[讨论]培训需求诊断和调研--08.6.15 华东区培训师沙龙主题活动 记录
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000">时间：2008.6.15</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000">地点：上海市徐汇区大木桥路108号上海市中小企业总会四楼</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000">参与讲师：</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 邵玉洁（安玫）、孙明明、何芳斌、马燕（快乐宝贝）、潘加钧（红宝）、孙越、 王建强（求知小强）、</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 吕烈威、孙凯文、王彬彬、常康南、Helen Huang、苏平（平儿）</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000">记录整理：孙凯文老师</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#ff0033"></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#ff0033">一、培训诊断、调研及培训效果的关系</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 主持人：苏平老师</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 1、诊断是调研过程中的一个环节，并可能出现在调研的任何一个阶段</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 2、诊断和调研的共同基准是培训目标。在调研的过程中，判断现有思路、解决问题的方法（培训主题）等，是否能够</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 达成培训目标，就是诊断。</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"> 3、培训效果的好坏，在于培训的主题、内容和方式，与培训目标的吻合度</font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#000000"></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></p><br/> <font color="#ff0033"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font color="#ff0033"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">二、培训调研前的信息收集</span></font></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font color="#ff0033"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span lang="EN-US"><p> <font color="#000000">主持人：苏平老师</font></p></span></font></p><p> <font color="#000000">主持人：苏平老师</font></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font color="#000000"><span lang="EN-US"></span></font><font color="#000000"><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font color="#000000"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span>1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、调研前需要收集哪些信息？</span><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">课程：培训目标、培训背景</span><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">行业（产品、客户群、产业链中哪环、发展趋势</span><span lang="EN-US"><font face="Calibri">-</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">涉及预算情况）</span><font face="Calibri"><br/> <span lang="EN-US"><p></p></span></font></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">企业（行业地位、性质、地域、工艺流程、组织架构、管理、文化、中心企业的老板、决策人、规模）</span><font face="Calibri"><br/> <span lang="EN-US"><p></p></span></font></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">学员（问题点、认同度）</span><font face="Calibri"><br/> <span lang="EN-US"><p></p></span></font></font></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><font color="#000000"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span>2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、信息收集的方式：</span><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">电话</span><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">网站</span><span lang="EN-US"><p></p></span></font></p><p></p><p></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><font color="#000000"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">相关人脉</span></font><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;">三、培训需求调研的方式和利弊</p></span></font><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span lang="EN-US"><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"> 主持人：苏平老师</span></p></span></p><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"> 主持人：苏平老师</span></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></p></span></p><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></p></span></p><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span></p><p></p><br/>[此贴子已经被作者于2008-6-19 11:53:42编辑过] <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#ff0033">四、问卷调查</font></span><span lang="EN-US"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">主持人：孙凯文老师</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span lang="EN-US"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span>1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、调查问卷的内容</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">学员基本信息</span><span lang="EN-US"><font face="Calibri">,</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">培训经历</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">工作中困难和期望</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">含案例收集</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">知识的认识水平</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">含案例收集</span><span lang="EN-US"><font face="Calibri">) <p></p></font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">技能的掌握水平</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">含案例收集</span><span lang="EN-US"><font face="Calibri">) <p></p></font></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">倾向课程风格</span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l0 level1 lfo1;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span lang="EN-US"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 14.15pt; mso-char-indent-count: 1.35;"><span lang="EN-US"><font face="Calibri">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、问卷调查的表达方式</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">开放式问题</span><span lang="EN-US"><font face="Calibri">3-4</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">个</span><span lang="EN-US"><font face="Calibri">;</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">封闭式</span><span lang="EN-US"><font face="Calibri">8</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">个</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">便利性</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">具体清晰</span><span lang="EN-US"><p></p></span></p><p class="MsoListParagraph" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-char-indent-count: 0; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">便于统计和总结</span><span lang="EN-US"><p></p></span></p> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#ff0033">五、现场调研</font></span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">主持人：何芳斌老师</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 26.25pt; mso-char-indent-count: 2.5;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">案例：为了年度培训规划，跟一个制造型企业的生产、质量、物流等部门主管面谈分组讨论，分享内容如下：</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 10.5pt; mso-char-indent-count: 1.0;"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span>1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、面谈内容</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">日常工作内容</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">建立关系</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">工作中遇到的困难</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">追问</span><span lang="EN-US"><font face="Calibri">:</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">把各部门问题都串起来</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">未来发展目标？现状是什么？哪些方面需要改进？</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">近期会有哪些新的业务拓展？</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">对培训有什么要求</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">外部客户的要求是什么</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">如供应商或采购方</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">上下级</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">跨部门</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">个人愿景</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">方法</span><span lang="EN-US"><font face="Calibri">:2/8</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">法则</span><span lang="EN-US"><font face="Calibri">,5W1H <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 14.15pt; mso-char-indent-count: 1.35;"><span lang="EN-US"><font face="Calibri">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、面谈技巧</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">共情</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">我想你当时肯定很着急</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">难过</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">委屈</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">引导</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你可以说具体些么</span><span lang="EN-US"><font face="Calibri">?)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">澄清</span><span lang="EN-US"><font face="Calibri">1(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你是不是说…</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你的意思是…</span><span lang="EN-US"><font face="Calibri">)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">澄清</span><span lang="EN-US"><font face="Calibri">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">（所有人</span><span lang="EN-US"><font face="Calibri">?</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你说的他们是谁</span><span lang="EN-US"><font face="Calibri">?</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">）</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">具体化</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">当时发生了什么</span><span lang="EN-US"><font face="Calibri">?</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你做了什么</span><span lang="EN-US"><font face="Calibri">?)<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">培训背景：为什么是现在</span><span lang="EN-US"><font face="Calibri">?</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">发生了什么</span><span lang="EN-US"><font face="Calibri">?<p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 14.15pt; mso-char-indent-count: 1.35;"><span lang="EN-US"><font face="Calibri">3</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、注意事项：</span><span lang="EN-US"><p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 7.35pt; mso-list: l1 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">观察要点（人、事、物、环境）</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 7.35pt; mso-list: l1 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">面谈技巧</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 7.35pt; mso-list: l1 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">信息筛选</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 7.35pt; mso-list: l1 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">控场（情绪、时间）</span><span lang="EN-US"><font face="Calibri"><br/> <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 7.35pt; mso-list: l1 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">引导技巧</span><font face="Calibri"><br/> </font></p>
[此贴子已经被作者于2008-6-19 12:26:04编辑过] <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#ff0033">六、电话调研</font></span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">主持人：孙明明老师</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">案例：见下图</span>
</p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"></span><span lang="EN-US"> <p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">分组讨论记录：</span><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span><p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span>1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">、</span><font face="Calibri"> </font><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">问题清单：</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> </font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#0909f7">方案一</font></span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">时间</span><span lang="EN-US"><font face="Calibri">:15</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">分钟</span><span lang="EN-US"><font face="Calibri">,</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">对方方便接电话时间</span><span lang="EN-US"><font face="Calibri">) <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">暖场</span><span lang="EN-US"><font face="Calibri">(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">自我介绍</span><span lang="EN-US"><font face="Calibri">,</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">暗示获得领导的支持</span><span lang="EN-US"><font face="Calibri">) <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">主题切入</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">问题设计</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 42.5pt; mso-char-indent-count: 4.05;"><span lang="EN-US"><font face="Calibri">(1)</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">平时需要跨部门合作项目吗</span><span lang="EN-US"><font face="Calibri">? <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 42.5pt; mso-char-indent-count: 4.05;"><span lang="EN-US"><font face="Calibri">(2)</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">过去经验觉得顺利么</span><span lang="EN-US"><font face="Calibri">?</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">有没有问题</span><span lang="EN-US"><font face="Calibri">? <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">处理异议</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l1 level1 lfo2;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">表示感谢</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><font face="Calibri"></font></p></span></p><p><font face="Calibri"></font></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><span style="mso-spacerun: yes;"><font face="Calibri"> <font color="#0909f7"> </font></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;"><font color="#0909f7">方案二</font></span><span lang="EN-US"><font face="Calibri"> (</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">时间</span><span lang="EN-US"><font face="Calibri">:15-20</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">分钟</span><span lang="EN-US"><font face="Calibri">;</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">对象</span><span lang="EN-US"><font face="Calibri">:</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">销售经理</span><span lang="EN-US"><font face="Calibri">) <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">打交道最多的</span><span lang="EN-US"><font face="Calibri">3</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">个部门</span><span lang="EN-US"><font face="Calibri">?(</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">有无合作项目经验</span><span lang="EN-US"><font face="Calibri">?) <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">与他们沟通的障碍</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">困难</span><span lang="EN-US"><font face="Calibri">/</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">问题</span><span lang="EN-US"><font face="Calibri">? <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">举例</span><span lang="EN-US">
<p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你觉得可以如何改善</span><span lang="EN-US"><font face="Calibri">?<span style="mso-spacerun: yes;"> </span></font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你曾经做过哪些努力</span><span lang="EN-US"><font face="Calibri">? <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">你期望我们在课程中可以如何帮助你和你的同事呢</span><span lang="EN-US"><font face="Calibri">? <p></p></font></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 49.35pt; TEXT-INDENT: -21pt; mso-list: l2 level1 lfo3;"><span lang="EN-US" style="FONT-FAMILY: Wingdings; mso-fareast-font-family: Wingdings; mso-bidi-font-family: Wingdings;"><span style="mso-list: Ignore;">s<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">其他培训经验</span><span lang="EN-US"> </span><span lang="EN-US"><font face="Calibri"><span style="mso-spacerun: yes;"> </span></font></span></p>
[此贴子已经被作者于2008-6-19 12:27:51编辑过] <p>2、电话调研的注意事项：<br/> </p><ul><li> 预约时间 </li><li> 引荐人支持(张经理让我…) </li><li> 建立亲和力</li><li> 帮助/支持者姿态(我们) </li><li> 礼貌/尊重/口语化/使用对方语言/配合对方语速</li><li> 说明沟通目的</li><li> 给对方预期(大概占用你X时间) </li><li> 使用征询的语气(你觉得…) </li><li> 开放式问题与封闭式问题</li><li> 异议处理</li><li> 感谢 </li></ul><p><br/></p>
[此贴子已经被作者于2008-6-19 12:41:52编辑过] <span lang="EN-US"><span lang="EN-US"><p></p></span><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><p><span lang="EN-US"><span lang="EN-US"><font color="#ff0033">七、调研资料的汇总和运用</font></span></span></p></span></p><p><span lang="EN-US"><span lang="EN-US"><font color="#ff0033">七、调研资料的汇总和运用</font></span></span></p><p><span lang="EN-US"><span lang="EN-US"> 主持人：苏平老师</span></span></p><ul><li><span lang="EN-US"><span lang="EN-US"> 了解学员问题和关注点 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 确定课程重点 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 观念澄清 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 案例提炼/故事创作(案例集) </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 了解学员基础,起点 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 获得支持者 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 避雷区 </span></span></li><li><span lang="EN-US"><span lang="EN-US"> 行业研究</span></span></li></ul><span lang="EN-US"><span lang="EN-US"><p></p></span><p></p><p></p><p></p></span><p></p><p></p><p><font face="Calibri"></font><span lang="EN-US"><span lang="EN-US"> <p></p></span><p></p><p></p><p></p></span></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p></p><p><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">感谢各位老师的积极参与！ 我们用实际行动诠释了</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">培训师沙龙的理念：<font color="#f70938"><strong>分享是最好的学习！</strong></font></span><span lang="EN-US"><br/></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Calibri; mso-hansi-font-family: Calibri;">也感谢常康南老师、何芳斌老师为这次活动准备付出的努力，让我们有了如此精彩的活动分享！</span></p><p></p></span>
[此贴子已经被作者于2008-6-19 12:47:53编辑过] 支持！希望今后有机会也参加，肯定会有更大收获！ <div class="msgheader">QUOTE:</div><div class="msgborder"><b>以下是引用<i>hr_jhj</i>在2008-6-19 13:55:18的发言：</b><br/>支持！希望今后有机会也参加，肯定会有更大收获！</div><p> 谢谢 hr_jhj 的支持 </p><p> 这次的活动非常棒！很专业的交流和分享 我也受益匪浅 </p> 哈哈，你们做了很多的榜样啊。
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