Beidiao Workplace Illustrated Book

Chapter 284 Spring 2022 (4)

Chen Mo searched for information about e-signature treasure from the Internet, and he learned that this is a manufacturer specializing in electronic signatures. The domestic manufacturers of electronic signatures are currently relatively well-known such as contract lock, Fada, Shangshangsign, etc.Chen Mo suddenly remembered that before he uploaded some music works to Netease Cloud Music, he signed an electronic contract with Netease Cloud Music, and signed the contract through SMS verification.Also, when he was renting a house, the lease contract he signed with Danke Apartment was also signed through an electronic contract.Although he has no in-depth understanding of the electronic signature industry, Chen Mo has been in contact with it and used it. He is a user of electronic signature products. He thinks this industry is a sunrise industry. Electronic paper contracts can indeed reduce costs. synergy.

Based on the experience and lessons of his previous failures, Chen Mo began to prepare for the interview of e-sign treasure.The first test was an online video interview. The interviewer was called Wang Kai. He was the pre-sales manager in North China. He was a few years older than Chen Mo, and his attitude was very gentle and friendly. He first asked Chen Mo to introduce himself, and Chen Mo began to memorize introduce:
"My name is Chen Mo. I was born in 92. My hometown is Cangzhou, Hebei. I am 30 years old this year. I graduated from university and came to BJ in 15. I joined iFLYTEK as the pre-sales manager of the Beijing-Tianjin-Hebei Region of the Education Division of IFLYTEK. We The customers are mainly the principal of the school, the director of the education bureau, the director of the education committee, or the deputy county magistrate in charge of education, the deputy mayor, etc. We provide customers with education-related services such as teaching, examination, class, management, teaching and research, And campus security products and solutions. The pre-sales responsibilities are mainly divided into three aspects, one is to accompany the sales to visit customers, communicate needs, demonstrate and explain our products and solutions, and cooperate with sales to promote the entire project process. Including the later The output of project approval materials, the output of expert review materials, and the bidding work after project approval, the output of our bid parameters, so as to achieve bid control, and the writing of bid documents after bid opening and online listing, including writing main bids, accompanying bids, etc. Until the final bidding document printing and packaging, on-site bidding presentation, etc. After the project wins the bid, it will be handed over to the delivery department for implementation.”

Wang Kai nodded: "Yes."

"The second is the empowerment inside and outside the company, including the empowerment of the company's internal sales. We will often provide training and empowerment for localized sales, explaining our products, including product advantages, selling points, competitive product analysis, and what we can give The value created by customers. In addition, it also includes sorting out sales ideas, strategies, and product portfolio sales for sales of some products and solutions to assist sales in growing and learning. The other is that we often rely on some local companies with strong potential Channel dealers and agents carry out project operations, and often cooperate and assist channel dealers to place orders, conduct visits from senior leaders, and provide training and empowerment to channel dealers' internal sales, etc. "

Wang Kai squinted his eyes, listened quietly to Chen Mo's narration, and nodded from time to time. He could feel that Chen Mo had a clear mind and rich pre-sales experience. Without several years of industry experience and precipitation, it was impossible to summarize the pre-sales work. so clear and incisive.

"The last point is the support of some marketing activities. For example, on BJ's side, we will often cooperate with some famous schools to hold some educational informatization and smart education seminars. Before the conference, as a pre-sale, we will mainly export some Promotional copywriting, including brochures, roll-up banners, etc., will support the pre-conference publicity and preparatory work, and will also assist sales and receive customers at the venue, and do some product explanation and demonstration work.” After Chen Mo finished, basically the pre-sales The whole process is described clearly.

The whole interview process was supposed to take half an hour, but Wang Kai was very interested in Chen Mo, and chatted with him for nearly an hour, asking Chen Mo a lot of questions, about Chen Mo's previous experience, about the Internet, about Chen Mo The consideration of crossing from the G side to the B side and so on.

Chen Mo retracted freely and answered fluently.He also succinctly talked about his previous experience in TAL, Cheetah Mobile, and the several million-level and tens-million-level projects he led, and talked about his views on the Internet industry .In particular, although the projects he has done before are mostly government-end, he now wants to try the enterprise-end, because the size of the enterprise is much larger than that of the government-end. Although the project list of the enterprise-end is small, it is short-term and fast.The project cycle of the government is longer, ranging from half a year to a year, and as long as two to three years. With the impact of some major environmental impacts in recent years, the government's finances have been continuously reduced in terms of information construction, but China's small and medium-sized enterprises It is tens of thousands, and the investment in information technology is relatively independent, so he is very optimistic about the B-side market.

Every word of Chen Mo touched Wang Kai's heart, and he asked again: "About the electronic signature industry, have you heard about it before? How do you think about this industry?"

Chen Mo had expected Wang Kai's question before the interview, so he said his prepared lines one after another: "Although I have never done electronic signature projects and business, I have been in contact with it. For example, I rented a house before. At that time, I signed an electronic contract with an intermediary company. The signing of a contract can be completed in two to three minutes. I think this is very convenient and saves time and effort. As far as I know, there are contract lock , Fada, Shangshangsign, etc., but among these enterprises, e-signature treasure is the best in terms of comprehensive strength. In addition to these manufacturers specializing in electronic signatures, I know that many large manufacturers now also In self-developed electronic signature products, for example, Tencent is also developing its own electronic signature system, and Byte has also begun to embed its own electronic signature system in Feishu. These big manufacturers are doing it. It is definitely not following the trend, but the entire market and industry. , there is a demand for electronic signatures, which is the general trend of the electronicization of paper contracts, and is an inevitable requirement for efficient and convenient office work, cost reduction and efficiency increase.”

Wang Kai kept nodding, he was very satisfied with Chen Mo: "I have finished asking all my questions, what questions do you want to ask me?"

This is an inevitable process for a qualified interviewer. When Chen Mo was in Xunfei, he participated in a training about interviewers.The training lecturer said that the so-called interview, the necessary process is that the interviewee needs to introduce himself at the beginning, followed by the interviewer asking questions, and the interviewee answers and communicates.Finally, the interviewer must tell the interviewer that you have any questions to ask me, and the interviewer needs to answer the questions of the interviewee.

However, in Chen Mo's recent or previous interviews, there were indeed some interviewers who ended the interview directly after asking the questions themselves, leaving no time for Chen Mo to ask questions.For such an unprofessional interviewer, even if Chen Mo passed the initial test, he would refuse the retest.Because he felt that this trivial matter reflected the unprofessionalism of the interviewer or the company.

"I have two main questions." Chen Mo said: "One is what are your requirements and expectations for the pre-sales position you are about to recruit, and what skills do you hope he has? The other is that if I am lucky enough to be able to join our e-sign Bao, what is the main work content and area of ​​responsibility, do you need to travel?"

(End of this chapter)