[分享]IBM公司员工培训模式
<span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">在计算机</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">--</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">这个发展最迅速、经营最活跃的行业里，其销量居世界之首，多年来，在《幸福》杂志评选出的美国前</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">500</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">家公司中一直名列榜首。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司追求卓越，特别是在人才培训、造就销售人才方面取得了成功的经验。具体地说，</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司决不让一名未经培训或者未经全面培训的人到销售第一线去。销售人员们说些什么、做些什么以及怎样说和怎样做，都对公司的形象和信用影响极大。如果准备不足就仓促上阵，会使一个很有潜力的销售人员夭折。因此该公司用于培训的资金充足，计划严密，结构合理。一到培训结束，学员就可以有足够的技能，满怀信心地同用户打交道。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 不合格的培训几乎总是导致频繁地更换销售人员，其费用远远超过了高质量培训过程所需要的费用。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 这种人员的频繁更换将会使公司的信誉蒙受损失，同时，也会使依靠这种销售人员提供服务和咨询的用户受到损害。近年来，该公司更换的第一线销售人员低于</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">3%</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">，所以，从公司的角度看，招工和培训工作是成功的。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司的销售人员和系统工程师要接受为期</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">12</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">个月的初步培训，主要采用现场实习和课堂讲授相结合的教学方法。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 其中</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">75%</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">的时间是在各地分公司中度过的</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">; 25%</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">的时间在公司的教育中心学习。分公司负责培训工作的中层干部将检查该公司学员的教学大纲，这个大纲包括从公司中学员的素养、价值观念、信念原则到整个生产过程中的基本知识等方面的内容。学员们利用一定时间与市场营销人员一起访问用户，从实际工作中得到体会。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 此外，还经常让新学员在分公司的会议上，在经验丰富的市场营销代表面前，进行他们的第一次成果演习。有时，有些批评可能十分尖锐，但学生们却因此增强了信心，并赢得同事们的尊敬。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">该公司从来不会派一名不合格的代表会见用户，也不会送一名不合格的学员去接受培训，因为这不符合优秀企业的概念。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 销售培训的第一期课程包括</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司经营方针的很多内容，如销售政策、市场营销实践以及计算机概念和</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司的产品介绍。第二期课程主要是学习如何销售。在课程上，该公司的学员了解了公司有关后勤系统以及怎样应用这个系统。他们研究竞争和发展一般业务的技能。学员们在逐渐成为一个合格的销售代表或系统工程师的过程中，始终坚持理论联系实际的学习方法。学员们到分公司可以看到他们在课堂上学到的知识的实际部分。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 现场实习之后，再进行一段长时间的理论学习，这是一段令人</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">心力交瘁</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">的课程</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">: </span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">紧张的学习每天从早上</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">8</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">点到晚上</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">6</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">点，而附加的课外作业常常要使学生们熬到半夜。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 在商业界中，人们必须学会合理安排自己的时间，他们必须明白</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">:"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">充分努力意味着什么</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">? ""</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">整个通宵是否比只学习到晚上</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">10</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">点好</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">? "</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">课程开始之前，像在学校那样，要对学员分班，分班时的考试是根据他们的知识水平决定的。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">经过一段时间的学习之后，考试便增加了主观因素，学员们还要进行销售学习，这是一项具有很高的价值和收益的活动。一个用户判断一个销售人员的能力时，只能从他如何表达自己的知识来鉴别其能力的高低，商业界就是一个自我表现的世界，销售人员必须做好准备去适应这个世界。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 有时，学员们的所作所为还保留着某些学生气，他们对培训课程的某些方面感到不满，遇到这类情况，公司就会告诉他们</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">: "</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">去学校上学，你们每年大约要付</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">15000</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">美元的学费。所以，应当让我们决定什么是最好的。这就是经济规律</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">,</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">同时，也是你们学习经营的第一件事。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">一般情况下，学员们在艰苦的培训过程中，在长时间的激烈竞争中迅速成长。每天长达</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">14</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">～</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">15</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">小时的紧张学习压得人喘不过气来，然而，却很少有人抱怨，几乎每个人都能完成学业。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> </span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">公司市场营销培训的一个基本组成部分是模拟销售角色。在公司第一年的全部培训课程中，没有一天不涉及这个问题，并始终强调要保证学习或介绍的客观性，包括为什么要到某处推销和希望达到的目的。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 同时，对产品的特点、性能以及可能带来的效益要进行清楚的说明和学习。学员们要学习问和听的技巧，以及如何达到目标和寻求定货等等。假若用户认为产品的价钱太高的话，就必须先看看是否是一个有意义的项目，如果其它因素并不适合这个项目的话，单靠合理价格的建议并不能使你得到定货。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;"> 该公司采取的模拟销售角色的方法是，学员们在课堂上经常扮演销售角色，教员扮演用户，向学员提出各种问题，以检查他们接受问题的能力。这种上课接近于一种测验，可以对每个学员的优点和缺点两方面进行评判。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">另外，还在一些关键的领域内对学员进行评价和衡量，如联络技巧，介绍与学习技能，与用户的交流能力以及一般企业经营知识等。对于学员们扮演的每一个销售角色和介绍产品的演习，教员们都给出评判。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;"> 特别应提出的是</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">公司为销售培训所发展的具有代表性、最复杂的技巧之一就是阿姆斯特朗案例练习，它集中考虑一种假设的、由饭店网络、海洋运输、零售批发、制造业和体育用品等部门组成的、具有复杂的国际间业务联系。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;"> 通过这种练习可以对工程师、财务经理、市场营销人员、主要的经营管理人员、总部执行人员等的形象进行详尽的分析。这种分析使个人的特点、工作态度，甚至决策能力等都清楚地表现出来。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;"> 由教员扮演阿姆斯特朗案例人员，从而创造出了一个非常逼真的环境。在这个组织中，学员们需要对各种人员完成一系列错综复杂的拜访。面对众多的问题，他们必须接触这个组织中几乎所有的人员，从普通接待人员到董事会成员。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p></p></span></p> <span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;"> 由于这种学习方法非常逼真，每个</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">演员</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">的</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">表演</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">"</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">都十分令人信服。所以，每一个参加者都能像</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">公司所期望的那样认真地对待这次学习机会。这种练习的机会就是组织一次向用户介绍发现的问题，提出该公司的解决方案和争取的定货的模拟用户会议。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p> </p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p> </p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p> </p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b><span lang="EN-US" style="FONT-SIZE: 18pt; COLOR: black;"><p><font face="Times New Roman"> </font></p></span></b></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><b><span lang="EN-US" style="FONT-SIZE: 14pt; COLOR: black; mso-bidi-font-size: 18.0pt;"><font face="Times New Roman">IBM</font></span></b><b><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New Roman'; mso-hansi-font-family: 'Times New Roman'; mso-bidi-font-size: 18.0pt;">人事经理责任</span></b><span lang="EN-US" style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><p></p></span></p><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">1</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）人员配置（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Stuffing</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①配置有才能的人才。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②对每个职工，根据其工作成绩及将来可能具有必要技能，提出他今后在公司内的几种发展前途。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③根据需要，对职工进行适当的调配。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">2</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）培养（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Developing</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①为职工履行职务适当地安排必要的教育训练。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②要支持、鼓励职工增长知识与技能，提高信心，同时，并要引导职工对未来的事业充分理解。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③适当培养自己与部下的接班人。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span></span>[此贴子已经被作者于2008-4-27 22:14:13编辑过] <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">3</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）调动职工积极性（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Motivating</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①制订有效的部门目标与明确的业务目标。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②确认职工进修业务与评定标准。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③进行适当的指导与监督。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">④最大限度地发挥职工的知识与技能。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑤按业务目标，定期对职工的成绩进行评定。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑥推荐晋升善于发挥能力的、有上进心的职工承担更重要的工作。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑦对取得成绩者给予适当报酬，以贯彻正确的管理。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑧为职工能持续追求最佳效果创造条件。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑨对主动承担工作并发挥了独创性而获优异成果者，加以表扬，同时给予相应的待遇（提薪、晋升）。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑩选择典型实例向职工推荐。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">⑾对工作优异，做出贡献者予以表彰。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">4</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）授权（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Delegating</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">充分授予职工以执行职务所必要的决策权。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">5</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）与雇员的关系（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Employee Relations</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①为了解职工需要什么和关心什么，有效地确立并坚持两种交流。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②确切掌握职工的工作积极性及将业的发展，并向上级汇报。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③适当地掌握职工私人信息。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">④发现公司的方针、制度、惯例等和实际情况相违背时，要提出改革方案。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">6</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）安全与健康（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Safety & Health</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①通过对操作方法和机械设备的定期检查，掌握并排除危害安全与健康的因素。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②对操作方法进行实验与说明。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">7</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）公司财产的安全与保密（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Security</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①对自己管辖的一切公司财产负有保证安全与管理的责任。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②教育职工懂得人人都有确保公司财产安全的义务。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③熟悉有关公司财产安全及保密的规定与各种手续，如有影响公司财产的事态发生，要及时采取适当措施。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">8</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）机会均等（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Equality</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①在所有部门的业务活动中，都不会人种、信仰、肤色、年龄、性别、有无结婚、出身、国籍或身体是否残疾，一律实行“机会均等”，采职积极的行动。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②为残疾人提供雇用机会与工作环境。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">9</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）社会责任（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Social Responsibility</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①充分理解</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">对地区社会与一般社会的责任。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②在履行经营责任的同时，要坚持不懈地关心社会责任。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">10</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）自我开发（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Personal</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①要关心自我能力的开发与训练（特别是发挥人才作用的训练），并安排充分时间。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②关于组织管理的责任。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">11</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）计划（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Planning</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①制订长期、短期的业务目标，提出可望取得最大成果的实施计划方案。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②编制并提出能够正确反映收入与开支的预算方案。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③经常适当搜集影响产品、服务与技术的新信息，并为谋求</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">的利益，有效地利用这些信息。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">④在确定计划时，要根据经验提出改进方案。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">12</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）组织（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Organizing</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①要经常保持能够随机应变的组织形式。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②熟悉并遵守方针、指令与手续。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③在必要情况下，对现行指导方针提出改革方案。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">13</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）实施（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Doing</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①为达到长期与短期的目标，指挥日常业务。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②为组织全体人员取得最大成果，调整各项业务工作。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">③为使职工能对公司、负责人以及公司的方针全面信任而积极工作，并保持经常管理的统一性。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">14</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）交流（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Communicating</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①不论第一线生产部门还是管理部门，都要通过与有关人员积极的协作，养成并保持一种富有创造性的默契配合精神，以促进共同目标的实施。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②有关重大事项，履行职务所采取的措施以及某些决策，要经常向上级报告。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">15</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）控制（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;">Controlling</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">①核实执行情况是否符合制订的计划。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-font-kerning: 1.0pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-bidi-font-size: 10.5pt;">②按被通过的预算限度，履行自己的职责。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA; mso-fareast-font-family: 宋体; mso-bidi-font-size: 10.5pt;"><br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">[</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">案例评点</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">]<br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">1</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">人事管理责任手册给人突出的一点印象是，</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">非常重视上级与下级之间的交流。手册中（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">1</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">）到（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">15</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">）各项几乎都强调负责人必须留出充足的时间与部下进行交流。这种反复强调与雇员进行交流的重要性，是</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">人事管理的一大特点。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">2</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">）遍布全球的</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">组织，能有条不紊地正常运转，都是依靠</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">TBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">的人事管理技术，它是推动</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">发展的动力。</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/></span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">（</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">3</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">）</span><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">IBM</span><span style="FONT-SIZE: 14pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">人事管理手册不是经营者一时灵感的产物，而是在总结历史和实践经验的基础上不断改革完善的人事管理法典。</span><span lang="EN-US" style="FONT-SIZE: 14pt; mso-bidi-font-size: 12.0pt;"><p></p></span></p>
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