销售面试--卞鑫培

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<h1>销售面试--卞鑫培</h1>

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<span><div><div><div><br/></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 278px;"></col><col style="width: 310px;"></col></colgroup><tbody><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>问题</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div>回复</div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>公司名称</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div><span style="font-family: Arial, sans-serif;-en-paragraph:true;">CAXA</span></div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>员工人数</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div>500</div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>销售人数</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div>100</div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;">销售平均业绩要求</td><td style="width: 310px; padding: 8px; border: 1px solid;"><div>200万</div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>拓展商机的主要方式</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div>透过政府</div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div><span style="font-family: Arial, sans-serif;-en-paragraph:true;">CAXA</span><span style="font-family: 宋体;-en-paragraph:true;">工业软件是的应用范畴？</span></div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div><br/></div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>有哪些重要的客户？</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div><br/></div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;">国泰新点做什么？熟悉哪些政府部门？</td><td style="width: 310px; padding: 8px; border: 1px solid;"><div><br/></div></td></tr><tr><td style="width: 278px; padding: 8px; border: 1px solid;"><div>你不是应届毕业生……，以你的经验及能力，你想要怎么做来达到公司对你的期望？</div></td><td style="width: 310px; padding: 8px; border: 1px solid;"><div><br/></div></td></tr></tbody></table><div>优点：</div><ol><li><div>有客户拓展能力</div></li></ol><div><br/></div><div>缺点：</div><ol><li><div>行业不对口</div></li><li><div>着重在镇江一个地方</div></li></ol></div><div style="margin-left: 21pt; text-align: center; text-indent: 21pt; margin-top: 1em; margin-bottom: 1em;"><span style="text-indent: 21pt; font-size: 14pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">人才推荐报告</span></div><div style="text-indent: 21pt; margin-top: 1em; margin-bottom: 1em;"><span style="text-indent: 21pt; font-weight: bold;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-size: 12pt; color: black; font-family: 宋体; font-weight: bold;-en-paragraph:true;">基本信息</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">姓</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">   </span> <span style="font-family: 宋体;-en-paragraph:true;">名：卞先生</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">性</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">   </span> <span style="font-family: 宋体;-en-paragraph:true;">别：男</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">年</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">   </span> <span style="font-family: 宋体;-en-paragraph:true;">龄：</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">34</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">学</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">   </span> <span style="font-family: 宋体;-en-paragraph:true;">历：本科</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">工作年限：</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">12</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">当前薪资：底薪</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">13k+</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">期望薪资：面议</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-size: 12pt; color: black; font-family: 宋体; font-weight: bold;-en-paragraph:true;">工作经验</span></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 80px;"></col><col style="width: 152px;"></col><col style="width: 192px;"></col></colgroup><tbody><tr style="mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes"><td style="width: 80px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;">2020.01-</span><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">至今</span></div></td><td style="width: 152px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">北京数码大方科技股份有限公司</span></div></td><td style="width: 192px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;">BD</span><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">经理</span></div></td></tr></tbody></table><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">职责业绩：</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">1</span><span style="font-family: 宋体;-en-paragraph:true;">、负责销售</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">CAXA</span><span style="font-family: 宋体;-en-paragraph:true;">工业软件（</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">CAD/PLM/MES</span><span style="font-family: 宋体;-en-paragraph:true;">相关产品）及咨询服务项目</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2</span><span style="font-family: 宋体;-en-paragraph:true;">．进行市场反馈、搜集并分析行业市场信息，建立客户资料档案管理；</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">3</span><span style="font-family: 宋体;-en-paragraph:true;">．拓展新客户，挖掘需求，促进立项，完成签单；维护老客户，进行二次销售。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">4</span><span style="font-family: 宋体;-en-paragraph:true;">．根据公司产品、价格及市场策略，完成咨询、报价、销售方案、合同条款的协商、招投标文件制定及合同签订事宜；</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">5</span><span style="font-family: 宋体;-en-paragraph:true;">．参与公司组织的各种市场活动，对产品进行推广；</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">6</span><span style="font-family: 宋体;-en-paragraph:true;">．公司新销售的培训与分享。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 80px;"></col><col style="width: 152px;"></col><col style="width: 192px;"></col></colgroup><tbody><tr style="mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes"><td style="width: 80px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;">2017.09-2020.01</span></div></td><td style="width: 152px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">国泰新点软件股份有限公司</span></div></td><td style="width: 192px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">销售经理</span></div></td></tr></tbody></table><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">职责业绩：</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">1</span><span style="font-family: 宋体;-en-paragraph:true;">．所负责区域内</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">zf</span><span style="font-family: 宋体;-en-paragraph:true;">部门和各委办局的拜访，建立良好的商务关系，挖掘潜在的项目信息，引导客户需求促成项目落地。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2</span><span style="font-family: 宋体;-en-paragraph:true;">．老客户的商务关系维护，运作新的系统升级项目。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">3</span><span style="font-family: 宋体;-en-paragraph:true;">．领导交办的其他事宜。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 80px;"></col><col style="width: 152px;"></col><col style="width: 192px;"></col></colgroup><tbody><tr style="mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes"><td style="width: 80px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;">2016.08-2017.08</span></div></td><td style="width: 152px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">江苏首控制造技术有限公司</span></div></td><td style="width: 192px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">销售经理</span></div></td></tr></tbody></table><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">职责业绩：</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">1</span><span style="font-family: 宋体;-en-paragraph:true;">．现在公司的主要业务为工业级无人机解决方案，无人机是一个搭载平台，结合后端的各种行业解决处理软件构成完整的解决方案。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2</span><span style="font-family: 宋体;-en-paragraph:true;">．客户信息通过渠道搜集，直接或间接的关系，亦或陌拜，在宣讲方案前必须充分的研究透整个方案，特别是软件方向。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">3</span><span style="font-family: 宋体;-en-paragraph:true;">．宣讲方案或答疑。将客户对产品方案的意见反馈给技术部门进行改进修正。配合我司的飞行学院进行无人机进校园的活动策划，文案编写，合同审定等工作。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 80px;"></col><col style="width: 152px;"></col><col style="width: 192px;"></col></colgroup><tbody><tr style="mso-yfti-irow:0;mso-yfti-firstrow:yes;mso-yfti-lastrow:yes"><td style="width: 80px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: Arial, sans-serif; font-weight: bold;-en-paragraph:true;">2009.10-2017.08</span></div></td><td style="width: 152px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">镇江文广集团</span></div></td><td style="width: 192px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="line-height: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">播控工程师</span></div></td></tr></tbody></table><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">职责业绩：</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">1</span><span style="font-family: 宋体;-en-paragraph:true;">．负责电视播出机房数据库的日常维护和升级。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2</span><span style="font-family: 宋体;-en-paragraph:true;">．负责播控中心电视节目的日常事务。保证安全播出。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">3</span><span style="font-family: 宋体;-en-paragraph:true;">．担任团支部书记，负责团员活动的策划，执行。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">4</span><span style="font-family: 宋体;-en-paragraph:true;">．广电传媒行业相关论文的撰写和发表。其中《</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">SQL</span><span style="font-family: 宋体;-en-paragraph:true;">数据库在硬盘播出系统中的应用》发表在省级刊物《西部广播电视》</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2015</span><span style="font-family: 宋体;-en-paragraph:true;">年第</span><span style="font-family: Arial, sans-serif;-en-paragraph:true;">8</span><span style="font-family: 宋体;-en-paragraph:true;">期中。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-size: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">教育经历</span></div><table style="border-collapse: collapse; min-width: 100%;"><colgroup><col style="width: 96px;"></col><col style="width: 119px;"></col><col style="width: 109px;"></col><col style="width: 74px;"></col><col style="width: 81px;"></col></colgroup><tbody><tr><td style="height: 14.6pt; width: 96px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;">2005.09–2009.07</span></div></td><td style="height: 14.6pt; width: 119px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">金陵科技学院</span></div></td><td style="height: 14.6pt; width: 109px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">电气工程及其自动化</span></div></td><td style="height: 14.6pt; width: 74px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">本科</span></div></td><td style="height: 14.6pt; width: 81px; padding: 8px; border: 1px solid;"><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div></td></tr></tbody></table><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-size: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">语言能力</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">英语</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-size: 12pt; font-family: 宋体; font-weight: bold;-en-paragraph:true;">自我评价</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: 宋体;-en-paragraph:true;">诚信、狼性、为人谦虚、与人为善，从体制内跳出改行做市场营销，就是不安于现状想干一番事业，不停学习边不断成长，为公司创造价值，为自己赢得未来。</span></div><div style="margin-top: 1em; margin-bottom: 1em;"><span style="font-family: Arial, sans-serif;-en-paragraph:true;"> </span></div><div><br/></div></div><div><br/></div></span>
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