IW Channel Specialist
说明：该问卷共99道题目，请在每道题后选择否或1-3分作为答案。若您认为您符合该标准，请在1-3分内选择您具备和使用此能力的程度，3分表示您充分具备且可以持续使用此能力，2分表示您具备且可以经常使用此能力；1分表示您具备且可以偶尔使用此能力。若您认为不具备此项能力，请选择“否”。谢谢。Instruction: The questionnaire consists of 99 questions,please choose score 1-3 or "No" as your answer to each questions. If you think you meet the standard, please choose a score between 1-3 as what percentage you think you possess and use a certain competency. Socre 3 means you possess successfully and consistently use a certain competency; socre 2 means you possess and frequently use a certain competency; socre 1 means you possess and occasionally use a certain competency. Or choose"No". Thank you.
沟通技巧 Communication Skills
1-1-1. 您能否准确表达业务沟通的价值和目的？Can you describe the value and purpose of business communication?
1-1-2. 您能否列举出有效沟通和无效沟通的例子吗？Can you cite examples of effective and ineffective communications?
1-1-3. 您能否进行简明易懂、便于遵循的沟通吗？Can you use clear communications that are easy to follow and understand?
1-2-1. 您能否根据目标听众对文档和展示进行适当的调整？Can you adapt documents and presentations for the intended audience?
1-2-2. 您能否与同行及领导进行有效的沟通？Can you communicate effectively with peers, leadership as well as externally?
1-2-3. 您能否在当沟通需求或维护立场时同时展示同理心与魄力？Can you demonstrate both empathy and assertiveness when communicating a need or defending a position?
1-3-1. 您能否使用恰当的媒介和语言与不同类型的听众进行有效的沟通？Can you communicate effectively with diverse audiences, using appropriate media and language?
1-3-2. 您能否确保重要信息被清楚理解？Can you ensure important messages are clearly understood?
1-3-3. 您能否教授他人改进沟通方式的方法？Can you coach others on methods of improving their own communications?
以客户为中心 Customer Centricity
2-1-1. 您能否通过运用提问和倾听技巧确认客户需求？Can you utilizes questioning and listening techniques to identify customer needs?
2-1-2. 您能否识别并回应不同客户的不同关注角度和重点？Can you recognize and respond to different perspectives and priorities of different customers?
2-1-3. 您能否在销售过程中调查并运用客户信息？Can you research and utilize customer information in the sales process?
2-2-1. 您能否执行以客户为中心，以需求为中心和顾问式销售技巧？Can you execute strong customer-focused, needs-based sales and consulting skills?
2-2-2. 您能否战略性地预先计划从而最大化客户互动？Can you strategically plans in advance to maximize customer interactions?
2-2-3. 您能否揭示客户的优先点和动因？Can you uncover and address customer priorities and motivators?
2-3-1. 您能否指导团队成员关于以需求为基础的销售？Can you provide guidance and mentoring to team members on needs-based selling?
2-3-2. 您能否给客户提供差异化的、基于需求的解决方案？Can you develop and deliver differentiated, needs-based solutions to customers?
2-3-3. 您能否深刻阐述客户从上到下的业务知识？Can you demonstrate in-depth knowledge of customer's business from top to bottom?
演讲展示技能 Presentation Skills
3-1-1. 您能否利用一般展示设备与技巧？Can you utilize the basic tools and techniques of presenting?
3-1-2. 您能否依照听众需求定制展示内容？Can you tailor presentations to the audience?
3-1-3. 您能否预期并准备听众的问题？Can you anticipate and prepare for audience questions?
3-2-1. 您能否利用多样的展示工具与技能迎合听众与主题需求？Can you use multiple presentation tools and techniques, adapting/fitting them to audience and topic?
3-2-2. 您能否通过展示中和展示后的行动呼吁取得下一步行动的一致意见（SMART）？Can you obtain agreement on next steps by including call to action during and at the end of the presentation(SMART)?
3-2-3. 您能否镇定回应未预料到的问题和处理突发事件？Can you develop responses to unanticipated questions and handles unexpected events with composure?
3-3-1. 您能否在准备和传递复杂性高或技术型的展示时保持听众的高度参与？Can you prepare and deliver complex or technical presentations while continually maintaining audience engagement?
3-3-2. 您能否给予他人任何形式的展示和各方面准备的教导？Can you coach others in all aspects of preparing and giving any type of presentation?
3-3-3. 您能否缓解处理所有问题并提供任何悬而未决问题的追踪？Can you handle all questions with ease and offers to follow-up with any unanswered questions?
4-1-1. 您能否从商业角度描述成功达成业绩的关键因素？Can you describe the keys to successful sales results from a business perspective?
4-1-2. 您能否积极建立销售和沟通技巧？Can you build strong selling and communication skills at actively works?
4-1-3. 您能否解释影响力和沟通的原则？Can you explain the principles of influencing and negotiating?
4-2-1. 您能否探寻客户需求、目标和购买影响力并找到合适解决方案？Can you discover customer needs, goals and buying influences to develop appropriate solutions?
4-2-2. 您能否通过展示，会议，电话从而高效的呈现信息、机会和解决方案？Can you present information, opportunities and solutions effectively through presentations, meetings, and calls?
4-2-3. 您能否通过谈判影响他人的决策最终达成互利的结果？Can you negotiate and influence decisions of others to drive mutually beneficial outcomes?
4-3-1. 您能否开拓未涉足的市场并探寻建立新的机会？Can you uncover untapped markets and pursues to create new opportunities?
4-3-2. 您能否策略性地规划从而接触主要决策者和影响者？Can you plan strategically to reach the key decision-makers and influencers?
4-3-3. 您能否辅导他人销售、策略谈判和强势沟通技巧？ Can you coach others on selling and negotiation strategies and strong communication skills?
5-1-1. 您能否解释大都会组织架构、历史和核心价值观？Can you explain MetLife's organizational structure, history and core values?
5-1-2. 您能否分享产品知识和内部业务目标？Can you demonstrate product knowledge and knowledge of internal business goals?
5-1-3. 您能否知晓世界时事和行业趋势？Can you stay current on world events and industry trends?
5-2-1. 您能否利用内部或行业的工具和报告洞悉客户、竞争者和市场变化？Can you provide insights on customers, competitors and the marketplace by leveraging internal and industry tools and reports?
5-2-2. 您能否讨论大都会的核心能力以及在市场上的体现？Can you discuss MetLife's capabilities and their application in the marketplace?
5-2-3. 您能否描述出与竞争对手相比的重点产品差异竞争特点？Can you describe key product differentiating factors versus the competition?
5-3-1. 您能否应对行业或市场变化制定策略（如：兼并、缩减）？Can you identify strategies to adapt to industry/market changes (e.g., merging, downsizing)?
5-3-2. 您能否在市场趋势，世界环境和股东价值方面教导同事及客户？Can you mentors/educates colleagues and customers on marketplace trends, world affairs, and shareholder value?
5-3-3. 您能否展示出对产品线及服务深刻透彻的认知？Can you demonstrate in-depth knowledge of the full of products and services?
团队规划与组织 Team Planning Organization
6-1-1. 您能否为团队责任制定与业务一致的战术计划？Can you develop tactical plan for team responsibilities which align with business objectives?
6-1-2. 您能否优化工作和时间从而最大化团队和个人效率？Can you prioritize time and work to maximize team and personal efficiency?
6-1-3. 您能否将基本的理念运用于短期和长期计划制定中？Can you apply basic concepts behind short- and long-term planning?
6-2-1. 您能否指导战略和战术实施从而达到预期结果？Can you obtain results by guiding the execution of strategic and tactical plans?
6-2-2. 您能否为团队和内部商业伙伴表述并建立共同的目标或责任？Can you articulate and establish shared goals/responsibilities for the team and with internal business partners?
6-2-3. 您能否为达成目标督导每步工作的进展？Can you monitor progress of work plan as required to meet objectives?
6-3-1. 您能否与公司高管和商业伙伴一起制定详细的计划从而支持战略实施？Can you work with senior leadership and business partners to develop detailed plans that support strategy?
6-3-2. 您能否辅导团队成员高效计划并组织团队项目和任务？Can you coach team members to efficiently plan and organize projects and tasks for the team?
6-3-3. 您能否为团队平衡竞争重点并同时为可能的挑战进行规划？Can you balance competing priorities for the team while planning for unexpected challenges?
绩效管理 Performance Management
7-1-1. 您能否就绩效长期目标和短期目标达成一致？Can you define and agree upon performance goals and objectives?
7-1-2. 您能否提供例行的、结构性的和坦白的反馈？Can you provide regular, constructive and candid feedback?
7-1-3. 您能否分享成功经验并对员工使用正式和非正式的认可？Can you share successes and use formal and informal recognition for staff?
7-2-1. 您能否调配时间去一对一地定期判断每个人的优势，技能缺口、绩效缺口、发展需求和职业机会？ Can you manage time to work one-on-one with each individual to regularly identify strengths, skill gaps, performance gaps, development needs, and career opportunities?
7-2-2. 您能否在有效销售战略和战术的辅导中平衡团队中新老成员的指导时间？Can you balance coaching/mentoring time between tenured and newer team members on effective selling strategies and tactics that are critical to achieving goals?
7-2-3. 您能否通过提供反馈和辅导阐述绩效机会？Can you provide feedback and coaching to address performance opportunities?
7-3-1. 您能否判断个人职业企图心和目标发展机会从而发展他人能力？Can you identify individual career aspirations and target development opportunities to grow capabilities?
7-3-2. 您能否指导团队和非团队成员从而帮助他们达成或超过业绩目标？Can you mentor team members and non-team members to help meet or exceed performance goals?
7-3-3. 您能否指导员工发展可以延伸能力的行动计划？Can you coaches staff on developing action plans that stretch their capabilities?
个人工作规划与时间管理 Individual Planning Organization
8-1-1. 您能否确定与业务目标一致的自我直接职责发展的战术性计划？Can you develop tactical plan for own direct responsibilities that aligns with business objectives?
8-1-2. 您能否优化时间和工作从而最大化个人效率？Can you prioritize time and work to maximize personal efficiency?
8-1-3. 您能否将基本的理念运用于短期和长期计划制定中？Can you apply basic concepts behind short- and long-term planning?
8-2-1. 您能否创立战略战术计划从而充分利用时间和面对外部的活动？ Can you create strategic and tactical plans to make the best use of time and external-facing activities?
8-2-2. 能否和内部商业伙伴表述并建立共同的目标或责任？Can you articulate and establish shared goals/responsibilities with internal business partners?
8-2-3. 您能否为达成目标督导每步工作的进展？Can you monitor progress of work against plan as required to meet objectives?
8-3-1. 您能否与公司高管和商业伙伴一起制定详细的策略执行计划？Can you work with leadership and business partners to develop detailed plans that support operational strategy?
8-3-2. 您能否规划和组织自我发展项目及团队发展？Can you plan and organize projects and task for self, as well as for the organization?
8-3-3. 您能否平衡竞争重点并为可能的挑战进行规划？Can you balance competing priorities and plan for unexpected challenges?
培训与催化 Training Facilitation
9-1-1. 您能否对团队或群体提供个性化的培训课程？Can you deliver "off the shelf" training sessions to teams/groups?
9-1-2. 您能否用清晰的结构来展示培训的内容？Can you deliver training content in a clear structured manner?
9-1-3. 您能否考虑被培训者的需求？Can you consider the needs of those to be trained well?
9-2-1. 您能否根据听众的需求对课程“量体裁衣”？Can you tailor "off the shelf" training sessions to the needs of the audience?
9-2-2. 您能否管理团体动态并促进大型或多样化群体的讨论？Can you manage group dynamics facilitates discussions with large/ diverse groups?
9-2-3. 您能否使用多样化的培训实现方法来实现听众的互动参与？Can you use varied training delivery methodologies to engage participation from audience?
9-3-1. 您能否识别和整理出支持商业规划的长期培训计划？Can you identify and document long term training plans that support business plans?
9-3-2. 您能否设计和提供个性化培训课程并根据学员需求对内容进行调整？Can you design deliver customized training sessions and adapt content during session to meet the requirements of the audience?
9-3-3. 您能否评估培训的效果并根据培训结果提出改进的方案？Can you assess evaluate the impact of training improve training solutions as a result?
10-1-1. 您能否理解谈判的基本概念？Can you understand basic concepts of negotiating?
10-1-2. 您能否描述出有效谈判和无效谈判的特征？Can you describe characteristics of effective and ineffective negotiations?
10-1-3. 您能否对问题的表面和本质及利益进行主动倾听和探讨？Can you use active listening and probing techniques to surface problems, issues, and interests?
10-2-1. 您能否实现互利共赢的结果，而不是采取零和博弈的方法？Can you work to achieve a mutually beneficial solution, rather than taking a win-lose approach?
10-2-2. 您能否在组织内部和外部成功完成重大谈判？Can you complete significant negotiations successfully, both internal and external?
10-2-3. 您能否准确识别异同点并评估谈判的影响？Can you identify similarities and differences in position and assesses impact on discussions?
10-3-1. 您能否教授他人谈判战略或高影响力协议的精髓？Can you teach others the subtleties of negotiating strategic or high-impact agreements?
10-3-2. 您能否主导复杂、影响力大或不确定性高的包含高商业风险的谈判？Can you lead complex, high-impact or volatile negotiations involving high business risks?
10-3-3. 您能否从谈判各方角度详陈谈判破裂的风险？Can you detail the risks of negotiation breakdown from each party's perspective?
关系建立 Relationship Building
11-1-1. 您能否与客户、伙伴、同事建立健康的工作关系？Can you establish and build healthy working relations and partnerships with customers, partners, and peers?
11-1-2. 您能否在商务关系中区分不同角色和责任？Can you differentiate the roles and responsibilities within a business relationship?
11-1-3. 您能否确认决策制定人和关键执行人身份？Can you identify decision-makers and key players?
11-2-1. 您能否计划并执行为了在关系中建立密切性、可信性和依赖性的策略？Can you plan and execute strategy for building rapport, credibility and trust in relationships?
11-2-2. 您能否在于客户沟通中注意所有当事人的期望？Can you regard expectations of all parties in communication to customers?
11-2-3. 您能否在与他人合作中达成普通业务目标？Can you achieve common business objectives in collaborating with others?
11-3-1. 您能否在维护关系过程中对高风险和高影响度情况产生影响？Can you influence high risk and high impact situations while maintaining the relationship?
11-3-2. 您能否在追求普通业务目标过程中被客户视为主要合作伙伴？Can you be viewed by clients as a key business partner in pursuing common business objectives?
11-3-3. 您能否在高效关系策略中辅导他人？Can you coach others on effective relationship strategies?