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• 这世界没有销售天才

  作者：盲鱼 发布时间：2017-09-19 14:34:10

  从某种意义上来说，销售能力代表了一个人的交往能力，销售的过程能体现一个人的理念主张与性格趋向。往往越出色的销售员，其生活圈的半径越大，自身价值的吸附力也越强。于是在很多产品领域，销售员们都渴望着一种黏性十足的销售方式，既能促进产品销量的增长，又能让销售行为保持良好的动力和惯性。而《直效销售》这本书，恰恰给予了非常合理而精彩的答案。

  Anthony Lannarino是国际著名的销售大师，他的演讲号召力十足。他在书中将看似庞大的“销售”拆解开来，进行细颗粒划分，重塑了销售的内涵和理念。他认为心态和技能是非常重要的两个要素，相互弥补，相互促进，这其中又包含了自律、乐观、好胜心、谈判、敏锐度、领导力，等等。就好比一条行驶在海中的船，只有在经历风浪的时候才会体现出每一个零件的重要性。销售并不是一件十分神秘的事情，它是有道理可言的。

  这世界没有销售天才，也很少有人没把自己的第一次销售搞砸。然而没有关系，掌握销售的精髓是职业生涯的关键所在。《直效销售》里没有励志、没有口号，只有实实在在的“干货”。相信这本书一定能助你成为一个销售达人。

  

  

  

  

  

  

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• David Copperfield里面的婚姻故事

  作者：小黄兔 发布时间：2012-12-27 13:23:19

  评论一本大部头实在不容易。那种精神上的陶醉、文字的优美和思想上的震撼，很难一笔一划写出来。我想整理的思绪，也只是其中一部分。

  这本糅合了狄更斯自己人生经历的自传体小说，除了早期大卫经受的磨难外，很大一部分就是讨论家庭、婚姻和婚姻琐事。太阳底下无琐事，以前看他事无大小地描写家务事，觉得很没必要，觉得大可以删去；可是如今才体会到，那些小事正是影响着人们的生活轨迹和情感。

  按照出场顺序和结婚早晚，书中出现的夫妇如下：

  Mrs.Copperfield and Mr.Murdstone

  Peggotty and Barkis

  Mr and Mrs.Micawber

  Doctor and Annie

  Steerforth and Emily

  Besty (Aunt)

  Copperfield and Dora

  Copperfield and Agnes

  Traddles and Sophy

  1，Mrs.Copperfield and Mr.Murdstone

  Mrs.Copperfield 也就是大卫的母亲。一出场，大卫就是失去父亲的孩子，其美丽却柔弱的母亲好不容易把他生下来。之后，其母亲认识了Mr.Murdstone，不知道是出于爱还是出于为孩子找个父亲的目的，母亲再婚了。这是大卫人生中最先遇到的一个结合，可是这个是不幸的结合。后父对大卫并不好，漠不关心并且过分严厉。母亲看到心很痛，可是却不敢冒犯丈夫。大卫母亲的优点是善良柔顺，典型小女人，可是她的性格遇上自私冷漠的丈夫，就变成弱点了。她无力站出来保护孩子，可是无时无刻被母性中的怜爱给折磨。日复一日，母亲逐渐消瘦，最后死去。母亲的结局暗示着，女人的对爱情的投入一旦跟温柔的母性相反，则会导致不行；柔弱者会成为冷血者的奴隶，结果本来怀着好意的结合，却是致命的，不利于自身，更加不利于孩子。

  2，Peggotty and Barkis

  Peggotty 是大卫的保姆， Barkis是大卫家的马夫，两人都是普通的劳动人民，其结合也是朴实得不得了。Barkis一开始问大卫：Peggotty小姐是否如传闻那样做得一手好饼。后来Barkis病倒卧床，对大卫说：我这个好妻子，做的饼真的如传闻那样好，一直很好。两人的结合完全没有浪漫和甜言蜜语，平实夫妇，可是不离不弃，而且互相尊重。Barkis病后，P不离不弃去照顾，而丈夫也常常翻出为数不多的钱币，希望妻子能够不那么拮据。在大卫看来，这段婚姻虽然不出彩，不戏剧化，可是一笔一划都透漏尊敬。

  3，Mr and Mrs.Micawber

  这对夫妇是狄更斯笔下生动的人物。Micawber先生生意失败导致破产，之后一直很潦倒，可是Micawbert太太却认为丈夫有着过人的才能，而他屡试屡败证明的不是他的能力不足，而是社会有问题。她一次一次强调自己不会离弃丈夫，自己到死都要守着结婚的诺言。这个小个子女人，顽固并有点目光太过集中在丈夫身上，可是也不得不说忠诚得让人汗颜。这对夫妇好不容易，最后终于有好的转机，在澳大利亚的土地上得到在英国得不到的尊严和地位。狄更斯对这对夫妇描写总是笔带讥诮，给一个好的结局，大概是有意让好心人有好报而已。但在现实中，这样的家庭，没钱又生很多孩子，失败却不承认失败，一再背债，一再埋怨社会，往往是悲惨的结局。

  4，Doctor and Annie

  这对夫妇是老少配。当Annie嫁给Doctor时，刚刚失去父亲，年纪轻轻。一直Annie都表现出对Doctor的关爱和尊重，可是旁人却隐隐觉得Annie并不快乐。后来Annie坦白说，她曾经很不快乐，并认为自己爱上一个从小玩大的青年，差点出轨。但她慢慢地，感受到Doctor的深情和无比的关怀和体谅，除了悔恨，就是决心真心地爱丈夫。旁人对Doctor指出Annie可能的不忠，并没有激起他的愤怒，相反，他是觉得Annie那么年轻就作了妻子，得不到该有的少女的快乐，也得不到足够的指引，Annie的不幸是他造成的。他仍然很爱她，他的爱不因为妻子爱不爱他而有改变。Annie说的话也透露出老少配的缺点：一个犹如慈父一般的男人作了丈夫，那么就失去了可以指导和倾诉的对象。少妻变得很孤独，性格也得不到完整塑造，更加缺乏长辈指引，就很容易怀疑自己爱上别的男人，很容易犯错。父亲的角色是无可替代的。

  5，Steerforth and Emily

  这对不幸的结合算是全书一个高潮。本来美丽的Emily已经跟Ham订婚了，可是见到英俊不凡的富家子弟Steerforth，重新点燃Emily渴望做Lady的幻想，两人私下交往，最后私奔。Emily的本性是好的，她的失足，一方面是被从小被太多关爱overload，一方面是她拥有不凡的容貌，而美丽总是容易导致虚荣，她想成为上流社会的女人，摆脱一出生的不足。但最后Steerforth离开了Emily，Emily流落到London，很幸运地被家庭重新接纳；但Steerforth却在海中丧生。狄更斯没有批判这段感情，大卫说，他仍然将他们想得尽可能的好。可是狄更斯是否暗示抛弃亲人、冲动热烈的感情是不得善终呢？

  6，Besty (Aunt）

  收养大卫的阿姨，一直以一个独身女人的形象出现在读者面前。可是后来一个神秘的男人出现，人们才知道，原来Besty小姐是已经结过婚的。这段关系描写不多，Besty的丈夫叫什么名字都不知道，我们唯一知道的就是Besty伤透心，却对这个丈夫并不绝情。她流着泪说：我嫁给他的时候，他还是一个fine looking man。旧情又怎么那么忘记呢？可是旧情也不该继续，狄更斯让这个面目模糊的丈夫死掉了。

  7，Copperfield and Dora

  大卫自己有两段婚姻，第一段婚姻是跟Dora。Dora出身很好，从小被宠爱，对世事和俗物一无所知。后来大卫得知阿姨败落后，曾经试图让Dora学一下烹饪，留意一下家里的家务事，那么以后两人才能节俭持家。可是Dora哭啊、撒娇啊，认为大卫让她学习太狠心了。Dora父亲得知两人关系当然反对，可是不久却心脏病发跌下马死了。死后才发现，其实家里不剩什么了，Dora由两个阿姨照顾。这使得两人结合变得有可能，也的确成功结婚了。可是这段婚姻总是有点美中不足。Dora漂亮可爱，可是一点家务都不会，家里乱得像垃圾岗，也被仆人占便宜。大卫觉得妻子应该学会持家，可是Dora先是反对、哭、晕倒；后来尝试学，可是提笔写两个字就写不下去。Dora让大卫叫她Child-wife，真是贴切不过。大卫知道无望让妻子学会，只好自己去习惯迁就。可是心中的不满，却难以用深情去消灭，隐隐觉得妻子拖后腿。Dora是感受到这点的，也懊恼自己愚蠢、学不会，后来身体越来越糟，死去了。在去世前，Dora说，如果他们就如小女孩小男孩那样爱过、玩过，然后互相忘记不再见，也许更好。Dora的不足，大部分来自于教育的不足，从小被人当是洋娃娃来宠爱，心智就永远长不大，就无法适应妻子的角色。

  这段婚姻也让我想起德莱塞笔下Copperwood的婚姻。男人对女人的爱先是由外表的美丽而激起，不会考虑女人合不合适作妻子。可是结婚后，慢慢感到有一个能力好的妻子，不但能够促进自己获得更大成就，更能够为自己在社交界打开路。如同孩子般的撒娇、美丽女人的打扮，一开始是迷人的，多了、久了就腻了。因为婚姻，说到底就是回归生活，是生活而不是性冲动。大卫跟Dora的爱情是美丽的，可是婚姻却不那么好。Dora也知道，自己这样子，终有一天会耗尽丈夫对自己的爱，倒不如在年轻时、丈夫还爱自己时死去好了。

  8，Copperfield and Agnes

  大卫跟Agnes在年少时一起生活过、一起读书，是感情很深的挚友。Agnes一直鼓励他，总能够指导和促进他提升，做更好的自己。大卫需要这股精神力量，并一次一次在困境中得到Agnes的鼓励。他说：他跟Dora的不完美婚姻，也因为Agnes的存在而变得完美。

  在Dora死去后，大卫坐在船上渡过漫漫的三年。在孤独中，他看清了自己过往的经历，发现自己爱的是Agnes。以前他只想到这种无比温暖的情感是如家人的情感，可是阅历和经历多了，才知道这种情感比兄妹的情感要强烈和持续得多。而Agnes，是自己一直寻找的、最适合自己的女性。

  重见Agnes，大卫从阿姨那里听到，Agnes可能已经有爱人了，于是压抑自己的情感，希望一直以兄妹关系维持这段珍贵的情感。可是Agnes在泪水中对大卫说：自己并没有情人，从一开始到现在，她爱的是他。之后没什么好说，王子与公主幸福生活，并生了一堆孩子。

  人总是要经历很多很多，待到不再年轻时，才知道自己需要什么。经历过那么多情人，才发现身边一直支持自己的正正是苦苦寻找的人生伴侣。爱总不嫌迟。只有智力、思想和情感上高度相当的夫妻才能将婚姻维持长久。

  9，Traddles and Sophy

  全书以这对情人的结合做结尾。两人都是普通人，从底层开始奋斗，两人相爱很久，却推迟很久才结婚。于他们，结婚只是一个形式，其实两人早已如夫妻般相订终身。Sophy愿意等Traddles，等到八十岁都会等，而Traddles则一直爱和尊敬Sophy，无论穷困还是富有，都爱着这个相貌一般的普通女子。

  狄更斯用这对情侣的婚姻作结尾，是否暗示了真心真意、忠贞不移的感情会有好的结局呢？

   

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• DNA Evidence and Forensic Science reading notes

  作者：Fanchen 发布时间：2011-11-15 13:08:44

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  Anthropometry

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  p5: Anthropometry. Developed by Alphonse Bertillon (a French criminologist) in the late 1870s, this method, though largely replaced by fingerprint analysis now, is still widely used in anthropology to determine the identity of human remains.

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  p6: Bertillonage = Bertillon's system of using precise terminology to determine a human body's characters. He went as meticulously as possible in measuring human bodies, such as characterizing a person's ear into more than 50 categories or designing extremely sophisticated and well-controlled methods to measure the length of a foot.

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  p8: Bertillonage is like the taxonomy of human beings.

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  p9: The decline of Bertillonage was due to its sophistication and people from other countries being unable or unwilling to follow Bertillon's original requirements. Another reason, of course, was the rise of the much simpler analysis of fingerprints.

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  Fingerprint

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  p11: I don't know of how the ancient Chinese interpreted the fingerprint ink, but I kinda feel that the fingerprint mark is more of an authorization that the person to which the mark belongs agree with whatever the document states. The fingerprint mark is a signature. And since signature can be forged, so can fingerprint mark. My point here is the use of fingerprint to distinguish people developed in China is not for IDENTIFYING individuals but for AUTHORIZATION. Thus, the Chinese actually have never figured out how to compare fingerprints and determine whether they are identical or not, despite the fact that they might have noticed the potential application of fingerprints long time ago.

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  Sir William Herschel, by mid-19th century, developed the modern use of fingerprints in criminology during his work in India. Dr Henry Faulds pushed the study even further around the same time in Japan and published a paper (the first scientific paper in the use of fingerprints for identification purposes) in Nature. Yet, the later drama between the two for who discovered the value of fingerprints was kind of hilarious. Francis Galton wrote the first classics in the field: Finger Prints, in 1892 (however, this man did so for eugenic purpose).

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  The fingerprint system for English-speaking countries (developed by Sir Edward Henry) is slightly different from that for Spanish-speaking countries (developed by Juan Vucetich)

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  p16: Two basic assumptions of fingerprint: 1. Fingerprint develops before a person is born, lasts forever, and is almost impossible to alter using any means; 2. each individual has a unique fingerprint pattern.

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  p19: Daubert v. Merrell Dow Pharmaceuticals (what constitutes scientific evidence? What kind of science is admissible?)

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  p20: United States v. Bryon Mitchell (first challenge to the admissibility of fingerprint evidence)

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  p21: Though there are still controversies surrounding the validity of traditional fingerprint analysis and the new-comer, namely the DNA fingerprinting, has become highly accurate, it is still one of the most convenient method in terms of individual identification.

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  Ballistic Fingerprint

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  p27: Indeed, the problem with the size of the database is a huge concern for ballistic fingerprinting. Perhaps what is needed is to digitalize the information contained in the markings of the bullet and the rifling of the gun that fires the bullet. If computerized, to set up a library for all the ballistic weapons currently available through legal means in the US is not impossible. I think people should try to further the issue this way, just as the digitalization of real fingerprints. And at the meantime, it might be a good idea to suspend the traditional stockpile of weapons.

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  Polygraph (lie detection)

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  p28: The hot iron-bar test of lying is totally absurd, whereas the dry rice (or bread, or cheese) chewing test does have a tiny little sanity in it, since people tend to secrete less saliva when they are until strong emotional response, such as lying in this particular case.

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  p29: Later during the Renaissance was pulse rate recognized as a good way to detect subterfuge. Yet, full application of this method was not possible until the techniques for measuring pulse rate and respiration were available in the 19th century.

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  p31: The four elements in modern polygraph: blood pressure, pulse rate, respiration, and galvanic skin response (GSR: the change of skin electrical conductivity).

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  p32: It is worth pointing out over and over again that a polygraph is not necessarily a lie-detecting machine, yet it is only a piece of equipment that detects multiple physiological changes of human body when the person is subject to different emotional state, such as lying. However, the emotional state could also include nervousness, fright, etc.

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  p35: The Daubert case and the Frye case are again mentioned here.

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  p35: Refer to the Scheffer case to know that polygraph is still not accepted in American jurisdiction.

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  p37: The scientific validity of polygraph (and also the underlying hypothesis that lying can be correlated with measurable physiological responses) is not strong. Besides, two official reports suggested that the accuracy of detecting lies with polygraph was far from perfection. Yet, it is still the best method currently available in lie-detecting business.

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  p39: The EPPA regulation prohibits many fields of employment from using polygraph before employment. Yet, many federal- or legal-related departments are exempted from the regulation, and the use of polygraph pre-employment, its inaccuracy and lack of scientific support notwithstanding, is widespread. In fact, I feel that polygraph has somehow transcended its role as a simple machine of measurement, but become a symbol of authority that forces the truth out of some people. Just as stated in the book, many a time people's belief in the power of polygraph makes them reveal the truth before the test is even applied. In this sense, the continuation of polygraph test might not be a bad idea at all. The technique is indeed too weak to be accepted as legal evidence, yet it might help investigators or employers to find clues and inspirations that are otherwise unattainable.

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  DNA Typing

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  p40: British geneticist Alec Jeffreys discovered the application of DNA typing in forensic use.

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  p43: The Andrew's case in 1987 (Tommy Lee Andrews was convicted a rape crime and the verdict was upheld in higher district court of appeals thanks to DNA evidence) is the first one in the US that depends on DNA evidence.

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  p44: People vs. Castro, the one very important case in DNA typing. It reveals that 1. DNA typing is scientifically sound; and 2. the biggest problem of such evidence arises from mistreatment of the DNA sample and human error in analysis.

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  p48: Here comes the social-political problem concerning DNA database: should we obtain the DNA information from "the entire criminal population" even if the individuals are not subject to any prosecution? The question could be modified into: does the government have such right as to obtain our very private DNA information by claiming that this could facilitate the search of justice? Would this eventually lead to a totalitarianism, that the government knows not only who we are but wherever we go and whatever we do? In fact, a more practical problem at that time was there were simply too many DNA samples to be typed or to be acquired from criminals. It is good practice that the expansion of DNA database was not approved back in the 90s, yet perhaps such idea would come out again in the future, considering the fact that we have already entered the fourth generation of DNA sequencer.

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  p49: The first case in US that a wrongly convicted person was exonerated due to DNA evidence: the release of Gary Dotson in 1989.

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  p56: The difference between the Frye standard and the Rule 702 is that the former requires scientific evidence to be firstly "generally accepted" within the field, while the latter only requires it to be scientifically sound even if the science of the evidence has not been largely accepted by the scientific community. This change is quite important, because it allows the use of new techniques in providing evidence, which might give rise to advancement in forensic science.

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  p102: Locard's Exchange Principle. The principle states that a criminal will ALWAYS leave some traces behind him, either his fingerprints, footprints, hair, fiber, or something else.

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  p131: Book, article, report, website list concerning general information of forensic science.

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  p169: Book, article, report, website list concerning DNA Typing.

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  p226: A clear replay of the Daubert case judgement. The key difference between the Daubert and the Fyre cases is that the latter requires "general acceptance" of the specific expert evidence, while the former requires close examination of the principles and methods which construct or produce such evidence. In fact, general acceptance is also needed in the Daubert rule, yet it is for the methods not the evidence itself. The logic behind the Daubert rule is that, as long as the principles and methods are scientifically sound, peer reviewed, generally accepted, and the error rates of which available, the conclusions generated by them can be admissible as good evidence. This essentially allows new techniques to be used in court, without fearing that its novelty would prevent its potential capabilities in clarifying doubts.

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• 有智慧的中国历史读本

  作者：阳朔赤壁 发布时间：2006-09-12 11:45:03

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• 听泰勒的话

  作者：绿洲 发布时间：2009-09-08 10:02:32

  假如故事的结局不是先从电影里得知了，真不知道这部小说该会有多精彩。小说里大量运用的第二人称叙述更是让人如临其境。

  “现如今，拥有一副美丽的平凡躯体再也算不得什么了”，泰勒说。

  和平和安定已经让很多男人们失去了除勃起以外的其他雄性特质。男人们开始在乎自己的发型、保养自己的皮肤、为了苗条而节食减肥，有些甚至开始涂脂抹粉打扮的花枝招展。越来越多的男人开始努力让自己更像个娘们儿，他们花大量的时间去关注品牌服饰和研究流行趋势，而不是去晒黑自己的皮肤、增加自己的肺活量、锻炼自己的肌肉线条。看情况，人类不可避免的要进化成为雌雄同体生物，因为像郭敬明那样的花季美少年真是越来越多了。

  “人们干着自己不喜欢的工作，却用薪水去购买那些本来不需要的东西”，泰勒说。

  无论从哪个角度来评述这部小说，反消费主义和对精英文化的嘲讽都是避不开的主题。我们为了能够提前拥有某件商品而透支信用卡，为了开上一辆汽车而分期付款，为了获得一间屋子的独立使用权而进行高额贷款并用几十年时间来偿还。这是在浪费生命，泰勒提醒我。这种生活让人变得毫无个性。书里描述，以前坐在马桶上看“花花公子”的人在拥有了一套公寓之后便开始坐在马桶上看“宜家产品目录”。

  在搬到“造纸街制皂公司”之前的那套堆满了名牌家具的和纯手工艺品的公寓被炸得只剩下了水泥架子，“像个外太空”。之后，虽然只有最低限度的生活必需品——“六件白衬衣、六身内衣、两条黑色长裤、六双黑袜子”，生活却依然自由运转。你不会因为没有宜家的床品套件而失眠，也不会因为睡衣不是MUJI而得皮肤病。不管你用不用500元钱只有180毫升的护发精华，你的头发依然会在你接受癌症化疗时掉个精光。

  无论你拥有什么还是什么都没有，生活依然继续。那些开着高级车穿着定制西服打着真丝领带愁眉苦脸上班的人在搏击俱乐部里被打得鼻青脸肿，反而快乐了起来，仿佛忽然看到了自己生活里的那道曙光。但这并不是物质给予的。而后的“破坏工程”又要求人们把生活必需品削减到只剩下了“两件黑衬衣、两条黑长裤、两双黑袜子和五百美元塞在鞋底的殡葬费”。“破坏工程”要摧毁那些没用的东西，这点在电影里更为讽刺，因为影片结尾被炸毁的正是几座信用卡公司的大厦。

  这样的批判腔调在此之前的很多著作里也有体现。比如，安德烈•纪德的《藐视道德的人》里控诉，“荣耀体面的工作把人们变得多么愚蠢”。因为这些工作对人们的控制和约束让人变得毫不个性可言。人们都在遵循着同样的道德理论和思考方式进行生活，一代又一代永无止境的延续下去。

  “你不能到死的时候身上连道疤都没有”，泰勒说。

  要享受肾上腺素在体内飙升的感觉是根本不可能了，因为根本没机会铆足了劲打上一架。现代社会里的人都在想方设法避免麻烦和争端，人们懂得如何压抑着自己心里的怒气，然而却无处发泄。所以泰勒才为俱乐部成员布置的那个“家庭作业”——去激怒一些陌生的路人，跟他打上一架，而且必须要打输。这是在给那些人提供帮助。一个男人的一生不能只是学会怎样从身体里飙出精液，假如真的不能流点鲜血或留道疤痕，至少也该愤怒几次吧。

  “如今的社会让人们为了生存而遗忘了自己本身的才能”，泰勒说。

  为了让我发现这一点，泰勒用枪指着一个便利店职员的头问，这辈子你最想做的是什么？店员回答，我不知道。“那么好吧，你的母亲需要带上你的牙科病例才能辨认出你的尸体，知道为什么吗？因为我将开枪打烂你的脸”。店员涕泪横流，说“当一名兽医，我的理想是当一名兽医”。泰勒放了他，威胁说如果三个月后他还不能成为一名兽医，他就真的会被打死。

  那么，你呢？泰勒问，这辈子最想做的是什么。我早就不记得我想干什么或是我想成为什么样的人了。我该死。

  “搏击俱乐部的首要规则是你不能谈起搏击俱乐部”，泰勒说。

  但是每次活动都能看到几个新面孔。这说明，有人破坏了规矩。

  “搏击俱乐部的第二条规则是，你不能谈起搏击俱乐部”，泰勒说。

  但是搏击俱乐部却在不断壮大，分部在各地涌现。这两条规则其实就是用来被破坏的，只有这样搏击俱乐部才能蓬勃发展。这似乎是在影射一些教条主义走狗和那些制定管理制度和考核方法的人。他们看上去和他们发明出来的规则一样愚蠢。比如在书中，看着他领带颜色就知道是星期几的“我”的老板。

  无论剧情多么华丽，批判多么尖刻，这部小说无法免俗地绕到了爱情的主题上去。但这种献媚在这部小说中显得无法替代。因为它解释了一个终极的问题，就是泰勒为什么会出现。如果你购买的是正版书籍，那么你会在书中的第213页的第六个自然段中看到答案。因为“我”爱玛拉，自从遇到她的那个夜晚开始就爱上了，于是创造出来了泰勒，好让自己找到一个跟玛拉在一起的途径。然而在这场爱情追逐中，“我”得到了爱人，却失去了自己。

  好了，这不过又是一个凡人为爱痴狂的故事。只是，它精彩得已然让人忘记了爱情的存在。

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