华为的营销人员培训教材3
《华为如何锻造销售铁军》的听后感
《华为如何锻造销售铁军》的听后感华为营销值得学习的主要有八大方面：第一方面：学习华为的营销精神；第二方面：学习华为营销的专业培训；第三方面：学习华为组织化的团队运作业务开发模式；第四方面：学习华为的销售项目管理。
第一方面：学习华为的营销精神一方面华为以客户的价值观为导向，以客户满意度为标准，公司的一切行为都是以客户的满意程度作为评价依据。
客户的价值观是通过统计、归纳、分析得出的，并通过与客户交流，最后得出确认结果，成为公司努力的方向。
沿着这个方向我们就不会有大的错误，不会栽大的跟头。
所以现在公司在产品发展方向和管理目标上，要瞄准业界最佳，制定的产品和管理规划都要向他们靠拢，而且要跟随他们并超越他们。
另一方面，华为是积极主动参与竞争和敢于竞争的企业。
多少企业逃避竞争，害怕竞争，回避竞争，成为市场上的回避主义者，丧失了基本的市场竞争精神。
唯有狭路相逢勇者生，不害怕、不躲避、不回避，积极主动迎接挑战，瞄准业界最佳，针对自身建设上的弱点，毫不遮掩地揭露和改正，虚心学习，缩小差距，孜孜不倦的追求，千方百计寻找策略和方法，强大到足以参加国际竞争而超越对手。
第二方面：学习华为营销的专业培训“磨刀不误砍材功”，华为十分重视“磨刀”，通过对营销人员长期、系统及专业的培训，确保每个营销人能够高效的工作。
1．上岗培训企业文化培训：主要让员工了解企业文化，接受并溶入企业的价值观。
通过这样的培训，让新进的员工完全抛弃自己原有的概念与模式，而注入了新的企业的理念。
技术培训：对于营销人员来说，这个阶段可以帮助她们了解企业产品与开发技术。
包括产品的种类，性能，开发技术的特点等。
让销售人员对未来要销售的产品很了解。
2．岗中培训对于市场人员来说华为的培训绝对不仅仅限于岗前培训。
为了保证整个销售队伍时刻充满激情与活力，华为内部形成了一套完整针对个人的成长计划。
有计划地，持续地对员工进行充电，让员工能够及时了解通信技术的最新进展、市场营销的新方法和公司的销售策略。
华为PCN知识培训资料演示文稿
a、生产商正式通知 (电子或纸面)； b、更改前后对比清单。
华为验证及处理方式：
a、核实资料准确性； b、更改物料系统中数据。
说明：
a、对物料的性能、功能、参数、可靠性、品质等无任何影响的更改；
➢外观更改
物料外观(包含外形、尺寸及公差、颜色、标识、表面材料等项 目)更改；
物料生产商标识更改。
工艺更改 物料主要原材料供应商更改；
物料主要原材料、生产设备、生产工艺、关键工序人员更改； 物料生产线转移或更改。
其它更改 物料订货型号更改；
物料数据手册、用户手册、应用建议、设计指导等资料的增加、 修订、升级、更正或更改、缺陷声明；
b、华为技术有限公司正式确认通知(电子或纸面) 。
Page 12
第12页，共23页。
PCN 协议---等级
更改等级：2 更改项目：不需要更改PCB条件下，物料尺寸更改
通知时限：更改正式生效前3个月 通知形式及内容：
a、生产商正式通知(电子或纸面)；
b、更改后型号的品质报告和足量样品。
华为验证及处理方式：
Page 4
第4页，共23页。
PCN 协议---案例分析
[案例2]研发发现XX供应商的LXT908新资料上说明芯片不支持5V工 作电压，但在早期的芯片手册上说明是可以同时支持5V/3.3V， 通过询问XX供应商，发现在99年3月的时候厂家已经发过PCN，芯片工作 于5V时存在隐患，但当时厂家还是level one，并且时间较久，PCN的 通知渠道尚未建立。由于我司的部分老产品一直使用的是5V电
➢ 启动“停产器件处理电子流”。
华为CSR培训教材(2020版)
华为CSR 10条红线要求
Huawei requires all suppliers to observe all relevant laws and regulations and international standards, especially minimum requirements on labor rights, health and safety, environmental protection, and business ethics, and take effective measures to prevent and control possible losses. Based on this, the 9 CSR red line requirements are proposed as follows. 1.Prohibition of child labor. 2.Prohibition of prison labor and forced labor, Prohibition of using prison or similar organizations as their suppliers or subcontractors, Prohibition of restricting workers’ personal freedom, Prohibition of detaining workers’ personal identification card. 3.Prohibition of violence, Prohibition of verbal abuse, physical punishment or sexual harassment, Prohibition of illegally search or the opposite sex search. 4.Prohibition of the salary payment under the standard of local minimum wage. 5.Prohibition of any major fire and explosion accident happened. 6.Prohibition of any working conditions that seriously endanger workers’ personal safety or health, Prohibition of onsite fatal accident. 7.Prohibition of illegal emission of hazardous and toxic waste including waste water, exhaust gases, and waste residue. 8.Prohibition of any media crisis and serious mass disturbances, including the wrongful death (suicide, homicide, Jump off building, sudden death etc.), collective labor dispute or strikes, mass fights, mass poisoning or other group death or injury event. 9.Prohibition of collective infection due to improper internal management and protection of any epidemic sitБайду номын сангаасation of infectious disease, or significant impact on employee health and safety or normal business operation due to failure to prepare protective materials (such as masks, gloves, protective clothing, disinfectant, etc.) in advance. 10.Prohibition of Corrupt and Dishonest event, Do it “No bribery, No gifts, No conflict of interest, No Falsification, No cutting Corners, No fraud and Keep all promises”, That is “Six No and One keep”。
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
华为营销人员完全培训教材课件
•19
•华为营销人员完全培训教材
•20
•华为营销人员完全培训教材
•21
•华为营销人员完全培训教材
•22
•华为营销人员完全培训教材
•23
•华为营销人员完全培训教材
•24
•华为营销人员完全培训教材
•25
•华为营销人员完全培训教材
•26
•华为营销人员完全培训教材
•27
•华为营销人员完全培训教材
•华为营销人员完全培训教材
•1
•华为营销人员完全培训教材
•2
•华为营销人员完全培训教材
•3
•华为营销人员完全培训教材
•4
•华为营销人员完全培训教材
•5
•华为营销人员完全培训教材
•6
•华为营销人员完全培训教材
•7
•华为营销人员完全培训教材
•8
•华为营销人员完全培训教材•9Leabharlann •华为营销人员完全培训教材
•10
•华为营销人员完全培训教材
•11
•华为营销人员完全培训教材
•12
•华为营销人员完全培训教材
•13
•华为营销人员完全培训教材
•14
•华为营销人员完全培训教材
•15
•华为营销人员完全培训教材
•16
•华为营销人员完全培训教材
•17
•华为营销人员完全培训教材
•18
•华为营销人员完全培训教材
•28
•华为营销人员完全培训教材
•29
•华为营销人员完全培训教材
•30
•华为营销人员完全培训教材
•31
•华为营销人员完全培训教材
•32
•华为营销人员完全培训教材
华为以及思科培训手册
安全可靠
全冗余硬件设计、磁盘坏 道修复、磁盘预拷 贝、数
S1000 V1800
据保险箱、一体化UPS等技 术充分保证数据的安全
灵活开放
基于ISCSI提供灵活 的业务接入 开放的X86体系架构 支持动态的LUN扩展
灵活扩容
统一存储平台降低业务 复杂度并避免重复投资 业务实现平滑升级 LUN容量动态扩展，满 足用户后续扩容要求
典型场景：IPTV
Huawei Symantec Technologies Co., Ltd.
page 12300存储系统
经济型具备FC SAN功能的企业级产品 经济型具备FC SAN功能的企业级产品 具备
•推出 4G系列存储产品，研发超过200人 •推出华赛业务监控网关SIG •推出第一代2Gb系列FC存储产品 F800 推出第一代2Gb系列FC 推出第一代2Gb系列FC存储产品 •推出第1代刀片服务器 推出第1 推出第 •推出基于NP的高端防火墙Eudemon 500/1000 推出基于NP的高端防火墙E 推出基于NP的高端防火墙
异构存储整合
Huawei Symantec Technologies Co., Ltd.
“融易存储”解决方案- 融会贯通 易有易用 融易存储”解决方案云存储
存储、安全、服务器融合
S12000
存储与业务融合
S5000/S6000 S2600 HDP350 0
ISM
存储与服务融
融
N8000
易
FC NFS
简单的管理与维护
支持GUI与CLI的管理方式 支持中、英文的管理界面 完善的SAN资源管理、主机管 理、硬件管理、日志管理，并 提供完善的监控与告警功能
华为员工培训管理制度29195
职工培训管理制度1.目的作用公司组织要使自己的职工不停适应新局势的发展要求，在竞争中保持人力资源的优势，需要增强对职工的知识提高，经过培训、学习，使职工的素质获取提高，保证其价值观点正确、工作态度正直、工作行为适合，在自己现岗位或拟任岗位上创建出更大的价值。
为此，公司一定重视对职工的培训工作。
为了系统地对该项工作规划，增强领导力度，提高培训质量，规范培训行为，特拟订本管理制度。
2.管理职责公司人力资源部培训科为公司职工培训归口管理责任部门，据公司经营发展战略、公司生产经营的要乞降职工素质水同等因素，剖析和展望职工职业培训的需求，拟订培训计划，增强培训实行的管理，做好每次培训的成效评估，不停总结经验，使公司人力资源工作不停优化，做出特点和见效。
3.职工培训工作的管理原则一定坚持专业技术培训与思想教育培训相联合的原则对职工进行专业技术的培训，技术提高了，工作效率、工作质量就能获取保障，这是特别必需的，但决不可以忽视了思想教育这一方面。
职工的价值观、思想意识均会影响到工作的态度和行为，特别是对新职工更为要灌注公司的主旨、理念、纪律、制度，使其能适应公司文化并在团队中协调工作、赶快地融入到公司的团队中来。
一定坚持理论联系本质的原则培训工作不可以搞“花架子”或装装门面的走过场。
一定要明确学是为了用，是为了提高公司的基础能力，提高职工在生产经营中解决详细问题的能力。
所以培训的组织者要针对公司经营管理的需要来策划培训的内容和方式、方法，使培训对公司的经营活动产生本质性的成效。
一定坚持目前需求与长久需求相联合的原则培训组织者除了要注意公司目前经营工作中需要解决的问题，使培训工作做到为经营服务以外，还应该有超前意识，考虑到公司的发展和将来的需求，变被动的培训为主动的培训，这对公司的发展将会产生踊跃作用。
经过培训使职工提高技术创新和改革的能力，随时迎接将来的挑战。
一定坚持培训与工作相兼备的原则公司在安排职工培训时要注意安排好平时的生产和经营管理工作，不得因培训影响经营活动的正常运行。
华为金字塔原理培训演示教材
评析：叙述者想说伦敦在这方面比其他城市发展得都更早，于是把理 解的意思告诉了叙述者。听者的理解在逻辑上完全合理，但根本不是叙 述者想表达的意思。
案例分析
② 按照自上而下阐释思想观点的正确表达方式
2．按金字塔原理组织的思想（前言P3） “我们可以将今天的会议改在星期四11点开吗？因为这样对科林斯和约
翰逊都会更方便，唐克利福德也可以参加，并且本周只有这一天会议室还 没有被预订。”
金字塔原理应用的效果
(1)减少完成最终一稿通常所需的时间； (2)增加文章的条理性； (3)减少文章的长度； (4)在最短的时间内写出简明扼要、思路
思维顺序从最底 部的层次开始，句 子间按某种逻辑顺 序组织成段落，将 段落组织成章节， 将章节组织成文章， 金字塔最顶部是全 文的思想。
总结：每篇文章的结构
都必定只支持一个思想，
思想
在其之下的思想越往下 越详细，并且都对希望
表达的主题思想起着解
释和支持的作用。
章节
图 文章中的思想应形成单一思想统领下的金字塔结构
用金字塔原理加以检验
1. 为了交流方便，必须对各种思想观点进行分组； 2. 分组后的思想观点经过不同层次的抽象后构成金字塔；
案例分析
蛋奶产品
牛奶
鸡蛋
黄油
酸奶油
葡萄
水果 桔子
苹果
蔬菜
土豆
胡萝卜
3. 向读者灌输思想观点最有效的途径是自上而下式；
案例分析
① 没有结构的表达方法 ② 按照自上而下阐释思想观点的正确表达方式
金字塔原理的作用
(1)帮助人们以书面形式组织和表达思想； (2)可适用于确定问题、分析问题的过程； (3)从宏观角度说，金字塔原理可以对整
《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
华为人力资源六大模块培训 ppt课件
e.g. 上司管理培训项目
时间管理 解决问题 激励员工 督导，包括授权和有效反馈 面谈技巧 冲突解决 多样化培训 演讲技巧
ppt课件
32
培训与开发——培训和开发的趋势
由于技术的迅速革新，对技能的要求将持续增长 劳动力的受教育程度更高，多样化更高 培训外包。公司的培训部门将缩小 技术进步将使培训手段发生革新 培训部的角色发生变化：做学习服务的经纪人，而不
41
绩效管理——KPI
KPI: Key Performance Indicator, 关键业绩指标：用于 评估和管理被评估者绩效的定量化或行为化的标准体系 ─是从KRA中提取出的主要工作目标 ─目标达成情况的衡量手段 ─也是公司用以衡量员工绩效的重要指标
ppt课件
42
绩效管理——设定KPI的一般程序
• 客户满意度
• 安置成本
• 销售收入
• 培训成本
• 薪酬福利
• 招聘人员薪资
ppt课件
17
招聘与配置——人岗匹配
• 匹配=能力相符？
人岗匹配：一般都以 Edwards 的定义为基准，他在 1991 年把人岗匹配（Person-job fit，即 P-J fit）定义为一个 人能力与职位的需求之间，或者人的愿望与工作的属性之 间的匹配。
在职(OJT)
学徒式培训 角色接替安排 教练法 工作轮换
脱岗
授课 案例研究 角色扮演 程式化指导 商业游戏 公司大学 大学和专业协会研讨会
ppt课件
29
培训与开发——培训评估
培训评估的四个领域 反应：受训者对培训的感觉怎么样？ 学习：在培训中学到了什么原理、事实和概念？ 行为：受训者的工作行为因培训改变了吗？ 结果：培训的结果是什么，如成本或离职人数等
华为培训教材存储产品 ppt课件
SATA接口概述
SATA（Serial ATA ，串行ATA）采用连续串行的方式传输数据。在同一 时间点内只会有1位数据传输。
SATA的线缆采用7针的细线缆，容易弯曲，易于散热。 SATA硬盘的连接采用点对点方式，每个通道1个硬盘。 SATA硬盘可支持热插拔。 SATA接口支持300MB/s的传输速率。 SATA接口使用的线缆长度可达1m。
SAS接口概述
SAS是新一代的SCSI技术，和现在流行的Serial ATA(SATA)硬盘相同， 都是采用串行技术以获得更高的传输速度，并通过缩短连结线改善内 部空间等。SAS是并行SCSI接口之后开发出的全新接口。此接口的设 计是为了改善存储系统的效能、可用性和扩充性，提供与SATA硬盘的 兼容性。
性和可扩展性；SAN对于数据库环境、数据备份和恢复存在巨大的优势；SAN是一种非
常安全的，快速传输、存储、保护、共享和恢复数据的方法。
SAN是独立出一个数据存储网络，网络内部的数据传输率很快，但操作系统仍停留
在服务器端，用户不直接访问SAN的网络；SAN关注磁盘、磁带以及tached Storage)
文件服务器
应用服务器
LAN 数据库服务器
数据流
数据流
数据流
存储设备
存储设备
存储设备
存储设备（RAID系统、磁带机和磁带库、光盘库）直接连接到服务器； 传统的、最常见的连接方式，容易理解、规划和实施； 没有独立操作系统，不能提供跨平台的文件共享，各平台下数据需分别存储； 各DAS系统之间没有连接，数据只能分散管理；备份软件不能离开服务器支持； DAS的前期投资比较少；
FC接口能够支持1Gb/s 、2Gb/s和4Gb/s的数据传输速率。 FC支持最长的长度超过了10km。 FC硬盘支持双FC接口同时工作，可互为备份，并为硬盘提供电源和控制
华为PDM概念培训教材
生命周期与工作流管理
（Lifecycle and workflow Management）
键入文本
键入文本
键入文本
键入文本
键入文本
键入文本
键入文本
产品结构管理
（Product Structure Management）
变更评估ECE
变更单ECO
变更分析活动 EAA
2022/3/22
变更活动ECA
准PDM平台，并结为伙伴
关系，被多家全球著名电
子行业公司采用
2022/3/22
7
目录
• PDM的引入 • PDM的概念和功能 • PDM的效益 • PDM实施的范围和方法
2022/3/22
8
PDM概念
“Product Data Management(PDM) is a methodology and set of tools that help an enterprise manage both product definition data and the product development process.”
2022/3/22
参考
描述于 27
产品结构管理－－多视图
• 从不同使用角度去看产品结构及组成部件，得到的产品结构
• 可以从设计角度、制造角度、维护角度等获取相关视图
• 视图常使用前缀“面向（As）”，如面向设计视图（As_Designed）等
• 视图间有一定的顺序，如面向设计视图在面向计划视图前
• 视图从两个维度反映产品的变化：
3 A
33 BC
15
文档管理－－内容
• 存储控制 • 版本控制 • 检索 • 权限控制 • 浏览及圈阅
华为公司营销人员培训教程
华为公司营销策略与理念
华为公司的营销策略
以客户为中心，以市场为导向，以创 新为动力，以质量为基础，通过提供 优质的产品和服务，满足客户需求， 赢得市场份额。
华为公司的营销理念
以诚信、创新、合作、共赢为理念， 与客户建立长期稳定的合作关系，共 同推动行业的发展。
清晰表达
能够用简洁明了的语言传 达信息，避免使用复杂的 词汇和句子结构。
倾听能力
能够认真听取他人的意见 和建议，并给予积极的反 馈。
情绪管理
能够控制自己的情绪，避 免在沟通中过于情绪化。
谈判能力
了解谈判技巧
掌握基本的谈判技巧，如 如何提出要求、如何让步 等。
灵活应变
能够根据谈判对手的变化 而变化，灵活应对各种情 况。
团队协作技巧
通过有效的沟通、协调和合作，提高团队整体效率和绩效。
团队沟通与协调方法分享
沟通技巧培训
01
提高团队成员的沟通技巧，包括倾听、表达、反馈等方面，确
保信息传递准确、及时。
协调方法探讨
02
通过案例分析、角色扮演等方式，让团队成员了解并掌握协调
冲突、解决分歧的方法。
跨部门合作经验分享
03
邀请不同部门或项目的团队成员分享跨部门合作经验，促进团
队之间的交流与合作。
领导力提升途径探讨
领导力理论学习
通过课程、讲座等方式，让团队成员了解领导力的基本理论和实践 方法。
领导力实践锻炼
通过参与项目、担任领导职务等方式，让团队成员在实践中锻炼领 导力。
领导力评估与反馈
定期对团队成员的领导力进行评估，并提供反馈和建议，帮助其不断 提升领导力。
华为HSE培训教材
目前华为公司以太网交换机产品已经形成从低端到高端的全系列、端到端的产品线。
目前华为公司交换机产品包括以太网交换机产品和以实现DSL接入的DSL以太网交换机。
2000系列——边缘接入以太网交换机：包括S20016、S2024以及S2403F三款交换机产品，后续将根据市场需求推出其他端口数量的边缘接入交换机产品。
2000系列交换机主要完成边缘接入的功能，实现10M或者是百兆的接入，提供100M的上行。
3000系列——快速以太网交换机：包括S3026、S3025以及S3526三款交换机，其中3025、3026是完全的二层交换机，S3526是一款三层交换机。
另外3000系列还包括一款VDSL交换机－S3026V。
3000系列交换机在企业网络市场主要定位于大型网络的接入交换机以及中小企业的中心交换机。
实现100M到桌面接入，以及作为企业网络中的汇聚层设备通过GE上行完成汇聚功能。
5000系列——企业中心千兆交换机：目前主要是S5516千兆交换机，具有三层交换功能，主要定位企业网中心路由器，以及大型网络的汇聚层设备，以及完成未来的千兆到桌面，以及目前的千兆服务器的接入等功能。
6000及8000——千兆核心多层交换机目前的主要产品是S8016以太网交换机，完全是一款电信级的核心路由交换机。
以上这些产品在随后的课程中都将有具体描述。
Quidway S8016是华为技术有限公司2001年推出的面向企业局域网络核心交换以及城域网大型汇聚层的核心路由交换产品。
S8016继承了华为在电信级设备设计的高可靠、高稳定性思想，关键器件全部实现冗余备份：采用双主控(MPU单元)、双交换网(SFC单元)、双高速管理总线完全冗余设计，设备供电方面提供4＋1的交流电源冗余备份以及双直流电源支持，风扇系统也提供完善热备份。
Quidway S8016路由交换机交换背板容量256G，两条总线均为标准M_BUS总线，数据包转发能力达到96Mpps，提供20个Slots，其中16个为通用I/O插槽，满配置可插接16块分布式业务处理板LPU。
华为销售人员培训计划
华为销售人员培训计划一、培训目标华为作为全球领先的信息与通信技术（ICT）解决方案提供商，销售团队的专业能力和销售技巧对于公司的业务发展至关重要。
因此，为了提高华为销售人员的专业能力和销售技巧，我们制定了以下培训目标：1. 提高销售人员的产品知识和解决方案能力，使其能够深入了解华为的产品和解决方案，为客户提供更专业的咨询和服务；2. 提升销售人员的销售技巧，包括沟通能力、谈判技巧和客户关系管理，使其能够更好地理解客户需求并促成销售；3. 增强销售人员的团队合作能力，建立良好的团队合作氛围和协作机制，提高销售团队的整体执行力和战斗力；4. 培养销售人员的心理素质和团队意识，使其具备良好的职业素养和团队意识，能够承受工作压力和完成团队任务。
二、培训内容基于以上培训目标，我们设计了以下培训内容：1. 产品知识与解决方案能力培训（1）产品知识培训：包括华为公司及其产品的发展历史、组织架构、产品分类及特点、主要竞争对手等；（2）解决方案能力培训：包括行业解决方案和客户案例分析，帮助销售人员了解华为产品和解决方案在各行业的应用和优势。
2. 销售技巧培训（1）沟通技巧培训：包括有效沟通、倾听和表达能力的培训；（2）谈判技巧培训：包括客户需求分析、解决方案提出和价值演示等谈判技巧；（3）客户关系管理：包括客户需求把控、关系维护和客户满意度管理。
3. 团队合作能力培训（1）团队协作培训：包括团队建设、沟通协作、任务合作、冲突解决等培训；（2）销售团队管理：包括目标设定、任务分配、绩效考核、激励奖惩等管理技巧。
4. 心理素质与团队意识培训（1）心理素质培训：包括工作压力管理、情绪调节、成长心态等培训；（2）团队意识培训：包括企业文化、团队精神、合作共赢等培训。
三、培训方法为了实现以上培训目标和内容，我们将采取多种培训方法，包括但不限于：1. 线上学习平台我们将建立华为内部的线上学习平台，提供产品知识、解决方案案例、销售技巧和团队合作等各类培训课程，销售人员可以根据自己的时间和进度进行自主学习。
华为培训体系建设通用课件
华为培训效果评估的实践与改进
实践经验总结
总结华为在培训效果评估方面的实践经验，包括评估指标设定、 评估流程实施等方面的经验。
不足之处及原因分析
分析华为在培训效果评估中存在的不足之处，并深入探讨原因。
改进方向与措施
针对不足之处，提出具体的改进方向和措施，如完善评估指标体系、 加强师资培训等。
培训基础设施及信息化建设
培训场所建设
01
建立适应不同培训需求的教室、实验室和实践基地，提供良好
的教学环境和设施。
信息化平台建设
02
利用现代信息技术手段，建立线上线下的混合式学习平台，提
供便捷的学习资源和互动交流渠道。
培训管理信息系统建设
03
引入先进的培训管理软件，实现培训流程的自动化和智能化管
理，提高培训管理效率。
在实施培训前，需要明确培训的目标和计 划，包括培训内容、培训方式、培训时间等。
选择具有丰富经验和专业知识的师资，确 保培训质量和效果。
运用多种培训方法
加强课堂互动与反馈
根据培训内容和学员情况，灵活运用多种 培训方法，如讲座、案例分析、角色扮演等。
鼓励学员参与课堂互动，及时收集学员反 馈，以调整培训内容和方式。
案例三：专业技能提升项目
01
总结词：专业精细
02
详细描述：华为的专业技能 提升项目是根据员工所从事 的岗位和职业发展方向进行 量身定制的培训，旨在帮助 员工提升专业技能水平，提 高工作效率和质量。
03
总结词：自主学习
04
详细描述：华为的专业技能 提升项目鼓励员工自主学习 和自我提升，通过提供学习 资源和指导，帮助员工更好 地发挥自己的专业才能和潜 力。
华为饱和攻击营销法-销售晋级三阶段
销售晋级三阶段如果是非著名厂商生产的一辆新型车，怎样才能让顾客购买呢？最主要的武器只有两个：第一，低价。
这个信息是最容易传达的，它实质性地出让了利益，所以价格战往往很有效，低价进入市场是通行做法；第二，店员面对面地强力推销。
一辆非著名厂商的车进入市场后，如果性价比不错，它慢慢会获得一些口碑，知道它的消费者越来越多，愿意买这种车的人越来越多，促成交易的因素越来越多……谁能促成这种积累效应，谁的车就会越卖越好卖。
销售的第一阶段就是苦苦“死磕”，有了一定的基础就进入了良性循环，最后会形成一种势能，顾客会主动购买你的产品，这就是销售上升的三个阶段。
信息销售晋级三阶段前期的销售如果能为后面的销售奠定一定的基础，销售就会加速成长，否则就会停止生长。
这个道理很简单，却没有多少人在生意中会经营好这一点。
会销售的、有技能的人有饭吃；而会积累的人才会吃一碗好饭，事情才会做得大。
1997年，我来华为之前，在其他公司做销售的时候，为公司拿下了一个高校的校园网项目。
当时第一批校园网建设如火如荼，各个高校都在做。
我拿下的这个校园网项目正是第一批，也是全国第二个开通的ATM校园网的项目。
在项目交付完毕后，用户很满意。
但是接下来，我却接二连三“丢”掉了四五个这样的校园网项目，这里面有运气成分，有我的销售能力问题，也有公司的销售能力的问题。
后来，我去了华为，才知道如果拿下了一个校园网项目，交付后用户也满意，应该顺势搞一个现场发布会。
我之前所在的公司是中科院下属的公司，请院士之类的大腕站台不难，如果让他们为该项目背书，再请一些目标客户到现场参观，宣传公司的项目服务能力，那么接下来我们就能够拿下更多的校园网建设项目。
只可惜当时我却不知道有这样的套路，而这就是套路的威力。
我在原来那家公司时，没有想到好办法利用前期销售的基础。
我虽然也会跟新项目相关人员和新客户介绍我们已经成功实施的校园网项目，有时也会带他们去参观一下，让他们和我做的那家校园网的主管人员交流，然而，我所做的还远远不够，没有充分挖掘前期销售的价值。
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,。