售前人员的八种来源！
<h1 style="MARGIN: 17pt 0cm 16.5pt 21.6pt;"><span lang="EN-US" style="FONT-WEIGHT: normal; FONT-SIZE: 16pt; LINE-HEIGHT: 240%; mso-fareast-font-family: ''; mso-bidi-font-weight: bold;"><span style="mso-list: Ignore;"><font face=""><span style="FONT: 7pt "";"> </span></font></span></span></h1><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">售前人员的培养在很多公司是一件困难的事情，我曾在一大型上市</span><span lang="EN-US"><font face="">IT</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">公司做过</span><span lang="EN-US"><font face="">3</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">年售前总经理，管理过</span><span lang="EN-US"><font face="">30</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">多人的售前团队，结合我的经验，售前人员的来源一般有以下八条路径：</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">其中内部来源三条：</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">从公司研发项目经理或核心人员中来，这也是大部分公司售前人员的主要来源和有效途径</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><a name="OLE_LINK1"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">销售代表，很多公司</span><span lang="EN-US"><font face="">Sales </font></span></a><span style="mso-bookmark: OLE_LINK1;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">和</span><span lang="EN-US"><font face=""> Marketing</font></span></span><span style="mso-bookmark: OLE_LINK1;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">没有分开，很多销售同时要干售前的事情，具备写方案和技术交流能力，也可从销售逐步发展为售前</span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span style="mso-bookmark: OLE_LINK1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">对售前感兴趣的应届毕业生，可以先辅助性地从事写方案等工作，逐步培养，但由于缺乏研发背景和产品知识，一般很难成长为顶级售前，最好选取具备售前基因的人员放在研发锻炼一段时间，再做售前</span></span></p><span style="mso-bookmark: OLE_LINK1;"></span><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">内部培养很慢，远水解不了近渴时，只能考虑外部途径，一般有以下五条路径：</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">直接招聘业界竞争对手有经验的人才，这点大家都知道，整个行业都会相互培养</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">客户技术交流会，一般都会有几个厂家投标，一般是挖墙角的好机会，但也要提防自己的墙角</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">行业展会，一般大型行业展会都是售前集中的好地方，有心的人可以物色猎物</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">客户，一般客户那里也会有合适的人选，挖来也会很有杀伤力</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2; tab-stops: list 21.0pt;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">l<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: '';">网上论坛，也是业界同类高手潜水的好地方</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face=""> </font></p></span></p> 我觉得楼主以前所在的公司是不是没有产品管理这个环节，研发出的产品就直接拿到售前做方案进行销售了
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