52d5\u4e91\u4e91)\u3002<\/li>\n<li>\u63d0\u4f9b<strong>\u7121\u75db\u7dda\u4e0aDemo\u4e0b\u8f09\u7248\u672c<\/strong>\uff0c\u5efa\u8b70\u7528\u6642\u9593\u9650\u5236(\u4f8b\u5982\u4e00\u500b\u6708\u8a66\u7528\u7248)\uff0c\u800c\u4e0d\u8981\u7528\u529f\u80fd\u9650\u5236\u3002\u8981\u4e0b\u8f09\u4e0d\u9700\u8981\u5148\u8a3b\u518a\u3002<\/li>\n<li>\u63d0\u4f9b<strong>\u4e0d\u6eff\u610f\u4fdd\u8b49\u9000\u8cbb<\/strong>\u6a5f\u5236 (\u4f8b\u5982\u4e09\u5341\u5929\u4fdd\u8b49\u9000\u8cbb)\uff0c\u56e0\u70ba\u53ea\u6709\u6975\u5c11\u6578\u6703\u9000\u8cbb\uff0c\u4f46\u5927\u591a\u6578\u4eba\u6703\u611f\u53d7\u66f4\u597d\u3002<\/li>\n<li>\u516c\u958b\u4e00\u9ede\u9ede\u8ca1\u52d9\u6982\u6cc1\uff0c\u5c24\u5176\u662f\u4f60\u7d93\u71df\u826f\u597d\u7684\u8a71\uff0c\u8b93\u5ba2\u6236\u591a\u4e86\u89e3\u53ef\u4ee5\u589e\u52a0\u4fe1\u4efb\u611f\u3002<\/li>\n<li>\u8ac7\u8ac7\u672a\u4f86\u8a08\u756b\uff0c\u5ba2\u6236\u6703\u60f3\u8981\u77e5\u9053\u4e0b\u4e00\u7248\u4ec0\u9ebc\u6642\u5019\u63a8\u51fa?\u6703\u6709\u4ec0\u9ebc\u529f\u80fd\u7b49\u7b49\uff0c\u5c0f\u5fc3\u4e0d\u8981\u8b1b\u5927\u8a71\u5373\u53ef\u3002<\/li>\n<\/ol>\n<p>\u7576\u7136\uff0c\u4ee5\u4e0a\u5efa\u8b70\u4e0d\u662f\u6bcf\u500b\u90fd\u9069\u7528\uff0c\u4e5f\u4e0d\u662f\u4e8b\u4e8b\u90fd\u8981\u900f\u660e\uff0crelationships\u4e0d\u80fd\u6c92\u6709\u4e92\u4fe1\uff0c\u4e5f\u4e0d\u80fd\u6c92\u6709\u9069\u7576\u7684\u754c\u7dda\u3002<\/p>\n<p>24 \u7522\u54c1\u5b9a\u50f9<\/p>\n<p>Revenue = Quantity * Price\uff0c\u800c Quantity \u8ddf Price \u6210\u53cd\u6bd4\u3002<\/p>\n<p>\u8981\u601d\u8003\u5b9a\u50f9\uff0c\u5c31\u5fc5\u9808\u8ddf\u7522\u54c1\u5b9a\u4f4d\u4e00\u8d77\u601d\u8003\uff0c\u7136\u5f8c\u8a66\u8457\u6c7a\u5b9a\u4f60\u7522\u54c1\u50f9\u683c\u7684 range\u3002<\/p>\n<ul>\n<li>\u8ab0\u662f\u4f60\u7684\u7af6\u722d\u8005\uff0c\u5982\u679c\u4f60\u771f\u7684\u8a8d\u70ba\u6c92\u6709\uff0c\u90a3\u9ebb\u4f60\u5f88\u5927\u5927\u6210\u529f\u8981\u9ebb\u5927\u5927\u5931\u6557\u3002<\/li>\n<li>\u4ec0\u9ebc\u662f\u4f60\u7684\u7522\u54c1\u8ddf\u7af6\u722d\u8005\u7684\u5dee\u7570? \u4f60\u61c9\u8a72\u6709\u5f88\u7c21\u77ed\u7684\u7b54\u6848\u3002\u9019\u500b\u5dee\u7570\u4e0d\u8a72\u662f\u50f9\u683c\u3002<\/li>\n<li>\u4f60\u7684\u7522\u54c1\u5b9a\u4f4d\u662f\u4ec0\u9ebc?\u5e02\u5834\u5982\u4f55\u770b\u5f85\u4f60\u3002<\/li>\n<li>\u7af6\u722d\u8005\u7684\u7522\u54c1\u552e\u50f9\u662f? \u5ba2\u6236\u4e00\u5b9a\u6703\u62ff\u4f86\u6bd4\u8f03\u3002<\/li>\n<\/ul>\n<p>\u4e00\u500b\u91cd\u9ede\u662f\u4f60\u7684<strong>\u7522\u54c1\u552e\u50f9\u61c9\u8a72\u8ddf\u7522\u54c1\u5b9a\u4f4d\u50b3\u9054\u4e00\u81f4\u7684\u8a0a\u606f<\/strong>\uff0c\u4f8b\u5982\u4f60\u8981\u8ce3\u4e00\u5957\u6bd4 access \u66f4\u68d2\u7684 desktop database application\uff0c\u90a3\u4f60\u7684\u552e\u50f9\u5c31\u4e0d\u61c9\u8a72\u6bd4 access \u9084\u4fbf\u5b9c\u3002<\/p>\n<p>\u601d\u8003\u4f60\u7684\u82b1\u8cbb\uff0c\u96d6\u7136\u6211\u5011\u4e0d\u61c9\u770b\u6210\u672c\u4f86\u5b9a\u50f9\uff0c\u4f46\u662f\u4e5f\u8981<strong>\u77e5\u9053\u6210\u672c\u624d\u80fd\u4e86\u89e3\u50f9\u683c\u4e0b\u9650<\/strong>\u3002\u4e3b\u8981\u7684\u6210\u672c\u6709\u958b\u767c\u6210\u672c(\u4eba\u6708)\u3001\u6280\u8853\u652f\u63f4\u6210\u672c\u3001\u901a\u8def\u92b7\u552e\u6210\u672c(\u82e5\u6709\u696d\u52d9\u5247\u6709\u4f63\u91d1\u3001\u4ee3\u7406\u5546\u3001\u4fe1\u7528\u5361\u624b\u7e8c\u8cbb\u3001\u5718\u8cfc\u6298\u50f9\u7b49)\u3001\u7ba1\u92b7\u6210\u672c(\u7db2\u8def\u8cbb\u3001\u96fb\u8cbb\u7b49)\u3002<\/p>\n<p>\u601d\u8003\u4f60\u7684\u7522\u54c1\u53ef\u4ee5\u5e36\u7d66\u4f60\u7684\u5ba2\u6236\u591a\u5c11\u50f9\u503c(value)\u3002\u8a66\u8457<strong>\u4f30\u8a08\u7522\u54c1\u66ff\u4ee3\u65b9\u6848\u7684\u50f9\u683c<\/strong>\uff0c\u4f8b\u5982\u4f60\u767c\u660e\u96fb\u6ce2\u50b3\u8f38\u5668\u53ef\u4ee5\u628a\u4eba\u50b3\u5230\u5730\u7403\u53e6\u4e00\u7aef\uff0c\u6bcf\u6b21\u50b3\u9001\u53ea\u8981100\u5143\u6210\u672c\u3002\u800c\u66ff\u4ee3\u65b9\u6848\u662f\u5750\u98db\u6a5f\u8ddf\u4f4f\u5bbf\u89813300\u5143\uff0c\u90a3\u4f60\u7684\u50f9\u683c\u81f3\u5c11\u61c9\u65363300\u5143\u4ee5\u4e0a(\u56e0\u70ba\u6709\u540c\u6a23\u7684\u50f9\u503c)\u3002<\/p>\n<p>\u61c9\u8a72\u5ba2\u6236\u591a\/\u50f9\u683c\u4f4e? \u9084\u662f\u5ba2\u6236\u5c11\/\u50f9\u683c\u9ad8? \u9019\u8981\u770b\u4f60\u7684\u7522\u54c1\u5b9a\u4f4d\u3002\u4e0d\u904e\u50b3\u7d71\u4e0a\u5982\u679c\u5831\u916c\u76f8\u540c\uff0c\u7576\u7136\u662f\u5ba2\u6236\u5c11\u9ede\u8f03\u597d\uff0c\u56e0\u70ba\u6210\u672c\u6703\u8f03\u4f4e\uff0c\u4e8b\u60c5\u8f03\u5c11\u3002\u4e0d\u904e\u4f5c\u8005\u504f\u597d\u5ba2\u6236\u591a\u9ede\u50f9\u683c\u4e00\u9ede\u7684\u65b9\u5f0f\uff0c\u56e0\u70ba\u5ba2\u6236\u591a\u8f03\u6709\u529b\u91cf\uff0c\u898f\u6a21\u7d93\u6fdf\u4e0b\u4e5f\u53ef\u80fd\u964d\u4f4e\u5e73\u5747\u6bcf\u4f4d\u5ba2\u6236\u7684\u6210\u672c\u3002\u53cd\u4e4b\u9ad8\u55ae\u50f9\u7684\u7522\u54c1\u5e38\u5e38\u6bd4\u8f03\u9700\u8981\u696d\u52d9\u54e1\u4f86\u63a8\u92b7\uff0c\u7522\u751f\u696d\u52d9\u6210\u672c\u3002<\/p>\n<p>\u4f60\u7684\u7522\u54c1\u50f9\u683c\u592a\u4f4e\u4e86\u55ce? \u50f9\u683c\u4e0d\u61c9\u8a72\u662f\u7522\u54c1\u7684\u4e3b\u8981\u5dee\u7570\uff0c<strong>\u5982\u679c\u4fbf\u5b9c\u662f\u552f\u4e00\u53ef\u4ee5\u8b1b\u7684\u6771\u897f\uff0c\u5c31\u6703\u6dea\u843d\u5230 \u4fbf\u5b9c == \u4f4e\u54c1\u8cea \u7684\u523b\u677f\u5370\u8c61<\/strong>\u3002<\/p>\n<p>\u5176\u5b83\u7684\u56e0\u7d20\u9084\u6709\u5982\u679c\u4f60\u7684\u7522\u54c1\u662f add-on \u985e\u578b\uff0c\u90a3\u61c9\u8a72\u4e0d\u6703\u6bd4 base product \u9084\u8cb4\u3002\u5982\u679c\u4f60\u7684\u5ba2\u6236\u662f\u5927\u4f01\u696d\u74b0\u5883\uff0c\u6709\u56fa\u5b9a\u7684\u9810\u7b97\u4e0a\u9650\uff0c\u90a3\u4f60\u5c31\u53ef\u4ee5\u5b9a\u51fa\u8b93\u5ba2\u6236\u4e0d\u9700\u518d\u5f80\u4e0a\u5448\u5831\u7684\u50f9\u683c\u3002(\u4f8b\u5982\u4ee5\u53f0\u7063\u7684\u74b0\u5883\u4f86\u8aaa\uff0c\u516c\u5bb6\u6a5f\u95dc\u8cb7\u6771\u897f\u5982\u679c\u8d85\u904e10\u842c\u5c31\u6703\u53d7\u5230\u516c\u958b\u62db\u6a19\u6cd5\u9650\u5236\uff0c\u6703\u6bd4\u8f03\u9ebb\u7169\uff0c\u6240\u4ee5\u5982\u679c\u53ef\u4ee5\u4f4e\u65bc10\u842c\u5143\u5c31\u6703\u6bd4\u8f03\u7701\u4e8b)<\/p>\n<p>\u8acb\u601d\u8003<strong>\u5dee\u5225\u8a02\u50f9<\/strong>\uff0c\u4e0d\u8981\u6b7b\u5b9a\u4e00\u500b\u50f9\u683c\u800c\u5df2\u3002\u4f60\u53ef\u4ee5\u6709\u5404\u7a2e\u512a\u60e0\u50f9\u683c(\u4f8b\u5982\u5b78\u8853\u512a\u60e0)\uff0c\u627e\u5404\u7a2e\u65b9\u6cd5\u8b93\u5ba2\u6236\u9858\u610f\u4ed8\u66f4\u591a\u9322\u3002\u6700\u5e38\u898b\u7684\u65b9\u5f0f\u6709\u5206\u7248(\u6a19\u6e96\u7248\u3001\u5c08\u696d\u7248\u3001\u4f01\u696d\u7248)\uff0c\u6700\u5e38\u53c8\u5206\u4e09\u7a2e\uff0c\u6700\u4fbf\u5b9c\u7684\u7d66\u90a3\u4e9b\u8cb7\u4e0d\u8d77\u8cb4\u7684\u5ba2\u6236\uff0c\u6700\u8cb4\u7684\u7d66\u4e0d\u60f3\u5931\u53bb\u4efb\u4f55\u529f\u80fd\u7684\u5ba2\u6236\u3002\u4f46\u5c0f\u5fc3\u5b9a\u50f9\u592a\u8907\u96dc\u4e0d\u597d\u770b\u61c2\u5c31\u662f\u4e86\u3002<\/p>\n<p>\u7e3d\u662f\u6703\u6709\u5ba2\u6236\u6703\u5831\u6028\u5acc\u8cb4\uff0c\u5225\u592a\u5728\u610f\u3002\u53cd\u800c\u662f<strong>\u82e5\u90fd\u6c92\u6709\u4eba\u62b1\u6028\u8cb4\uff0c\u90a3\u5c31\u662f\u4f60\u8ce3\u592a\u4fbf\u5b9c\u56c9<\/strong>\u3002<\/p>\n<p>\u5c0f\u5fc3\u4fc3\u92b7\u50f9\u683c\u7684\u65b9\u6848\uff0c\u77ed\u671f\u53ef\u4ee5\u523a\u6fc0\u92b7\u50f9\uff0c\u4f46\u9577\u671f\u4f86\u770b\u4e00\u5b9a\u4e0d\u5212\u7b97(\u4eba\u5011\u6703\u671f\u5f85\u4f60\u4e0b\u6b21\u7684\u4fc3\u92b7\u800c\u505c\u6b62\u8cfc\u8cb7)\u3002<\/p>\n<p>25 Closing the Gap 1<\/p>\n<p>\u4f60\u9700\u8981\u696d\u52d9(sales guy)\u55ce? \u5176\u5be6\u4f60\u53ef\u4ee5\u4e0d\u5fc5\u8981\u6709\u3002<\/p>\n<p>Product&#8212;&#8212;&#8212;&#8212;&#8212;&#8211;Customer<\/p>\n<p>\u9019\u6a23\u8aaa\u597d\u4e86\uff0c\u9810\u671f\u7684\u5ba2\u6236\u548c\u4f60\u7684\u7522\u54c1\u4e2d\u9593\u6709\u4e00\u9053 gap\uff0c\u6709\u8457\u5404\u7a2e\u8b93\u8cfc\u8cb7\u884c\u70ba\u4e0d\u6703\u767c\u751f\u7684\u7406\u7531\uff0c\u5ba2\u6236\u53ef\u80fd\u6c92\u807d\u904e\u4f60\u7684\u7522\u54c1\u6216\u4e0d\u4e86\u89e3\u3001\u89ba\u5f97\u592a\u8cb4\u3001\u7522\u54c1\u7f3a\u5c11\u67d0\u7a2e\u529f\u80fd\u6216\u4e0d\u5920\u6210\u719f\u7b49\u7b49\u3002\u56e0\u6b64ISV\u5fc5\u9808\u60f3\u8fa6\u6cd5\u8d8a\u904egap\uff0c\u65b9\u6cd5\u6709\u4e8c\uff0c\u4e00\u662f\u5c07\u4f60\u7684\u7522\u54c1\u5f80\u53f3\u79fb\uff0c\u544a\u8a34\u5927\u5bb6\u4f60\u7684\u7522\u54c1\u662f\u4ec0\u9ebc\uff0c\u8b93\u4f60\u7684\u7522\u54c1\u66f4\u597d\u3002\u4e8c\u662f\u5c07\u5ba2\u6236\u5f80\u5de6\u79fb\uff0c\u627e\u5230\u5ba2\u6236\u4e26\u8aaa\u670d\u4ed6\u8cfc\u8cb7\u3002<\/p>\n<p>\u8b93\u6211\u5011\u4f86\u5b9a\u7fa9\u4e00\u4e0b\u50b3\u7d71 Proactive\u00a0Sales \u597d\u4e86\uff0csales \u662f\u4e00\u7a2e\u627e\u5230\u76ee\u6a19\u5ba2\u6236\uff0c\u7136\u5f8c\u500b\u5225\u8aaa\u670d\u4ed6\u5011\u8cfc\u8cb7\u7684\u904e\u7a0b\uff0c\u800c\u505a\u9019\u7a2e\u4e8b\u60c5\u7684\u4eba\uff0c\u4f5c\u8005\u7a31\u547c sales guy\u3002\u6ce8\u610f\u800c marketing \u4e0d\u662f sales\uff0c\u884c\u92b7\u5305\u542b\u66f4\u591a\u5c64\u9762\uff0c\u5f9e\u7b56\u7565\u5230\u5ee3\u544a\u3002<strong>\u884c\u92b7\u662f 1 to many\uff0c\u800c\u696d\u52d9\u7e3d\u662f1 to 1<\/strong>\u3002\u53e6\u5916\u5728\u8fa6\u516c\u5ba4\u8655\u7406\u5ba2\u6236\u8a02\u55ae(\u4e0d\u662f\u4f86\u81easales\u7684\u5ba2\u6236)\u7684\u4eba\u4e0d\u662fsales guy\uff0c\u4ed6\u5011\u662f customer service&#8230; :)<\/p>\n<p>\u53e6\u4e00\u7a2e\u5b9a\u7fa9\u696d\u52d9\u7684\u9ede\u662f\uff0c\u4ed6\u5011\u6536\u4f63\u91d1\uff0c\u62ff\u6210\u4ea4\u91d1\u984d\u7684%\u6578\u3002\u7576\u7136\u9019\u500b%\u6578\u7b97\u6cd5\u6709\u5f88\u591a\u56e0\u7d20\uff0c\u4f46\u662f\u5728\u5f88\u591a\u7d44\u7e54\uff0c\u6709\u6700\u9ad8\u6240\u5f97\u7684\u4eba\u5e38\u5e38\u662f\u696d\u52d9\u54e1!! \u5373\u4f7f\u5982\u6b64\uff0c\u6bcf\u6b21 sales guy\u8ddfdeveloper\u51fa\u53bb\u559d\u9152\uff0c\u5e38\u5e38\u9084\u662fdeveloper\u8cb7\u55ae(?)<\/p>\n<p>\u4f5c\u8005\u63d0\u9192\u4e00\u500b\u91cd\u9ede\u662f\uff0c\u4e0d\u8981\u8b93\u4f60\u7684developer\u82b1\u592a\u591a\u6642\u9593\u5728\u5e6b\u5fd9\u00a0sales guy\uff0c\u4e00\u500b\u6975\u7aef\u662f\u696d\u52d9\u54e1\u5e36\u8457developer\u53bb\u62dc\u8a2a\u5ba2\u6236(\u7531developer\u56de\u7b54\u6280\u8853\u554f\u984c??)\u3002\u4e00\u7a2e\u5e38\u898b\u7684\u89e3\u6cd5\u662f\u4e7e\u8106\u4e0d\u540c\u5730\u9ede\u8fa6\u516c\u5ba4\u3002<\/p>\n<p>\u00a0sales guy\u7684\u4e00\u500b\u7279\u8cea\u5c31\u662f\u4e00\u5b9a\u8981\u611b\u9322\uff0c\u7531\u9322\u6240\u9a45\u52d5\uff0c\u53ea\u505a\u6709\u5229\u76ca\u7684\u4e8b\u60c5\u3002\u56e0\u6b64\u518d\u767c\u4f63\u91d1\u9322\uff0c\u53ef\u4ee5\u8003\u616e\u5148\u7b49\u5728\u5ba2\u6236\u6eff\u610f\u6c92\u554f\u984c\u4e86\u624d\u767c\u4f63\u91d1\u3002sales guy\u4e5f\u4e00\u5b9a\u8981\u539a\u81c9\u76ae\u3002<\/p>\n<p><strong>\u70ba\u4ec0\u9ebc\u6211\u5011\u5f97\u6709 sales guy? \u4f5c\u8005\u5217\u4e86\u4e09\u500b\u7406\u7531 :p<\/strong><\/p>\n<p><strong>1.\u56e0\u70ba\u6c92\u6709\u4eba\u6703\u8cb7\u6211\u5011\u7684\u7522\u54c1<\/strong><\/p>\n<p>\u6c92\u932f\uff0c\u6709\u4e9b\u7522\u54c1\u4e0d\u592a\u6709\u8da3\uff0c\u4f8b\u5982\u6c92\u6709\u4eba\u6703\u975e\u5e38\u60f3\u53bb\u8cb7\u4fdd\u96aa\uff0c\u6240\u4ee5\u9700\u8981\u696d\u52d9\u3002\u91cd\u9ede\u662f\u4f60\u7684\u76ee\u6a19\u5ba2\u6236\u5c0d\u4f60\u7684\u7522\u54c1\u8981\u89e3\u6c7a\u554f\u984c\u6c92\u611f\u77e5\u3002<strong>\u5982\u679c\u4f60\u7684\u7522\u54c1\u5c0d\u5ba2\u6236\u4e0d\u662f\u771f\u7684\u975e\u5e38\u9700\u8981\uff0c\u90a3\u4f60\u53ef\u80fd\u9700\u8981\u696d\u52d9\u4f86\u8b93\u4f60\u7684\u5ba2\u6236\u4e86\u89e3\u4ed6\u5011\u5176\u5be6\u6709\u591a\u9ebc\u9700\u8981<\/strong>\uff0c\u9019\u53eb\u505a\u5275\u9020\u5ba2\u6236\u7684\u4e0d\u6eff\u8db3(dissatisfaction)\uff0c\u597d\u4f86\u8cb7\u6211\u5011\u7684\u7522\u54c1\u3002<\/p>\n<p>\u00a0\u5982\u679c\u4f60\u624d\u8981\u958b\u59cb\u65b0\u7684 small ISV\uff0c\u4f5c\u8005<strong>\u5efa\u8b70\u4f60\u505a\u4e00\u4e9b\u5ba2\u6236\u771f\u7684\u60f3\u8981\u800c\u4e14\u6703\u611f\u5230\u8208\u596e\u7684\u6771\u897f\u5427<\/strong>\u3002<\/p>\n<p><strong>2.\u4f60\u7684\u7522\u54c1\u975e\u5e38\u8cb4<\/strong><\/p>\n<p><strong>\u8d8a\u8cb4\u7684\u6771\u897f\uff0c\u8d8a\u9700\u8981\u696d\u52d9\u4f86\u5e6b\u52a9\u5ba2\u6236\u4e0b\u6c7a\u5b9a<\/strong>\uff0c\u4f8b\u5982\u8eca\u5b50\u8ddf\u623f\u5b50\u3002\u9322\u8d8a\u591a\u7684\u7522\u54c1\u9700\u8981\u4e0b\u8d8a\u5927\u7684\u6c7a\u5fc3\uff0c\u56e0\u6b64\u5927\u591a\u6578\u7684\u7d44\u7e54\u90fd\u6703\u7528\u624b\u63a7(hand-holding)\u7684\u65b9\u5f0f\u8ddf\u5ba2\u6236\u5b8c\u6210\u4ea4\u6613\u3002<\/p>\n<p><strong>3.\u4f60\u7684\u7522\u54c1\u4e0d\u6703\u518d\u6709\u4efb\u4f55\u6539\u9032<\/strong><\/p>\n<p>\u96a8\u8457\u7522\u54c1\u9031\u671f\u672b\u671f\uff0c\u6703\u50be\u5411\u8d8a\u4f86\u8d8a\u591a\u696d\u52d9\uff0c\u7136\u5f8c\u66f4\u5c11developers\uff0c\u56e0\u70ba\u4f60\u7684\u7522\u54c1\u5df2\u7d93\u4e0d\u6253\u7b97\u9032\u6b65\u4e86\uff0c\u4e0d\u6703\u518d\u5f80\u53f3\u8de8\u904egap\u3002\u6240\u4ee5\u9700\u8981\u66f4\u591a\u7684\u696d\u52d9\u4f86\u62c9\u650f\u5ba2\u6236\u3002<\/p>\n<p>\u7e3d\u4e4b\uff0c\u4f5c\u8005\u6839\u672c\u662f\u5efa\u8b70\uff0c<strong>\u5927\u90e8\u5206\u7684small ISVs\u6700\u597d\u662f\u4e0d\u9700\u8981\u4efb\u4f55sales guys&#8230; :)<\/strong> \u7576\u7136\u4e5f\u8a31\u6709\u4f8b\u5916\uff0c\u4f46<strong>\u5f88\u591a\u516c\u53f8\u5f80\u5f80\u5728\u9700\u8981\u6709\u696d\u52d9\u524d\uff0c\u5c31\u5df2\u7d93\u627e\u4e86\u696d\u52d9 \uff0c\u9810\u8a2d\u4e86\u8981\u6709\u696d\u52d9\u7684\u7acb\u5834\u3002<\/strong><\/p>\n<p>\u8981\u79fb\u52d5\u5ba2\u6236\u5f80\u5de6\u8de8\u904egap\u662f\u8cbb\u529b\u7684\uff0c\u7279\u5225\u662f small ISVs\u3002\u8f03\u597d\u7684\u65b9\u5f0f\u5176\u5be6\u662f\u5c07\u5fc3\u529b\u653e\u5728gay\u7684\u5de6\u908a\uff0c\u4e5f\u5c31\u662f\u4f60\u7684\u7522\u54c1\u4e0a\u3002\u6539\u5584\u4f60\u7684\u7522\u54c1\uff0c\u5c07\u4f60\u7684\u7522\u54c1\u5f80\u53f3\u79fb\u8de8\u904egap\uff0c\u8046\u807d\u4f60\u7684\u5ba2\u6236\uff0c\u7d66\u4ed6\u5011\u60f3\u8981\u7684\uff0c\u8b93\u4f60\u7684\u5ba2\u6236Happy (\u4ed6\u5011\u6703\u544a\u8a34\u4ed6\u5011\u7684\u670b\u53cb\u4f60\u6709\u591a\u68d2)<\/p>\n<p>\u5c08\u6ce8\u5728\u4f60\u7684\u7522\u54c1\u4e0a\u4e5f\u6703\u5efa\u7acb\u51fa\u4f60\u7684\u6838\u5fc3\u7af6\u722d\u529b\uff0c\u4f60\u77e5\u9053\u5982\u4f55\u5c07\u4f60\u7684\u7522\u54c1\u8b8a\u5f97\u66f4\u597d\u3002\u5982\u679c\u4f60\u4e0d\u77e5\u9053\uff0c\u90a3\u4f60\u5c31\u7b97\u6709 sales guy\uff0c\u6700\u5f8c\u4e5f\u6703\u8f38\u3002\u53e6\u4e00\u500b\u597d\u8655\u662f\u69d3\u687f\u4f5c\u7528\uff0c\u7576\u4f60\u52aa\u529b\u91dd\u5c0d\u67d0\u4e00\u4f4d\u5ba2\u6236\u6539\u5584\u7522\u54c1\uff0c\u5176\u5be6\u4e5f\u662f\u5c0d\u6240\u6709\u7684\u5ba2\u6236\u90fd\u6709\u5e6b\u52a9\u3002<\/p>\n<p>26 Closing the Gap 2<\/p>\n<p>\u76f8\u5c0d\u65bc\u4e0a\u4e00\u7ae0\u7684 Proactive Sales\uff0c\u9019\u4e00\u7ae0\u4f5c\u8005\u5927\u529b\u63d0\u5021\u4e0d\u9700\u696d\u52d9\u7684 Responsive Sales\u65b9\u5f0f\u3002\u524d\u8005\u9700\u8981\u696d\u52d9\u4e3b\u52d5\u63a5\u89f8\u5ba2\u6236\uff0c\u8aaa\u670d\u5ba2\u6236\u8cfc\u8cb7\u3002\u5f8c\u8005\u7531\u5ba2\u6236\u5728\u9700\u8981\u7684\u6642\u5019\uff0c\u900f\u904e\u53ef\u80fd\u662f\u5f9e\u670b\u53cb\u90a3\u908a\u6216\u5f9eblog\u770b\u5230\uff0c\u67e5\u4e86\u6240\u6709\u53ef\u4ee5\u67e5\u5230\u7684\u8cc7\u6599\uff0c\u7136\u5f8c\u4f86\u8ddf\u516c\u53f8\u8a62\u554f\uff0c\u6700\u5f8c\u8cfc\u8cb7\u3002<\/p>\n<p>\u9019\u7ae0\u4e5f\u53ef\u4ee5\u7b97\u662f\u9019\u672c\u66f8\u7684\u7e3d\u6574\u7406\u7cbe\u83ef\u3002<\/p>\n<p>\u807d\u8d77\u4f86 Responsive Sales\u6709\u9ede\u5929\u771f\uff0c\u5982\u4f55\u76f8\u4fe1\u5ba2\u6236\u6703\u81ea\u5df1\u4e0a\u9580? \u662f\u7684\uff0c\u6211\u5011\u53ef\u4ee5\u8fa6\u5230\u3002\u800c\u4e14\u597d\u8655\u591a\u591a\uff0c\u5be6\u60c5\u662f\u5ba2\u6236\u559c\u6b61\u88ab\u4fe1\u4efb\uff0c\u559c\u6b61\u81ea\u5df1\u4e0b\u6c7a\u5b9a\u800c\u4e0d\u662f\u88ab\u696d\u52d9\u8aaa\u670d\u3002Responsive Sales\u4e0d\u8868\u793a\u6211\u5011\u6c92\u4e8b\u505a\uff0c\u70ba\u4e86\u9054\u5230\u6210\u529f\u7684 Responsive Sales\uff0c\u4f5c\u8005\u5efa\u8b70\u4ee5\u4e0b\u52d5\u4f5c:<\/p>\n<p><strong>1.\u78ba\u5b9a\u4f60\u7684\u5ba2\u6236\u77e5\u9053\u4f60\u7684\u7522\u54c1<\/strong><\/p>\n<p>\u5982\u679c\u5ba2\u6236\u9023\u4f60\u7684\u7522\u54c1\u90fd\u6c92\u807d\u904e\uff0c\u7576\u7136\u4e5f\u5c31\u4e0d\u6703\u767c\u751f\u4ea4\u6613\u3002\u9019\u90e8\u5206\u7684\u5de5\u4f5c\u5c6c\u65bc Marketing\u884c\u92b7(\u4e0d\u662f sales)\uff0c\u66f4\u7cbe\u78ba\u7684\u8aaa\u662f\u6307 marketing communications\uff0c\u4f5c\u8005\u6709\u4ee5\u4e0b\u5efa\u8b70:<\/p>\n<ul>\n<li>\u8981\u5c0f\u5fc3\u82b1\u9322\u6253\u5ee3\u544a\uff0c\u5c24\u5176\u662f\u9322\u591a\u53c8\u96e3\u4ee5\u8861\u91cf\u6548\u76ca\u7684\u3002<\/li>\n<li>\u8a66\u8457\u53c3\u52a0\u5c55\u89bd\u3002<\/li>\n<li><strong>\u958b\u767c\u904e\u7a0b\u958b\u653e(Develop &#8220;in the Open&#8221;)\uff0c<\/strong>\u5efa\u7acb\u7522\u54c1blog,\u516c\u958b\u8a0e\u8ad6\u5340\uff0cpreview \u4e0b\u8f09\uff0c\u8b93\u4f60\u7684\u5ba2\u6236\u5011\u8a0e\u8ad6\u3002\u65e2\u7136\u958b\u767c\u7522\u54c1\u9700\u8981\u6642\u9593\uff0c\u4f55\u4e0d\u5728\u958b\u767c\u7684\u6642\u5019\u5c31\u5438\u5f15\u6ce8\u610f\u3002<\/li>\n<\/ul>\n<p><strong>2.\u78ba\u5b9a\u4f60\u7684\u7522\u54c1\u6709\u6771\u897f\u662f\u5ba2\u6236\u8981\u7684<\/strong><\/p>\n<p>\u4e00\u500b\u597d\u7684 proactive sales \u53ef\u4ee5\u514b\u670d\u9019\u500b\u554f\u984c\u3002\u4f46\u4f60\u6c92\u6709\u696d\u52d9\uff0c\u6240\u4ee5\u4f60\u5f97\u66f4\u5c08\u5fc3\u5728\u7522\u54c1\u5438\u5f15\u529b\u4e0a\uff0c\u4f60\u5f97\u8aaa\u670d\u81ea\u5df1\u4f60\u6240\u505a\u7684\u6771\u897f\u662f\u5ba2\u6236\u6e34\u671b\u7684\u3002\u9019\u500b\u8b70\u984c\u4e5f\u662f\u884c\u92b7\u7684\u7bc4\u7587:<\/p>\n<ul>\n<li>\u9078\u64c7\u7522\u54c1\u5b9a\u4f4d\uff0c\u4f60\u5e0c\u671b\u4f60\u7684\u7522\u54c1\u5982\u4f55\u88ab\u8a8d\u8b58?<\/li>\n<li>\u9078\u64c7\u7af6\u722d\u5c0d\u624b\uff0c\u4f60\u9700\u8981\u7af6\u722d\u5c0d\u624b\u3002\u6c92\u6709\u7af6\u722d\u5c0d\u624b\u7684\u5e02\u5834\uff0c\u8981\u561b\u4f60\u5927\u8cfa\u53ea\u6709\u4f60\u770b\u5230\u5546\u6a5f\uff0c\u8981\u561b\u5176\u5be6\u6839\u672c\u6c92\u6709\u5ba2\u6236\u9700\u6c42\u3002<\/li>\n<li><strong>Develop &#8220;in the Open&#8221;<\/strong>\uff0c\u627f\u7b2c\u4e00\u9ede\u4e0d\u53ea\u6709\u5ee3\u544a\u7684\u6548\u679c\uff0c\u4f60\u9084\u53ef\u4ee5\u89c0\u5bdf\u5230\u54ea\u4e9b\u6771\u897f\u662f\u5ba2\u6236\u771f\u6b63\u95dc\u5fc3\u7684\uff0c\u53ef\u4ee5\u65e9\u9ede\u77e5\u9053\u5e02\u5834\u53cd\u61c9\uff0c\u8d81\u6a5f\u8abf\u6574\u4f60\u7684\u7522\u54c1\u529f\u80fd\u3002<\/li>\n<\/ul>\n<p><strong>3.\u78ba\u5b9a\u5ba2\u6236\u53ef\u4ee5\u627f\u53d7\u4f60\u7684\u7522\u54c1\u50f9\u683c<\/strong><\/p>\n<p>\u6d41\u884c\u7684\u8aaa\u6cd5\u662f\u4f60\u61c9\u8a72\u4e3b\u5f35(claim)\u50f9\u683c\u9ad8\u9ede\uff0c\u7576\u4f60\u628a\u50f9\u683c\u8a2d\u9ad8\u4e00\u9ede\uff0c\u4e5f\u8868\u793a\u4f60\u544a\u8a34\u5927\u5bb6\u4f60\u8a8d\u70ba\u4f60\u7684\u7522\u54c1\u6bd4\u8f03\u6709\u50f9\u503c\u3002\u4f46\u4f4e\u50f9\u683c\u4e5f\u6709\u597d\u8655\uff0c\u5c0f\u5fc3\u5ba2\u6236\u9810\u7b97\u3002<\/p>\n<p><strong>4.\u63d0\u4f9b\u5b8c\u6574\u529f\u80fd\u7684\u7522\u54c1 Demo Download<\/strong><\/p>\n<p>\u8a18\u5f97\u4e0b\u8f09\u8981\u975e\u5e38\u5bb9\u6613\uff0c\u529f\u80fd\u662f\u5b8c\u6574\u7248\u672c\uff0c\u8981\u5bb9\u6613\u5b89\u88dd\uff0c\u4e0d\u9700\u8981\u8a3b\u518a\u5c31\u80fd\u4f7f\u7528\u3002<\/p>\n<p><strong>5.\u56de\u7b54\u5ba2\u6236\u554f\u984c<\/strong><\/p>\n<p>\u4f5c\u8005\u8a8d\u70ba\u80fd\u5920\u56de\u7b54\u6df1\u5165\u7684\u6280\u8853\u554f\u984c\u975e\u5e38\u91cd\u8981\uff0c\u5728\u4f5c\u8005\u7684\u516c\u53f8\uff0c<strong>developer\u4e5f\u5fc5\u9808\u5e6b\u52a9\u5ba2\u6236<\/strong>\u3002\u7576\u7136\u4f5c\u8005\u6709\u5efa\u7acb\u7b2c\u4e00\u5c64\u7684\u5ba2\u6236\u652f\u63f4\u4eba\u54e1\uff0cfull-time\u5e6b\u52a9\u5ba2\u6236\uff0c\u4f46\u662f\u5982\u679c\u6709\u4e0d\u80fd\u89e3\u6c7a\u7684\u554f\u984c\uff0c\u6bcf\u500b developer \u90fd\u6709\u8cac\u4efb\u53bb\u505a\u7b2c\u4e8c\u5c64\u652f\u63f4\u3002\u5ba2\u6236\u6703\u559c\u6b61\u53ef\u4ee5\u76f4\u63a5\u771f\u6b63\u5beb\u7a0b\u5f0f\u7684\u4eba\u806f\u7e6b\u3002<\/p>\n<p><strong>6.\u63d0\u4f9b\u8a0e\u8ad6\u793e\u7fa4<\/strong><\/p>\n<p>\u6f5b\u5728\u7684\u9810\u671f\u5ba2\u6236\u6703\u5e0c\u671b\u53ef\u4ee5\u8ddf\u5df2\u7d93\u8cfc\u8cb7\u7684\u5ba2\u6236\u505a\u8a0e\u8ad6 (\u4f8b\u5982\u8a62\u554f\u9019\u500b\u7522\u54c1\u597d\u4e0d\u597d\u554a?)\uff0c\u5728 Responsive sales \u4e2d\u4f60\u61c9\u8a72\u63d0\u4f9b\u9019\u7a2e\u6a5f\u6703\uff0c\u4f60\u61c9\u8a72\u5c0d\u81ea\u5df1\u7684\u7522\u54c1\u6709\u4fe1\u5fc3\uff0c\u6c92\u6709\u4ec0\u9ebc\u597d\u96b1\u85cf\u7684\u3002<\/p>\n<p>\u7576\u7136\u4e5f\u8a31\u53ef\u80fd\u6703\u6709\u4e0d\u597d\u73a9\u7684\u5730\u65b9(\u4f8b\u5982\u73fe\u6709\u5ba2\u6236\u8ddf\u9810\u671f\u5ba2\u6236\u62b1\u6028?)\uff0c\u4f46\u662f\u9019\u662f\u4e00\u500b\u5f88\u68d2\u7684feedback\u6a5f\u5236\uff0c\u5c07\u8feb\u4f7f\u4f60\u4e0d\u65b7\u6539\u9032\u7522\u54c1\uff0c\u8b93\u4f60\u7684\u5ba2\u6236\u6eff\u610f\u3002\u4f60\u7684\u5ba2\u6236\u6703\u770b\u5230\u4f60\u7684\u52aa\u529b\u7684\u3002<\/p>\n<p><strong>7.\u8b93\u7522\u54c1\u5728Web\u4e0a\u5c31\u53ef\u4ee5\u5bb9\u6613\u8cfc\u8cb7<\/strong><\/p>\n<ul>\n<li>\u5225\u8b93\u4f60\u7684\u5ba2\u6236\u4e00\u5b9a\u8981\u8a3b\u518a\u624d\u53ef\u4ee5\u8cfc\u8cb7<\/li>\n<li>\u4f60\u4e0d\u9700\u8981\u8cfc\u7269\u8eca\uff0c\u4f60\u624d\u5e7e\u6a23\u7522\u54c1\u554a(perhaps only one)\uff0c\u6771\u897f\u5c11\u4e0d\u9700\u8981\u8cfc\u7269\u8eca\u3002<\/li>\n<li>\u5be6\u9ad4\u7684\u6771\u897f\u8981\u5bc4\u9001\u5c31\u7b97\u4e86\uff0c\u4e0d\u7136\u6700\u597d\u662f<strong>\u4e0b\u55ae\u5f8c\uff0c\u99ac\u4e0a\u5c31\u53ef\u4ee5\u4f7f\u7528!!<\/strong><\/li>\n<\/ul>\n<p>\u6700\u5f8c\uff0c\u4f60\u9084\u662f\u89ba\u5f97 Responsive Sales \u884c\u4e0d\u901a\u55ce?\u8acb\u81ea\u8eab\u8655\u5730\u60f3\u60f3\uff0c\u4ee5\u4e0a\u9019\u4e9b\u5efa\u8b70\uff0c\u4e0d\u5c31\u662f\u4f60\u81ea\u5df1\u7576\u5ba2\u6236\u7684\u6642\u5019\uff0c\u6240\u5e0c\u671b\u7684\u5c0d\u5f85\u55ce?<\/p>\n<p>\u66f8\u672b\uff0c\u4f5c\u8005\u518d\u6b21\u63d0\u9192<strong>\u771f\u6b63\u57f7\u884c\u7684\u91cd\u8981(Just do it)<\/strong>\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u547c\uff0c\u812b\u7a3f\u597d\u4e45\uff0c\u7d42\u65bc\u628a\u6700\u5f8c\u7684 Part 4 \u6574\u7406\u597d\u4e86\u3002\u96d6\u8aaa\u662f Sales\uff0c\u5176\u5be6\u90fd\u662f\u5728\u5f37\u8abf\u884c\u92b7 Marketing &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/ihower.tw\/blog\/1645-eric-sink-business-of-software-sales\" class=\"more-link\">\u95b1\u8b80\u5168\u6587<span class=\"screen-reader-text\">\u3008Eric Sink \u8ac7\u5c0f\u8edf\u9ad4\u516c\u53f8\u7684\u5275\u696d\u7d93\u71df(\u7e8c) Sales\u3009<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[9,2,24],"tags":[],"class_list":["post-1645","post","type-post","status-publish","format-standard","hentry","category-books","category-software-development","category-business","entry"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_shortlink":"https:\/\/wp.me\/p1q6tG-qx","jetpack_sharing_enabled":true,"jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/posts\/1645","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/comments?post=1645"}],"version-history":[{"count":1,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/posts\/1645\/revisions"}],"predecessor-version":[{"id":5595,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/posts\/1645\/revisions\/5595"}],"wp:attachment":[{"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/media?parent=1645"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/categories?post=1645"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/ihower.tw\/blog\/wp-json\/wp\/v2\/tags?post=1645"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}