自从2013年3月中旬进入万学教育海文考研成为咨询师以来，到现在为止，时间已经过去了四个多月。在这段时间里，自己身心俱疲，同时也一直承受着相当大的压力，每天可以说是起早贪黑，很少休息，在这四个多月里，自己的休息天数应该没有超过10天。虽然生活的这么辛苦，但是自己感到非常充实，从这个工作当中，自己也学到了很多东西，掌握了丰富的知识，而且也认识了一批才华横溢的同事，接下来我就大概讲述一下这几个月以来的生活。

(Since I became a counselor after entering into Haiwen postgraduate examination Universal Education in the middle of March, 2013, so far, I have worked here for over four months. In this period, my body and mind both were exhausted. Simultaneously I also still was bearing rather big pressure. I worked, as it were, from dawn to night, and hardly had a rest. I shouldn’t have a rest for more than ten days among four months. Despite my life was so laborious, but I felt very rich. I also have learnt many things, grasped abundant knowledge, moreover and known a batch of talented colleagues from this job. In the following I just briefly narrate last four months’ life.)

从三月中旬到4月中旬，这期间自己一直在学习各种知识，为今后的咨询打下非常坚实的理论基础。学习的方法就是背诵，每天自己都会找一个安静的地方来背诵公司下发的文稿，首先背诵的是考研的基本知识和政治、英语、数学以及专业课的学习方法，接下来依次就是万学的师资情况、万学的领先优势、万学的发展历程、考研的全流程、钻石卡服务体系、经济和管理类专业相关知识。每背完一个部分，上司就会进行考核，来检验你的背诵效果，只有阶段考核过了之后，你才能背下一个部分。当时自己每天从早背到晚，不知死了多少脑细胞，虽然很累，但是我觉得这是值得的，因为你只有拥有非常丰富的理论知识，你才能体现出你自己的专业性和权威性，客户才可能会相信你并进而购买你的服务。总体而言，这个时期就是一个准备阶段。

(From the middle of March to the middle of April, in this period, I was still studying all kinds of knowledge in order to lay very substantial theoretical foundation for later consultation. The method of studying just was recitation, I looked for a quiet place to recite company‘ manuscripts every day. Firstly I recited postgraduate examination’s basic knowledge and studying methods of Politics、English、Mathematics and Professional course, then teacher situation of Universal、advanced advantage of Universal、developmental process of Universal、overall procedure of postgraduate examination、service system of diamond card、relative knowledge about economics and management majors in turn. The superior would examine you in order to assess your recitation result after you had recited one section. You just could recite next section only after you passed stage assessment. Then I recited these things from day to night, and didn’t know how many brain cells had died. Though I was very tired, however, I felt it worthy, because only you grasp very abundant theoretical knowledge, you just can embody your profession and authority, customers just will believe you and purchase your services. Overall, it’s a preparation stage.)

然后从4月中旬一直到7月上旬，这个期间就是一个实战阶段，在这个期间自己总共咨询了80多个学生，几乎每天都有学生咨询。咨询的时候首先是帮助他们解决他们自己的问题，比如各科学习方法问题、院校专业信息问题、钻石卡课程服务问题等等，然后再根据他们的情况向他们推荐合适的课程服务。这段期间，自己负责的学校首先是中国矿业大学和华北电力大学，然后是中华女子学院和北京服装学院，有时候因为学生嫌距离太远，不想来总部咨询，自己就不得不跑到学校去咨询他们，不过大部分时间都是在总部咨询。在咨询学生之前，一般要获取足够多的学生资源，自己有以下几种渠道去获取学生资源。首先是公司下发的学生名单，这是最重要和数量最多的学生资源，名单里的一部分学生资源是课程顾问在学校做活动时收集的，这些活动包括考研讲座、考研咨询会等等；名单里另外一部分学生资源就是咱们以前或现在的学员。第二种学生资源就是课程顾问和代理推荐的学生。第三种学生资源就是学员和考研网站推荐的学生。第四种学生资源就是主动过来咨询的学生。后三种学生资源虽然数量比较少，但是学生一般都有报班意向，所以质量比较高。除了第四种学生资源以外，我在获取前三种学生资源以后，我都需要逐一地给他们打电话，询问他们的备考情况，并且邀请他们来总部咨询。另外如果学生近段时间比较忙，那么我就记下这个学生的信息，以后再打电话联系。同时如果我咨询完了学生以后，学生表示会考虑一下课程，我就需要以后多次打电话和学生保持联系。所以我几乎每天都会打很多电话，通过这种方式来和学生保持接触。除了向学生推荐课程体系之外，我有时候还需要给学生提供一些额外服务。按理说学生购买服务后应由服务部提供服务，但在服务部正式接手之前，学生的服务是由咨询师暂时提供，比如提供课表、发放学习资料等等。此外有时候甚至还要帮助学生寻找房源信息，来帮助学生解决住宿问题。虽然这些服务并不属于自己的正常工作范围，但是学生在我这里报了名，我就有责任使我的学生满意，使他们觉得这个服务物有所值，自己也才会问心无愧。

(Then from the middle of April to the early of July, it’s a practical stage. Totally over 80 students had consulted me in this stage, students consulted me almost every day. In overall process, firstly I helped them to solve their own problems such as four subjects’ studying method problem、university and major information problem、diamond card course service problem etc, then recommended appropriate course service to them according to their situation. In this stage, firstly I was in charge of China Mining University and North China Electric Power University, then China Women’s University and Beijing Institute of Fashion Technology. Sometimes because students minded very far distance between universities and headquarters, they didn’t want to consult me in the headquarters. I had to go to university for helping them, but they consult me in the most of time in the headquarters. Generally I should acquire enough many student resources before consulting students. I had follow-mentioned several channels to acquire student resources. The first channel was student list that our company provided, it’s the most important and most student resources. In the list, course consultants collected some student resources by conducting activities in the university, these activities included postgraduate examination lectures and postgraduate examination consulting meeting etc. Other student resources in the list just were our past or now customers. The second kind of student resources just was students whom course consultants or agents recommended to me. The third kind of student resources just was students whom our customers or postgraduate examination websites recommended to me. The fourth kind of student resources just was students who came to consult me on their own initiative. Despite the latter three kinds of student resources were less, however, generally students had intention to enroll course, so student quality was relatively high. Except the fourth kind of student resources, I need to call them for inquiring their examination preparation situation and inviting them to headquarter for consultation one by one after acquiring the first three kinds of student resources. Moreover if students are relatively busy in recent time, I just wrote down these students’ information for calling them in the future. Simultaneously after if students had consulted me, student would consider enrolling course, I just need to call students many times for keeping in touch with students in the future. So I made many calls to keep in touch with students almost every day. Besides I recommended course system to students, sometimes I still need to provide students with some extra services. Arguably service department provides services to students after students had bought services, but counselors temporarily provide services to students before service department officially take over the duties. These services include providing course timetable and studying materials to students etc. What’s more, sometimes I even need to help students for looking for house resource information in order to help student to solve accommodation problems. Although these services didn’t belong to my own normal working scope, but students enrolled course by my introduction, I just had responsible to satisfy my students to make them feel the value for money, I just can have a clear conscience.)

最后是从7月上旬一直到7月下旬，这个期间是暑假课堂营销阶段。大部分学生在暑假期间要上大班课，这个课程的班级人数达到500到1200人期间，一般在学校大礼堂或者体育馆上课，自己的主要工作就是去守着这个大班课，如果上课学生有相应的考研问题，自己就会解答他们的问题，并向他们推荐相应的专业课课程服务。在这期间，自己一直在背我们的专业课服务体系及相关问题解答、工学、法学、理学的简略综合知识，背这些内容也是为了能更好地回答学生所提出的问题。

(At last, from the early of July to the late of July, this period is summer holiday classroom marketing stage. The most of students should have large-class course in the summer holiday, this course’s class people number ranges from 500 to 1200, this course generally is hosted in big auditorium of university or gymnasium. My main task was to watch the large-class course. If students had corresponding postgraduate examination problems, I just answered their questions, and recommended corresponding professional course service to them. In this stage, I still was reciting our professional course service system and relative questions’ answers, engineering、law and science’s brief comprehensive knowledge in order to answer students’ questions better.)

在咨询之余，自己平时也一直在收集和整理各个学校专业的信息。每咨询完一个学生，我就会整理这个学生所报考专业的信息。首先我会查找这个专业排名前三的大学，再加上北京地区这个专业排名靠前的大学，之后搜集这些大学这个专业的往年的报名人数、招生人数、推免人数和报录比等等信息，最后将这些信息整合在一个文档里，于是这样就整理好了一个专业的热门学校考研信息。同时在不断的咨询过程当中，自己也会不断地更新这个专业的热门学校考研信息或者加上其他的大学。到现在为止，自己已经整理好了32个专业的热门学校考研信息，几乎涵盖了所有的热门专业，比如金融学、会计学、信息与通信工程、计算机科学与技术、行政管理、财政学、材料科学与工程、法学、教育学、企业管理、心理学、新闻传播学等等专业。在整理专业信息的同时，自己也会将相应大学的招生简章、招生专业目录、参考书目、复试分数线、报录信息统计等信息下载到电脑里，然后放到相应大学的文件夹里，到目前为止，自己也已经整理好了64个大学文件夹，涵盖了中国大陆所有顶尖名校，比如清华大学、北京大学、中国人民大学、北京理工大学、北京师范大学、北京航空航天大学、复旦大学、上海交通大学、同济大学、西安交通大学、武汉大学、南开大学、哈尔滨工业大学、中山大学、中南大学、厦门大学等等大学。在这过程中，自己的学校和专业知识也愈加丰富。

(Except consultation, I was still collecting and arranging many university majors’ information at ordinary times. I just arranged information of the major that this student chose after consulting a student every time. Firstly I just sought top-three ranking university about this major, then added ahead-ranking university about this major in the Beijing region, in the following I collected these universities about this major’s past registration number、enrollment number、exemption number and the ratio of enrollment number to registration number or other information, finally I put these information into a document, so, I just finished arranging hot university postgraduate examination information about a major. At the same time I also would continuously update hot university postgraduate examination information about this major or add other universities into document in continue consultation process. So far, I have already arranged hot university postgraduate examination information about 32 majors that almost contain all hot majors such as Finance、Accounting、Information and Communication Engineering、Computer Science and Technology、Administrative Management、Public Finance、Materials Science and Engineering、Law、Education、Business Management、Psychology、Journalism and Communication or other majors. When I was arranging major information, I also would download corresponding universities’ enrollment general regulations、enrollment major directories、bibliographies、retest minimum passing score、registration and enrollment information statistics or other information into my computer, then I put them into corresponding universities’ folders. So far, I also already have arranged folders about 64 universities that cover Chinese Mainland’ top universities such as Tsinghua University、Beijing University、Renmin University of China、Beijing Institute of Technology、Beijing Normal University、Beijing University of Aeronautics and Astronautics、Fudan University、Shanghai Jiao Tong University、Tongji University、Xi’an Jiao Tong University、Wuhan University、Nankai University、Harbin Institute of Technology、Zhongshan University、Central South University、Xiamen University or other universities etc. I grasped richer and richer knowledge about university and major during this process.)

除了全日制的考研咨询，自己也会偶尔咨询考MFA的学生，MFA就是在职艺术硕士。我只参加了一天的MFA营销活动，不过这一天很令人难忘。2013年7月14日，我们大部分咨询师在北京师范大学的MFA的报名信息确认现场向学生推销我们的MFA课程，这是现场营销，需要我们在短时间之内迅速的销售出我们的课程，这是对我们销售能力的极大锻炼。同时现场保安也会驱赶我们，因此这也磨练了我们的心理素质和抗打击能力，而且那一天也是烈日炎炎，这也锻炼了我们的体能。总体来说，那一天虽然身体和心灵都很累，但是却意义非凡。

(Besides examination consultation about full-time postgraduate, Students who register for MFA examination also occasionally consulted me. MFA just is Master of Fine Arts. I only took part in MFA marketing activity for one day, but this day is memorable. In July 14^th, 2013, the majority of counselors peddled our MFA course to students in MFA’s registration information confirmation place of Beijing Normal University, which was site marketing, it need us to sell out our course quickly in short time, it enormously exercised our sales capabilities. Simultaneously guards also cleared us out. Therefore it also tempered our psychological diathesis and anti-striking capacities. What’s more, the sun was shining fiercely in that day, it also exercised our stamina. In conclusion, despite my body and mind both were very tired in that day, but it was very significant.)

到现在为止，自己总共报名13个学生，销售额共计11万7千多元。在万学的这段期间，自己几乎把所有的心思都放在了工作上，几乎没有自己的个人时间。而且自己几乎把所有的时间都放在了与学生的沟通上，所以这也不可避免的忽视了与其他人的沟通。虽然自己很努力，也牺牲和付出了很多东西，但是业绩却没有达到自己的期望水平，说实话真的很令人失望。我想我应该走在了一条并不适合自己的道路上，才让自己走得如此艰难。我判断一个工作是否是好工作有三个标准，分别是这个工作带给我的物质和精神回报（A）、我是否喜欢这个工作（B），我是否擅长做这个工作（C）。虽然我可以为了实现将来的理想，而使自己强制的喜欢上某项工作，但是却没有考虑到我是否适合做这份工作。以前是把A放在了第一位，B放在了第二位，C放在了第三位；现在我应该把C放在第一位，A放在第二位，B放在第三位。这样排序以后，我相信自己未来的人生之路会更加顺利。

(So far, totally I have made 13 students enroll course, sales volume is over one hundred and seventeen thousand Yuan. I almost put all energies into my job during working in Universal, and hardly had my own private time. Moreover I almost spent all time in keeping in touch with students, so I inevitably neglected the communication with other people. Though I was very studious, and also sacrificed and paid many things, however, I didn’t acquire my own expectable achievement, to tell the truth, I was very disappointed. I think that I am walking in the path where don’t fit me, it just makes me trudge in the road so difficultly. I have three standards to judge what a good job is. They are material rewards and spiritual rewards that this job brings to me(A)、whether I like this job or not(B)、whether I am good at doing this job or not(C) respectively. Despite I can compulsively make me like this job for realizing my future dreams, but I don’t consider whether I am suitable for doing this job or not. I previously put A in the first place, putting B in the second place, and put C in the third place. Nowadays I should put C in the first place, putting A in the second place, and put B in the third place. I believe that I will walk in my future life road more smoothly after adjusting the sequence.)