汇思面试经验.doc

1. Tell me something about yourselfMy name is Tina, I come from Inner Mongolia, I graduated from Beijing Foreign Language University as an English major in 2004.After graduation I worked for IBM in the software department. I worked as a Tivoli product assistant to support channeling, marketing, sales and technical works.Then I worked for a marketing & licensing company as a account manager. I was responsible for collect & analysis all kind of market information. Setup and maintain the relationship with the Clients.My past working have given me extensive customer servicing experience. So I have very Good customer service consciousness and interpersonal skills. At works I am a highly motivated, and could be a good team worker.I consider myself as a responsible, flexible, easy going and hardworking individual with excellent communication and problem solving abilities.In my spare time I like to spend time outdoors, and attend some social activities to make more friends.With my qualifications and my enthusiasm about the work, I believe I can fit in well to any team work and could be a quick learner to the new position. Thats the brief introduction of me. Thanks.我的中文名字叫李英娜，but you can call me Tina.我来自内蒙古，我相信你一定听过这个人杰地灵的地方。所以我觉得我拥有内蒙人豪爽跟热情的特质。2000年来到北京就读于北京外国语大学，英文专业。04年毕业之后，我进入了IBM软件部门工作，任总经理助理一职。主要负责市场，渠道，销售及技术这四大主要职能部门沟通协调工作。稍后如果有需要我会对这部分工作做一个详细的介绍。之后，我来到了一家专门从事授权代理的市场推广公司。这个公司主要的业务分为三大块：国际体育赛事，知名卡通形象，以及国际电影的授权工作。我主要负责客户关系的维护及新客户的开发工作。项目方案的撰写及客户提案工作，期间还参与了HK milk杂志在内地的前期发行媒体销售工作。我觉得我过去的工作经验，使我具备了很强的客户服务意识，及专业人际沟通技巧。同时因为一直在同客户及合作伙伴进行communication，也使我具备很敏锐的洞察力，能够清晰的领悟到客户的真正需求。特别是一毕业就可以进入IBM的工作，更使我具备了很强团队合作意识。及永远充满激情的工作态度。我觉得我是一个非常Smart，做事非常积极认真。并且乐观好学的人。在生活当中，我是一个easy-going的人， 比较喜欢结交新朋友以及接触新鲜事物，在我的业务时间，我会比较喜欢户外活动，我比较爬山郊游等亲近大自然。或者参加各种社交活动。所以生活圈子比较广，认识各行各业的朋友比较多。生活算是比较丰富多彩。Why does u want to work for our company?首先，21世纪最热门的三大投资领域，就是包括教育，旅游跟休闲。因为现在企业竞争是全方位的竞争，人才是企业核心竞争力，如何建立属于企业自己的人才培训机制，是提高企业核心竞争力的根本。所以企业现在迫切的需要提高员工的素质及管理水平来优化销售流程及增加销售业绩及工作表现。并且随着企业的不断发展壮大不断走向国际化，企业对员工培训教育方面的投资也会越来越高。所以我觉得教育培训行业是一个非常有发展潜力的行业。所以相伴而来的就是这个行业就是一个充满竞争与机会的产业。这份工作对我来讲充满挑战，我喜欢迎接挑战，因为我觉得这样人才会不停的进步。而且我们公司是为银行提供training。我觉得这本身也是一个非常专业的领域，我也十分乐意去学习这些专业的知识，来提升自己的竞争力。恰好我之前的工作经验跟这个职位非常相似。所以我相信，我能够很快适应这份工作。What are your strengths & weakness?I think my strongest asset will be my personality, I never give up, I always follow through on my work and I can see what needs to be done and just do it. Then I feel a real sense of accomplishment when I finish a job and it turns out just as Id planned.我认为我比较强的地方是我的个性,可能是天蝎座的原因，我是那种做事很有恒心的人，一件事情做不好我会不罢休，同时我觉得自己比较真诚吧。所以可以在很短的时间内让人产生信任感，可以在商谈中赢造一种舒适氛围。Weakness: I am a bit of perfectionist and sometimes pay too much attention to the details. BUT Now Ive learned the efficiency about work is important too. I need to decide whats more important and ignore the rest in order to be more productive. 我的缺点可能是比较喜欢追求完美,所以可能会在一些细节方面花费很多的时间跟精力，所以这样也许会影响到工作效率，但是我现在已经慢慢的学会(懂得) 在适当的时候,分析什么是比较重要,然后先去做那些重要的东西。从而可以增加自己的生产力及销售表现.What the most important factor that you will expect from your career / job?(补充问题)对你来说工作中最重要的是什么？我认为工作上的满足感及成就感是最重要的.当然尤其是对一个销售人员来说,能否提高收入也是非常重要的. 能成功说服客户选择我们的产品跟服务。并且最终让他们相信他们的选择是正确的。这种满足感会是非常的棒。怎样成为一个出色的客户经理？客户经理跟销售有共同点：他们其实都是在提供服务，或者说帮助客户解决问题。结合个人魅力及公司的品牌效应来影响客户与其进行沟通。在沟通协调的过程当中，你要让你的客户确信一点的是，你是在帮助他们解决问题，而不是把他不需要的东西，强加给他。所以这就需要我们准确的了解客户潜藏不露的需求。有的时候更要做一个很好的倾听者，来关注客户的需求，把需求转化成概念然后具体到产品。同时，做一个客户经理你要是一个非常有自信的人。具备良好的人际沟通的技巧、并在最短的时间内让人对你产生一种好感或这消除这种距离感，以便能够在商谈中赢造一种舒适氛围。最后良好的自我调节能力或者自我激励能力很重要How do you work under pressure? Are you a muti-tasked individual?I know that every job has its own kind of pressure, when I feel a lot of pressure, I ENCOURAGE myself to do my best regardless of the situation. And this trait is also needed in my previous works and I know I can handle it well.Why you leave your current job?IBM: There is no room for the kinds of career growth and at the mean time I have obtain an new offer which worked for Microsoft as Tele-sales but for some personal reason I dont work for their company at last.PPW: the company wants to close BJ office so that means I need to work in SH. But my family is at bj so I dont want to move.Where do you want to be in 5 years?A: I dont want to have a specific title. I just want to enjoy what I am doing. I mean if you like your job you will do your best as you can.IBM：Firstly I assisted the channel manager to look after the cooperation relationship with our business partners organizing them to attend IBM training and analyze feedback and report to my manager weekly. In addition to this I also co-work with Tivoli technical team to set up Technical CommunitiesDuring the work I have set up a very good communication relationship with them to give them professional service.首先协助渠道经理进行合住伙伴关系的维护，当时授牌的合作伙伴大概有150家左右。负责邀请他们参加IBM针对合作伙伴的技术人员推出的的各种培训课程。及渠道市场活动。保持顺畅的沟通，适时调整课程内容等等。技术方面也是工作的一个重点。因为当时招我过去的时候，就是想组建一个合作伙伴技术委员会，当时就跟技术经理，负责合作伙伴技术人员的面试工作。这样当一些项目，需要相关经验工程师，我们就会就会有一个certified engineers information rally第二负责市场活动的筹备，及实施。包括新产品发布会，合作伙伴峰会，各相关合作单位研讨会，技术沙龙等。与市场供应商保持紧密合作，确保各产品宣传册的翻译及出版事宜。网站内容的定期更新。第三协助产品总监也就是销售总监进行销售数据的统计跟管理，tele-sales 各款IBM新的软件产品，培养客户对新产品的兴趣，提交潜在客户目录，开展下一步销售工作。Secondly, I was responsible for plan and organize marketing campaigns to support our marketing team. Work with IBM marketing vendors and ensure the quality of deliverance especially for the translation and publishing brochures. Paper work on Tivoli products and solutions, Collect, sort and analyze product information and feedback .including translation and wording. I also charged for update our web-site weekly.Thirdly, I involved in the promotion of the new products via telephone survey to Obtain feedback and submit the potential customer list to my sales manger to support the next sales step.PPW: is a Company focus on licensing business Major sectors including: Sports, Cartoon Figures & Mega Movie.I act as the bridge between Licensee &Licensor and also other colleagues from oversea offices, and I also responsible for business development. Seeking for the Potential licensing clients, making cold calls, drafting proposalsMade Presentation to our clients& as well as project implementation (including events management, press release & copywriting for advertisement.) 负责建立和维护客户关系，新客户的开发，并负责与授权商&被授权商、海外公司同事的沟通协调工作；项目的方案撰写及客户提案工作推出四款建设银行冠军足球卡（国内第一家国际足球俱乐部信用卡项目建设银行信用卡中心 市场部产品经理 韩娜工商银行&黑白猪信用卡、3、民生银行&哈姆太郎信用卡哈姆太郎 信用卡中心（JCB合作）企划部 王倩4、海尔&变形金刚、市场部韦部长5、长江七号&Intel6、卡夫果珍&蜘蛛侠等项目实施；协助副总裁开展HK milk双周刊在内地的发行工作（milk香港&体坛传媒新的合资项目），及前期媒体销售工作，包括cold-call及为4A广告公司、广告代理商、直接客户做相关提案成功案例：Milk 杂志Google副刊100个理由爱上谷歌谷歌百人森林活动：07年12月celine pan 肥女marketing director济南，武汉、成都、南京、广州一百个来自全国各地、各行各业的谷歌粉丝人像组成的谷歌百人森林并留言诉说他们与Google的故事为参与者现场印制个性化搜索关键词环保袋选择自己喜欢的搜索关键词现场印制在特制环保袋，并将自己与环保袋合影粘贴在Google Wall上