内容课件分析assessment sumary

RNC：RadioNetworkMSC:ServiceSwitchingMSC提供交换功能，完成移动用户寻呼接入、信道分配、呼叫接续、话务量控制、计费、管理BSSMSC并提供面向系统其它功能实体和面向固定网（PSTN、ISDN等）的接口功能。作为网络的核心，MSC与网络其他部件协同工作，完成移动用户位置登记、越区切换和自动漫游、合法MGW:MediaGate基础传输网（IP、ATMTDMMGWSGSN:serviceGPRSsupportGPRS业务支持节点，执行移动性管理，安全功能和接入控制以及路由选择等功能。SGSN和HLR之间的Gr接口用于SGSN与HLR之间传送移动性管理的相关信令。SGSN与SMS-GMSC/SMS-IWMSCGdGPRS传送短消息业务。SGSNMSC/VLR之间GGSN:GatewayGPRSsupportnode，GGSNHLR:HomeLocationHLR是一个静态数据库，用来本地用户数据信息的数据库HLR两类数据MSISDN、IMSI、用户类别、Ki，补充业务等参数。MSMSC/VLRMSC/VLR地址。VLR:VisitLocationRegisterVLRHLR中获得的。MSLAI。EIR:EquipmentIdentificationEIR也是一个数据库，有关移动台设备参数。主要完成对移动设备的识别、监视、闭锁等功能，以防止移动台的使用。（IMEIAUC:AuthenticationAUC属于HLR的一个功能单元部分，于GSM系统的安全性管理。它产生为确定移动客户的和对呼叫所需鉴权、加密的三参数（随机号码RAND，符合响应SRES，密钥eNodeMME：MobilityManagementEPS承载控制，空闲态移动管理，NASSGW：ServingEPC和eUTRAN的网关，分组数据路由和转发，合法和计费PDN-GW：PDNUEIPHSS：HomeSubscriberHSS于HLR的区别？有HLR为什么还要HSS？IP多功能为IMS子系统的控制功能提供GSMBSCGPRSGSMPCUTR（TRH–TRANSCEIVERHANDLER信令。所有从BSC/TRC到中TRX的信令都是由TRH处理的。GSMUmAbisAMTP2(SS (SSMTP2(SS (SSAbisAbis接口定义:为子系统的两个功能实体控制器信台之间的通口BTS(BSC并置即：BTSBSC不在同一位置)BSCBTS端互连方式物理2.048Mb/s64kbit/sPCM数字传输链路来实现。Um(空口接口Um接口空中接口,定义为移动台与收发信台BTS之间的通口,用于移动台与GSM系AA接口定义为:网路子系统NSS与子系统BSS之间的通口从系统的功能实体来说,就是移动业务交换中MSC与控制器BSC之间的互连接口.其物理2.048Mb/sPCM数字传输链路来实现.理,管理,移动性管理接续管理等WCDMAUUUENodeB广播寻呼及RRC连接的处理；切换和功率控制的执行；处理无线资源的管理和控制信IubIubNodeBRNCIurIubRNCRNCUTRANUERNC进Iur主要功能有：传送网络的管理；公共传送信道、传送信道和下行共享传送信道的业务管理（RL建立/增加/删除、容量分配传送公共和测量对象的测量报告。用户面协议：IurFPIu接口Iu口为RNC到网之间的接口，主要功能有建立和释放无线接入承载，系统内和系X2TheinterfacebetweenMainlyusedtosupportactivemodeUEMayalsobeusedformulti-cellRadioResourceManagement(RRM)functionsX2-CPinterfacewillconsistofasignallingprotocolcalledX2-APontopofSCTPTheX2-UPinterfaceisbasedonGTP-UTheX2-UPinterfacewillbeusedtosupportloss-lessmobility(packetforwarding).TheX2interfaceisamany-to-manyinterface.S1TheinterfacebetweeneNodeBandEPC(MMEandS-GW)SplitintoS1-CP(control)andS1-UP(userne).SignallingtransportonS1-CPwillbebasedonSCTPPayloadtransportonS1-UPwillbebasedonGTP-GSMGSMTheMSusesRACHtoaskforasignalingchannel.（ChannelTheBSCallocatesasignalingchannel,usingAGCH.（ImmediateTheMSsendsacallset-uprequestviaSDCCHtotheMSC/VLR.OverSDCCHallsignalingrecedingacalltakesce.Thisincludes:TheauthenticationprocedureStartcipheringTheMSC/VLRinstructstheBSC/TRCtoallocateanidleTCH.TheRBSandMSaretoldtotunetotheTCH.TheMSC/VLRforwardstheB–numbertoanexchangeinthePSTN,whichestablishesaconnectiontothesubscriber.IftheB-subscriberanswers,theconnectionisGSMThePSTNsubscriberkeysintheMS’sephonenumber(MSISDN).TheMSISDNisyzedinthePSTNwhichidentifiesthatthisisacalltoanetworksubscriber.AconnectionisestablishedtotheMS’shomeGMSC.TheGMSCyzestheMSISDNtofindoutwhichHLRtheMSisregisteredin,andqueriestheHLRforinformationabouthowtoroutethecalltotheservingMSC/VLR.TheHLRtranslatesMSISDNintoIMSI,anddetermineswhichMSC/VLRiscurrentlyservingtheMS.TheHLRalsocheckstheservice,“CallforwardingtoC–number”.Iftheserviceisactivated,thecallisreroutedbytheGMSCtothatnumber.TheHLRrequestsanMSRNfromtheservingTheMSC/VLRreturnsanMSRNviaHLRtotheTheGMSCysestheMSRNandroutesthecalltotheTheMSC/VLRknowswhichLAtheMSislocatedin.ApagingmessageissenttotheBSCscontrollingtheLA.TheBSCsdistributethepagingmessagetotheRBSsinthedesiredLA.TheRBSstransmitthemessageovertheairinterfaceusingPCH.TopagetheMS,thenetworkusesanIMSIorTMSIvalidonlyinthecurrentMSC/VLRservicearea.WhentheMSdetectsthepagingmessage,itsendsarequestonRACHforaTheBSCprovidesaSDCCH,usingSDCCHisusedforthecallset-upprocedures.OverSDCCHallsignalingprecedingacalltakesce.Thisincludes:TheauthenticationStartTheMSC/VLRinstructstheBSC/TRCtoallocateanidleTCH.TheRBSandMSaretoldtotunetotheTCH.Thephonerings.Ifthesubscriberanswers,theconnectionisWCDMACSCSPSGSMGSMFDD使用的频段：1800MHzFDD-LTE频段(1755MHz～1785MHz，1850MHz～1880MHz)。作为国际主流频段，1800MHz的FDD-LTE已经获得从系统到终端的LTE的广泛支持。TDDFDDTDD峰值速率计算：14OFDM符号/1ms6*14=84bits/1ms子帧GPRSCS-1-CS-4,EDGEMCS-1-MCS-9GMSKWCDMA3.84MWCDMA的码片速率，8sf=8的扩频，2QPSK，1/31/3的卷积编码（或其他编码方式384kbps3.84M16QAM调制，1chip4bit，速率就变成3.84*4，然后扩频，HSDPA规定扩频因子为16，所以每个HS-DSCH上的最快速率就是3.84*4*15/16=14.4Mbit/s3.84*6*15/16=21.6MGSM900：909-915(UL),954-960(DL)DCS1800：1735-1745(UL),1830-1840(DL)WCDMA：1920-1980(UL)2110-2170(DL)GSM900：890-909(UL),935-954(DL)DCS1800：1710-1720(UL),1805-1815(DL)WCDMA关键技术，HSDPA关键技术，ULRAN:WCDMACSGSMPSGPRSRAN:PSGPRS，无重大改进。RAN:CS:MSC-SPoolIPPSSGSNPool。IMS，3G业务平台建设。RAN:HSUPACSPSGbIPWCDMARAKEHSUPA：HARQ技术，调度算法和短帧技术（2msTTI）LTE的关键技术和演进：NetworkHARQLTERE15kHzslot0.5msOFDMsymbolRB：12180kHzslot0.5ms，7OFDMsymbols。12*7=84RE。SB2RB，180kHz,1msFDD帧结构：10个子帧（2slots，10msTDDLTECSFBCSFB（CircuitSwitchedFallCSFBCSFBCSFB关于Fast RIM（RANInformationManagement）GERAN、UTRAN、E-UTRAN接入网间通过核心网进行信息交换。RIMeNodeB、MME、SGSNRNC/BSC。其中，MME、SGSN对交换的信息只进行双向转发，不进行解析。RIMR9RRCRRCrelease的步骤回到空RIM这样的流程进行连续信息的提前发布，这样就可以减少网间做互操作的eNodeBRIMUTRANtoGSMNACCeNB需要系统信息时，BSCeNBCSFBG网的起呼。SRVCC（SingleradioVoicecallWhenUEinthemovementsituation,SRVCCcouldletthevoicestillworkintheareawherethereisnoLTEsignals.VOLTECSFB的优势IP化降低成本（70%）；频谱利用率高，容量大（2.5倍）；语音（2倍）；业务灵活扩展（N倍）VoLTEIPIPIMS进难点在于与传统的2/3G切换流程相对复杂，是网电路域与IMS之间的切换，涉及IMS、电路域和LTE网之间的互操作。TDD与FDDLTE的对比TDD分上下行子帧，FDD5msRRU设备：TDDFDD1dBBeamForming获得阵列增益、分集增益和复用增益。Beamforming通常有两大类实现方式：MIMOBeamformingDOABeamforming。CWS是平均信号功率,N（S/N）=10×log10（S/N话务量为：A=C*t。A是话务量，单位为erl（爱尔兰，C是呼叫次数，单位是个，t是1IPDescribedifferencesbetweentraditional solutionsandIPsolutions(e.g.LTE,IMS,PBN)intermsofcomplexity,standards,interfaces,security,networkdesign,QoS(QualityofService). solutionswererestrictedtothespecificdesignedcommunicationsnetwork.Intheotherhand,IP solutionsallowstheinterconnectiontotheworldwideIPnetwork.Thisimpliesmuchmoreapplicationpossibilities,andalso,securitypolicies(firewalls,IPdesigns,authentications,etc.).AnotherdifferencebetweentraditionalandIPsolutionsreferstothefacttheIPusesopenstandards,notonlyinterfacesbutalsocomponents(e.g.commercialdatabases,operativesystems,etc...),thusreducingcostsandtakingadvantageofnewfunctionalitiesdevelopedforthesestandards.Summarizing,IPIPtechnologydoesnotdependonthephysicalmedium,soprovideastandardwayofhowtocreatealogicalnetworkwithoutphysicalrequirements.IPtechnologyprovidesmoreflexibilityandscalability,reducedcostsandstandardtransportequipmentsforcustomernetworks.Costsave,IPismuchcheaperandreducesthecustomerOPEXIPbasedinterfacesarestandardandequallyimplemented,whichsignificantlydecreasesOPEXatoperators.所谓“三网合一”是指计算机网络、电信网络、有线电视网络的，即传统电信网、计建立在一个网络平台上的技术。随着新技术的发展，铺设光纤的成本大大降低，IP技术的IP化自身的潜在缺点和风险也逐步放大。

保护等。一旦存在网络，网络就会陷入瘫痪。而网络IP化的全面推开，IP协议的缺陷将深入到整个电信网络的方方面面电信网和互联网一样也开始一系列新的安全问题。IPIPA类地址:0-127B128-191C192-223，以子网掩码来进行区别：D224-239E240-254NO.5EricssonSplitofresponsibilitiesbetweenBU/GFandBU/GFresponsibilities（Productsandcapabilities/Ownprocess,methods&tools/GlobalSatisfyshortandlongtermmarketneedsbyinvestingincompetitiveproductsandcapabilitiesInvestinR&DforproductsInvestinearlydealsforfuturereplicationandscaleManagedServices.RevenueAssurance,DynamicDiscountingSolution…)Crossregioncapabilitiesinservicedelivery(GlobalserviceRegionresponsibilities(Customersolutions,andre-use/Applyprocesses,methods&tools/Customervalue)SatisfycustomerneedsbydevelosolutionsfinancedandcommittedbycustomerTailoredsolutionstosolvecustomerissuesCustomersolutionlifecycleCompetitivenessandefficiencythroughizedre-10NorthAmericaLatinAmericaMediterraneanWestern&CentralNorthernEurope&CentralAsiaMiddleEastSub-SaharanAfricaSouthEastAsia&Oceania&NorthEastAsiaTheorganizationconsists5BusinessLinesConsultingandSystemsIntegrationManagedServicesProductRelatedBroadcast&MediaServicesIndustry&Society5FunctionalAreasFinanceandServiceDelivery&OperationsMergers&BusinessDevelopment&3StaffFunctions(SF)1SpecialUnit4GlobalServicesRomaniaandMexicoRNEACustomerOperationsManagement(COM)functionistransferredfromRNEAManagementOfficetoProjectOfficewithinServiceDelivery&Operations TheCountryOperations’unitsensurethatallcontractualdeliveriesarefulfilledtowardscustomersutilizingCustomerOperationsManagers.TheCustomerOperationsManager(COM)isresponsibletowardsaCustomerUnitorKeyAccounttoensureendtoendoperationalperformancetowardsthecustomeraccordingtotargetsagreedwiththerespectiveCustomerunitsand/orKeyAccount.Theroleshallensurethattheportfolioismanagedandthatprojectswithinthatportfolioareprogressingaccordingtoschedule.TheCOMshalltakeontheroleasCFRinthepre-salesphase.Therole,withtheinsightoftheongoingportfolio,iskeytoensurecommunicationtotheAccountsandOperations’organizationsforspecificprogressandescalationsupport,aswellastowardsCustomerEngagementandCustomerSolutionsforprovidinginputintoopportunitiestowardsthecustomer.RelevantinformationshouldalsobeusedtowardstheSupplyteam.TheAreaccountabletodeliveronallcontractualcommitmentstowardscustomerswith:quality,acompetitivecostpointandwithahighdegreeofcustomersatisfaction.Therearefiveflows:ManagedServices,CustomerSupport,ConsultingandSystemIntegration,NetworkRoll-Out&NetworkDesignOptimisation,andSupply.Theyensurethereadinessandavailabilityof:competent&capablepeople,tools,processesandre-useofknowledgeacrosstheregion.TheFlowsprovideatformtoindustrialisethedeliveryofEricsson’sservicesportfolioandensurewecontinuouslyimprove:cost,productivity,qualityandultimayimproveourcompetitivepositionandcustomersatisfaction.RNEAOperationsLocalGTCKeyPerformanceIndicatorKPIisaperformancemeasurementusedtoevaluatethesuccessofaparticularactivityinwhichitisengagedtoachievetheorganization’sstrategicgoals.AKPIiscrucialtosignificantimpactonthebusiness,organization,people.OperationalPerformanceIndicatorPerformanceindicatorsthatarenecessarytohelpstreamline,managetheefficiencyeffectivenessofanorganization’sEmployeeEngagement:NDORobustCommitmentNDOMan-HourrateisKPItomonitorourCostMan-Hourrate=Forecastedcostsforthetarget/TheexpectednumberofchargeablehoursfortheforecastyearForecastedcostsforthetargetyear:Employeecost,PrimaryExpensesandAllocationandEmployeeLocalstaffSalaries（工资）Pension（五险一金）&otherbenefits（福利ExpatriatesSalaries,Pension&otherPrimaryOffices&service（办公用品和服务municationexp.(fixed 费AssetCosts(e.g.:depreciation)（固定资产，桌椅板凳，灯，，空调ExternalMiscellaneousRechargestoMgmtre-allocationwithinownCUAllocation-GlobalIS/ITExpenses（LocalIS/ITAllocatedHRSSCAllocatedGenMgmt(RCNACPCH=Cost/ChargeableMan-HourMan-Hourrate是下一年的预估值，CPCHBR(Billability%)=BillableHours(TTC)/AvailableTHENETWORKEDSOCIETYOurTheprimedriverinanall-communicatingALL–COMMUNICATING municatingworldmeansaworldinwhichallpeoplecanusevoice,data,imagesandtoaccessandshareideasandinformationwheneverandwherevertheywant.Broadbandeverywhere;fixedand.Affordablecommunicationforall;AllthingsWehaveavisionof50billionconnecteddevicesbyWedonotjustconnectcesandpeople–butalsomachinesanddevices.Anythingthatbenefitsfrombeingconnectedwillbeconnected.OurInnovatingtoempowerpeople,businessand3Respect:Whenwerespecteachother,itstrengthensourabilitytolisten.Perseverance:Thecompetitionintoday’sworldisfierce5SpeedQualityEmpowerActionPerformTeamWhatwewanttoSellFast,FlexibleandresponsivetocustomerInnovativeofferingstodriveopportunitiesanddealsSkill/scaleinsellinganddeliveringFullportfolioClearresponsibilitiesbasedoncustomerandmarketneedsRepositionEricssonforgrowthOccupationalhealth&safety，的内部管理、减少经营风险、避免损失。职业安全卫生管理体系体现了保护，的国际潮流，因而该体系继ISO9000体系和ISO14000环境管理体Safeceofwork健康安全的工作环境Safentandequipment安全的仪器和设备Safeandprotectionofothers保护其他人安全Competentsupervision(主管监督)Safesystemsofwork（安全的工作系统Effectivetraininginstructionandinformation（有效的培训、指导和通知OHSClimbing&WorkingatHeights（登高作业，铁塔天馈ConstructionandCivilWorkManagement（建筑与土木工作的管理）Driver&Vehicle（驾驶机动车辆）Controlofenvironmentalandoccupationalnoise（控制噪声）Loneworking（独立工作，出差）Manualhandlingprocedure（）Chemicalmanagement（化学物品管理）alprotectionequipment(PPE，安全带，安全绳)Radiofrequency（辐射）Workingwithelectricity（强电弱电，静电手环alcontactHavinggoodandwidepeoplenetworkisisveryusefulinthedailywork.Thewaytokeepthepeoplenetworkisthecontactby,lync(Ericssonpeople),skypeand(customer),andphoneasoftenasitispossible.NO.8ConsultativeDescribeyourunderstandingoftheConsultativeApproach,aswellastypicalexperiencesfromthinkingandactingasaconsultativeNetworkEngineerMyunderstandingof"ConsultativeAstoConsultativeApproach,weshouldfollowoneprinciplefirst,thatisCustomerFirst.Inourprojectwehavetoestablisharelationshipoftrustwiththecustomerthrougheffectivecommunicationandprofessionalism,andfullyunderstandthecustomerneeds,motivationsandwaysofworking.Afterthatweshouldprovideourexpertadviceand mendationsaftercarefulresearchandverification.IthinktheconsultativeapproachincludesthefollowingkeyActinaconsultativeHaveagenuineinterestintheHavetheabilitytoasktherightquestionslistentotheUnderstandthe’s:businessenvironment,needsandHavetheabilityDrivechange,beproactive,combinetheseabilitieswithhisexpertise,createasolutionthatexceedsthe’sneedsandexpectationsConsultativeexperiencesasNetworkEngineerintheIn2013GSMantennafeederspecialoptimization,thecustomerwasinbigtroublefortraditionalmethodscouldnotlocateantennaproblemsprecisely.Aftersomecommunicationswiththecustomerandourtechnicalsupport,wedecidedtointroducetheFFAXsoastofindandlocatetheantennaproblemseasily.AfteradoptionoftheFFAX,wecouldfindandlocatetheproblemsmucheasier,whichsavedanumberofexpenses.Describeyourstrengths/weaknessesas，询问问题了解客户真正的意图。SolutionDescribeyourviewonthedefinitionof"consultativeapproach"DefinitionofConsultingSkillsinConsultativecapabilityistheabilitytohelpthecustomerorganizationidentifyfutureneedsandtoprovideproductsandservicestohelpthecustomermeetthoseneeds.Consultativeservicesarenotequivalenttoselling,perse,butaugmentthesellingfunctionandsalesprocess.Suchservicesprovidevaluetothecustomerbyprovidingasales withaproblemsolvingmentalitythathasthecustomer’sbestinterestsatheartforawin-winapproachtotherelationship.Theseserviceswilllikelybeperformedbeforeasaleismade.rsalsomayoffervalueonthisdimensionbyprovidingvalueysisforcustomers.Beabletolisten,exinandhelpthecustomerinthebestwaypossible.Beawarethecustomeristhemostimportantinourbusiness.Usethebestphysiologyandcommonsense(putincustomershoes,bepolite,showrespect,actquickly,etc.)LISTENcarefully(Nointerrupt,showingempathy)ASKquestiontounderstandcustomerneedsStudythesituation(AskCore3),lookingforasolutionBuildupcredibility(lalwaysthetruth,givefats,etc.)Makeaproposal,provideasolutionoralternativesRULESformanagingDIFFICULTListeningskillsConsultativeCode:QActsinaconsultativeway(咨询顾问的行为方式Hasagenuineinterestin Hastheabilityto:（拥有和问正确问题的能力asktherightquestionslistentotheUnderstands businessenvironmentHastheabilityto:（拥有处理变更，积极主动，发挥专业技能，给出超出客户预期方案的drivechangebecombinetheseabilitieswithhiscreateasolutionthatexceedsthe’sneedsand，行为方式表现的像一个咨询顾问，真诚的为客户着想客户诉求，通过问到关键问，TheConsultantsawell-developedabilitytoworkinstrongcommunicationpresentation ysisleadershipstrongproblemdefinitioncriticalthinkingTheconsultant’sdefinetheproblemfacingthecustomer(明确客户的问题takeadvantageofpriorexperience（利用以往的经验yzesolutions（分析解决方案proposeacourseofaction（制定实施计划effectively ConsultingEricssonneedscustomer-facingstafftomakeuseofconsultativeskillsthroughouttheengagements:sales,deliveryandsupportEstablisharelationshipoftrustwiththecustomerthrougheffectivecommunicationandFullyunderstandthecustomerneeds,motivationsandwaysofProvideexpertadvice mendationsaftercarefulresearchandFacingtheInallinctionswithourcustomers,establishingandmaintainingtrustshouldbeourforemostobjectiveInadditiontolisteningtoourcustomers,itisimportanttoaskquestionstobetterunderstandtheirbroadergoals,concerns,andsonmarketandindustrytrendsMeetingpreparationssuchasresearch,internalalignment,rehearsalandconfirmationofagendaareessentialtoasuccessfulcustomermeetingWell-structuredmeetingsincludingagenda,summary,actionpointreviewshowprofessionalismandmakecommunicationmoreefficientAunifiedteam,withaconsultativeskilltouncovercustomerneedsanddecisioncriteria,willscorehigherthanourcompetitors.Ifwehavetheabilitytoconvertexplicitcustomerneedsintotailor-made,innovativesolutionscreatingrealvaluetoourcustomersthenwewillachieveCustomerLoyaltywhichinitsturnpaysoffinmanyways.NO.17CustomerCowithChallengingAngry eangrybecausetheyfeeltheyarenotrespectedormisunderstood.Theonlyreliefforanangryistoexpressthemselves.Listenwithoutinterrupting(不要打断Maketheefforttoputyourselfintothecustomer’sshoes-seetheir站在客户角度Askquestionstounderstandthereasonsbehindtheirangryfeelings（了解生气背后的原因Sincerelyacknowledgeandempathizewiththecustomer’s“Iunderstandwhyyousaythat”“Fromthat,itmakessense”“Ihavenotthoughtaboutitthatway”“Iunderstandthissituationiscausingyou“ThismustnotbeaneasysituationforHearthemoutuntilthey“runout ”（只到客户消气Disagreeingwithanangry

真诚的认同客户的观点Pausebrieflybeforeresponding.Usesilenceeffectively,showyourthoughtfulness.Avoidstartingyourresponsewith“but”,“nevertheless”or“however”.ThesetypesofwordsgivethecustomerthesensethateverythingtheyhavesaidisStateyourpointofviewusingfactstosupportThereasonsthatarecausingusInaprevioussituationlikethis,whathappenedwas…Whatweknowaboutthesituationisthat…TheevidenceIseeisAggressiveSomeindividualshavedevelopedahabittointimidateotherstogetwhattheyKeepyourdignity,don’tbedefensive,staypolite:treattheirattitudeasamisunderstanding.Letthemknowyouaresorryfordisappointingthem,showyourdedicationI’msorryyouaredisappointedbyourAskthemtosuggestwaystoresolvethePleasehelpmeunderstandwhatyouwishustodotocorrectthissituation alize-remindtheindividualaboutthebroadercontextIwillmakesurewedoeverythingwecantoliveuptoourcommitmentto[customerPressuredtoAcustomermightdemandanon-the-spotresponseina“Ifyoucan’tgivemeananswernow,IwillhavetofilearcominttoourReducethe“WhatIcan lyouwithcertaintynowis…xyz…butIneedtocheckwithour[experts/logisticsteam/management…]…beforeIcangiveyouafullresponse.”Gainalittlemoretime,proposea“Ihave60%oftheresponsenow,butcouldyougrantmetherestoftodaytogettheother40%?Youhavemywordyouwillhavealltheavailableinformationinyourinboxbeforeyouarrivetoworktomorrowmorning.”RULE:NEVERMAKEACOMMITMENTWITHOUT100%CERTAINTYITCANBE“Idon’twanttodisappointyoulaterbymakinganunrealisticcommitmentGiveexamplesofhowyouhavehandlednegotiations,agreements,customerexpectations,andrelations.In2013BJCUGSMNPIproject,ourcustomerwasdiscontentwithtongzhoudistrict’spointshadbeendeductedintheassessment.SoIwenttomakeathoroughysiswithcustomerandfoundtherealrootcause.Therootcausewas3GSM1800Msitesweresufferedfromhighexternalinterferences,whichcausedalotofTCHdrops.Aftersweefrequencywefoundthehighexternalinterferenceswerefromseveralinformalrepeaters.Sinceroutineparametersoptimizationdidn’twork,Iwenttomakeadiscussionwithcustomeraboutthesolution.Firstly,wetendedtoadjusttheazimuthtokeepawayfromtheexternalinterferences.Secondly,wetryourbesttorecetheinformalrepeater.Afterweadjusttheazimuth,theTCHdropsdecreasedevidently,andtongzhoudistrict’spointswerenotdeductedinthenextDescribeyourapproachforcalmingdowntheMyapproachforcalmingthecustomeris:firstlisteningcarefullyandaskingquestionsinordertoidentifythereasonofhiscomint.AndthenworkingwiththeSDMtoalignthecustomerrequirementswithwhatwecanoffer.Finallyproposesolutionsoralternatives.Describeyourstrategytocommunicatebadnewstoacustomer(projectdelays,missingfunctionality,etc.).Giveexamplesofrealsituations.PresentingbadnyourannouncementPresentthefactsinaneutral,unemotionalway(使用中立的不带感彩的方式)Acceptresponsibilityfortheproblemhappening（承认自己的责任）Recognizetheimpactsinasummarizedway（对造成的危害真诚道歉Describeindetailmeasurestocorrecttheproblem（详细讲解解决问题的应对方案）Showwhatwaslearnedfromtheproblem/ PresentbadnewsbeforegoodPresentthenewsatthelastminuteoftheDelayannouncingthebadnewstoamorefavorabletime（不要拖延时间）Shiftresponsibilitytothecustomer（不要责任推给客户）Makeexcuses（不要找借口）Blameothers（不要责怪别人）及时告诉客户问题和造成的影响，不要拖延时间，在表达时使用中性不带感彩的词语，承认自己的责任，不推给客户，不责怪别人，对问题造成的表示道歉。详细讲解问题的Describe,usinganexample,howyouhavehandledcustomer(ifnoexperience,giveyourstrategyThestrategyisalwaysusethecustomerapproach,Activelisteningtothecustomer'sAskquestionstryingtoidentifywhathasbeentheoriginof Keepalwaysthecommunicationlingthetruth,Informthat Ericssonis workingtosolvingtheproblemInformtheCPManduseCore3foradeeplyysisoftheHandleobjections:Anticipate,AcceptandAddressthecustomertoa Proposesolutionsor WhatisyourJobRole?NetworkWheredoyoufindinformationregardingcompetenceneedtobeabletodeliverwithinanew?Career&CompetenceModelDescribedifferentcompetencedevelopmentDescribetheCareer&CompetenceModelandhowyoubenefitfromitinyourcareer SpecifiescompetenceareasandhowtoclosegapsSupposeyoupasstheassessmentforthislevelandyouaimfornextthelevel,wheredoyoufindinformationforwhatisrequired?Certificationwebpage，Career&CompetenceModelg.Whatisyourownalcompetencedevelopmentn(fortheareasthatyouaredeficientin)andhowwillyouaddressthesegaps?IPMTheNewEricssonCareer&CompetenceJobSpecifiesresponsibilitiesanddefinescompetencerequirementsperjobrole(职责和能力需求JobJobstagedescriptionsforevaluationpurpose（评估CompetenceSpecifiescompetenceareasandhowtocloseCareerSpecifieshowtomovebetweenjobNewCareerJobRole：NetworkEngineerJobStage：4 ：RAN（GSMRanWCDMAServiceArea：NetworkDesign&Optimization（NetworkServiceAreaJobrolefamilyIndustryverticalCompetenceFunctionalAreaJobStage（NetworkWhatisapromotionbasedCompetence/CareerDevelopmentnning& JobTacticalResourceCostnning(TRCP)toensuretherightnumberofresourceswithrightOperationalServiceDeliveryProcess(OSDP)ton(shortterm0-6months)resourceneedofeachcustomerprojectandotherservicedeliveryoperations.NO.11NewBusinessDescribewhatkindofnewopportunitiesthatyouallyhaveDescribehowyouidentifiedandbroughttheseopportunitiesWhatwasthesalesvalueorcostExintheconceptsofAdd-onSalesandLeadGenerationAdd-onSales:AoSishandledintheSalesConvertinganover-deliveryintoapaidAddnewactivitiestoongoingcontractsaspaidscopeAnAdd-OnSalesisanopportunityorincreasingtheprojectscope,identifiedinsidetheproject,inthenningphase,andbeforetheContractissigned(beforeSDP3).LeadLGfeedstheSalesAnewBusinessopportunitythatisdefinedandhandedovertoaSalesResponsibleAleadthatcanturnintoanewcontractorAdd-on-SalesALeadGenerationopportunityisasalesopportunitythatcanbegeneratedatanytimeduringtheprojectlife,orevenafterTG5,andthatitsexecutioncangenerateanotherproject.OpportunitiesaregenerallygeneratedintheDelivery/ContractexecutionphaseafterSDP3.Anopportunitygeneratedinthiscontextcanresultin:Add-onSalesinProject,Add-onSalesfromidentifiedover-delivery,NewSOGClassD:AnOpportunityisClassC:QualifiedbyLHR(LeadHandlerResponsible)ClassB:AcceptedbyKAMandregisteredinSMIS.ClassA:SoldtoCustomerSOGcase：Call-establishmentoverNO.12KnowledgeWhatisthepurposeofEricssonKnowledgeManagementIncreaseglobalknowledgesharingandcollaborationtosupportinnovation,increasedefficiencyandcompetencebuild-up.InwhichcommunitiesareyouanactivePleasedescribeyourhabits(logins,search,sharing,HowdoyoushareyourWhatexperiencesdoyouhavefromonlineHowdoyoulearnfromother'sHowdoyouimprove/refineexistingknowledgeWhatexperiencesdoyouhavefromsolutionre-use(e.g.solution,SW, andprojectreuse)?Whyisknowledgesharingsoimportant?KnowledgesharingcouldeffectThegrowthandprofitabilityofourbusinessShareideas&services/solutionsResellexistingservices/solutionsReuseknowledge&materialthewayweCreateaglobaltformMotivatepeopleImproveourwayofthewayweareperceivedbyourcustomers,partners&competitorsKnowledgeable,well-informed&responsiveemployeesDisysourdriveRightlyutilizedIncreaseglobalknowledgesharingandcollaborationtosupportinnovation,increasedefficiencyandcompetencebuild-up.Easiertoguideemployeesonhowtobenefitfromandcontributetoglobalknowledgesharingandcollaboration.EasiertofindouthowtobenefitfromandcontributetoglobalknowledgesharingandGKO:GlobalKnowledgeObjectcanbeanytypeofinformationyouwanttoshare(Tip,Script,Presentation,Article,Contact,Link,Report,etc.…)Community:CollectionofpeoplewhohavethesameinterestoftheForumSubjects:PostyourQuestionsForumReplies:PostyourAnswersPOP:ProjectOnePagerLKM:LocalKnowledgeKMChampion:KnowledgeManagementNO.13BusinessBasicPortfolioGlobalServiceSystemIntegrationLearningApplicationsDevelopmentandMaintenanceBroadcastServicesNetworkRoll-OutNetworkDesignandOptimizationManagedservicesND&ONetworkOptimization,Networknning,AuditandBenarking,NetworkTuning,NetworkNetworkRadioAccessNetworkBroadbandAccessNetworkOptimizationTransportNetworkOptimizationNetworkEnergyOptimizationSiteOptimizationNO.15ComplexityofMajorCollaborationwithaminimum3(three)contributorsinasingleproject(Ericssongroupcompanies,severalinternalproductunits,3PP,partners)Partner&SubcontractorNPI项目组成：Ericsson，GSCGTC，ARPASP2010年在河北代维项目上，承德交接。PerformanceAudit/ImprovementParticipationinprojectswherethereareperformanceKPIGSME2ECreatecustomizedqueriesinordertoestablishcorrelationbetweenaphenomenonanditsroot2013年针对测试Lt5问题进行过搭建场景验证测试InitialDenseurban2011-2012GSMCustomereducationandtraining(forexample,SKTtrainingdelivered)Coursedeliveryoncustomersite2011GSMNO.18ResponsibilityinProjectClarifythemajordeliveriesforeachShouldhaveclearlydefinedauthoritativeresponsibilityineachoftherequiredDescribehowyouuseprocessesandtoolsinyourlatestprojec