宝洁-销售管理.doc

备战宝洁1、 再次明确P&G的选人核心2、 八大问题的中英文准备（要渗透宝洁的选人原则，在一个问题中体现综合素质）3、 PST中遇到的四大问题再次准备，同样需要结合选人原则的中英文答案4、 关于P&G，PS，个人优缺点等问题的准备5、 提问问题的准备（中英文）一、P&G的选人核心（PVP & Success Drivers)PVP = Purpose, Value, PrinciplesFive elements of PVP: Integrity, Trust, Leadership, Ownership, Passion for Winning因此，在举的例子中要能够尽量渗透这几个品质： 正直：本来可以这么做，却没有，因为这样违反道德或要求 信任：把任务放心的交给别人去做，同时自己也能赢得别人的信任 领导能力：激励，合理安排工作，让合适的人做合适的事，发挥个人专长，有效执行和危机处理 主人翁意识：把这里当成自己的家，为组织负责，为组织的未来负责 求胜激情：乐于接受挑战，积极主动的面对一切Success Drivers 是宝洁认为一个人在宝洁成功必须具备的素质，由三大部分共九点组成： Power of Mind Thinks and Act Decisively：思考和行动的决断性，风险分析与自己的判断能力 Leverage Mastery：运用个人专长，通过合作使人扬长避短 Innovates and Reapplies：从无到有的创造，一种继承和创新 Power of People Leads：清晰的目标，团队有效合作；激励团队和成员；发挥个人专长；有效执行和危机处理 Build Diverse, Collaborative Relationships：团队合作实现双赢；站在别人的立场多替别人考虑 Grows Capability：在学习和生活中提高自己的能力，帮助别人发挥潜力 Power of Agility In touch：展现亲和力，懂得倾听和理解；尊重和学习别人对的地方，弥补自己的不足 Embrace Changes：拥抱变化；造成变化，提供改进方案；适应改变，根据变化而变化 Operates with Discipline：结果导向，实现做出预测；对事情根据轻重缓急做优先处理二、P&G八道问题1、Describe an instance where you set your sights on a high/demanding goal and saw it through completion请你举一个例子，说明你是怎样设立一个长远的目标并实现他的。事例1：第八届哈尔滨国际汽车工业博览会1、 协会影响力最大，规模最大的一次活动，为同学提供社会实践机会，代表学校的形象，巨大的挑战2、 发动协会同事，招募112名志愿者，去掉课程多的，剩105名3、 每天选出两名组长，让更多同学接受更多的锻炼，信任他们，放权给他们，听取他们的意见4、 经常看望志愿者，与他们聊天，为他们解决问题，与许多人成为朋友5、 解决遇到的突发问题，激励志愿者，让他们持续饱满的热情6、 结束后为活动收尾，履行先前的一切承诺，许多志愿者欣赏我们的工作方式，继续参加我们的活动Eg.1 The 8th Harbin International Automotive Industry ExhibitionThe 8th Harbin International Automotive Industry Exhibition was held for 10 days in this August. The league committee of our campus appointed me to take charge of the voluntary service for this exhibition. It was the most influencing and sweeping activity of Changqingteng Youth Volunteer Council. It was a good opportunity for students to touch society. The volunteers performance stood for our campus and this activity was also a challenge to me.I recruited 105 volunteers from our campus with the help other colleagues. Then I assigned their task and made a sheet of schedule for each one. In the exhibition, I chose two headers everyday in order to make more students get the chance to practice their leadership. I trusted them and I gave them enough rights to deal with normal problems and make some decision. Most of them showed their strong leadership and solved many problems.I really concerned our volunteers and I often chatted with them when I attended the exhibition. After our friendly conversation, I would know their trouble and they would feel happy with my concluding appreciation. I always try my best to solve problems for them and I made many friends from them. Further more, I kept motivating the volunteers so that they could work with passion.After 10 days hard work, our volunteers successfully accomplished their tasks and gained the satisfaction of the committee. Then I carried out all my promise in the activity such as registering Youth Volunteer of China for them. Most of them appreciated our work fashion and they would be willing to attend our activities in future.事例2：开发智能药品管理系统1、 院长找人去南京麦迪柯公司实习，7名保研生两名指导老师，开发智能药品管理系统2、 自告奋勇担任项目组组长，第一次在公司做项目，而且是个规模比较大的系统，任务艰巨3、 根据个人特长分配任务，分两组进行市场调查，进行可行性分析4、 讨论研究方案，听取别人意见，达成共识，向领导汇报方案5、 分工协作的开展工程，不但各大部分之间的合作，机械部分内部的合作6、 综合了机械学的多门课程，使我机械知识的综合检阅7、 定期向领导汇报工程进度，修改方案，参与采购和购买器件等工作8、 自己部分完成后，协助其他部分调制工作，使得工作按时完成事例3：从工程师到经理人1、本科毕业时，家人和朋友都说我只能做工程师，但我想成为一名经理人，很羡慕CEO2、他们的理由是我性格不适合，那时我也存在一些缺点，傲慢，不听别人意见，会阻碍我的发展3、发誓要在研究生改变自己，让自己更适合做管理4、多参加活动，组织活动，锻炼自己的领导能力，团队意识和人际交往技巧5、进一步加强自己的科研能力，学会在压力下工作，通过各种锻炼来改变自己6、朋友们改变了对我的看法，我也正在通过自己的努力，实现自己经理人的梦想Eg.3 To be a managerIn my undergraduate campus life, when I said I wanted to be a manager and I really admired some CEOs, my parents and my friends would said that the most appropriate work for me was to be an engineer. In their opinion, I was not competent to be a manager or leader because of my improper characteristic. Yes, they were right. I did have some shortcoming that would ruin my manager dream. But I decided to overcome my bad habits and improve my general ability in my postgraduate life.In my opinion, the best class for me is to exercise, so I needed practice to improve myself. In the past year, I organized several activities to improve my leadership, such as the voluntary service in the 8th Harbin International Automotive Industry Exhibition. Meanwhile, I joined Student Management Council of our dormitory to work with other colleagues in order to improve my teamwork spirit. In this process, my interpersonal skills and problem solving skills were largely improved and some of my bad habits had been changed after these exercises. Today my friends have changed their mind and most of them think I could be competent to many jobs not only to be an engineer but also to be a good manager. Im trying my best to realize my dream.2、Summarize a situation where you took the initiative to get others on an important task or issue, and played a leading role to achieve the results you wanted.描述一个情景，说明你是如何在一个团队中采取主动，并起到领导地位，最后实现你想要的结果的。事例1：同问题1的事例2，开发智能药品管理系统事例2：大学四年培优班班长1、 进入大学就进入培优班，由优秀学生组成，目的是培养综合能力，学到更多东西2、 分机械班和电班，自告奋勇做机械班班长，当时手下有25名成员，后经筛选剩15名3、 与普通班不同，双重管理，直属教务处，需要协调与普通班的关系，尽量参与普通班活动4、 大三开始回归普通班，但培优班依然存在，组织参加本科生科研立项活动，受到锻炼5、 带头作用，第一个特等奖学金，第一个保研接受函，受到同学们的喜爱和尊重6、 在保研期间，协助教务处统计各项数据，协助学院管理这个特殊群体，10人保研Eg.2 President of Well-trained class in the whole four yearsAfter my entrance in Nanjing University of Science and Technology, I was chosen into well-trained class which was made by outstanding students. It was divided into mechanical class and electronic class based on the general major. In our first class meeting, I came forward to be monitor of mechanical class and our teacher approved of my application.Well-trained class was different from the normal class in the management because it directly belonged to the educational administration of our university while we also should be managed by our academy which was the same as the students in normal classes. So I had to deal with the relationship between the well trained class and normal class and I encouraged our classmates to take part in the normal classes activities as much as possible.After two years study, we returned to normal classes because of different majors. But the well-trained class still existed and I still worked as monitor of the class. I endeavored to gain the opportunity for all classmates to attend Undergraduate Project Activity of our university. Everyone got a project to practice their research ability and I managed their works in the following days.In the whole four years, I took the initiative in the class. I was the first student awarded the top-grad scholarship and I was also the first student who received the admission letter from postgraduate school. In well-trained class, I awarded scholarships several times and help them solve problems. Our classmates regarded me as a good leader and all of them respected me.事例3：英语话剧表演1、英语作业，话剧表演，分组进行2、每个人找剧本，我找到了威尼斯商人，高中英语课本，采用了我的剧本3、我主动提出演反面任务夏洛克，这个人比较难演，而且戏最多，多加排练4、提供训练场地，组织安排大家训练5、比赛时有个同学紧张忘词了，影响了评分，最终获得第二名3、Describe a situation where you had seek out relevant information, define key issues, and decide on which steps to take to get the desired results.描述一种情形，说明你在这种情形中寻找相关信息，发现关键问题并依照一些步骤来实现期望的结果事例1：智能药品管理系统可行性分析1、 项目开始之前要进行可行性分析，分两组展开社会调查，并根据调查情况确定方案2、 调查重点；医疗系统网络化，取药人数和数量，药房布局3、 重点调查学校医院，分组调查南京鼓楼医院，儿童医院，军区总院，记录人数并询问情况4、 医疗系统网络化比较普及，从挂号到药房都实行数据库管理，各医院情况类似5、 药房布局主要靠医生自己记，药房排队由季节而定6、 根据调查情况，整体系统按照病人看病的过程设计，软件部分按挂号，门诊，药房三部分设计7、 机械部分采用半自动化设备，医生不需要记忆药品位置，由计算机完成这样的工作，方案确定Eg.1 Feasibility investigate of Intelligent Medicine Management SystemIn my last semester of my undergraduate campus life, I was selected to intern in Nanjing Medico Technology Co. Ltd for my graduate design. The project was Intelligent Medicine Management System and I was the leader of the team. At the beginning, we should know the work process of the system and we decided to make a survey in four hospitals.The purpose of this survey was to know the actuality of network in the hospital and the condition of the pharmacy. We visited four hospitals and asked their personnel some questions and got some information about the application of network. Then we observed the situation of the queue before the window of the pharmacy and noted the time of taking the medicine for each patient and the dispensers task in this process. After our investigation, we knew that the network in the hospital had been widespread and the patients information was managed by database. But in most of the pharmacies, dispensers worked manually and little automatic equipment had been applied in the pharmacies.After analyzing the information we got, we decided to design a system with network service and a half automatic pharmacy. The software part would be developed to achieve the net service, from the clinic to the pharmacy. The half automatic pharmacy would be designed to help dispensers remember the position of the medicine and make it easy to take the medicine. According to this scheme, we worked together and the original system was successfully debugged after four months.事例2：选用VRML作为仿真工具1、 南京理工大学本科生科研立项活动，机器人运动学分析及动画仿真系统的研究2、 使用3DS MAX建模，但运动无法实现控制，课题遇到很大的难题3、 寻找能建模并控制运动仿真的方法，搜索相关的资料，Maxscript, AutoList, VRML4、 Maxscript不方便使用，AutoList的方法已经有人用过，没有太大意义，参考把OpenGL应用到二维仿真的论文，并且VRML便于利用C+控制，选用VRML5、 按照自己先前的设想，很快学会了VRML，并将C+应用于控制其运动，实现了课题的要求6、 这种创新方法得到老师的肯定，称我的课题已经可以达到研究生的水平事例3：保研时选择学校1、获得保研资格后，考虑去其他学校继续深造，于是挑选外校2、侯选学校有哈工大，上海交大，同济大学，北航，中国科技大学，北京理工大学3、都是好学校，但是我想继续学机械，放弃了中科大和同济，因为他们的机械实力不强4、读完研究生就想工作，交大必须硕博连读，也放弃了5、剩下三所高校中，哈工大机械实力最强，而且学生有更多机会进入好企业，如P&G6、最后在哈工大和留在南理工之间做了选择，决定接受挑战，去这个新环境中学习和锻炼7、哈工大接受了我，我的综合能力得到了很大的提高，也使我有机会进入P&G4、Describe an instance where you made effective use of facts to secure the agreement of others举一个例子说明你是如何通过事实来说服别人的事例1：为志愿者分配工作时给每个同学做一张纸条1、105人，每半天40人，10天，大家得到休息的时间，如何安排时间上出现分歧2、每个人写纸条；把每天工作人数列出来，让大家自己找；打电话现找现通知3、劝说大家，从志愿者的角度出发，多为客户着想，为以后的工作铺路，为协会未来着想4、自己找容易烦躁，疏漏；电话通知也容易疏漏，而且志愿者不方便记录5、为了减少工作量，大家分开工作，我也参与进去，每个人写20张纸6、志愿者看到纸条很感动，他们对我们的细心表示感谢，老师表扬我们把工作做到每个细节Eg.1 Making a sheet of schedule for each volunteerIn this summer, the 8th Harbin International Automotive Industry Exhibition was held and I was the leader of the volunteers. First of all, I recruited 112 volunteers in our campus with the help of colleagues of our council and 105 volunteers finally attended the activity in those 10 days. But the exhibition didnt need so many people at one time, so I set 40 volunteers to work there half a day and each volunteer would work in 8 half days in order to let them have a good rest.After we made the name list of each day, we disputed in the question how to notice the schedule to each volunteer. My advice was that we make 105 sheets of schedule for each one and that meant we had to write 105 sheets of paper. Other colleagues didnt agree with me. They thought it was a kind of trouble for us. Some suggested that we just copy the name list and ask them to find their work time themselves. Others advised we notice them one by one on the phone.Then I stood out and showed my reason. The first one was that volunteers were our customers and if we wanted to invite them to attend our activities in the future, we should think about things in their position and worked for them. The second one was that if we asked 105 volunteers to find their names on the list in over 800 names, it would appear a disordered situation. They would feel tired and boring and had a bad impression before the activity. Even they would miss their names sometimes. The last reason was that if we notice them on the phone, we would also find their names and told them one by one and it would last a long time. Further more, we wouldnt know where they would pick up the phone and whether they could note the schedule conveniently. So my advice was the most effective one in that condition. Although it did make some trouble for us, we could solve this problem by our cooperation. There were five colleagues in that time and we divided up the task into five parts. Each of us just wrote about 20 sheets of paper and we made 105 sheets of schedule for each volunteer in one hour.When volunteers got the schedule, most of them felt much moved and they appreciated our enthusiastic and careful service for them and they worked very hard in the following exhibition.事例2：招生咨询志愿服务活动借教室1、 哈尔滨高考招生咨询大会在哈工大召开，许多高校前来，志愿者做引导性工作2、 我负责教学楼志愿者的工作，之前需要借桌椅，为志愿者着想3、 做好了教学楼、团委、保卫处、物业管理中心的工作，需要教务处签字，以怕耽误上课为理由阻碍4、 没有放弃，耐心劝说，让他先解决他们手头的事情5、 学校形象，活动重要；严格管理志愿者工作，不会打扰同学上课；如果没有志愿者引导，学生和家长反而可能影响上课；与团委、物业管理中心和各楼长达成一致，他们协助我们管理6、 老师打电话确认后签字，活动过程中没有出现打扰上课的问题事例3：培优班机械设计在一起上课1、本科期间我在培优班学习，并担任班长。当时培优班15人来自9个不同的班级，大三时回归本班上课2、有6位同学所在的5个班大二时学完了机械设计，而他们没有学，回去之后没有了这门专业必修课3、我提议让他们跟我们普通班一起上这门课，他们不愿意在陌生环境中学习，坚持培优班单独集合上这门课4、我的理由：时间不冲突；教务处很难为我们重新安排老师和教室，他们赞成我的意见；全部15名同学很难抽出统一的时间；可以多交一些朋友5、说服了他们，并出面解决上课时遇到的麻烦，他们慢慢熟悉了我们的环境，也取得了不错的成绩。5、Give an example of how you worked effectively with people to accomplish an important result举一个例子，说明你在完成一项任务时，是怎样与别人有效合作的事例1：智能药品管理系统的设计中与别人共同合作1、 课题分为三个部分，作为组长，按照各自的特长分配工作2、 分组市场调查，一起讨论方案，听取别人的意见，确定设计方案并向公司汇报3、 各部分之间相互协作，商定主要参数，平时一起讨论，互相给出意见和建议4、 机械部分内部两个人分工协作，确定配合参数，一个人空闲主动帮另外一个人5、 机械部分提前完成，协助其他同学查资料，调电路等，保证项目按时完成Eg.1 Cooperation in designing Intelligent Medicine Management SystemIn my graduate design, I was selected to intern in Nanjing Medico Technology Company to design a project Intelligent Medicine Management System with other 6 students and I was the leader of the team. The project was made by 3 parts including software part, control part and machine part.First of all, I assigned the task for the member based on their advantage and hobby and I took charge of the machine part with another student. Then we made a survey together about the feasibility of the project in many hospitals in Nanjing. Finally, we discussed together to confirm the final scheme. As the leader, I should secure the agreement of the project even got rid of my opinions sometimes for the team.In the project, I consulted with other parts developers to ascertain the main parameters of the system and also with another machine designer to talk over the key joint information. In our spare time, we often sat together and talked about this project and gave some suggestions to others.After I had finished my machine design task and sent the draw to the factory to manufacture the components, I help others to search some information or modulate the circuit in order to insure the project finished before deadline. Under the collaboration of our 7 students and our teamwork spirit, we successfully debugged the original system of the project and gained the satisfaction of the company. We all felt exited at that time.事例2：参加学校英语话剧比赛1、 去年11月，7人小组代表班级参加话剧比赛，Friends中的Saturday Night和Laundry2、 分配角色，我甘心充当配角，演Joe和烘干机，戏不多，充当道具3、 排练时，我负责借教室和提供脸盆，和别人商量许多细节问题，如出场顺序4、 多次排练和修改剧情，互相提意见和建议，并请老师和其他同学来给我们提一些意见5、 表演时把平时的水平发挥了出来，我们击掌相庆，表演很成功事例3：找工作小组1、为适应面试的气氛，更好的把握机会，得到更多的信息，三个人组成找工作小组2、原则：共享和锻炼，目标：集合三人之力，互相帮助，共同提高，消除内部竞争，实现双赢3、信息共享，每个人拿出第一手资料，通知第一手信息，在同样的时间内做别人三倍的事情，使时间膨胀4、互相帮助，修改简历，模拟面试，互相指出缺点和不足，锻炼心理素质，帮助别人成长5、许多同学期望加入我们行列，我们正在吸收一两名成员，追求多样化6、两人闯进了宝洁二面，另外一个同学也在一些公司的面试中发挥不错，相信我们结果会好的6、Describe a creative/innovative idea that you produced which led to significant contribution to the success of an activity of project举一个例子，说明你的一个有创意的建议曾经对一个计划的成功起重要作用事例1：学管会提出网络化服务思想1、 加入学管会为公寓做一点贡献，为同学提供更好的服务，让公寓在评比中得到高分2、 第一次开会讨论时，我提出用QQ和校友录增进我们学管会成员的沟通，并共享文件3、 然后提出将公寓QQ向全公寓公开，改名“有事您说话”，让更多同学上网反应意见4、 即让公寓评比中获得第一，又让同学们更方便的反映了意见，一举两得，进一步普及Eg.1 Express the idea of network service in A11 Student Management CouncilIn December 2004, I joined A11 Student Management Council in order to make some dedication for our dormitory and improve my general ability. Our responsibility was to help dormitory director and service personnel supply better service for the dweller and to get a higher place in the competition of dormitories.In the first meeting of our council, the dormitory director asked us to think about how to start our work and get a good achievement. I expressed my idea of using QQ and alumni of chinaren website. Although they were widespread in our campus life, nobody ever thought of using this method to serve for others. It was not easy to build a website for our dormitory in a short time and my idea became the best method to develop our net service. Then I suggested that we apply a QQ number and publish it in our dormitory in order to let everyone know it and join it if needed. At the same time, we built a dormitory alumnus in Chinaren website and asked our dwellers to join this alumnus. So we could publish information and news in the net instead of writing them on the board and dwellers could put their suggestions or complaint in the net. By this way, we could make better service for them.The director and other colleagues agreed with me and we started this service as quickly as possible. In that month, our dormitory got the top position in the competition and director told us that the main reason was the idea of net service. Meanwhile, our dwellers welcomed this service and they said this service would bring convenience to them.事例2：同问题3，事例1，选用VRML作为仿真语言事例3：智能药品管理系统框架部分采用铝型材1、机械部分框架本来采用钢结构，焊起来，价格便宜2、提出铝合金型材结构，从一些资料上看到，苏州的，德国生产，但是价格比较贵3、方便装卸，可以调整距离，对实验系统来说使用方便，后来找到了南京鸿达型材，价格比较便宜4、其他人同意了我的意见，并在最后调试过程中省去了不少麻烦7、Provide an example of how you assessed a situation and achieved good results by focusing on the most important priorities请你举一个例子，说明你是如何对你所处的环境进行评估，并找到重点，以便实现你所期望的结果的事例1：保研时选择南理工还是选择哈工大1、 大四上学期，获得保研资格，有资格留在南理工，也有权利保送哈工大2、 南理工环境熟悉，朋友多，城市好，但是学校远不如哈工大，毕业后很难进入很好的大企业3、 哈工大学校好，氛围好，尤其是机电专业很强，但是天气寒冷，环境陌生，城市偏远4、 读研目的是进一步深造，将来为了找个好工作，为自己的职业生涯寻找一个好的起点5、 去哈工大是一种自我挑战，将来工作也要进入一个新环境，为