关于销售潜能测试
<DIV class=articleContent id=articleBody><P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">美国人的自由乐观为人们所熟知，同样成为美国一项重要特色的是心理学业很发达，细数一下心理学领域中重要流派和著名心理学家就知道，大部分来自美国。与发达的心理学研究相对应的是一套套精确实用的测评系统，心理学家花费大量时间与精力的研究成果被制成操作简单的测试系统应用到各个领域，大大的节省了资源和提高了效率。在美国，小孩上学要测试，找工作要测试，结婚登记要测试，心理测评几乎涵盖所有人的生活。而在中国，专业、系统、准确度高的测评就很匮乏。在这样的背景下，以约翰亚瑟为首的美国亚瑟销售策略中心团队通过对中国市场长期精细的调研以后，带着</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">测评系统进驻中国市场。</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US"> </SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 28.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: center; mso-char-indent-count: 2.0" align=center><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">来</SPAN></B> <B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">源</SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">潜能测评是</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">Craft Personality Questionnaire</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">的缩写，是由美国心理学家</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">Larry L. craft</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">博士和一批心理学家根据瑞士著名的心理学家荣格的心理类型理论基础在</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">1978</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">年研发的衡量个人销售潜能和岗位匹配的在线测评系统，它包括</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">75</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">道题，每道题设计个人真实想法和应对老板两个角度的答案，能很好的测出被试的销售潜能，是心理学研究成果在销售领域的绝妙应用。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 28.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: center; mso-char-indent-count: 2.0" align=center><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN></B><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">八大要素和四大销售风格</SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">通过对人八大基本性格要素的测试，把人的销售风格划分为四大类。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">八大性格要素：</SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">目标导向：实现目标的快慢程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">自主意识：渴望独立和对环境掌控的程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">社交信心：自信果敢的程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">社会认同：建立社会网络和赢得公众认知的需要程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">细节导向：决策的方式——直觉、经验还是分析</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">印象关注：为他人留下良好印象的需要程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">关爱他人：照顾他人的需要</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">怀疑态度：信任他人的程度</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">四大销售风格：</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">指挥型、激励型、思考型、支持型</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 28.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: center; mso-char-indent-count: 2.0" align=center><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">测试结果报告</SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">每位参测人员都可获得</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">3</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">份主要报告</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">1</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">份后续面试问题</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">职位匹配报告：</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">该报告以</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">0~50</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">分之间的分数显示参测人员的岗位匹配指数，大致勾勒出参测人员的天赋及从事相关工作的潜能。报告里提供</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">38</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">个岗位的匹配指数。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">销售（沟通）风格报告：</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">报告探讨了参测人员的独特销售风格，包括个性优势、改善空间、如何识别其他个性特征，并针对他们如何面向不同类型客户的销售和沟通提出具体建议。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">经理指导报告：</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">报告详细分析参测人员</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">“八大要素”的特征，并且提供了针对性的指导建议，可以用来帮助招聘、激励和发展员工。为经理提供需要多少时间来培训和管理测评人员的可行性时间参考。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">后续面试问题：</SPAN></B><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">该报告针对每位参测人员</SPAN><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US">CPQ</SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">八大要素特征而产生，以便进行深度交流和针对性回答。主要用于新员工后续面试，现有员工工作绩效考核和未来职位提升。同时报告还提供逻辑答案作为参考。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 28.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: center; mso-char-indent-count: 2.0" align=center><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 14pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">收益</SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">个人：</SPAN></B></P>
<P class=MsoNormal style="MARGIN-LEFT: 48.85pt; TEXT-INDENT: -24.75pt; LINE-HEIGHT: 150%; mso-list: l0 level1 lfo1; tab-stops: list 48.85pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">一、<SPAN style="FONT: 7pt ''"> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR></SPAN></SPAN></SPAN></B> <SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">了解自己的个性类型（销售风格）及识别他人（客户）风格，根据不同类型的人（客户）匹配不同的沟通技巧（销售攻略），从而达到有效沟通。</SPAN></P>
<P class=MsoNormal style="MARGIN-LEFT: 48.85pt; TEXT-INDENT: -24.75pt; LINE-HEIGHT: 150%; mso-list: l0 level1 lfo1; tab-stops: list 48.85pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">二、<SPAN style="FONT: 7pt ''"> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR></SPAN></SPAN></SPAN></B> <SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">了解自己的优势和不足，在以后的人际交往和销售管理中取长补短，实现个人的进步和成长。</SPAN></P>
<P class=MsoNormal style="MARGIN-LEFT: 48.85pt; TEXT-INDENT: -24.75pt; LINE-HEIGHT: 150%; mso-list: l0 level1 lfo1; tab-stops: list 48.85pt"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">三、<SPAN style="FONT: 7pt ''"> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR> <WBR></SPAN></SPAN></SPAN></B> <SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">了解自己的最佳岗位匹配，帮助规划个人职业生涯，选择最适合、最能发挥潜能、能获得最大满足感的职业。</SPAN></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%" XML:LANG="EN-US"> <WBR></SPAN></B></P>
<P class=MsoNormal style="TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><B style="mso-bidi-font-weight: normal"><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">企业：</SPAN></B></P>
<P class=MsoNormal style="MARGIN-LEFT: 51pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 51.0pt"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">一、</SPAN></SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">在招聘、选人、育人、留人过程中提供可行性参考，帮助企业把合适的人放在合适的位置，实现资源的最佳配置。</SPAN></P>
<P class=MsoNormal style="MARGIN-LEFT: 51pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 51.0pt"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">二、</SPAN></SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">帮助企业在企业与个人之间找到最佳结合点，最大程度的发挥员工潜能，减少员工流失率。</SPAN></P>
<P class=MsoNormal style="MARGIN-LEFT: 51pt; TEXT-INDENT: -24pt; LINE-HEIGHT: 150%; mso-list: l1 level1 lfo2; tab-stops: list 51.0pt"><SPAN lang=EN-US style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; mso-bidi-font-family: 宋体" XML:LANG="EN-US"><SPAN style="mso-list: Ignore">三、</SPAN></SPAN><SPAN style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-ascii-font-family: ''; mso-hansi-font-family: ''">节约成本，提升销售业绩</SPAN></P></DIV>
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