"华为的企业文化与精神"

看"华为的企业文化与精神"
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到目前为止,在中国的企业史上，我们还未发现哪一家企业象华为那样的神秘。华为象幽灵一样，游荡在世人的意识世界中，而华为的低调又使得世人对其好奇心有增无减。外人最能接触到的就是华为的营销人员，而在接触的过程中，外人又深被其所了解的事实所震惊。因为华为的营销人员数量之多、素质之高、分布之广、收入之高都是中国企业史上前所未有的。华为的销售队伍数量高达6000余人，占全部华为员工的33%。他（她）们大部分是国内名牌大学的毕业生，都是经过华为的魔鬼训练之后投入到市场第一线去的，拿的薪水是诱人的，但这些人一线市场寿命一般只有3年。
“华为的产品也许不是最好的，但那又怎么样？什么是核心竞争力？选择我而没有选择你就是核心竞争力”，华为的老板任正非如是说。而市场是前线冲锋陷阵的战士争夺过来的，在本土，华为用三流的技术卖出了一流的市场，并且华为铁骑已跨过亚非欧,把战火烧到了太平洋彼岸的美国。技术不是华为公司的核心竞争力,营销才是华为公司的核心竞争力,而华为营销的核心的核心就是华为营销铁军。
华为的营销铁军是如何锻造出来的呢？下文就一一进行解剖。
华为打造自己的营销铁军主要有五招：第一招：塑造“狼性”与“做实”企业文化；第二招，选择良才；第三招，魔鬼培训；第四招，制度化用人；第五招，有效激励。下文就进行一一分解。
第一招：塑造“狼性”与“做实”企业文化；
华为是一个巨大的集体，目前员工2.2万余人，其中市场人员占33%，而且素质非常之高，85%以上都是名牌大学的本科以上毕业生。
17年来，华为取得的业绩是骄人的，在中国企业史上可谓是一个独一无二的例子。华为需要依赖一种精神把这样的一个巨大而高素质的团队团结起来，而且使企业充满活力。华为找到的因素就是团队精神——狼性。
华为团队精神的核心就是互助。华为非常崇尚“狼”，而狼有三种特性：其一，有良好的嗅觉；其二，反应敏捷；其三，发现猎物集体攻击。华为认为狼是企业学习的榜样，要向狼学习“狼性”，狼性永远不会过时。
华为的“狼性”不是天生的。现代社会把员工的团队合作精神的问题留给了企业，企业只有解决好了才能获得生存、发展的机会。华为对狼性的执着是外人难以理解的。
“胜则举杯相庆，败则拼死相救”是华为狼性的体现。在华为，对这种狼性的训练是无时无刻不存在的，一向低调的华为时时刻刻把内部员工的神经绷紧。从《华为的冬天》到《华为的红旗还能打多久？》无不流露出华为的忧患意识，而对未来的担忧就要求团队团结，不能丢失狼性。华为人认为只有这样，华为才能找到冬天的棉袄。
华为的管理模式是矩阵式管理模式，矩阵式管理要求企业内部的各个职能部门相互配合，通过互助网络，任何问题都能做出迅速的反应。不然就会暴露出矩阵式管理最大的弱点：多头管理，职责不清。而华为销售人员在相互配合方面效率之高让客户惊叹，让对手心寒，因为华为从签合同到实际供货只要四天的时间。
华为接待客户的能力更是让一家国际知名日本的电子企业领袖在参观华为后震惊，认为华为的接待水平是“世界一流”的。华为的客户关系在华为被总结为“一五一工程”——一支队伍、五个手段、一个资料库，其中五个手段是“参观公司、参观样板店、现场会、技术交流、管理和经营研究”。对客户的服务在华为是一个系统，华为几乎所有部门都会参与进来，假设没有团队精神不可想象一个完整的客户服务流程能够顺利完成。
狼性是华为营销团队的团队精神，这种精神是很抽象的，而且也是很容易扭曲的，这就需要有一种保障机制，使得狼性既可以正本清源地保留，这种保障机制就是华为的企业文化。
在中国，企业文化被各家企业说烂了，但是真正理解企业文化和实施企业文化战略的企业并不多，而华为就是其中之一。企业文化是华为之所以为华为的一个不可缺少的东西。华为的企业文化可以用这样的几个词语来概括：团结，奉献，学习，创新，获益与公平。华为的企业文化还有一个特点就是：做实。企业文化在华为不单单是口号，而且是实际的行动。
团结
任正非在《至新员工书》中写道：“华为的企业文化是建立在国家优良传统文化基础上的企业文化，这个企业文化粘合全体员工团结合作，走群体奋斗的道路。有了这个平台，你的聪明才智方能很好发挥，并有所成就。没有责任心，不善于合作，不能群体奋斗的人，等于丧失了在华为进步的机会。”华为非常厌恶的是个人英雄主义，主张的是团队作战，“胜则举杯相庆，败则拼死相救。”
奉献
可以分为若干个层次，第一层次是为华为人奉献自己的价值，使自己的团队更加卓越。为员工提供良好的发展前途，在本土企业中无出其右。第二层次是为自己的客户奉献价值，一方面通过自己的产品为客户创造价值；另一方面，华为的营销手段已经超越了大多企业的吃喝玩乐拿模式，而采用了“营销+咨询”的模式，为客户提供电信运营解决方案。第三层次是要为整个社会、整个社区奉献华为的价值。实现这个价值华为主要通过两个方面来进行，一个是生产出优质的产品，另外一个是设立各种回报社会的基金，如寒门学子奖学金等。
学习
在通讯行业，技术更新速度之快，竞争之激烈是其他行业不能比拟的。要是华为学习能力不强，就一定会被淘汰。而对于学习，华为也有自己的观点：“世上有许多“欲速则不达“的案例，希望您丢掉速成的幻想，学习日本人踏踏实实、德国人一丝不苟的敬业精神。现实生活中能把某一项技术精通是十分难的。您想提高效益、待遇，只有把精力集中在一个有限的工作面上，不然就很难熟能生巧。您什么都想会、什么都想做，就意味着什么都不精通，做任何一件事对您都是一个学习和提高的机会，都不是多余的。努力钻进去兴趣自然在。我们要造就一批业精于勤、行成于思，有真正动手能力和管理能力的干部。机遇偏爱踏踏实实的工作者。”华为经过17年的发展，基本成为一个学习型组织。
作为一名合格的华为营销人，必须具备诸方面的知识，比如产品知识、专业知识、营销理论知识、销售技能技巧知识、沟通知识等。而对于任何一个人来说，这些知识不可能是先天具备的。这就要求华为人员必须具备良好的学习能力，而且还要养成学习的习惯；不然，在通信市场日益变化且竞争日趋激烈的今天，华为将注定失败。
创新
华为公司推崇创新。17年来，华为对创新孜孜追求。华为对创新也形成了自己的观点：其一、不创新是华为最大的风险。这个观点是对创新的肯定。因为华为的研发能力与国外同行相比差距很大，有人据此认为华为没有必要创新。其二，华为创新的动力来自于客户的需求和竞争对手的优秀，同时也来自于华为内部员工的奋斗。这个观点解决了华为创新动力来源的问题，为华为找到了开启创新之门的钥匙。其三，创新的内容主要在技术上和管理上。目前后者是关键。这个观点回答了华为要在什么地方创新。其四，在创新的方式，主张有重点，集中力量，各个击破；主张团队作战，不赞成个人英雄主义。这个观点解决了华为的创新方式。集中了华为的有限力量，为确保华为创新的成功提供了方法保障。
获益与公平
获益是华为文化的核心、基础。任正非说“华为企业文化建立的一个前提是要建立一个公平、合理的价值评价体系与分配体系”。获益的含义是对于为华为奉献的员工华为会给予回报。拿任正非的话来讲就是“我们崇尚雷锋、焦裕禄精神，并在公司的价值评价及价值分配体系中体现，决不让雷锋们、焦裕禄们吃亏，奉献者定当得到合理的回报”。华为绝对相信重奖之下必有勇夫，华为的工资水平在深圳是最高的，在全国的同行也是最高的，因为华为相信高工资是最大的激励。
“狼性”与做实的企业文化是华为之所以为华为的根本。
读了本文，让我心涌澎湃，让我去认认真真踏踏实实学习测试技术与管理，发誓两年后要有足够的信心与能力去华为面试，不为别的只为那：一种“狼性”精神，一种获益与公平的企业制度，一种学习，团队合作，贡献，创新的氛围......
---华为软件测试部分试题:
What are the benefits of using a router to segment the network at a main office? (Select two options.)
A. Broadcasts are not forwarded across the router.
B. Broadcasts are eradicated.
C. Adding a router to the network decreases latency.
D. Filtering can occur based on Layer 3 information.
E. Routers are more efficient than switches.
You are a network administrator. You must configure a new subnetwork at the branch office. You have been provided with the subnet mask of 255.255.255.224. You want to assign IP addresses to hosts on the subnet.
Which of the following IP addresses would you use? (Choose 3 answers.)
A. 16.23.118.63
B. 87.45.16.159
C. 92.11.178.93
D. 134.178.18.56
E. 192.168.16.87
F. 217.168.166.192
What are the characteristic of link state routing protocols? (Choose 3 answers.)
A. The exchange of advertisement is triggered by a change in the network.
B. All routers exchange routing tables with each other in a multipoint network.
C. Packets are routed based upon the shortest path to the destination.
D. Paths are chosen depending on the cost efficiency factor.
E. Every router in an OSPF area is capable of representing the entire network topology.
F. Only the designated router in an OSPF area can represent the entire network topology.
Which of the following are typical Layer 2 encapsulations for a WAN link? (Choose 3 answers.)
A. Ethernet
B. PPP
C. Token Ring
D. HDLC
E. Frame Relay
F. POTS
what are the basics of distance vector and link state routing protocols?
(Choose 2 answers.)
A. Distance vector protocols send the entire routing table to directly connected neighbors.
B. Distance vector protocols are responsible for sending updates to all networks listed in the routing table.
C. Link state protocols are responsible for sending the entire routing table to the whole network.
D. Link state protocols send updates regarding their own links status to all other routers on the network.
Which of the following statements is true regarding the split horizon rule?
A. Distance vector protocols need fall back routes that are responsible for momentary loops.
B. Networks can only remain fully operational provided all information is sent out all active interfaces.
C. Each AS must keep routing tables converged to avoid dead routes from being advertised.
D. Information about a route should not be sent back in the direction from which the original update came.
E. Only routers can split boundaries (horizons) between concentric networks.
You have subnetted the 213.105.72.0 network with a /28 mask. How many usable subnetworks and usable host addresses per subnet will be provided?
A. 2 networks with 62 hosts
B. 6 networks with 30 hosts
C. 16 networks and 16 hosts
D. 62 networks and 2 hosts
E. 14 networks and 14 hosts
What could you use to prevent rooting loops in the network when configuring the network using a distance vector routing protocol? (Choose 2 answers.)
A. Spanning Tree Protocol
B. Shortest path first tree
C. Link-state advertisements (LSA)
D. Hold-down timers
E. Split horizon
F. VRP
Which of the following statements are characteristic of a typical VLAN arrangement? (choose 3 answers.)
A. VLANs logically divide a switch into multiple, independent switches at Layer 2.
B. Trunk links can carry traffic for multiple VLANs.
C. VLAN implementation significantly increases traffic due to adding trunking information.
D. A VLAN can span multiple switches.
E. VLANs extend the collision domain to include multiple switches.
In which two types of OSPF networks does a Designated Router (DR) election take place? (Choose two)
A. Point-to-point
B. Nonbroadcast multi-access
C. Point-to-multipoint
D. Broadcast multi-access
What are the three general address types of IPv6? (Choose three)
A. Private
B. Unicast
C. Broadcast
D. Public
E. Multicast
F. Anycast
Which information is found in an OSPF type 3, network summary link LSA?
A. Summary of routes in the AS.
B. Summary of link state sin an OSPF area.
C. Summary of IP subnets in an OSPF area.
D. Summary of metric coast from ABR to ASBR.
Which statements are true regarding on OSPF link state database? (Choose three)
A. Each router has an identical link state database.
B. External routes are imported into a separate link state database.
C. Synchronization of link state databases is maintained via flooding of LSAs.
D. Information in the link state database is used to build a routing table by calculating a shortest-path tree.
E. Link state databases are refreshed every 10 minutes in the absence of topology changes.
Which two of the Spanning Tree protocol (STP) states are affected by the forward delay parameter?
A. Blocking
B. Listening
C. Disabled
D. Forwarding
E. Learning
Which statement describes Virtual Router Redundancy Protocol (VRRP)?
A. A VRRP group has one master and at least one standby virtual router.
B. A VRRP group has one master and one more backup virtual routers.
C. A VRRP group has one active and one more standby virtual routers.
D. A VRRP group has one active and one backup virtual router.
How does a non-Root switch choose its Root Port?
A. It chooses the port with the lowest cumulative Path Cost to the Root Bridge.
B. It chooses the port with the highest cumulative Path Cost to the Root Bridge.
C. The port receives an inferior BPDU from a neighboring switch on a shard LAN segment.
D. The port receives a BPDU announcing a higher Root Path Cost from a neighboring switch on a shared
LAN segment.
Which well-defined routing protocol would a network administrator configure on multicast routes when member routes are widely dispersed?
A. Distance Vector Multicast Routing Protocol (DVMRP)
B. Protocol Independent Multicast Dense Mode (PIM-DM)
C. Multicast Open Shortest Path First (MOSPF)
D. Protocol Independent Multicast Sparse Mode (PIM-SM)
E. Core-Based Trees (CBT)
TACACS+ uses which of the following protocols to communicate?
A. UDP
B. CDP
C. TCP
D. DES
Which WAN connections are typically employed at telecommuter sites? (Choose three)
A. Asynchronous dial-up
B. ISDN BRI
C. Leased lines
D. HDSL
E. Cable modems
F. ADSL
Which three are responsible of IKE in the IPSec protocol? (Choose three)
A. Negotiating protocol parameters
B. Packet encryption
C. Exchanging public keys
D. Integrity checking user hashes
E. Authenticating both sides of a connection
F. Implementing tunnel mode
Which two statements about Frame Relay subinterface configurations are true?
A. Any IP address must be removed from the physical interface.
B. Subinterface is configured either multipoint or point-to-point.
C. The physical interface and subinterface can each be configured with IP addresses.
D. The configuration must be added to the D channel.
What are the benefits of replacing a hub with a bridge and segmenting the network?
A. It increases the number of collision domains.
B. It decreases the number of collision domains.
C. It increases the number of broadcast domains.
D. It decreases the number of broadcast domains.
What are three characteristics of a Autonomous System (AS) in a BGP network? (Choose three)
A. Within an AS, all routers must run either BGP or IBGP.
B. An AS uses exterior gateway protocols (EGPs) to exchange information with other autonomous systems.
C. An AS is a group of routers under the same technical administration.
D. Within an AS, routes learned through BGP can be redistributed using interior gateway protocols.
E. Within an AS, routers learned through an interior protocol cannot be redistributed using BGP to otherautonomous systems.
what is true about BGP communities?
A. Communities are tagged by default in outgoing updates.
B. Communities can only be used within one autonomous system.
C. Communities are a means of tagging routes to ensure consistent filtering.
D. Communities perform summarization of blocks of contiguous network prefixes.
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