营销人如何营销自己之——面试

营销人如何营销自己之——面试9月又到了一年中的“跳槽”的高峰季节，职场上有“金九银十”之说。为什么一年中的九、十月份会成为跳槽的黄金季节呢？这与我们企业经营规划有关，因为九、十月份已经将今年的年度规划执行得差不多了，一般来说，接下来的第四季度都是按照既定的年度规划进行，但同时，第四季度又是制定下一个年度规划的时期，所以，九、十月份跳槽对原企业的“伤害”降低了很多，而对于新加盟的企业来说，又可以领导、参与企业的明年经营规划的制定。因此，无论是对于企业、还是员工，在九、十月份都是“吐故纳新”的好时机，所以就有了“金九银十”之说。 由于笔者多年以来一直从事营销管理工作，有过被别人面试的经历，更多的是面试别人的经历，所以现在少谈理论方面的，多谈实用有效的。实际上，关于面试的理论很多，到书店或网上搜索一下，都有大量的书籍和文章，但是，这些理论性的东西在实际面试过程中能用得上的很少，就像笔者以前说的：从小到大，我们学了太多理论，喊了太多的口号，听了太多的训话，而作为营销人的我们真正需要的，是从激烈的市场竞争中得到的感触和经验。 对于营销人的面试来说，自然比其它职位的面试要“复杂”得多。比如说技术型职位面试的主要是了解应聘者对相关技术的掌握程度，有各种认证、证书等可以证明，而营销岗位的面试，企业需要了解营销人的心态、性格、从业背景、业绩证明、营销资源、人际关系、管理能力、营销能力、应变能力、公关能力、创新能力、合作能力、领导能力等等。

而营销人无法向技术型岗位那样，可以凭一些认证考试、证书来证明这些能力，即使现在社会上有一些认证，那也只能证明某一方面的能力，即使以前有很好的业绩证明，那么到新的企业也不一定能取得良好的业绩，因为现在是一个团队打天下的时代，不是个人的英雄时代，个人的业绩是在整个销售部的领导下、在市场部、售后服务部、物流部、财务部、法务部等兄弟部门的支持下取得的，如果离开了“组织”的关心与支持，个人要想取得良好的业绩也是很难的。而且个人与“组织”也有一个相互适应的过程，一个人适应这个“组织”，却不一定适应那个“组织”，这也就是我们通常说的“空降兵”的成功几率比较低的原因。说了这么多，就是要说明营销人的面试对于企业和营销人都是比较复杂的事情，而这么复杂的事情又要在一个小时左右的面试里找到答案，对双方都是不容易的事情。那么，企业要怎样面试才能了解营销人呢，而营销人又要如何应对面试才能顺利通过呢？笔者借助多年的营销管理实践，既站在企业的高度，又结合营销职业的实际，从多方面来阐释我们营销人的面试问题。 一、 认真对待简历。 简历就是简要写出你的生活阅历，关于简历的制作，现在有很多人才网站都有设计好的格式，如51job等等，也可以自己设计，一般都需要打印好，也可以用手写。

无论是简历的制作格式或方式，我想，这是个仁者见仁、智者见智的问题，这里就不多说了。 对于简历，笔者只想强调一点：那就是要认真对待。无论简历是格式化的，还是独特风格的，无论简历是打印的，还是手写的，只要是认真对待的，就是好简历。这里的“认真”包括但不限于以下几个要点： 1、真实书写简历，不弄虚作假。 2、用心书写简历，要饱含情感，不要苍白无力。 3、目标职位明确，不要含糊不清。 4、如实表达自己的需求和期望，如薪水等等，不要因为想得到某个职位而自降身价，这样即使得到也不开心。 5、认真准备一些证明材料作为简历的附件，如学历证书、资格证书、任职证明、离职证明、业绩证明、相关照片等等。在简历中，这些证明材料可以是复印件。但是，一定要记得，在面试时要带上所有的原件。如果面试过程中，面试官要看原件时，你说没有或没带来，那对你的面试结果会大打折扣，不说别的，单纯就你没有充分准备就可以不录用你。 那么，为什么要强调认真对待简历呢？因为企业可以从你是否认真对待简历来看你的心态、对你想得到的工作的重视程度，以及你对一场“谈判”的准备是否充分等等。试想，如果一个营销人心态不端正，对工作不重视，对几乎天天都要接触的谈判准备不充分，他能成为一个优秀的营销人吗?答案显然是否定的。

所以，只有认真对待简历，你发出的简历才有可能得到面试机会。即使你是朋友推荐直接去企业面试，带上一份认真准备的简历也会增加你面试成功的几率。 在实际工作中，往往是刚毕业的大学生的简历做得比较认真，倒是很多工作了几年的营销人，只会动口，不会动手。大家不信，可以到人才市场上去看看，很多刚毕业的大学生都准备好了比较精致的简历，倒是有很多工作了几年的营销人去求职，企业问他简历带来没有，有相当一部分说没有，然后拿起招聘企业或人才市场里免费提供的那一张简历表格去旁边填写。笔者也问过一些做人力资源的朋友，他们怎么看待这样的简历，他们说，这种连简历都不准备的人，给他一张表让他现场填写，就是教育他要先准备好再来应聘，而且，这种简历除非应聘者确实很优秀或企业确实又没有招到更合适的人，一般在人力资源部初试中就会淘汰。 二、 做好面试前的准备。 面试前的准备事项有很多，不同的职位不同的经历不同的人不同的背景不同的方式对面试前的准备都有所不同，笔者就如下一些营销人容易忽视的但又很重要的细节问题做一些诠释。 1、注意面试的前一天要好好休息，特别是前一天晚上要早点睡觉。避免在第二天面试时，眼睛红肿、哈欠连天、没有精神。

我们营销人由于职业需要、职业习惯、应酬较多一般都是“夜猫子”，所以注意休息好就特别关键。笔者也曾面试过一些营销人，面试过程中，就有些营销人精神萎靡不振，细问之下，有的说昨晚酒喝多了，昨晚和朋友卡拉OK得太晚了等等。一般情况，遇到这种情况面试会在几分钟内结束，结果当然是没戏。如果遇到的是特别优秀的营销人，我们也会另约时间详谈。实际上，这是对企业的尊重，也是对营销人自己的尊重。 2、准备好面试的着装。一般来说，营销人面试要穿正式服装，如深蓝色西服、白色衬衣、色彩比较亮丽的领带、黑色皮鞋等等，以显示营销人自己的档次、自信、风度和对面试官的尊重。当然，这个也不是绝对的，我们有很多营销人都喜欢穿休闲服装，如夹克衫、牛仔裤等等。但是，无论是正装还是休闲装，不一定要名牌，却一定要干净整洁。所以，建议营销人去面试时，穿上自己经常在比较正式的场合穿的衣服，如在公司年会、新品发布会上穿的衣服，如果是学生，则可以穿上毕业典礼、奖学金颁奖典礼上穿的衣服。如果是正式西装那更好，即使是休闲装，也要尽量正式一点。这里有两点小技巧可以告诉大家： 一是不要穿从来没有穿过的服装去面试，比如，明天要参加面试，今天去买一套新西装，明天穿着去面试，这样你会觉得别扭而影响面试效果。

二是夏天天气再热，也不要穿着短裤、背心、拖鞋去面试，其缺点不用我在这里说了。 3、准备好文件“包”。根据笔者多年的营销经验，面试时一定要带“包”，而且不能是市面上那种很小的只装得下手机、钥匙、银行卡和少许人民币的“老板包”或“手包”，更不能空手去面试。文件包里要装一些常用或可能用到的文件，如上文提到的各种证明材料、证书的原件、简历，还有笔、纸或笔记本之类等等。如果是应聘高级营销管理岗位，建议大家最好带上自己的笔记本电脑，这也是一种身份、地位的象征。大家不要小看文件包的作用，笔者给大家举个实例:小王从事营销一线工作多年，为了追求更高发展，去另一家企业应聘分公司经理，招聘企业的销售部部长看上了小王多年的营销员经历和良好的业绩，但是对他能否胜任分公司经理这个管理岗位还有顾虑，就和小王谈起营销员和分公司经理这两个岗位的共同点和不同点，这时小王从文件包里拿出笔记本认真聆听和记录着销售部部长的经验之谈。谈完之后，销售部部长基本满意，想把小王引荐给营销副总裁面试，这时销售部部长问小王包里是否多带了一份简历，原来在面试时，销售部部长在小王的简历上划了很多符号并记录一些内容，部长不想让一份不“干净”的简历递给营销副总裁。

那天，幸好小王多带了一份简历，就把一份新简历递给部长，后来和营销副总裁也谈得非常愉快，并且，销售部部长还在营销副总裁面前说了小王不少好话。小王在成为那家企业的分公司经理之后，把分公司经营得相当出色，深受销售部部长喜爱，一次偶然的机会，小王问部长当时为何录用他，而不录用和他同时竞争的好几个有分公司经理经历的人，销售部部长说：面试时说到营销员和分公司经理的共同点和不同点时，你拿出笔记本认真记录，说明你是一个认真且善于学习的人，后来，我在你的简历上做了一些记录，而你又能拿出一份备用简历给我去交给副总裁，说明你是一个准备充分的人。而做营销和管理，就需要有认真的态度、善于学习的精神，并且做任何事情都要有充分的准备才能确保成功，尽管你当时没有管理经验，但我还是看好你这个“潜力股”，现在看来，我们当时的判断是正确的，说完，部长意味深长地笑了起来。 4、确保准时到达面试地点。准时赴约应该成为我们职业经理人的习惯，特别是营销人的习惯。其重要性不需要我多说。这里我只想谈谈我们营销人在面试时如何做到准时： 首先，你要将你的手表或手机的时间与电视上的标准时间核对准确，这一点很重要，因为你带的手表或手机快慢几分钟都是常有的事。

其次，在面试的当天早上，要调好手机上的闹钟，并让亲人或同伴或酒店服务台到点叫醒。来过双保险，避免睡过头了。 再次，如果你对面试地点和路线非常熟悉，除非你是走路过去，你能把时间掌握在你手中，如果是开车或乘车，你要多留一点时间给自己，防止堵车之类的意外发生。如果你是从外地赶来面试的，最好选择面试旁边的酒店住下，熟悉地形，计算好第二天确保准时到达的时间。 5、如果是抽烟的营销人，最好能准备好两包香烟，一包是面试当地的主流品牌香烟，如杭州的“利群”，长沙的“芙蓉王”，南京的“南京”，合肥的“皖烟”等等，另一包是全国性的大品牌“中华”。如到杭州的企业面试，可以买一包“利群”和一包“中华”带着备用。因为营销人大多数都喜欢抽烟，如果你碰到的面试官恰好也抽烟，你带的香烟就派上用场啦。那么为什么要带上两包香烟呢？因为中国人有“烟酒不分家”但“烟酒分档次”的说法，如果双方都喜欢抽烟，那烟一来二去就起到了交际作用，迅速拉近彼此的距离，但是如果双方抽的烟的档次差别太大，那就取反作用啦，比如说面试官抽20元一包的“利群”，而你拿出50元一包的“中华”那就不合适了，反之亦然。但是，这里有几条规则需要注意： 一是面试官抽烟，你才可以抽烟。

二是抽烟的档次要相同或接近。 三是没有得到允许，请不要抽烟。 四是有女士在场，尽量不要抽烟。 五是如果你不抽烟，这一条你可以不看。 6、了解所应聘的公司相关情况和所应聘的职位。可以通过企业网站、企业宣传资料、朋友介绍、以顾客身份打电话到公司咨询甚至向所应聘企业的竞争对手打听情报等各种方式进行了解。了解所要应聘的企业的相关情况和应聘职位的相关情况，避免在面试中出现对企业和职位的相关情况“一无所知”的尴尬，也有助于对面试官的提问有的放矢。更重要的是避免面试通过了，自己却对所应聘的公司或职位不满意而不想去上班，既浪费自己的时间也浪费了企业的时间。比如说，应聘大区经理，有些企业里的大区经理是管全国的几个省的销售，有些企业是管一个省几个地级市的销售，有些企业是管一个地级市的几个县/区的销售等等，如果事先不了解清楚，结果就可想而知了。 三、 面试过程是一场平等的对话。 借用CCTV经济频道《对话》栏目的介绍，营销人的面试过程是一场平等的对话。每次面试由某个岗位或某个公司导入，捕捉过去经典的营销阅历、探讨现在新潮的经营理念、演绎未来可能的故事情节，着重突出思想的交锋与智慧的碰撞。 面试其实是通过面试官和求职者的充分对话与交流，直逼营销理论与实践的真实思想和经历，展现他们的矛盾痛苦和成功喜悦，折射市场营销的最新动向和潮流，同时充分展示对话者的个人魅力及其鲜为人知的另一面。

那么，在面试中有那些事项要注意，有那些经典问题是必问的呢？笔者结合实际经验和大家做如下沟通： 1、注意和面试官见面前后的礼仪，留下良好的第一印象。我们常说好的开始是成功的一半，所以，注意和面试官见面前后的礼仪就非常重要。因为我们都没有第二次机会去给别人留下第一印象。一般来说，有如下礼仪需要注意： 首先，进入面试地点，对你所遇到的每个人都要有礼貌，这些人有可能是你未来的同事、领导或是面试的“考官”。哪怕是一个清洁工或人力资源部的办事员，你都要有礼貌。因为这些人也许没有办法录用你，但是他们一定有办法不录用你。这一点对我们营销人来说特别重要，因为作为营销人，不仅面试要如此，而且以后的营销工作也是如此。特别是有些营销人工作几年后，都学会了“察言观色”，基本上能一眼看得出来谁是“领导”，谁是“职员”，对“领导”自然是毕恭毕敬，而有些营销人对普通“职员”却不屑一顾，这样就要不得了。实际上，作为营销人，不仅在面试、工作中要有礼貌，而且在平常生活中也要有礼貌。讲礼貌是一种美德呀！ 其次，要注意一些细节，且不说细节决定成败，日常生活中特别是面试时注意一些细节总是没错的。实际上，在面试时要注意的细节还是比较多的，比如说:在面试等待期间，不要和同去面试的人闲聊，即使聊天也不要说“大话”、“空话”；不要在人多的地方“大声”打手机；不要在等待面试期间拿出手提电脑或手机打游戏；不要没有得到允许拿出香烟就抽；不要在等待面试的现场东打听西打听所应聘公司的情况等等。

这样的细节还有很多，笔者就不一一列举了，为什么要注意这些细节也不需要笔者多说了。那么有人会说，要注意的细节这么多，那应聘者注意得过来呀？其实，这需要在日常生活中养成良好的习惯才行。人们常说，性格决定命运，其实性格就是由习惯决定的，习惯就是在日常生活中养成的。 再次，见了面试官，要有礼貌，但不必拘谨。进门前先敲门，和面试官礼貌地打招呼，点头微笑说“您好”或“你们好”即可。待面试官邀请时才礼貌地坐下，坐的时候要保持笔直。要注意自己的身体语言，要大方得体。切忌跷起二郎腿、左摇右摆、双臂交叠胸前、单手或双手托腮，切忌自己搬动椅子离面试官太近，切忌用手挖鼻孔等等。如果面试官抽烟，这时上文提到的准备好的香烟就派上用场啦；如果有秘书为你端茶来啦，要礼貌起身迎接并说谢谢；如果面试官有好几个人，和所有人都要礼貌性点头示意；如果自己的手机响了，要向面试官说“对不起”并挂断电话或接电话说“我现在忙，待会给您回电”后挂断电话，切忌在面试现场时接到电话而滔滔不绝等等。总之，见到面试官时要有礼貌，要举止大方，但不必拘谨或缩手缩脚。 2、准备良好的自我介绍内容，在开场60秒抓住面试官的心，引导面试官的思维。一般来说，自我介绍是面试时第一个必问的问题，即使你在简历中写得很详细，面试官也会问。

切忌用诸如“简历里都写了，你自己看吧”之类的话来回答，因为，面试是一个双方进行全面深入对话的一个过程，自我介绍不仅是看你写得怎么样，而且还要看你如何“说”出来，这就可以考核你的语言表达能力、表达方式以及逻辑思维能力等等，所以，我们一定要准备好自我介绍的内容，而且自我介绍的时间一般在60秒左右，我在这里为什么用“秒”来做时间单位，这实际是自我介绍这一环实在太重要了，它甚至就可以决定面试官和你的对话是否会进行下去，真可谓“一寸光阴一寸金”。关于自我介绍方面的内容，有很多文章都说了很多技巧，笔者在这里只想强调如下两点： 一是要引导面试官的思维。一般来说，要准备好自我介绍的内容，就要弄清楚自己的强项，清楚自己的强项后，便可以开始准备自我介绍的内容：包括毕业学校、所学专业、工作简历、各种优点、突出技能，工作业绩、兴趣爱好、未来期望等等。需要特别提醒的是，除了这些，还要把这一切和所应聘的公司和职位联系起来，比如说应聘营销员，就应该强调自己充满激情、充满活力、吃苦耐劳、善于学习、善于交际、营销实战经验等等；如果是应聘营销管理岗位，就应该充分展现自己的管理才能，如组建团队、培训团队、带领团队的能力，并有实例证明等等。

有人曾把60秒钟的自我介绍比作商品广告，在短短60秒内，针对“客户”的需要，将自己最美好的一面，毫无保留地表现出来，不但要令对方留下深刻的印象，还要即时引发起“购买欲”。 其实，准备好60秒钟的自我介绍，还有一个重要功能是为了接下来的更深入的对话而设计的，所以，这里就是我们常说的要引导面试官的思维，让面试官的思维随着你的介绍而一起运动，说得通俗点，就是你在自我介绍时留下一些你设计好的疑问、设计好的观点等着面试官来问。比如说如果你的培训能力非常强，你在自我介绍时就可以提出一些诸如：“我深知，一个优秀的营销管理者，必定是一个高超的培训师，所以我就从多方面下功夫提高自己的培训能力。”你只要说这么一句，而不必细说你从那些方面提高了自己的培训能力，一是因为60秒的自我介绍时间有限；二是这样说既展示你的培训能力强又为接下来面试官的提问埋下了伏笔，如果不出意外的话，面试官在接下来会问：“你刚才说一个优秀的营销管理者，必定是一个高超的培训师，所以你就从多方面下功夫提高自己的培训能力，那么请问你是从那些方面来下功夫的，你现在的培训能力如何？”这样，面试官提的问题就正中下怀，你不但可以从容应对，还可以展示你的优势。

二是要运用好身体语言。曾有一项报告指出，日常的沟通，非语言性的占了60％。所以，面试也不例外，要记得运用好你的身体语言。一般来说，面试中需要用到的有以下几种身体语言： 1）保持良好的精神状态，面带微笑。微笑是世界上最美的行为语言。微笑是你与面试官之间的最佳“润滑剂”，无须解释，就能拉近你与面试官之间的心理距离；微笑可以让你战胜自己，微笑让你激情飞扬，微笑可以让你充满自信，微笑地赞美对方，你会让对方充满自信。真诚的发自内心的微笑是世界上最美最美的语言。它是自信，它是信赖，它给人们带来幸福和力量；微笑是阳光，微笑是桥梁，微笑把亲切温暖和热情传递给全世界的每个角落，微笑让世界充满和谐。 之所以如此强调微笑，是因为微笑来自爱心，来自真情，来自宽阔的胸襟，需要一定的修养和长期的坚持。即使别人不给你微笑，你也可以慷慨地将微笑送给别人！ 2）声线可略微低沉，语速要适当放慢，尽量令声线听来流畅自然，充满自信。切忌因为上文提到的准备好了自我介绍的材料而以背诵朗读的口吻来自我介绍。 3）要注意与面试官进行眼神接触，这不但可以令双方专心，也可以表现自信。眼神游离不定或目光呆滞会令人觉得你是个不够成熟、靠不住的人。

要适当地望着对方的眼睛，每次的眼神接触不要少于六至十秒，尤其是对方在向你发问时。专家说眼神接触，是指视线停留在对方双眼与鼻子间的倒三角形部位，但是切忌死盯着对方看。 4）可以有适当手势，专家提醒道：“身体动作切勿太大，一举手一投足之际，想象自己身处于一个从臀部到下巴那么高、肩膀宽度那么宽的四方框内，所有的身体动作不可过界，挥动双手时确保手愈贴近身体愈好。这样才能给人稳重冷静的印象。”但是动作不要过多，不然会分散面试官的注意力。5）必要时可以借助提前准备的幻灯片、证书、证明材料来证明自己，在得到允许时可以展示给面试官。 6）面试时面试官的一些身体语言有时也暗示一些信息。记得一位做人力资源的朋友曾告诉笔者说：比如面试官的头偏向一边，说明他正在倾听，而且感兴趣；挠头则暗示困惑和怀疑；咬嘴唇预示着不安，也许是因为他对你所谈及的这个问题很敏感；当面试官挠他的后脑勺或脖子的时候，这个姿势说明倦怠和不耐烦，此时最好的办法是尽可能自然地转向别的话题；面试官频繁点头是一个成交信号，摇头和眯眼睛则是个拒绝信号；挑起眉头表示惊奇–或者是不折不扣的不相信，从眼镜上面看人，也是怀疑和不相信的信号；面试官有意盯着你，则说明他有可能在吓唬你，想看看你面对压力时的反应，你最好别管它，该做什么就做什么。

等等。要识别这些身体语言，需要长期交际经验的积累，因此，我们营销人在日常生活和工作中要学习不断的总结经验。 3、抓住面试最初的6分钟至关重要。根据笔者给一些营销人面试经验，一般来说，笔者在看完应聘者的简历听完应聘者的自我介绍之后，会通过两三个问题来初步决定是否录用，接下来的面试其实是为了验证笔者的决定是否正确而已，所以面试最初的6分钟是面试官做决定的时候，因此就显至关得重要。笔者也咨询过很多做人力资源的朋友，他们大都也是这样来决定面试结果。这里没有一个标准的答案来说明如何抓住这重要的6分钟，因为会因人因公司因职位而异。但是，笔者认为，做好了上文提到各项准备工作和注意事项，以及下文要说的一些内容，抓住这重要的6分钟也就尽在掌握之中。 4、除了“自我介绍”之外，营销人面试中有6个经典的问题是常常被问到的，应该提前做好应答准备，当然，并不是说某场面试都会问到这6个问题，而是这6个问题在营销人面试中常常会被问到其中的一个、几个或者是全部。下面就简要说说这6个问题： 第一个问题是：“请你谈谈你对某某职位的看法或认识（就是你所应聘的那个岗位）？” 面试官问这个问题的目的不是真的想听你谈对该职位的看法或认识，而是想听你说如何做好这个岗位的工作，也就是说你要说服企业“为什么”聘用你。

明白了考官的用意，那答案就好说了。所以，在面试前，要认真对照企业在招聘说明中的“岗位职责”和“任职要求”进行研究，对照自己的条件，得出自己“胜任”的理由，并规划好自己将如何开展工作，才能履行“岗位职责”。当然，如果在表达“我能做好这份工作”同时也能谦虚地表示还要不断加强学习，以期更好地履行“岗位职责”就更好了。 第二个问题是：“请问你有什么兴趣爱好？” 面试官为什么要问这个问题呢？一是因为营销工作是一个需要承受较大压力的工作，那么有一个或几个良好的业余兴趣和爱好自然会成为解压的好方式；二是业余兴趣爱好能在一定程度上反映应聘者的性格、观念、心态，可以从你业余兴趣爱好来了解你是一个怎样的人。那么，我们营销人应该如何来回答这个问题呢？一般来说，很多人都会说一些诸如爱好上网、听音乐、看书之类的几乎人人都有的爱好而简单回答这个问题，实际上，这样回答不能说不对，但是这样回答却没有完全了解此问题的初衷，作为营销人的我们应该加上爱看新闻（暗示你喜欢了解时势动态）、爬山看海（暗示你健康阳光）、写文章或日记（暗示你善于总结）、参加培训（暗示你不断追求上进）等等，如果是营销管理岗位还应该加上一些喜欢组织、参加团队活动的爱好，如组织足球赛、打高尔夫（暗示你善于组建团队、融入团队、管理团队）等等。

切忌说自己没有业余爱好，也不要说自己有那些不良的、令人感觉不好的爱好，如喜欢喝酒、按摩等等。 第三个问题是：“请你谈谈你有那些缺点？”因为一般来说，应聘者的“自我介绍”说的都是自己的优点，所以面试官问这个问题就有必要了。面试官问这个问题的目的一般有两个：一是看你是否诚实，因为有些应聘者为了给面试官以好的“印象”，就说自己没有缺点，这样就很不诚实，只会适得其反，因为人都是有缺点的。所以，切忌说自己没缺点。二是看你是否确实有你所应聘的岗位不能“忍受”的缺点，比如说应聘营销员的说自己不守时，怕吃苦，害怕与人交往等等，这些缺点是做营销员不能容忍的，即使企业录用你，也需要你做出改正的承诺才行。所以，不能说出严重影响所应聘的岗位的缺点，也不宜说出令人不放心、不舒服的缺点等等。（如果确实有这些缺点，即使不说出来而被录取了，自己在以后的工作中也要坚决改正）。所以，一些资深的人力资源经理认为，面试官希望得到的答案是，一定要说一些缺点，一般来说，可以说出一些对于所应聘工作“无关紧要”的缺点，甚至是一些表面上看是缺点，从工作的角度看却是优点的缺点。第四个问题是：“请问你为什么要离开某某公司（就是你曾经工作过的公司）？”注意，因为营销人的流动比较频繁，问你为什么要离开某某公司，不一定是你刚刚离开的那一家，有可能是以前的，比如你来应聘这家企业之前，在三家企业工作过，面试官有可能问你为什么离开第一家或第二家或第三家，一般来说更多的会问第三家。

这里有很多原因，比如说你在第一家企业工作的时间最长，面试官就有可能不问你为什么离开第三家而是第一家，还有比如第二家企业是个名牌企业、大公司或者面试官曾经也在第二家企业工作过，面试官就有可能问你为什么离开第二家。之所以说这么多，就是希望我们大家平时要善于总结，不能稀里糊涂地进了一家公司，更不能不知道为什么而离开一家公司。 言归正传，面试官问这个问题最重要的目的是：你在那家公司的“离职原因”在本企业是否存在，如果存在，录用你以后你也会辞职，如果不存在，你就有机会留下。其次，面试官还希望通过这个问题了解你对你曾经工作过的公司如何评价，从侧面可以了解你的为人处世。所以，要回答好这个问题，必须对面试的具体情况进行把握，对以前的公司和正在应聘的公司进行分析，看是否有某些关联，比如两家公司是否同行业、规模是否相当等等，然后有意识地揣摩面试官提出问题的心理背景，了解清楚后投其所好地做答。但是，回答这个问题有如下禁忌：回答时避免把“离职原因”说得太详细、太具体，但也不要太过于笼统而简单，如因“个人原因”辞职等等；不要涉及自己一些负面的人格特征，如不诚实、怕吃苦、不敢承担责任等；不要掺杂一些主观的、情绪化的负面感受，如“人事斗争很厉害”、“公司不重视人才”等等。

记住，你对你曾经工作过的公司要永远心存感激。 第五个问题是：“你缺乏做这个职位的经验，如何能胜任这项工作？”无论你是应届毕业生，还是工作了几年而没有从事你所应聘的岗位的工作经历，面试官都有可能问你这个问题。而面试官问你这个问题，说明面试官正在为是否录用你而左右摇摆。其实，面试官并不是真正在乎“经验”，而是担心录用你以后你能否把工作做好，所以应聘者如何作答就成为能否录用的关键之一。首先，应该重视这个问题，只有重视了才有可能找到好的答案。比如有些应聘者会无所谓地说没有经验怕什么，难到没有经验就做不好这个工作吗？如果这样回答就麻烦啦。其次，对这个问题的回答最好要体现出你的诚恳、机智、果敢、敬业以及善于学习的心态。“诚恳”，是要坦白地承认，你确实没有这方面地经验。“机智和果断”主要表现在你如何化劣势为优势，比如，你可以说，我没有这方面的经验，但是，没有经验比有“错误的、过时的经验”要好，况且，社会在发展如何营销自己，公司在发展，不能说过去的经验对公司一点好处没有，但是公司要发展更需要新的经验，而新的经验需要我们去共同学习和探讨。“敬业和善于学习的心态”是把你的过去和未来结合起来，如，你可以说，在过去工作或学习中，我的工作业绩或学习成绩都非常优秀，不是我比别人聪明，而是因为我比别人敬业，我想，任何一个职位，敬业远比经验重要，何况，经验都是过去的，我们对过去的经验也要一分为二，要取其精华，弃其糟粕。

正是因为我没有过去的经验，我更应该认真学习过去经验中的精华，而善于学习正是掌握新经验的最好方式，只有不断掌握新的经验，公司才能得到长远的发展。所以，我来公司，不仅是为了分享公司过去的精华，而且，更重要的是和大家一起去创造公司的美好的未来。” 第六个问题是：“请问你有什么问题需要咨询吗？”因为面试过程是一场平等的对话，不是只有面试官问你问题，而你也可以向面试官咨询你希望了解的问题。所以，一般来说，面试官都会问这个问题或安排另外的时间来给应聘者提问的。 这里需要注意的是，如果面试官没有问这个问题或没有安排时间给你提问，而你确实有问题需要咨询，你可以在面试即将结束时提问，提问要注意礼貌。比如说：“对不起，我可以问一个问题吗？或者我有些事项想咨询一下，可以吗？” 那么，既然面试官给了你咨询的机会，你就一定要问，可以问你关心的问题，问你必须了解的问题。但是，问题不能过多，一般以一两个为宜。至于具体问什么问题，那就因人因事而宜啦。记住一定要问，如果不问，那不仅是对面试官的不尊重，而且也显示你没有主见。 5、注意一些特殊的面试。 因为营销这个职业的特殊性，所以，招聘单位经常用一些特别的方式来考核应聘者，毕竟一次或者几次面试并不能确定应聘者适合某个岗位。

这些特别的方式有很多，常用的有“模拟谈判法”，“不理不睬法”，“市场调查法”，“特别否定法”，“权威激将法”，“特定游戏法”等等，对这个问题笔者会在另外的文章里做详细表叙，这里就不谈了。笔者在这里提醒大家，只要对任何事情都进行理性的分析，无论招聘单位用什么方法考核应聘者，都会有办法应对的。 6、尽量在60分钟内结束面试。 我们说在60分钟内结束面试是因为：一是根据人的身体和心理特征，一场面试若超过60分钟，人的身体和心理都会感到疲劳，既然疲劳了，就应该结束。大家想想，我们在上学时，一堂课的时间为什么是45分钟，而不是60分钟，我想是有些道理的。二是应聘者可能不是一个人，而是很多人，也不允许一个应聘者占用太多时间。三是古语云“言多必失”，谈的时间越长，谈的内容就越多，有可能说出一些对应聘者不利的事项。所以，一般来说，面试尽可能在60分钟内结束。 当然，对于面试时间这一点目前还没有权威的结论，有可能是几分钟，十几分钟，几十分钟甚至几小时。笔者认为，面试时间长短是因人因事而宜的，但是，把握好时间是一个优秀营销人的必备素质之一。 四、 面试结束时的礼仪。 1、面试结束时，要向面试官道谢，一般说“谢谢”就可以了；谦逊者可以说“谢谢，和您的面谈中我学到了很多东西”；真诚期待者可以说“谢谢，我期待着您给我好消息”等等。

2、如果面试官主动伸手和你握手，要记住，握手的力度要与对方的握手力度大致相同。懂得配合对方的力度显示出你的稳重与友善，否则，下手太重会显得唐突和急切，太轻又显得自卑和冷漠，这两者都有失分寸。 3、在离开面试房间时，在关门前，要与面试官说“再见”，并轻轻关好门。切忌大摇大摆地走出门，也不关门。 4、特别提醒一点：要收拾好自己所带的随身物品，特别是手机、文件袋、香烟等容易忘记的小件物品。试想，如果你把手机落在面试地点，记起来后又回去拿如何营销自己，这会让你的面试效果大打折扣。更有甚者，如果手机被别人拿去了，你却硬是要招聘单位赔偿你的手机，结果就可想而知啦。 五、 面试结束之后的跟踪。 1、如果你非常满意你所应聘的职位，你应该给你这个职位的主管领导（也是主面试官）写一封感谢信。一封感谢信应该包括以下几点：一是你非常满意你应聘职位；二是谈谈你对如何做好这个职位认识；三是强调你的敬业精神、团队精神、创新精神、极强的责任心和学习的心态等等，这些使你能和公司一起创造未来；四是再次留下你的联系方式，一般以手机和邮件为主，并希望能早日知道面试结果，以便安排手头上的工作和时间；五是再次感谢公司提供的面试机会；六是对主管个人（面试官）表示感谢和良好祝愿。

2、如果你不愿意写信，你也可以打个电话或发封邮件。 3、如果你有比较要好的亲朋或以前的同事也在你应聘的那个公司，而且与你应聘的岗位没有直接关系，方便的话，可以让他帮你推荐一下或从侧面说一些好话。 六、 得知面试结果时应该做的反馈。 1、知道面试结果后，要准确无误地告诉对方你是否去上班。如果不去上班，就要委婉地拒绝，说不定将来你们还会合作；如果去上班，就要准确告诉对方你什么时候去。 2、要妥善处理好原单位的辞职，做好交接工作，不要不辞职或不办理好辞职手续就去新单位上班。 最后，祝愿所有准备跳槽的营销人在这个“金九银十”的季节里都能找到适合自己的营销岗位，古语云：“树挪死，人挪活”，的确，这个社会唯一不变的就是变化。 来源：中国营销传播网Trade union work systemTrade union work systemThe staff and workers’ CongressChapter I General principlesThe first is to protect my company workers democratic management power, full of enthusiasm and creativity of employees, wisdom run company, this regulation is formulated.Second public companies in the implementation of the board of directors general manager responsibility system under the leadership of the building at the same time, must establish and improve the system of workers’ Congress and other democratic management systems, security barrier and play the role of trade union organizations and representatives of the employees table in consideration of the major decision-making enterprises, supervision and supervision of administrative leadership, power and role of safeguarding the legitimate rights and interests of workers and so on.Third the trade union committee of the enterprise is the work of the staff and workers’ Congress, and is responsible for the daily work of the staff and workers’ Congress.Fourth the staff and workers’ Congress shall accept the ideological and political leadership of the Party committee, and shall exercise its functions and powers within the limits prescribed by law.Article fifth the staff and workers’ Congress shall actively support the general manager to exercise the authority of the management and decision making and the unified command of the production activities.Sixth of workers’ Congress of democratic centralism.Second chapter of authorityArticle seventh the staff and workers’ Congress shall exercise the following functions and powers::A general manager, to listen to and consider the science about the company’s operating principles, long-term long-term planning, the annual plan, the basic construction plan, major technological transformation and technology introduction plan, staff training plan, its own funds allocation and use of the program, and put forward opinions and suggestions, and make a resolution on the implementation of the scheme.Two, consider the company’s salary adjustment through the program, the labor protection measures programs, incentives and other important regulatory rules and regulations.Three, to consider the use of the program, the welfare of the staff and workers’ welfare programs and other major issues related to the lives of the workers and staff.Four, evaluation and supervision of leading cadres at all levels of the company, and put forward suggestions on punishment and the appointment.In five, the workers’ Congress meeting, can by the general manager on behalf of the government, the chairman of the trade union staff representatives signed the system of equal consultation and collective contract, for the common goal for the development of the company, each other is to assume the obligation to ensure the implementation.Staff representative of the third chapterEighth employees of the company in accordance with the law to enjoy political rights were elected as representatives of the employees of cocoa.Article 99 the employees’ representatives to the department room or the basic level branch as a unit, directly elected by the workers. The operators, technical personnel and management personnel, leading cadres and young workers, female workers have accounted for a certain proportion, the company and the Department of leadership cadres of the general staff to do the total number of deputies to 55 points.Tenth employees on behalf of the Ministry or the basic unit of the Department of the unit is a single unit of the delegation, elected head..Eleventh staff representatives for implementation of the permanent system of election, once every two years, may be re elected. The election of representatives of the employees table unit employees, elected units and workers have the right to supervise and replace the withdrawal of representatives of the staff and workers units.The rights and obligations of the representatives of the twelfth staff and workers:A table, in the staff representative meeting, have the right to vote, to be elected in voting and voting rights. The right to execute executive Congress resolutions and proposal to implement the situation to be checked.Two, on behalf of workers should work hard to improve their own quality, on behalf of the legitimate interests of workers, and truthfully reflect the opinions and demands of the masses of workers, law-abiding model good books work.Three, on behalf of the staff and workers to exercise democratic rights, any organization and individual shall not suppress obstruction and strike retaliation.The fourth chapter organization systemThe thirteenth generation of workers congress delegation chairman presided over the meeting discussion, the members of the presidium shall, operators, managers and technicians. Our company middle-level cadres, including workers, technical personnel, management staff should be more than half.The fourteenth section of the workers’ Congress held once a year at least for each meeting, there must be 33 points more than two staff representatives attend the seats. In case of major matters by the general manager, the labor union of the company more than 1/3 staff or staff representatives proposal may convene the meeting. The workers’ Congress elections held and resolutions must be approved by all workers represented by more than half.Twenty-fifth of the workers congress around increase and enhance the vitality of enterprises, promote the technology step by step, improve economic efficiency, for enterprise management, an important problem of distribution system and workers life and fix the issue. Staff and workers congress decided in its position within the scope of authority, without consent shall not be modified by the workers’ Congress change.Table sixteenth employee representative congress is not in session, the need for temporary solutionAn important question by trade unions called post head meeting of representatives of the staff and workers, and consultation with the down of a workers’ congress report confirmed. Head meeting may participate in according to the meeting invited the leadership of the company and other relevant personnel.The fifth chapter of the staff and workers’ Congress and the trade unionSeventeenth work as a staff representative of the general assembly of the work of the organization, to undertake the following work:First, the organization of staff and workers elected representatives.Two, the collection of workers on behalf of the major issues of the proposal, presided over the work of representatives of the general assembly of the preparatory work and the organization of the meeting.Three, presided over the meeting of representatives of the staff and workers on behalf of the meeting.Four, the organization of specialized teams to investigate and research, to make recommendations to the workers’ Congress, inspection and supervision and supervision of the implementation of the resolution of the general assembly, the implementation of the staff and workers to implement the resolution of the General Assembly on behalf of workers.Five, to the staff and workers into the democratic management of publicity and education, the organization of staff and workers on behalf of the learning policy, business and management knowledge, improve the quality of the staff representatives.Six, accept and deal with the complaints and suggestions of representatives of the staff and workers, maintenance of the legitimate rights and interests of workers.Seven, the organization of democratic management of its other work.The sixth chapter of the Department of the room, the team’s democratic managementAccording to the specific circumstances, the eighteenth department may take the form of the employees’ Congress or the employee’s representative office to exercise democratic management power in the affairs of the authority of the Department.Nineteenth teams and groups of democratic management, by the workers directly participate in the team’s trade union leaders and workers under the auspices of the activities carried out under the auspices of the team building by the trade union leader to assist the squad leader.The seventh chapter supplementary provisionsArticle twentieth the company’s trade unions shall be responsible for the interpretation of these regulations.Article twenty-first of the regulations issued from the date of promulgation.Trade union workOne, promote the party’s road line, principles, policies, the implementation of the higher level of union spirit, under the leadership of the Party committee and the completion of the work of the task.Two, strengthen democratic management, do a good job of the staff and workers’ Congress held preparatory, and closing work, do not hold regular workers delegation head of the meeting, to ensure the smooth flow of the main channel of democracy.Three, adhere to the “22” maintenance of unity, do a good job in the labor dispute mediation work, the protection of the specific interests of the masses of the protection of the masses of workers from invasion.Four, strengthen the source participation, actively participate in the company’s various policy strategies, measures to develop, and supervise the implementation of the line, reflecting the wishes of the majority of workers and requirements.Five, the organization of workers to carry out labor competition, to make reasonable proposals, small leather, small inventions to create a living activity, fully mobilize the enthusiasm of the production of workers.Six, to carry out the “warm and warm project” activities for the workers to run everything, practical things, to help solve the difficult life, do a good job of mutual assistance insurance and staff and workers to study and research work.Seven, establish and perfect the trade unions at all levels, achieve organization system network, fixed regularly held congress, a good new member of the development and transfer of work.Eight, establish and improve the levels of female workers organization, coordination of relevant departments to do a good job of female female workers “four period”, play essential role of female workers into the sky, to promote the development of production, protect the legitimate rights and interests of women workers are not infringed.Nine, the group organized the staff to carry out health, education and teaching in music, small and diverse cultural and sports activities, active corporate cultural life, and strive to enhance the cohesion of the enterprise.Ten, to strengthen the financial management of the union, according to the trade union funds on time, to develop the use of the labor union funds budget, reasonable expenses, and do a good job in the collection and use of union dues.Union membership management systemArticle 1 this regulation is formulated in accordance with the relevant provisions of the articles of association of China’s trade union, and with the company’s actual situation.Second who meet the conditions for membership in the Union constitution and the provisions of the China < >, has signed a labor contract with the company staff can apply to join into the union.Third apply for unionized workers, shall I put out the application, and the Chinese National Federation of trade unions shall fill in “application form” and “trade union membership registration form”, by the union approval group and grass-roots trade union audit, is a member of the union. Its membership from the union committee approved the date since.Fourth trade union members should actively participate in the activities of the union, the right to exercise their rights and fulfill their obligations, and timely payment of contributions.Fifth members will be free to go back. Members of the withdrawal will be written application, through the trade union group, approved by the labor union committee, from the day of withdrawal will stop paying their dues.Sixth members do not have the proper reason to continue for 6 months without payment of membership dues, do not participate in the processing will organize life, education refused to correct, should be regarded as automatic withdrawal.Article 77 where serious crimes and criminal sanctions by members of trade unions, by the Committee for discussion and decision, dismissed its membership.The relationship between the eighth members of the organization changes with the change of labor relations, the labor relations of the members change, the relationship between the members of the human relations with me to transfer, with the membership card to transfer.Ninth to master company membership, every month 25 days before this grass-roots trade unions shall fill in “grass-roots union members report > union office reported to the company, requirements in a timely manner, digital true and reliable.Tenth such as the management of the members of the lost Dangdang, causing unnecessary labor disputes, etc., will be held responsible for the relevant personnel.Eleventh handle refund formalities will have workers, and apply for membership, allowing it to re apply for the admission procedures.Twelfth members retired, retired, laid-off, insurable retained membership. Membership retention period from dues. Members maintain membership, no longer have the right to vote and to be elected in accordance with the relevant provisions of the state. In addition to enjoy the insurance benefits, the same treatment will no longer enjoy membership.Thirteenth the Ordinance shall be implemented as of the date of promulgation, and the right to interpret it shall be in the company’s trade union committee.Union chairman job dutiesOne, in the company Party branch and the superior trade union under the leadership of the trade union committee, presided over this unit is responsible for the daily work. The trade union work plan, regular arrangement, examination, summing up the work, and timely reporting to the Party branch and trade unions.Two, the implementation of the implementation of the party’s line, principles, policies, adhere to the production and operation of enterprises as the center of the heart and to democratic management as the focus, play the essential role of working mechanism of the Congress, the comprehensive carry out the activities of trade unions.Three, the implementation of democratic centralism principle, chaired by members of the general assembly or a member of Congress, trade union committee, democracy, brainstorming, the trade unions do to promote the harmonious development of enterprises and employees, the stability and unity of the home of workers.Four, support the work of enterprise administration, to participate in the development of the enterprise planning, reform and innovation and life and other important work to discuss the work, and actively put forward reasonable proposals.Five, do the preparatory work of the Congress, to complete the work of the congress delegate support.Six, pay attention to listen to the opinions and requirements of the majority of members, in a timely manner to the Party branch and the administrative counter reflection, the maintenance of the rights and interests of workers and the vital interests of the enterprise administrative staff to help improve the welfare of workers.Seven, the organization to carry out health and physical and mental health of the culture and entertainment, sports activities.Eight, responsible for the scope of trade unions in the political learning, assessment, awarding work.Nine, to assist the female staff members will do a good job of female staff and workers, to safeguard the legitimate rights and interests of female workers.Ten, assist enterprises in the relevant aspects of the association, do a good job in the work of retired workers and their families.Eleven, the examination and approval of trade union funds.Twelve, timely completion of the party organization and the work of the superior union arrangement.Detailed rules for the implementation of the regulations of the staff and workers’ CongressChapter I General ProvisionsThe first one according to the People’s Republic of China constitution in < > and < theconsolidation industrial workers congress during the People’s Republic of China regulations cases of industrial enterprises owned by the “spirit, the regulations implementing rules are formulated.The second company employee representative congress is the basic form of democratic management of the enterprise, is the right agency workers to exercise their democratic management. The main work is the trade union committee organization of the staff and workers’ Congress, responsible for the daily work of the workers’ Congress.Third employees in the company under the leadership of Party branch, to implement the party’s line, principles and policies of needles, and state laws and regulations, correctly handle the state, collective, individual interests of the three, in the law within the prescribed scope of authority.Article 44 the Congress shall actively support the general manager of the company to exercise the management decision and the unified command of production, scientific research activities authority.Fifth to establish and improve the system of workers’ Congress and other democratic management systems, security and play the role of trade union organizations and representatives of the staff and workers to review the major decision of enterprises in the trial supervision, administrative leadership, role and rights to safeguard the legitimate rights and interests and so on.Article 66 The Congress implement democratic centralism in the system.Second chapter of authorityThe Seventh Congress exercised the following powersFirst, the right to consider proposalsListen to the general manager of the regular work report; review; business policy, long-term long-term planning, the annual plan; basic construction plan; major technical transformation scheme;; employee training plan; financial budget is put forward opinions and suggestions; gold funds allocation and use case.Two, the review of the consent or vetoThe salary adjustment scheme of the enterprise; the bonus scheme; the labor protection measures; the reward measures for the employees and the important rules and regulations of the enterprise are reviewed.Three, to consider the right to decide:For workers Fulili fund; workers housing allocation; other important matters relating to workers Living welfare review will be decided.Four, appraisal, supervision powerLeading cadres at all levels of supervision, regular review, general manager of the office should fulfill the duties and objectives of supervision, the layers of cadres to the general manager of science can be put forward to praise, reward, punishment, promotion or group of criticism, dismissed suggestions.Five, the right to democratic electionsAccording to the superior department in charge of the deployment of the competent authorities or the approval of the higher authorities, the staff representatives of the people’s democratic recommendation or the election of enterprise administrative leadership, and the election results reported to the competent authorities for approval.The Eighth Congress will be the taskFirst, the party and government departments to do a good job of the “two” civilization, the workers of the ideological, discipline and professional ethics education.Two, Congress should support education workers of the company general manager for the mobilization of workers to carry out the exercise of the powers, the provisions, abide by discipline, efforts to complete the task.Three, close contact with the general staff and workers, to safeguard the legitimate rights and interests of workers, and truthfully reflect the views and requirements of the workers.Staff representative of the third chapterThe ninth company employees entitled to political rights in accordance with the provisions of the law, can be elected as the representative of the staff.Tenth representatives of the staff and workers to produce, should take the Department, the workshop as a unit, by the workers directly elected, not appointed by the leadership of the leadership. The number of its representatives should be accounted for 10-20%. of the total number of workersEleventh a staff representative should be a worker, technical personnel, management personnel, workers and other leading cadres group consisting of young workers and female workers should be accounted for a proper proportion. A guest, attend on behalf of several seats.According to the needs of the work and the number of representatives of the composition of a number of representatives of the table group, elected leader, deputy leader.Twelfth representatives of the staff and workers of real implementation of the permanent system, every three to four years of election election once, may be re elected.Article thirteenth supplementary supplementary of themeasures: (LED Leadership: Luo Mingjun, rectification time: before September 25th, insist for a long time) 1, sound perfect the rules and regulations. According to the law, fair, efficient and convenient for the principle, to further optimize government services, revise the <XX County Administration of production safety supervision and regulate the rights system of assembly. 2, to further standardize the administrative licensing, safety Trade union work systemTrade union work systemThe staff and workers’ CongressChapter I General principlesThe first is to protect my company workers democratic management power, full of enthusiasm and creativity of employees, wisdom run company, this regulation is formulated.Second public companies in the implementation of the board of directors general manager responsibility system under the leadership of the building at the same time, must establish and improve the system of workers’ Congress and other democratic management systems, security barrier and play the role of trade union organizations and representatives of the employees table in consideration of the major decision-making enterprises, supervision and supervision of administrative leadership, power and role of safeguarding the legitimate rights and interests of workers and so on.Third the trade union committee of the enterprise is the work of the staff and workers’ Congress, and is responsible for the daily work of the staff and workers’ Congress.Fourth the staff and workers’ Congress shall accept the ideological and political leadership of the Party committee, and shall exercise its functions and powers within the limits prescribed by law.Article fifth the staff and workers’ Congress shall actively support the general manager to exercise the authority of the management and decision making and the unified command of the production activities.Sixth of workers’ Congress of democratic centralism.Second chapter of authorityArticle seventh the staff and workers’ Congress shall exercise the following functions and powers::A general manager, to listen to and consider the science about the company’s operating principles, long-term long-term planning, the annual plan, the basic construction plan, major technological transformation and technology introduction plan, staff training plan, its own funds allocation and use of the program, and put forward opinions and suggestions, and make a resolution on the implementation of the scheme.Two, consider the company’s salary adjustment through the program, the labor protection measures programs, incentives and other important regulatory rules and regulations.Three, to consider the use of the program, the welfare of the staff and workers’ welfare programs and other major issues related to the lives of the workers and staff.Four, evaluation and supervision of leading cadres at all levels of the company, and put forward suggestions on punishment and the appointment.In five, the workers’ Congress meeting, can by the general manager on behalf of the government, the chairman of the trade union staff representatives signed the system of equal consultation and collective contract, for the common goal for the development of the company, each other is to assume the obligation to ensure the implementation.Staff representative of the third chapterEighth employees of the company in accordance with the law to enjoy political rights were elected as representatives of the employees of cocoa.Article 99 the employees’ representatives to the department room or the basic level branch as a unit, directly elected by the workers. The operators, technical personnel and management personnel, leading cadres and young workers, female workers have accounted for a certain proportion, the company and the Department of leadership cadres of the general staff to do the total number of deputies to 55 points.Tenth employees on behalf of the Ministry or the basic unit of the Department of the unit is a single unit of the delegation, elected head..Eleventh staff representatives for implementation of the permanent system of election, once every two years, may be re elected. The election of representatives of the employees table unit employees, elected units and workers have the right to supervise and replace the withdrawal of representatives of the staff and workers units.The rights and obligations of the representatives of the twelfth staff and workers:A table, in the staff representative meeting, have the right to vote, to be elected in voting and voting rights. The right to execute executive Congress resolutions and proposal to implement the situation to be checked.Two, on behalf of workers should work hard to improve their own quality, on behalf of the legitimate interests of workers, and truthfully reflect the opinions and demands of the masses of workers, law-abiding model good books work.Three, on behalf of the staff and workers to exercise democratic rights, any organization and individual shall not suppress obstruction and strike retaliation.The fourth chapter organization systemThe thirteenth generation of workers congress delegation chairman presided over the meeting discussion, the members of the presidium shall, operators, managers and technicians. Our company middle-level cadres, including workers, technical personnel, management staff should be more than half.The fourteenth section of the workers’ Congress held once a year at least for each meeting, there must be 33 points more than two staff representatives attend the seats. In case of major matters by the general manager, the labor union of the company more than 1/3 staff or staff representatives proposal may convene the meeting. The workers’ Congress elections held and resolutions must be approved by all workers represented by more than half.Twenty-fifth of the workers congress around increase and enhance the vitality of enterprises, promote the technology step by step, improve economic efficiency, for enterprise management, an important problem of distribution system an