华为销售人员的培训教材
华为内部培训资料-绩效管理与绩效考核-细版第二部分
• 绩效考核必须自然融入部门日常管理工作中，才有其存在价值。双向沟通的制度 化、规范化、是考核融入日常管理的基础。
• 帮助下属提升能力，与完成管理任务同样都是管理者义不容辞的责任。
中基层员工绩效考核 • 考评原则
中高层述职＋KPI考核
• KPI考核
•
华为公司级KPI及各部门KPI依据平衡
计分卡思想设计，指标层层分解落实，下
一级部门KPI必须对上级部门KPI形成支撑。
平衡计分卡
华为公司级
四个方面
KPI
财务类
客户类指标
内部运营
学习与成长类指标
全球技术服务部 KPI
中基层员工绩效考核
• 指导思想：
• 功能部门人员的工作分为本部门工作和跨部门团队的工作，没有派出的概念。
您 在进行绩效管理时 可一定记住哦！这是必 须遵循的法则呀！
• 责任结果导向原则：引导员工用正确的方法做正确的事，不断追求工作
效果。
• 目标承诺原则：考核期初双方应对绩效目标达成共识，被考核者须对绩 效目标进行承诺。目标制订和评价应体现依据职位分类分层的思想。
• 考、评结合原则：考核工业期初功能部门应界定绩效评价者，评价时充 分征求绩效评价者的意见，并依此作为考核依据；绩效评价者应及时提 供客观的反馈。
绩效管理重点的改变
没有双向沟通，就 称不上绩效管理！
旧重点
判断式 评价表 寻找错处
得一失(Win-Lose) 结果 人力资历源程序
威胁性
新重点
计划式 过程 问题解决
全胜(Win-Win) 结果与行为
华为销售人员的培训教材(PPT)PPT共69页
56
2009
57
2009
58
2009
59
2009
60
2009
61
2009
62
2009
63
2009
64
2009
65
2009
66
总结
1、营销人员必备素质 2、营销人员必备知识 3、营销人员行为规范与职业道德
2009
67
结束
谢谢大家！
2009
68
46、我们若已接受最坏的，就再没有什么损失。——卡耐基 47、书到用时方恨少、事非经过不知难。——陆游 48、书籍把我们引入最美好的社会，使我们认识各个时代的伟大智者。——史美尔斯 49、熟读唐诗三百首，不会作诗也会吟。——孙洙 50、谁和我一样用功，谁就会和我一样成功。——莫扎特
43
2009
44
2009
45
2009
46
2009
47
2009
48
2009
49
2009
50
2009
51
二、营销人员必备知识
1、市场营销基本概念 2、电信市场介绍 3、市场分析方法
2009
52
2009
53
2009
54
2009
55
营销人员基本素质
三、营销人员行为规范与职业道德
2009
1、市场营销基本概念 2、电信市场介绍 3、市场分析方法
2009
20
2009
21
200924
2009
25
2009
26
2009
27
2009
28
2009
29
智慧HWOTN产品售前专家培训
OTN SDH Packet
WDM
统一传送
VC PKT ODU
统一交换
ROADM
OTN SDH Packet
WDM
易管理
Och
Och
Client
U2000网管简化端到端业务部署，提升业务发放效率超 过60％；智慧光管系统，支持10G/40G/100G任意通道
的OSNR/光功率监测，简化网络运维
场景5：教育行业传输解决方案
OSN 9800 U16/U32/U64 2.8T/6.4T/12.8T ODUk交叉容量 10G/40G/100G/400G
40G/100G满足超带宽管道建设
40G
100G
全球市场领先
•以37%的份额占据全球 市场第一
多场景应用能力
•经济高效的eDQPSK， 与10G混传最佳 •相干ePDM-BPSK， 免 DCM
应用场景： 1、智能电网传输网络 2、交通行业传输解决方案 3、数据中心互联解决方案 4、广电行业传输解决方案 5、教育行业传输解决方案 6、ISP行业传输解决方案
亮点： 1、10G/40G/100G 超长距, 充分共享，带宽 “0”浪费 2、OTN/PID 光电融合调度，业务发放“0”等待 3、ASON 网络智能可靠，业务发放“0”等待
源
66dB/80*10G 宿
场景2：交通行业传输解决方案
铁路/地铁
机场
高速公路
超大容量，超大带宽
10G 40G 100G 1.6T 3.2T 6.4T 单子架25.6T
基础传输网络
OTN
视频会议 视频监控
调度电话
办公 电话
数据网 客票
监控中心
时间 系统
华为的营销培训教材
Shenzhen Huawei Tech. Co., Ltd.
营销干部培训中心
子：“上学真是无聊透了！” 父：“你对上学有很深的挫折感。” 子：“学的都是些不实用的东西。” 父：“你觉得读书对你没用。” 子：“对，学校教的东西对我不一定有用。你看王明， 现在修车技术一流，这才实用。” 父：“你认为他的选择正确。”（ 嗯…….） 子：“嗯，从某个角度看确实如此。可是几年后，他 或许会后悔。” 父：“你认为他将来会觉得当年做错了决定。”
人员的培养与指导
Shenzhen Huawei Tech. Co., Ltd.
营销干部培训中心
如何指导难带的人之七
——光说不做的人 只有成绩有说服力 做出成绩提高声望 深入了解不做原因 仔细评估他的想法
人员的培养与指导
Shenzhen Huawei Tech. Co., Ltd.
营销干部培训中心
人员的培养与指导
Shenzhen Huawei Tech. Co., Ltd.
营销干部培训中心
父：“现在或许如此，以后他后悔就来不及了。 你不会喜欢修车的。好好念书，将来不怕 找不到更好的工作。” 子：“我不知道，但王明现在很成功。” 父：“你已尽全力了吗？这所高中是名校，应该差 不到哪儿去。” 子： 可是同学们都有同感。 父：“你知不知道，把你养这么大，妈妈和我牺牲 了多少？已经读到高二了，不许你半途而废。 子：“我知道你们牺牲很大，可是不值得。 父：“你应该多读书，少看电视-----” 子：“爸，唉----算了，多说也没用。”
人员的培养与指导
Shenzhen Huawei Tech. Co., Ltd.
营销干部培训中心
（二）正视自己起的作用
催化剂而非燃料 开发潜能的助产婆
销售人员培训课程(完整体系)
付出艰苦努力才有丰厚回报
乞丐心理
销售
心理角色
推销是乞求、害怕被拒绝和客户提意见
使者心理
企业顾问、光明使者、将带给客户快乐
销售是一门综合学科
市场营销学、消费心理学、组织行为学
社会80%人从事销售
销售的数量供过于求，质量供不应求
√
×
一、正确认识“销售”这一职业
1-2：树立正确的“客户观”
心态篇：
授课现场互动：
单击此处添加正文，文字是您思想的提炼，为了演示发布的良好效果，请言简意赅地阐述您的观点。
＝
讨论：
目 标
成 功你的目标是什么？
GSPA——目标管理和时间管理（2）
目标激励法则
如何将目标分解？
可量化
尽量用数字来表达目标和计划
具体化
制定的目标是具象性、现实的
能完成
跳着摘葡萄，努力就可能达到
案例：
目标类型
观看学习：
积极的心态源于专业的修炼（3）
1、公司形象代表
销售人员是代表公司面对客户，其形象即公司形象！服饰整洁与稳重会给客户留下专业、值得信赖的感觉，增加客户对公司、产品的信心，拉近双方距离。
成功销售人员的自我形象定位
积极的心态源于专业的修炼（3）
添加标题
成功销售人员的自我形象定位
添加标题
公司经营、产品与服务的传递者
我要加倍重视自己的价值
我要笑遍世界，我要快乐，我要成功
我要成为世上最伟大的推销员
我现在就付诸行动！
第二部分：知识篇
01.
成功的销售人员应掌握哪些知识
02.
GSPA——从目标到行动，管理好时间
03.
让自己看起来更专业——销售商务礼仪（单独培训）
华为移动产品展厅培训范本
内部资料，注意保密华为移动产品展厅培训教材展厅技术部编辑华为技术华为技术有限公司2005前言本课程通过对华为移动产品发展历程、产品结构、功能、性能、产品卖点、典型应用实例、与竞争对手的比较以及产品发展趋势的讲解，辅以学员自己的讲解演练和展厅讲解实习，使学员不仅掌握华为移动产品主要特点、技术优势、典型应用等知识，而且掌握基本的宣讲技能和技巧。
学完本课程后，学员能够达到：●了解华为移动产品研发、市场应用情况●掌握华为移动产品基本结构、功能和特性●掌握我司移动产品机会点和推广策略●掌握基本宣讲技巧●能够对一般专业性的市场客人和各类非市场客人进行公司产品讲解，为今后的市场营销工作打下良好基础。
目录第一章 WCDMA第一节华为WCDMA概述1.1 Huawei WCDMA introductionHuawei has been investing heavily in 3G and currently there are over 4000 engineers engaged in the R&D of 3G system with global 3G R&D institutes in Shenzhen, Shanghai and Beijing of China and Sweden, India and the United States. Huawei has already successfully deployed its commercial UMTS total solution. In fact, more and more operators are now placing their 3G confidence in Huawei.Huawei is one of the few vendors that have achieved commercial applications (10 commercial networks and over 30 trial networks). Commercial contracts include those with Sunday in Hong Kong, Etisalat in UAE, Emtel in Mauritius, TM in Malaysia and Telfort in the Netherlands.Hong Kong is one of the world's most competitive mobile markets. With high performance, mature product and quick response to customer’s requirement, Huawei was selected by SUNDAY from five global equipment vendors (others are Siemens, Alcatel, Nortel and ZTE).Etisalat, one of the world’s top 500 companies, provides telecommunication services to the United Arab Emirates and is one of the leading service providers in the Middle East Region. On Dec. 24, 2003, Huawei helped Etisalat launch UMTS services in UAE, enabling Etisalat to become the first company in the Middle East and the Arab World to introduce UMTS network.Telekom Malaysia(TM) is the biggest telecom operator in Malaysia and holds a very high position in the telecom market of Asia Pacific. In September of 2004, after strict trial network test and competition among Ericsson, Nokia, Siemens, Alcatel, and Huawei, Huawei won the commercial contract from TM to cover the booming area of Malaysia. In this commercial network, Huawei RAN inter-works with Nokia CN, and proved its excellent interoperability.In Dec.8, 2004, Telfort, Netherlands selected Huawei as their partner on 3G and takes Huawei as the sole UMTS supplier. Huawei will help Telfort to build a nationwide and high-quality UMTS network in Netherlands with a coverage of the whole country including all the main cities like Amsterdam, Rotterdam, Hague, etc. Huawei will deliver a turnkey solution, giving Telfort full UMTS capabilities, interworking with its existing GSM and EDGE platforms and readiness for HSDPA. With Huawei innovative distributed UMTS solutions, Telfort can achieve 30% Opex and Capex saving. Just like the CEO of Telfort said “Huawei's technological and innovative skills are really impressive…We are confident that Huawei will help us to develop innovative and cost effective data solutions for our customers and look forward to a prosperous relationship with them."Here are some key points of this case:1. Huawei will provide an end-to-end solution based on R4 architecture for Telfort.2. Network covers 99% population of the Netherlands3. Replace the existing GSM/GPRS core network with a unified 2G/3G core network4. Distributed Coverage Solution can greatly reduce OPEX and CAPEX, with 30％TCO (Total Cost of Ownership) Saving5. Huawei will deliver a turnkey project1.2 Activities in UMTS industrya) Doing trails and tests with Vodafone, Telefonica, NTT DoCoMo, China Mobile, ChinaTelecom, China NetCom;b) Complete Inter-Operability Test (IOT) with the mainstream equipment vendors:Ericsson, Nokia, Motorola, Nortel, Siemens-NEC, Alcatel;c) Complete IOT for single/dual –mode handsets: Nokia 6650, Motorola A830, NECPeony, NEC C606, Sony-Ericsson Z1010, Qualcomm TM5200/6200, SANYO, LG ;d) Major founder for the Common Public Radio Interface, which is aiming to define apublicly available specification for the key internal interface of radio base stations.e) Establishing 3G open Lab for the development and testing of 3G services withSP/CP, researching WIN-WIN business models and cultivating the 3G value chain;f) Huawei respects IPR. Huawei is one of the few vendors who can design 3G coreASIC. We have our own intellectual properties for 3G and have signed IPR cross-license agreement with Ericsson and Nokia.g) In the MTNet test, which is organized by the Chinese Ministry of Information Industry,Huawei has passed all the 326 mandatory test items and 70 of the total 75 optional test items. Huawei has been ranked No. 1 in both 2 phases of the MTNet test.h)Huawei has also been investing heavily on 3G handsets and is planning to launch aseries of them especially the low-cost 3G handsets.1.3 Major events of Huawei UMTSa) 1995, started R&D on CDMA / UMTS technologyb) Aug. 2001, deployed China’s first UMTS pilot network in Shanghaic) Sep. 2002, dialed the world’s first UMTS intelligent call on CAMEL 3d) Jun. 2003, one of the major founders for CPRIe) Jun. 2003, complete long-distance IP video call based on R4f) Sep. 2003, joint force with Infineon to offer UMTS mobile phone platformg) Dec. 2003, sole supplier of commercial UMTS system for Etisalat (UAE)h) Dec. 2003, sole supplier of commercial UMTS system for Sunday (Hong Kong)i) Aug. 2004, complete world’s first and largest softswitch based R4 network for ChinaMobilej) Sep. 2004, RAN supplier of commercial UMTS system for TM (Malaysia)k) Dec. 2004, sole supplier of commercial UMTS system for Telfort (Netherlands)第一节展台展板讲解词2.1 Poster1: Long-term AccumulationThis poster is self-explaining.2.2 Poster2: Telfort ProjectIn Dec.8, 2004, Telfort, Netherlands selected Huawei as their partner on 3G and takes Huawei as the sole UMTS supplier. Huawei will help Telfort to build a nationwide and high-quality UMTS network in Netherlands with a coverage of the whole country including all the main cities like Amsterdam, Rotterdam, Hague, etc. Huawei will deliver a turnkey solution, giving Telfort full UMTS capabilities, interworking with its existing GSM and EDGE platforms and readiness for HSDPA. With Huawei innovative distributed UMTS solutions, Telfort can achieve 30% Opex and Capex saving. Just like the CEO of Telfort said “Huawei's technological and innovative skills are really impressive…We are confident that Huawei will help us to develop innovative and cost effective data solutions for our customers and look forward to a prosperous relationship with them."Here are some key points of this case:1. Huawei will provide an end-to-end solution based on R4 architecture for Telfort.2. Network covers 99% population of the Netherlands3. Replace the existing GSM/GPRS core network with a unified 2G/3G core network4. Distributed Coverage Solution can greatly reduce OPEX and CAPEX, with 30％TCO (Total Cost of Ownership) Saving5. Huawei will deliver a turnkey project2.3 Poster3: 4 commercial networksa) Introduction of Sunday projectHuawei provides SUNDAY entire end-to-end UMTS solution needed for the 3G launch, including UMTS radio access network, core network, 3G mobile intelligent network, data service platform and applications. The core network adopts soft switch architecture which supports 3GPP R99/R4, GSM/GPRS and TD-SCDMA standard.The 3G network will offer video mailbox, video phone, video conference, Portal, PTT, MMS, IN/CAMEL/MNP and WLAN integration, etc. services. Huawei may also supply SUNDAY with commercial UMTS mobile phones later.b) Introduction of Etisalat projectHuawei provides total UMTS solution with capacity of 160,000 subscribers (phase 1), based on 3GPP R4 architecture, including CN and RAN equipment. Coverage area: Whole country including Abu Dhabi, Dubai, Sharjah, Ajman, etc.Services: Video phone, video conference, live TV on mobile phone, high-speed mobile Internet access and rich data services, etc.With Huawei’s solution, Etisalat GSM customers can migrate to 3G service without the need to change their existing numbers or SIM cards. This is also the world’s first commercial network which supports 2G/3G roaming.c) Introduction of TM projectTelekom Malaysia(TM) is the biggest telecom operator in Malaysia and holds a very high position in the telecom market of Asia Pacific. In September of 2004, after strict trial network test and competition among Ericsson, Nokia, Siemens, Alcatel, and Huawei, Huawei won the commercial contract from TM to cover the booming area of Malaysia. In this commercial network, Huawei RAN inter-works with Nokia CN, and proved its excellent interoperability.2.4 Poster4: Introduction of China Mobile T-ProjectHere is the giant network structure for China Mobile. We are building the TMSC network for China Mobile. The project adopted Huawei’s advanced MSC: softswitch MSC, thus demonstrating the reliability of Huawei softswitch MSC. The position of TMSC1 is very important and they deal with all the long distance traffic between provinces. Based on softswitch MSC, CMCC can save much transmission cost in long-distance calls. The project includes 8 pairs of MSC servers and 32 dual homing MGWs, totally 40,000 E1 ports, building in 31 branch offices of CMCC. The project was completed in August, 2004. It survived the peak of the Chinese Lunar New Year in early 2005 and proved to be of best quality and reliability.2.5 Poster5: Introduction of abundant 2G/3G interworking experienceHuawei has rich 2G/3G interworking experience in commercial networks. Huawei provides the first commercial network which supports 2G/3G roaming for Etisalat, UAE.2.6 Poster6: UTRAN with high performanceThis poster is self-explaining, and may also refers to Key Message: 1.1 UTRAN for Better Coverage and Higher Performance.第一节演示业务介绍3.1 Video on demand (VOD)By using 3G handset as the wireless modem, enjoy the VOD service through UMTS network. The streaming data of high-resolution film is transported from 3G handset to laptop PC via USB port, and displayed on the screen of PC.The downlink speed reaches 384Kbps; the VOD will be one of the most excited services of 3G.3.2 Video Phone(VP）By using 2 UMTS handsets with camera to realized the video Call service，allowing customers to see each other on the screen when speaking to them.VP is circuit-switched based 64K service, will be one of the leading 3G service.3.3 UMTS Video conference interworking with NGN (VC）Customers using a 3G handset dial service access number to join video conference meeting of NGN to realize interworking with NGN VC.VC is one kind of 64Kbps service based on circuit - switched domain, can be used to provide mobile office and online monitor service.3.4 Media Streaming ServiceThe UMTS handset connects to the internet directly, plays the streaming data online such as music，movie, etc. Media streaming service is also one of most attractive service. 3.5 Web-surfing via Bluetooth PDA combined with UMTS handsetUsing PDA with Bluetooth function combines with UMTS handset to realize high speed wireless data service, such web surfing, streaming media playing.Bluetooth PDA supplements the limitation of 3G handset data processing capability; realizes personal mobile internet, mobile office, etc., services.3.6 CMB (Cell Multimedia Broadcast) also called simplified MBMSHuawei is the first vendor to provide the end-to-end multimedia broadcast service over UMTS system in the industry. At the same data usage, services based on CMB, which is a simplified MBMS (Multiple Broadcast Multimedia Service), can be only priced at less than 5% of the present charge for media streaming services. CMB supports media streaming (live video, live TV, commercial video chips, etc.) and downloading services. This innovative service doesn’t require any hardware change, only software upgrade is needed.3.7 Uplink 384kbps ServicesBesides 14.4Mbps downlink rate that Huawei HSDPA solution can provide, Huawei also introduces enhanced solution to support 384k in both downlink and uplink, which can support symmetrical services such as high quality video phone, video conference and high speed for upload applications with large traffic, such as ftp and P2P file sharing.第二节展台设备介绍4.1 UTRAN for Better Coverage and Higher Performancea) Huawei delivers complete set of NodeB family, meeting different needs of operators.These include the 12-TRX/6-TRX indoor macro NodeB, the 6-TRX outdoor macro NodeB, the all-in-one Mini NodeB, and the distributed NodeB (Baseband Processing Unit (BBU) and the Remote Radio Unit (RRU));b) Distributed NodeB, which can greatly reduce OPEX and CAPEX, Separatetraditional macro Node B into two parts: BBU and RRU connecting via optical fiber.The interface between RRU and BBU is open, according to CPRI, Huawei is one of the founders of CPRI. For details, please refer to 1.6.c) For the initial deployment of 3G network, the coverage is most concerned byoperators. With Huawei’s optimal coverage solution, the coverage of UMTS can be as good as that of GSM 900MHz system. These technologies include: power combining with TX diversity, high RX sensitivity of -125dBm, RRU and Tower Mounted Amplifier, 4-way RX diversity, AMR Control and DCCC RRM algorithms, etc.d) The efficiency of traditional LPA is 9%, based on FF technology. Huawei developednew PA technology, DP(Digital Pre-Distortion) plus HPA, which enhance the power efficiency to 18%.e) Huawei has also developed enhanced RTT algorithms that can ensure bothcoverage and capacity in the future. These include the Smart Antenna, the Multi-User Detection, etc.f) The bearer capability of Huawei NodeB is very remarkable. It can simultaneouslysupport up to 8 connections of 384Kbps on the downlink and 7 connections of 384Kbps on the uplink within one single sector-carrier.g) Huawei HSDPA can support 15 codes and full rates up to 14.4Mbps, relies on self-designed ASIC chip.4.2 RAN equipments introductiona) BTS3812E: new Indoor Macro NodeB➢ Smallest NodeB to support 12 CELLs in the industry with height of 1.4 meters and width of 0.6 meters➢ Support flexible configuration mode, such as O1, O2, O3, O4, S3×1, S3×2, S3×3, S3×4, S6×1, S6×2➢ Support flexible diversity mode, such as 2 Rx Diversity, 4 Rx Diversity, 2 Tx Diversity, etc➢ Support Remote Electric Tilt (RET) antenna➢ Support High Speed Downlink Packet Access（HSDPA）➢ High Power efficiency: type1: 18% (DPD: Digital PreDistortion)；type2: 28% (DPD+Doherty)b) BTS3812A: new outdoor Macro NodeB➢ Compact design with height of 1.7 meters and width of 0.9 meters➢ Support flexible configuration mode, such as O1, O2, O3, O4, S3×1, S3×2, S3×3, S3×4, S6×1, S6×2➢ complies with the IP55 of International Protection Standard➢ Can work normally under the temperature -40 ︒C ~ +50 ︒C (with heat exchanger)➢ Support flexible diversity mode, such as 2 Rx Diversity, 4 Rx Diversity, 2 Tx Diversity, etca) BTS3802C: All-in-One Mini NodeB➢ All-whether, all-in-one design➢ No equipment room needed, less auxiliary facilities➢ Small size and light weight, easy installation➢ T1, E1, STM-1 transmission, support CES and Fractional ATM➢ Support 128 voice channelsb) RRU3801C: Remote Radio Unit➢ Optical fiber transmission, flexible networking➢ Share base-band and clock modules with host NodeB➢ Adaptable to outdoor environmentc) BBU3806: baseband processing unit➢ Distributed NodeB system with RRU➢ Size: 19’inch box,1U➢ Ambient Temp : -5～＋50 °C➢ Single box support 3*1 up to 384voice channels/DL, 256 voice channels /UL, Four box support 3*4 up to 1536 voice channels /DL, 1024 voice channels /ULd) BSC6800: Radio Network Controller➢ Based on commercial ATM/IP platform➢ Modular design, smooth expansion and upgrade➢ 40,000 equivalent voice channels, 1,000,000 equivalent voice subscribers➢ Max. 40K Erl/960M/1600 NodeBs/ 4800 cells➢ Powerful service bearing capability, support 8 kinds of AMR voice➢ Support transport sharing between 2G and 3G4.3 Advanced CS Core Networka) Huawei’s Circuit-Switched Core Network is based on the soft-switching architecture,which is the very pith of the next generation network (NGN). It realizes the separation of carrier and control, featuring smooth evolution, convenient O&M, flexible roll-out and control of services.b) Huawei R4 Core Network supports simultaneous access of both UTRAN and GSMBSS, and also has backward compatibility with 3GPP Rel99. So we call it a unified core network solution.c) The MSC Server and MGW feature large capacity, high density and high-scalability.They both have compact configuration of one single rack, supporting 50,000 subscribers to the minimum. Due to the modular design, they can be expanded all the way to their full capacity, i.e. 1.8 million subscribers with 3 racks.d) The Video Inter-working Gateway (VIG) is a very important network element for therealization of mobile video services. It functions as the interpreter for signaling between systems based on different video standards, e.g. H.323 and H.324M, enabling the inter-connection of video services between UMTS and other telecom systems, e.g. NGN, broadband, Internet.a) Huawei adopts enhanced technologies to improve the quality of voice service,including TFO/TrFO, AMR Control, Comfortable Noise Generation, and Loss Packet Compensation.b) Huawei’s CS CN products have been widely deployed in the commercial network ofChina, Thailand and U.A.E. At the same time, Huawei NGN products, which are based on same platform as Huawei UMTS CS CN, have been deployed in Brunei Telecom. China Telecom, China Satellite Telecom. British Telecom, etc.4.4 CN CS equipments introductiona) UMG8900: Media Gateway⏹Unified media gateway for both mobile and fixed system⏹Smooth evolution to R5/R6, reusing existing hardware⏹Support dual homing features, network-level reliability ensured⏹Support E1/T1, SDH/ATM/POS 155M, FE/GE⏹Support H.324M, multiparty session, etcb) MSoftX3000: MSC Server⏹Abundant services: CAMEL 3, LCS, lawful interception, USSD callback, H.324M⏹Large capacity and high density, 1.8 million subs with 3 racks⏹Support dual homing networking, embedded SG functions⏹Support both layered and non-layered network architecture⏹Support simultaneous access of GSM BSS and UTRAN4.5 Versatile PS Core Networka) Huawei PS Core Network supports the simultaneous access of both UTRAN andGPRS BSS. It can support R99/R4/R5 and smooth evolution to R6 is also guaranteed.b) The GGSN embeds the SSP function and can support Pre-Paid Service (PPS).Huawei has provided the GGSN equipment for AIS of Thailand, enabling its prepaid subscribers to enjoy the attractive data services bringing by GPRS.c) The GGSN has the content-detection functionality. As a result, content-basedcharging can be supported by Huawei PS CN. This function gives operator the freedom of choosing different billing strategy and business modes.d) Due to the content-detection capability, another function which is called OnlyOneAPN can be provided. With this function, the end-users do not need to re-select APN by hand when they are changing to other services. The network will do the routing for the end-user. Re-selection of APN will be invisible by end-users. This function brings more convenience to both the end-users and the operators.e) Huawei’s PS CN has been deployed in 24 countries, 35 operators commercialexperiences, in Asia, Africa, Europe, South America.f) Huawei SGSN/GGSN/CG global application serves more than 12,000,000subscribers PS services and occupies more 47% market share in China Mobile.4.6 CN PS equipments introductiona) SGSN9810: Serving GPRS Support Node●Support both UMTS and GPRS●Capacity up to 1.6 million subs, and 800,000 PDP context simultaneously.●Guaranteed QoS: Diffserv QoS, MPLS, etc.●Support E1/T1, ATM STM-1/STM-4, POS STM-1/STM-4, FE/GE●Special functions: CAMEL 3, LCS, Lawful Interception, GTP HardwareForwarding, 2M Signaling, IPSec, etc.a) GGSN9811: Gateway GPRS Support Node●Support both UMTS and GPRS●handle 1,000,000 PDP context (Single sub-rack), 5,000,000 PDP context(Multiple sub-racks) simultaneously●Excellent quality of service based on Internet differentiated service classes.●Support packet security filtering/ACL mechanism●Support ATM STM-1/STM-4, POS STM-1/STM-4, FE/GE4.7 Experienced Radio Network PlanningHuawei has more than 300 professional UMTS Radio network planning (RNP) engineers locating in over 30 technical support centers worldwide. More than 75% of them hold master or higher degrees. Expertise database, simulation model database and case database of network planning & optimization have been set up to facilitate the RNP.Huawei holds more than 150 3G RNP patents and embodies the belief of RNP into ASIC design. Self-designed software has been developed to field test and network planning & optimization. Huawei has the experience of network planning & optimization in hundreds of 3G projects worldwide, including the commercial 3G network radio network planning in UAE , Hong Kong, Malaysia and NetherlandsHuawei RNP team cooperates with professional international RNP companies(such as WFI and Aircom), invites foreign experts from Europe, USA and Korea to join RNP team and provides professional 3G RNP service globally.About IPRHuawei respects IPR. Huawei is one of the few vendors who can also produce 3G core ASIC. We have our own intellectual properties for 3G and have signed IPR cross-license agreement with Ericsson and Nokia.Till today, Huawei has applied for more than 800 patents Covering UMTS key technologies.About CPRIIn May 2003, Ericsson, Huawei, NEC, Nortel Networks and Siemens created an industry cooperation, CPRI (Common Public Radio Interface).CPRI defines the interface between RE (Radio equipment) and REC (radio equipment control) which is a key internal interface in the radio base station. The aim of CPRI is to define a publicly available specification for the key internal interface of radio base stations.As a founder of CPRI, Huawei’s RRU is fully complied with CPRI 1.1 specification, which means operators can have the benefits of cost-effective and high quality from the whole CPRI industry.第二章 CDMA2000第一节展板介绍1.1Global Applications of Huawei CDMA2000Huawei CDMA2000 has been widely applied worldwide in over 50 countries, in Europe, Eastern Europe, CIS region, middle Asia, Asia & pacific, Africa, Middle East, Latin Americaand north America., such as U.S.A., Mexico, Brazil, Portugal, Romania, Russia, Belarus, Turkmenistan, Kirgizstan, Uzbekistan, Georgia, Azerbaijan, Kazakstan, Ukraine, Thailand, Indonesia, India, Pakistan, Vietnam, Brunei, Yemen, Saudi Arab, Egypt, Algeria, Nigeria, Ethiopia, …. The t otal capacity is c.a. 20 million subscribers. Especially, Huawei is the leading vendor of CDMA450 application with 66% market share worldwide, and 43% market share of CDMA-WLL, 5 commercial EV-DO networks and over 15 DO trial networks.In 2004, American operator (NTCH-CA) selected Huawei as the supplier of her CDMA network. And in the 1st phase, Huawei deployed 2 local networks in California and Arizona in 1900MHz, including SMS & MMS equipments. This is the first time that Chinese telecom vendor supplies CDMA system in United States of America. As we know, CDMA technology is originated from U.S.A. and applied in the first instance, they know CDMA very well, so they understand exactly the keys of CDMA. Huawei passed all the tests via series of excellent features and functions, and then got the first CDMA contract in United States of America.On the project of IUSACELL CDMA2000 network in Mexico, the capacity is 200,000 subscribers to cove 2 areas, section 1 and section 8, there are pairs of sates in each section.In section 1 the system is totally new CDMA2000 system, while in section 8 the system mainly comes from Huawei, the small part is from Motorola. In section 8 the system is at 800MHz frequency, while in section 1 the system is 1900MHz frequency, and the networks are 1X + EV-DO mixed configuration in both section. In phase I, the system is deployed with traditional MSC, and in second phase the SoftSwitch will be deployed. This is a turn-key project including infrastructure, transmission equipments, civil engineering, etc.Huawei provided the first CDMA network in Western Europe, it’s the nationwide CDMA450 network in Portugal, which is 1X + DO mixed network to offer 1X and DO services.CAT is a state-owned telecom operator in Thailand, the existing CDMA system was IS-95 technology provided by Lucent and NEC. The technology is outdated and the revenue was uneasy. So CAT carried out this bidding of CDMA2000 system over the whole country. In this bidding, 5 vendors took part in the bid works, in the phase of technology-evaluate, ZTE and Samsung were washed out. At the end, Huawei is the only vendor for CAT CDMA2000 network. In this network, Huawei will supply 1600 BTS to cover 51 provinces of total 76 provinces in 2 years, including 2.23 million subscribers. And all the BTS is 1X + EV-DO configuration.India is the hottest CDMA market in the world now, the population in India is over 1 billion. And it’s the No.1 CDMA market, so the competition in India is very active. In 2003, through a long time active competition, Huawei got the CDMA contract from MTNL, the capacity is 800,000 subscribers, coverage of Delhi and Mumbai, including OTAF and lawful interception equipments. These two cities are the top 2 biggest cities in India with large areas, dense population and dense buildings. The requirements from operator are very strict and various, Huawei passed all the test items in very short time.Huawei provided IN, CDMA infrastructure and terminals to PTCL in Pakistan. Five local CDMA networks will be distributed in 5 big cities - Islamabad, Lahore, Multan, Quetta and Peshawar, including 1 WIN/SMSC, 1 PDSN, 5 MSC/HLR, 5 BSC, 127 BTS, 305 TRX, BSS capacity is 213K subscribers, NSS capacity is 291k subscribers. Subscriber’s traffic is 0.05Erl/subscriber. In the second phase of PTCL CDMA network, Huawei got 90% NSS capacity, (SoftSwitch + WIN), NSS capacity is 1275K subscribers (including 400K capacity of CDMA450, 875K capacity of CDMA1900), in 9 areas, total contract is over USD80M. Huawei is the biggest supplier.As you know, roaming is very important for the interconnection of networks. In Belarus, the first International roaming of CDMA450 was carry out on Huawei-built BelCel network and another operator Delta Telecom in St. Petersburg Russia.Huawei deployed its CDMA1900 network for Starcomms in Lagos Nigeria. Lagos is one of the most populated cities in the world. Huawei has provided S444 configured single cabinet BTS to provide dense coverage.In Tibet, CDMA450 network is supplied by Huawei. As we know, the terrain is so crude and hard in Tibet, and very harsh climate there. The nomadic people live in very spread regions. Huawei CDMA450 showed excellent features of coverage and service quality. The system provides telephone service in rural area to offer the nomad a link with the whole socity. In some of the places, before they have CDMA450 system, the people had to walk 6 hours to reach the nearest telephone. The CDMA450 system provides not only telephone services but also great changes of everyday life to Tibetans.1.2 End-to-end solution of Huawei CDMA2000Huawei provides CDMA2000 End-to-End solutions including network infrastructure, service platform, user terminals (inc. handsets and terminals) and after-sales service. The solution may be mobile network or Wireless Local Loop (WLL) system. The total network is divided into radio access network, core switch network, and core packet network, service supporting layer, and operation & maintenance center.Huawei offers series of handsets and fixed wireless terminals in different bands and different types to meet the requirements form different customers.Huawei presents complete BTS family to different coverage requirements, and powerful BSC for 1X+DO network. Huawei radio access network can work in different frequency-bands of 450MHz/ 800MHz/ 1900MHz/ 2100MHz, in Huawei CDMA2000, 1X + DO mixed configuration is available, that means, in the same BTS, 1X + DO is supported at the same time, the same BSC supports 1X + DO, and the same OMC supports 1 X + DO.Matured and advanced SoftSwitch is adopted in Huawei CDMA system to replace traditional MSC to perform switching function, including call handling and control, routing,。
销售人员培训课程(完整篇)PPT课件
添加文档副标题
汇报人：WPS
目录
Contents
01 销 售 心 理 学 基 础 02 产 品 知 识 与 市 场 分 析 03 销 售 技 巧 与 策 略 04 客 户 关 系 维 护 与 售 后 05 销 售 团 队 建 设 与 管 理 06 个 人 成 长 与 发 展 规 划
了解客户需求 诚信和信任 良好的沟通技巧 建立长期的合作关系
02
产品知识与市场分析
产品特点与优势
产品的特点
产品的优势
与竞品的对比分析
ห้องสมุดไป่ตู้
针对客户需求的产品卖点
竞争对手分析
确定竞争对手范围
分析竞争对手的优 势和劣势
了解竞争对手的市 场份额和营销策略
评估竞争对手的产 品和服务质量
市场趋势与客户需求预测
01
销售心理学基础
客户购买行为心理
客户的需求与动机 客户的认知与决策过程 客户的学习与适应 客户的个性与价值观
销售人员心态与信念建立
积极的心态：对销售目标的积极态度和自信 坚持不懈的信念：面对挫折和失败不轻易放弃 客户至上的理念：关注客户需求，建立良好的客户关系 自我激励与调整：不断激励自己，保持销售激情与动力
选拔标准：注重应 聘者的销售技能、 沟通能力、团队协 作能力和职业素养
面试技巧：采用行为面 试、情景模拟等面试方 法，考察应聘者的实际 销售能力和潜力
培训与发展：对新员工 进行系统的培训，提升 销售技能和管理能力， 同时为员工提供职业发 展规划和晋升机会
培训与发展销售人员能力
销售人员培训计划
销售团队建设与管理
客户满意度调查与反馈
调查目的：了解客户需求和意见， 改进产品和服务
《华为销售培训》课件
04
华为销售案例分析
Chapter
成功案例分享
成功案例1
成功案例3
华为与某大型电信运营商的合作。通 过深入了解客户需求，提供定制化解 决方案，成功获得大额订单。
华为在企业网市场的突破。凭借技术 创新和优质服务，成功赢得企业客户 的信任，实现市场份额的持续增长。
பைடு நூலகம்
成功案例2
华为在欧洲市场的拓展。通过与当地 合作伙伴建立良好关系，成功打入市 场，实现销售业绩的快速增长。
总结词：了解客户真实需求，挖掘潜在 需求
定期与客户进行沟通，了解其业务变化 和需求变化，以便及时调整销售策略。
分析客户的市场定位、竞争对手和行业 趋势，以提供更符合其需求的解决方案 。
详细描述
通过沟通、观察和提问等方式，深入了 解客户的业务需求、期望和痛点。
产品展示与演示
总结词：全面展示产品 特点与优势，提高客户
认知度
01
根据客户需求，有针对 性地展示产品的特点、
功能和优势。
03
强调产品的差异化优势 ，与竞争对手进行比较 ，凸显产品独特卖点。
05
详细描述
02
通过现场演示、产品试 用和案例分享等方式， 让客户更好地了解产品
的实际效果。
04
商务谈判与合同签订
详细描述
总结词：达成合作共识，签 订合同并确保双方权益
失败案例总结
失败案例1
华为在某新兴市场的开拓受挫。 由于对市场变化反应不够敏捷， 错失商机，导致销售业绩不佳。
失败案例2
华为在某产品线的定价策略失误 。过高或过低的价格定位导致与 竞争对手相比缺乏竞争力，影响
销售业绩。
失败案例3
华为在某国家市场的政治风险应 对不足。未能及时预测和应对政 策变化，导致业务受阻，损失大
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
企 业 文 化
管
组工
业本
公
理
织作
务知
司
制
结流
基识
产
度
构程
品
营础 销知 基识
广知 博识 的面
2009
18
二、营销人员必备知识
1、市场营销基本概念 2、电信市场介绍 3、市场分析方法
2009
19
2009
20
2009
21
2009
22
2009
23
2009
24
2009
25
2009
26
2009
2009
51
2009
52
2009
53
2009
54
营销人员基本素质
三、营销人员行为规范与职业道德
2009
55
2009
56
2009
57
2009
58
2009
59
2009
60
2009
61
2009
62
2009
63
2009
64
2009
65
总结
1、营销人员必备素质 2、营销人员必备知识 3、营销人员行为规范与职业道德
一、营销人员必备素质
你
认为一个优秀的营销
人员应是什么样 子
2009
5
2009
6
2009
7
2009
8
2009
9
2009
10
2009
11
2009
12
2009
13
2009
14
2009
15
2009
16
营销人员行为规范
二、营销人员必备知识
2009
17
二、营销人员必备知识
公 司 概 况
客户关系（决策层）
12
价格
10
品牌
8
6
4
2
供货能力
行业标准
快速解决方案 产品性能
售后服务
我司现状
业界最佳
2009
41
2009
42
2009
43
2009
44
2009
45
2009
46
2009
47
2009
48
2009
49
2009
50
二、营销人员必备知识
1、市场营销基本概念 2、电信市场介绍 3、市场分析方法
27
2009
28
2009
29
2009
30
2009
31
二、营销人员必备知识
1、市场营销基本概念 2、电信市场介绍 3、市场分析方法
2009
32
2009
33
2009
34
2009
35
2009
36
2009
37
2009
38
2009
39
2009
40
2、电信市场介绍
以移动产品为例分析我司和业界最佳的差距
2009
66
结束
谢谢大家！
2009
67
华为销售人员 素质培训
2009
1
课程目的
1、掌握营销人员应具备的行为规范与职业道德 2、掌握营销人员应有的必备知识 3、掌握营销人员应有的必备素质
2009
2
课程大纲
1、营销人员必备素质 2、营销人员必备知识 3、营销人员行为规范与职业道德
2009
3
营销人员基本素质
一、营销人员必备素质
2009
4