第一篇：贾伯斯对史丹佛毕业生的演讲稿
賈伯斯對史丹佛畢業生的演講稿——值得閱讀的一篇文章
權力、死亡與大學： 蘋果執行長賈伯斯的人生三堂課
賈伯斯在二○○五年六月十二日應邀參加與他關係最深厚的史丹佛大學畢業日，並在典禮上發表的演講稿。演說過後不但全文在電子郵件世界中廣為流傳，同時著名的《財星》雜誌也在二○○五年九月號轉載。臉譜出版編輯室為饗讀者，特別取得《今周刊》授權，於《i狂人賈伯斯》一書中轉載演講全文，此篇中文譯文原刊於《今周刊》449期。
賈伯斯史丹佛演講稿_全文
權力、死亡與大學： 蘋果執行長賈伯斯的人生三堂課
今天，我很榮幸來到全球第一流大學的畢業典禮。我沒從大學畢業，老實說，這是我離大學畢業最近的一刻。今天我只說三個故事，不談大道理，就這三個故事。
第一個故事，是人生的點點滴滴如何串在一塊。
我在里德學院念了六個月就辦休學了。退學前，一共休學十八個月。我為什麼休學？
故事要從我出生前談起。我的親生母親是大學研究生，年輕的未婚媽媽，她打算讓別人收養我，更相信應該讓擁有大學學歷的夫婦收養我。我出生時，她就準備由一對律師夫婦收養我。但這對夫妻最後一刻反悔了，他們想要女孩。所以在等待收養名單上的一對夫妻，在半夜裡接到一通電話，問他們：「有一個意外出生的男孩，你們要認養他嗎？」他們說：「當然。」
後來我的生母發現，我現在的媽媽從來沒有大學畢業，我現在的爸爸則連高中畢業也沒有，她拒絕在認養文件上簽名同意。直到幾個月後，我的養父母同意將來一定讓我上大學，她才軟化態度。
十七年後，我真的上大學了。但我無知地選一所學費幾乎跟史丹佛一樣貴的學校。
我的藍領階級父母，把所有的存款都花在我的學費。六個月後，我看不出念大學的價值到底在哪裡。那時候，我不知道這輩子要幹什麼，也不知道念大學能對我有什麼幫助，而且我為了讀大學，花光父母畢生的積蓄，我決定休學，相信船到橋頭自然直。
在那時候，這是個讓人害怕的決定；但現在來看，卻是我這輩子下過最好的決定之一。休學後，再也不上無趣的必修課，直接聽我愛的課。只是這一點兒也不浪漫。我沒有宿舍，我得睡在朋友家的地板，靠回收可樂瓶罐的五先令填飽肚子，到了星期天晚上走七哩遠的路，繞去印度教的 Hare Krishna 神廟吃頓大餐。但那時我追尋的興趣，現在看來都成了無價之寶。
比如說，里德學院擁有幾乎是全國最好的英文書法課程〈caligraphy instruction〉。校園裡的海報、教室抽屜的標籤，都是美麗的手寫字。我休學去學書法了，學了serif 與san serif 字體，學會在不同字母的組合間變更字間距，學到活版印刷偉大的地方。書法的歷史與藝術，是科學文明無法取代的，令我深深著迷。
我從沒想過這些字，會在將來影響我的人生。但十年以後，當我設計第一台麥金塔電腦，腦袋浮想當時所學的東西，把這些字體都放進了麥金塔裡，這是第一台能印出漂亮字體的電腦。如果我沒愛上書法課，麥金塔就不會有這麼多變化的字體。
後來Windows〈視窗作業系統〉抄襲了麥金塔，如果當年我沒這樣做，大概世界上的電腦都不會有這些東西，印不出我們現在看到的美麗字體了。當然，當年還在學寫字時，是不可能把這些點點滴滴先串在一起，但是十年後回顧，一切就自然、清楚地發生了。
我得強調，你不能先把這些人生點滴兜在一塊；惟有將來回顧時，你才會明白這些點點滴滴是怎麼串聯的。你得要相信現在體會的一切，未來多少會連接在一塊。你得信任某個東西，直覺、命運，或是因果也好。這種作法從來沒讓我失望，更豐富了我的生命。
第二個故事，是愛與失去。
我很幸運，年輕時就知道自己愛做什麼。二十歲時，我跟沃茲一起在我家的車庫開創了蘋果電腦。咱們拚了老命工作，蘋果十年內從一間車庫、兩個年輕小夥子，擴展為一家員工超過四千人、二十億美元營業額的公司。在此前一年，我們推出了最棒的作品——麥金塔，而就在我正要踏入人生的第三十個年頭，結果是我被開除了。
自己創辦的公司，怎麼會開除自己？好吧，當蘋果電腦日益擴大，我聘請一位在經營上頗有才華的傢伙，他在頭幾年確實也幹得不錯。但我們對願景有很不同的想法，鬧到分道揚鑣；董事會站在他那邊，炒了我魷魚，還公開把我請出公司。我整個生活重心的東西頓時消失了，完全不知所措。
在這幾個月裡，我實在不知該如何是好，更覺得令企業界前輩失望了：他們傳給我的接力棒，掉了。我找了創辦HP的派克（David Packard）、創辦英特爾的諾宜斯（Bob Noyce），跟他們說我把事情搞砸了，甚至想離開矽谷。但我的想法逐漸變了，我發現我仍然愛著曾做過的事業，在蘋果的日子一點兒也沒有改變我愛的事。即使人們否定我，可是我還是愛做那些事情，所以我決定從頭來過。
那時候我不知道，但現在回過頭看，蘋果開除我卻是我人生最好的經歷。從頭來過的輕鬆替代了成功的沉重，釋放了我，讓我自由自在進入這輩子最有創意的年代。
接著的五年，我創辦了NeXT，又開了皮克斯，也墜入了情網。皮克斯製作世上第一部全電腦動畫電影《玩具總動員》，現在已是全球最成功的動畫公司。接著我的人生大轉彎，蘋果購併了NeXT，我重回了蘋果，而NeXT發展的技術更成為反敗為勝的關鍵。同時間，我也有了幸福的家庭。
我敢打包票，蘋果沒開除我的話，這些事絕不會發生。這是帖苦藥，可是我需要這個苦。人生有時就像掉了塊磚頭砸到你，但不要失去信心。你得找到你的最愛，工作是如此，愛情也是如此。
第三個故事是死亡。
十七歲時讀到的一則格言影響了我：「把每一天都當成生命中的最後一天，你終會找到人生的方向。」過去三十三年，每天早上我都會攬鏡自問：「如果今天是我人生的最後一天，那我要做些什麼？」當我多天都得到「沒事做」的答案，該改變了。
提醒自己快死了，是我在判斷重大決定時，最重要的工具。因為幾乎每件事，所有外界期望、所有名譽、所有對困窘或失敗的恐懼，在面對死亡時，全都消失了，只有最重要的東西才會留下。用死亡提醒自己，是避免陷入害怕失去的欲望陷阱，最好的方法。生不帶來，死不帶去，為什麼不順心而為。
一年前，我被判定得了癌症。早上七點半做斷層掃描時，發現胰臟裡出現腫瘤，我甚至不知道胰臟是用來做什麼的。醫生告訴我，幾乎確定是不治之症，大概活不過三到六個月了。醫生要我回家，好好跟家人相聚，醫生面對臨終病人總是這樣說。這代表你得在幾個月內，把將來十年想跟小孩說的話講完，你真的得說再見了。
我滿腦子都是這個判我死刑的診斷。到了晚上做了一次切片，內視鏡從喉嚨伸進胃再到腸子，還插了根針到胰臟取出腫瘤細胞。打了鎮靜劑後我不省人事，但是我太太陪著我，看著醫生檢查。她跟我說，當醫生查看癌細胞後喜極而泣，因為那是非常少見的胰臟癌，可以用外科手術切除。我現在完全康復了。
那是我最靠近死神的一刻，希望也是未來幾十年最接近的一次。徘徊死亡關卡後，我更要告訴大家：沒有人想死，即使那些想上天堂的人，也想活著上天堂。但死亡是我們共同終點，沒人逃得過。死，更是生命最偉大的發明，是送舊迎新、傳承生命的媒介。現在新生代是你們，但不久的將來，你們也會年華老去，離開人生的舞台。抱歉形容得這麼戲劇化，但這是真的。
生命短暫，不要浪費時間活在別人的陰影裡；不要被教條所惑，盲從教條等於活在別人的思考；不要讓他人的噪音壓過自己的心聲。最重要的，有勇氣跟著自己的內心與直覺。
第二篇：Steve Jobs于2005年对史丹佛毕业生演讲全文
Steve Jobs: Commencement Address at Stanford University Steve Jobs于2005年对史丹佛毕业生演讲全文
史蒂夫·保罗·乔布斯（Steve Paul Jobs，1955年2月24日出生－）是苹果电脑的現任首席執行長(首席执行官)兼創辦人之一。同時也是Pixar動畫公司的董事長及首席執行長。
Thank you.I'm honored to be with you today for your commencement from one of the finest universities in the world.Truth be told, I never graduated from college, and this is the closest I've ever gotten to a college graduation.Today, I want to tell you three stories from my life.That's it.No big deal.Just three stories.The first story is about connecting the dots.I dropped out of Reed College after the first six months, but then stayed around as a drop-in for another 18 months or so before I really quit.So why did I drop out?
It started before I was born.My biological mother was a young, unwed graduate student, and she decided to put me up for adoption.She felt very strongly that I should be adopted by college graduates, so everything was all set for me to be adopted at birth by a lawyer and his wife--except that when I popped out they decided at the last minute that they really wanted a girl.So my parents, who were on a waiting list, got a call in the middle of the night asking, “We've got an unexpected baby boy;do you want him?” They said, “Of course.” My biological mother found out later that my mother had never graduated from college and that my father had never graduated from high school.She refused to sign the final adoption papers.She only relented a few months later when my parents promised that I would go to college.This was the start in my life.And 17 years later I did go to college.But I naively chose a college that was almost as expensive as Stanford, and all of my working-class parents' savings were being spent on my college tuition.After six months, I couldn't see the value in it.I had no idea what I wanted to do with my life and no idea how college was going to help me figure it out.And here I was spending all of the money my parents had saved their entire life.So I decided to drop out and trust that it would all work out okay.It was pretty scary at the time, but looking back it was one of the best decisions I ever made.The minute I dropped out I could stop taking the required classes that didn't interest me, and begin dropping in on the ones that looked far more interesting.It wasn't all romantic.I didn't have a dorm room, so I slept on the floor in friends' rooms.I returned coke bottles for the five cent deposits to buy food with, and I would walk the seven miles across town every Sunday night to get one good meal a week at the Hare Krishna temple.I loved it.And much of what I stumbled into by following my curiosity and intuition turned out to be priceless later on.Let me give you one example:
Reed College at that time offered perhaps the best calligraphy instruction in the country.Throughout the campus every poster, every label on every drawer, was beautifully hand calligraphed.Because I had dropped out and didn't have to take the normal classes, I decided to take a calligraphy class to learn how to do this.I learned about serif and san serif typefaces, about varying the amount of space between different letter combinations, about what makes great typography great.It was beautiful, historical, artistically subtle in a way that science can't capture, and I found it fascinating.None of this had even a hope of any practical application in my life.But ten years later, when we were designing the first Macintosh computer, it all came back to me.And we designed it all into the Mac.It was the first computer with beautiful typography.If I had never dropped in on that single course in college, the “Mac” would have never had multiple typefaces or proportionally spaced fonts.And since Windows just copied the Mac, it's likely that no personal computer would have them.If I had never dropped out, I would have never dropped in on that calligraphy class, and personal computers might not have the wonderful typography that they do.Of course it was impossible to connect the dots looking forward when I was in college.But it was very, very clear looking backwards 10 years later.Again, you can't connect the dots looking forward;you can only connect them looking backwards.So you have to trust that the dots will somehow connect in your future.You have to trust in something--your gut, destiny, life, karma, whatever--because believing that the dots will connect down the road will give you the confidence to follow your heart, even when it leads you off the well-worn path, and that will make all the difference.My second story is about love and loss.I was lucky--I found what I loved to do early in life.Woz1 and I started Apple in my parents' garage when I was 20.We worked hard, and in 10 years Apple had grown from just the two of us in a garage into a two billion dollar company with over 4000 employees.We'd just released our finest creation--the Macintosh--a year earlier, and I had just turned 30.And then I got fired.How can you get fired from a company you started? Well, as Apple grew we hired someone who I thought was very talented to run the company with me, and for the first year or so things went well.But then our visions of the future began to diverge and eventually we had a falling out.When we did, our Board of Directors sided with him.And so at 30, I was out.And very publicly out.What had been the focus of my entire adult life was gone, and it was devastating.I really didn't know what to do for a few months.I felt that I had let the previous generation of entrepreneurs down--that I had dropped the baton as it was being passed to me.I met with David Packard and Bob Noyce and tried to apologize for screwing up so badly.I was a very public failure, and I even thought about running away from the valley.But something slowly began to dawn on me: I still loved what I did.The turn of events at Apple had not changed that one bit.I had been rejected, but I was still in love.And so I decided to start over.I didn't see it then, but it turned out that getting fired from Apple was the best thing that could have ever happened to me.The heaviness of being successful was replaced by the lightness of being a beginner again, less sure about everything.It freed me to enter one of the most creative periods of my life.During the next five years, I started a company named NeXT, another company named Pixar, and fell in love with an amazing woman who would become my wife.Pixar went on to create the world's first computer-animated feature film, Toy Story, and is now the most successful animation studio in the world.In a remarkable turn of events, Apple bought NeXT, and I retuned to Apple, and the technology we developed at NeXT is at the heart of Apple's current renaissance.And Laurene and I have a wonderful family together.I'm pretty sure none of this would have happened if I hadn't been fired from Apple.It was awful tasting medicine, but I guess the patient needed it.Sometime life--Sometimes life going to hit you in the head with a brick.Don't lose faith.I'm convinced that the only thing that kept me going was that I loved what I did.You've got to find what you love.And that is as true for your work as it is for your lovers.Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work.And the only way to do great work is to love what you do.If you haven't found it yet, keep looking--and don't settle.As with all matters of the heart, you'll know when you find it.And like any great relationship, it just gets better and better as the years roll on.So keep looking--don't settle.My third story is about death.When I was 17, I read a quote that went something like: “If you live each day as if it was your last, someday you'll most certainly be right.” It made an impression on me, and since then, for the past 33 years, I've looked in the mirror every morning and asked myself: “If today were the last day of my life, would I want to do what I am about to do today?” And whenever the answer has been “No” for too many days in a row, I know I need to change something.Remembering that I'll be dead soon is the most important tool I've ever encountered to help me make the big choices in life.Because almost everything--all external expectations, all pride, all fear of embarrassment or failure--these things just fall away in the face of death, leaving only what is truly important.Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose.You are already naked.There is no reason not to follow your heart.About a year ago I was diagnosed with cancer.I had a scan at 7:30 in the morning, and it clearly showed a tumor on my pancreas.I didn't even know what a pancreas was.The doctors told me this was almost certainly a type of cancer that is incurable, and that I should expect to live no longer than three to six months.My doctor advised me to go home and get my affairs in order, which is doctor's code for “prepare to die.” It means to try and tell your kids everything you thought you'd have the next 10 years to tell them in just a few months.It means to make sure everything is buttoned up so that it will be as easy as possible for your family.It means to say your goodbyes.I lived with that diagnosis all day.Later that evening I had a biopsy, where they stuck an endoscope down my throat, through my stomach into my intestines, put a needle into my pancreas and got a few cells from the tumor.I was sedated, but my wife, who was there, told me that when they viewed the cells under a microscope the doctors started crying because it turned out to be a very rare form of pancreatic cancer that is curable with surgery.I had the surgery and, thankfully, I'm fine now.This was the closest I've been to facing death, and I hope it's the closest I get for a few more decades.Having lived through it, I can now say this to you with a bit more certainty than when death was a useful but purely intellectual concept: No one wants to die.Even people who want to go to heaven don't want to die to get there.And yet death is the destination we all share.No one has ever escaped it.And that is as it should be, because Death is very likely the single best invention of Life.It's Life's change agent.It clears out the old to make way for the new.Right now the new is you, but someday not too long from now, you will gradually become the old and be cleared away.Sorry to be so dramatic, but it's quite true.Your time is limited, so don't waste it living someone else's life.Don't be trapped by dogma--which is living with the results of other people's thinking.Don't let the noise of others' opinions drown out your own inner voice.And most important, have the courage to follow your heart and intuition.They somehow already know what you truly want to become.Everything else is secondary.When I was young, there was an amazing publication called The Whole Earth Catalog, which was one of the “bibles” of my generation.It was created by a fellow named Stewart Brand not far from here in Menlo Park, and he brought it to life with his poetic touch.This was in the late 60s, before personal computers and desktop publishing, so it was all made with typewriters, scissors, and Polaroid cameras.It was sort of like Google in paperback form, 35 years before Google came along.It was idealistic, overflowing with neat tools and great notions.Stewart and his team put out several issues of The Whole Earth Catalog, and then when it had run its course, they put out a final issue.It was the mid-1970s, and I was your age.On the back cover of their final issue was a photograph of an early morning country road, the kind you might find yourself hitchhiking on if you were so adventurous.Beneath it were the words: “Stay Hungry.Stay Foolish.” It was their farewell message as they signed off.Stay Hungry.Stay Foolish.And I've always wished that for myself.And now, as you graduate to begin anew, I wish that for you.Stay Hungry.Stay Foolish.Thank you all very much.今天，很荣幸来到各位从世界上最好的学校之一毕业的毕业典礼上。我从来没从大学毕业过，说实话，这是我离大学毕业最近的一刻。
今天，我只说三个故事，不谈大道理，三个故事就好。
第一个故事，是关于人生中的点点滴滴如何串连在一起。
我在里德学院（Reed College）待了六个月就办休学了。到我退学前，一共休学了十八个月。那么，我为什么休学？（听众笑）
这得从我出生前讲起。
我的亲生母亲当时是个研究生，年轻未婚妈妈，她决定让别人收养我。她强烈觉得应该让有大学毕业的人收养我，所以我出生时，她就准备让我被一对律师夫妇收养。但是这对夫妻到了最后一刻反悔了，他们想收养女孩。所以在等待收养名单上的一对夫妻，我的养父母，在一天半夜里接到一通电话，问他们「有一名意外出生的男孩，你们要认养他吗？」而他们的回答是「当然要」。后来，我的生母发现，我现在的妈妈从来没有大学毕业，我现在的爸爸则连高中毕业也没有。她拒绝在认养文件上做最后签字。直到几个月后，我的养父母保证将来一定会让我上大学，她的态度才软化。
十七年后，我上大学了。但是当时我无知地选了一所学费几乎跟史丹佛一样贵的大学（听众笑），我那工人阶级的父母将所有积蓄都花在我的学费上。六个月后，我看不出念这个书的价值何在。那时候，我不知道这辈子要干什么，也不知道念大学能对我有什么帮助，只知道我为了念这个书，花光了我父母这辈子的所有积蓄，所以我决定休学，相信船到桥头自然直。
当时这个决定看来相当可怕，可是现在看来，那是我这辈子做过最好的决定之一。（听众笑）
当我休学之后，我再也不用上我没兴趣的必修课，把时间拿去听那些我有兴趣的课。
这一点也不浪漫。我没有宿舍，所以我睡在友人家里的地板上，靠着回收可乐空罐的退费五分钱买吃的，每个星期天晚上得走七哩的路绕过大半个镇去印度教的Hare Krishna神庙吃顿好料，我喜欢Hare Krishna神庙的好料。
就这样追随我的好奇与直觉，大部分我所投入过的事务，后来看来都成了无比珍贵的经历（And much of what I stumbled into by following my curiosity and intuition turned out to be priceless later on）。举个例来说。
当时里德学院有着大概是全国最好的书写教育。校园内的每一张海报上，每个抽屉的标签上，都是美丽的手写字。因为我休学了，可以不照正常选课程序来，所以我跑去上书写课。我学了serif与sanserif字体，学到在不同字母组合间变更字间距，学到活字印刷伟大的地方。书写的美好、历史感与艺术感是科学所无法掌握的，我觉得这很迷人。
我没预期过学这些东西能在我生活中起些什么实际作用，不过十年后，当我在设计第一台麦金塔时，我想起了当时所学的东西，所以把这些东西都设计进了麦金塔里，这是第一台能印刷出漂亮东西的计算机。如果我没沉溺于那样一门课里，麦金塔可能就不会有多重字体跟等比例间距字体了。又因为Windows抄袭了麦金塔的使用方式（听众鼓掌大笑），因此，如果当年我没有休学，没有去上那门书写课，大概所有的个人计算机都不会有这些东西，印不出现在我们看到的漂亮的字来了。当然，当我还在大学里时，不可能把这些点点滴滴预先串连在一起，但在十年后的今天回顾，一切就显得非常清楚。
我再说一次，你无法预先把点点滴滴串连起来；只有在未来回顾时，你才会明白那些点点滴滴是如何串在一起的（you can't connect the dots looking forward;you can only connect them looking backwards）。所以你得相信，眼前你经历的种种，将来多少会连结在一起。你得信任某个东西，直觉也好，命运也好，生命也好，或者业力。这种作法从来没让我失望，我的人生因此变得完全不同。（Jobs停下来喝水）
我的第二个故事，是有关爱与失去。
我很幸运－年轻时就发现自己爱做什么事。我二十岁时，跟Steve Wozniak在我爸妈的车库里开始了苹果计算机的事业。我们拼命工作，苹果计算机在十年间从一间车库里的两个小伙子扩展成了一家员工超过四千人、市价二十亿美金的公司，在那事件之前一年推出了我们最棒的作品－麦金塔计算机（Macintosh），那时我才刚迈入三十岁，然后我被解雇了。
我怎么会被自己创办的公司给解雇了？（听众笑）
嗯，当苹果计算机成长后，我请了一个我以为在经营公司上很有才干的家伙来，他在头几年也确实干得不错。可是我们对未来的愿景不同，最后只好分道扬镳，董事会站在他那边，就这样在我30岁的时候，公开把我给解雇了。我失去了整个生活的重心，我的人生就这样被摧毁。
有几个月，我不知道要做些什么。我觉得我令企业界的前辈们失望－我把他们交给我的接力棒弄丢了。我见了创办HP的David Packard跟创办Intel的Bob Noyce，跟他们说很抱歉我把事情给搞砸了。我成了公众眼中失败的示范，我甚至想要离开硅谷。
但是渐渐的，我发现，我还是喜爱那些我做过的事情，在苹果计算机中经历的那些事丝毫没有改变我爱做的事。虽然我被否定了，可是我还是爱做那些事情，所以我决定从头来过。
当时我没发现，但现在看来，被苹果计算机开除，是我所经历过最好的事情。成功的沉重被从头来过的轻松所取代，每件事情都不那么确定，让我自由进入这辈子最有创意的年代。
接下来五年，我开了一家叫做 NeXT的公司，又开一家叫做Pixar的公司，也跟后来的老婆（Laurene）谈起了恋爱。Pixar接着制作了世界上第一部全计算机动画电影，玩具总动员（Toy Story），现在是世界上最成功的动画制作公司（听众鼓掌大笑）。然后，苹果计算机买下了NeXT，我回到了苹果，我们在NeXT发展的技术成了苹果计算机后来复兴的核心部份。
我也有了个美妙的家庭。
我很确定，如果当年苹果计算机没开除我，就不会发生这些事情。这帖药很苦口，可是我想苹果计算机这个病人需要这帖药。有时候，人生会用砖头打你的头。不要丧失信心。我确信我爱我所做的事情，这就是这些年来支持我继续走下去的唯一理由（I'm convinced that the only thing that kept me going was that I loved what I did）。
你得找出你的最爱，工作上是如此，人生伴侣也是如此。
你的工作将占掉你人生的一大部分，唯一真正获得满足的方法就是做你相信是伟大的工作，而唯一做伟大工作的方法是爱你所做的事（And the only way to do great work is to love what you do）。
如果你还没找到这些事，继续找，别停顿。尽你全心全力，你知道你一定会找到。而且，如同任何伟大的事业，事情只会随着时间愈来愈好。所以，在你找到之前，继续找，别停顿。（听众鼓掌，Jobs喝水）
我的第三个故事，是关于死亡。
当我十七岁时，我读到一则格言，好像是「把每一天都当成生命中的最后一天，你就会轻松自在。（If you live each day as if it was your last, someday you'll most certainly be right）」（听众笑）
这对我影响深远，在过去33年里，我每天早上都会照镜子，自问：「如果今天是此生最后一日，我今天要做些什么？」每当我连续太多天都得到一个「没事做」的答案时，我就知道我必须有所改变了。
提醒自己快死了，是我在人生中面临重大决定时，所用过最重要的方法。因为几乎每件事－所有外界期望、所有的名声、所有对困窘或失败的恐惧－在面对死亡时，都消失了，只有最真实重要的东西才会留下（Remembering that I'll be dead soon is the most important tool I've ever encountered to help me make the big choices in life.Because almost everythingthese things just fall away in the face of death, leaving only what is truly important）。提醒自己快死了，是我所知避免掉入畏惧失去的陷阱里最好的方法。人生不带来、死不带去，没理由不能顺心而为。
一年前，我被诊断出癌症。我在早上七点半作断层扫描，在胰脏清楚出现一个肿瘤，我连胰脏是什么都不知道。医生告诉我，那几乎可以确定是一种不治之症，预计我大概活不到三到六个月了。医生建议我回家，好好跟亲人们聚一聚，这是医生对临终病人的标准建议。那代表你得试着在几个月内把你将来十年想跟小孩讲的话讲完。那代表你得把每件事情搞定，家人才会尽量轻松。那代表你得跟人说再见了。
我整天想着那个诊断结果，那天晚上做了一次切片，从喉咙伸入一个内视镜，穿过胃进到肠子，将探针伸进胰脏，取了一些肿瘤细胞出来。我打了镇静剂，不醒人事，但是我老婆在场。她后来跟我说，当医生们用显微镜看过那些细胞后，他们都哭了，因为那是非常少见的一种胰脏癌，可以用手术治好。所以我接受了手术，康复了。（听众鼓掌）这是我最接近死亡的时候，我希望那会继续是未来几十年内最接近的一次。经历此事后，我可以比先前死亡只是纯粹想象时，要能更肯定地告诉你们下面这些：
没有人想死。即使那些想上天堂的人，也想活着上天堂。（听众笑）
但是死亡是我们共同的终点，没有人逃得过。这是注定的，因为死亡很可能就是生命中最棒的发明，是生命交替的媒介，送走老人们，给新生代开出道路。现在你们是新生代，但是不久的将来，你们也会逐渐变老，被送出人生的舞台。抱歉讲得这么戏剧化，但是这是真的。
你们的时间有限，所以不要浪费时间活在别人的生活里。不要被教条所局限--盲从教条就是活在别人思考结果里。不要让别人的意见淹没了你内在的心声。最重要的，拥有追随自己内心与直觉的勇气，你的内心与直觉多少已经知道你真正想要成为什么样的人（have the courage to follow your heart and intuition.They somehow already know what you truly want to become），任何其它事物都是次要的。（听众鼓掌）
在我年轻时，有本神奇的杂志叫做《Whole Earth Catalog》，当年这可是我们的经典读物。那是一位住在离这不远的Menlo Park的Stewart Brand发行的，他把杂志办得很有诗意。那是1960年代末期，个人计算机跟桌上出版还没出现，所有内容都是打字机、剪刀跟拍立得相机做出来的。杂志内容有点像印在纸上的平面Google，在Google出现之前35年就有了：这本杂志很理想主义，充满新奇工具与伟大的见解。
Stewart跟他的团队出版了好几期的《Whole Earth Catalog》，然后很自然的，最后出了停刊号。当时是1970年代中期，我正是你们现在这个年龄的时候。在停刊号的封底，有张清晨乡间小路的照片，那种你四处搭便车冒险旅行时会经过的乡间小路。
在照片下印了行小字：求知若饥，虚心若愚（Stay Hungry, Stay Foolish）。
那是他们亲笔写下的告别讯息，我总是以此自许。当你们毕业，展开新生活，我也以此祝福你们。
求知若饥，虚心若愚（Stay Hungry, Stay Foolish）。
非常谢谢大家。
第三篇：贾伯斯：求知若饥,虚怀若渴。(史丹佛大学演讲稿)
贾伯斯：求知若饥，虚怀若渴。（史丹佛大学演讲稿）
Steve Jobs(史蒂夫‧贾伯斯)2005 年在史丹佛大学毕业典礼的演讲，这段演讲长约 15 分，英文讲稿约 2,200 字。下面是演讲讲稿及翻译。翻译时，我仍是尽量秉持「逐字翻译，表达原意」的原则，以利读者之英文学习。
原文讲稿及中文翻译：
Thank you.I’m honored to be with you today for your commencement from one of the finest universities in the world.Truth be told, I never graduated from college and this is the closest I’ve ever gotten to a college graduation.谢谢。今天来参加世上最好大学之一的毕业典礼让我感到荣幸。老实说，我大学从未毕业而现在是我离大学毕业最近的时刻。
Today I want to tell you three stories from my life.That’s it.No big deal.Just three stories.The first story is about connecting the dots.今天我想告诉你我生命的 3 个故事。就这样。没有什么。只有 3 个故事。第一个故事是关于把点连接起来。
I dropped out of Reed College after the first six months but then stayed around as a drop-in for another eighteen months or so before I really quit.So why did I drop out? It started before I was born.My biological mother was a young, unwed graduate student, and she decided to put me up for adoption.She felt very strongly that I should be adopted by college graduates, so everything was all set for me to be adopted at birth by a lawyer and his wife, except that when I popped out, they decided at the last minute that they really wanted a girl.So my parents, who were on a waiting list, got a call in the middle of the night asking, “We’ve got an unexpected baby boy.Do you want him?” They said, “Of course.” My biological mother found out later that my mother had never graduated from college and that my father had never graduated from high school.She refused to sign the final adoption papers.She only relented a few months later when my parents promised that I would go to college.待在里德学院 6 个月后我即辍学，但仍然于课堂旁听且待了约 18 个月后才真正退学。所以我为什么辍学？这从我还未出生即开始。我的亲生母亲是个年轻、未婚的研究所学生，而她决定让我被领养。她非常坚信我应被大学毕业生所领养，所以一切都已准备好让我一出生即被一位律师及他的太太所领养，只是当我蹦出时，他们在最后一分钟决定他们真正想要的是女孩。所以我的父母，他们在等候名单上，在半夜接到一通电话问说：「我们有一个突然出现的男婴儿，你们想要他吗？」他们说：「当然。」我的亲生母亲后来发现我的母亲大学从未毕业而我 的父亲高中从未毕业。她拒绝签署最后的领养文件。几个月后她终于接受，当我父母承诺我将会上大学后。
This was the start in my life.And seventeen years later, I did go to college, but I naïvely chose a college that was almost as expensive as Stanford, and all of my working-class parents’ savings were being spent on my college tuition.After six months, I couldn’t see the value in it.I had no idea what I wanted to do with my life, and no idea of how college was going to help me figure it out, and here I was, spending all the money my parents had saved their entire life.So I decided to drop out and trust that it would all work out OK.It was pretty scary at the time, but looking back, it was one of the best decisions I ever made.The minute I dropped out, I could stop taking the required classes that didn’t interest me and begin dropping in on the ones that looked far more interesting.这是我生命的开始。而 17 年过后，我真的上了大学，但我天真的选了一个几乎与史丹佛一样贵的学院，而我劳动阶级父母所有的积蓄都花费在我的大学学费上。6 个月后，我无法看见它的价值。我不知道我人生要做什么，也不知道大学将如何帮助我想出，而我在这里，花费我父母毕生所存下的钱。所以我辍学并相信一切事情都将顺利解决。这在当时非常的可怕，但回顾过去，这是我做过最好的决定之一。(讲到这时观众都在笑，但贾伯斯并没有在开玩笑…)我辍学的那一分起，我可以不用上那些我不感兴趣的必修课程，并开始旁听一些看起来有趣许多的课程。
It wasn’t all romantic.I didn’t have a dorm room, so I slept on the floor in friends’ rooms.I returned Coke bottles for the five-cent deposits to buy food with, and I would walk the seven miles across town every Sunday night to get one good meal a week at the Hare Krishna temple.I loved it.And much of what I stumbled into by following my curiosity and intuition turned out to be priceless later on.Let me give you one example.并非一切都是美好的。我没有宿舍，所以我睡在朋友宿舍房间的地板。我退还可口可乐瓶子来换得五分钱的押金来购买食物，而每个星期天晚上我会走 7 英哩的路程穿过城镇来到哈瑞奎师那神庙吃每星期的一顿好餐。我超爱它的！而我因跟随好奇及直觉所涉足的的大部分事情后来都证明是无价的。让我给你一个例子。
Reed College at that time offered perhaps the best calligraphy instruction in the country.Throughout the campus every poster, every label on every drawer was beautifully hand-calligraphed.Because I had dropped out and didn’t have to take the normal classes, I decided to take a calligraphy class to learn how to do this.I learned about serif and sans-serif typefaces, about varying the amount of space between different letter combinations, about what makes great typography great.It was beautiful, historical, artistically subtle in a way that science can’t capture, and I found it fascinating.里德学院在当时提供全国或许最好的文字艺术课程。整个校园内，每一个海报、每个抽屉上的每一个标记都是用手美丽的刻画出来。因为我已辍学且不必选修一般的课程，我决定上一堂文字艺术课程来学习文字艺术。我学到衬线及无衬线字体、改变不同字母组合间的空间、是什么造就优良的排版。它是美丽的、俱历史意义的、且艺术上微妙而致科学无法描述，而它使我着迷。
None of this had even a hope of any practical application in my life.But ten years later when we were designing the first Macintosh computer, it all came back to me, and we designed it all into the Mac.It was the first computer with beautiful typography.If I had never dropped in on that single course in college, the Mac would have never had multiple typefaces or proportionally spaced fonts, and since Windows just copied the Mac, it’s likely that no personal computer would have them.这没有一样有任何希望会在我生命里被实际运用。但十年后当我们在设计第一台苹果计算机时，它全部都回来了，而我们将它全部都设计在苹果计算机里。它是第一个有美丽版面设计的计算机。如果我从未在大学里旁听那一堂课，苹果计算机绝不会有几种不同字体，或间隔均称的字型，而由于微软只是复制苹果，或许没有个人计算机会有它们。If I had never dropped out, I would have never dropped in on that calligraphy class and personal computers might not have the wonderful typography that they do.如果我从未辍学，我就不会旁听那堂文字艺术课程，而个人计算机可能就不会有它们美丽的版面设计。Of course it was impossible to connect the dots looking forward when I was in college, but it was very, very clear looking backwards 10 years later.Again, you can’t connect the dots looking forward.You can only connect them looking backwards, so you have to trust that the dots will somehow connect in your future.You have to trust in something--your gut, destiny, life, karma, whatever--because believing that the dots will connect down the road will give you the confidence to follow your heart, even when it leads you off the well-worn path, and that will make all the difference.当然，当我在大学往前看时，把点连接起来是不可能的，但十年后往后看它是非常，非常清楚的。再提一次，往前看时你无法把点连起来。只有往后看时你才能连接它 们，所以你必需相信点将在你的未来以某种方式连接。你必需相信某些事情 – 你的直觉、命运、人生、因缘、不管是什么 – 因为相信点将在未来的路上连接起来将带给你追随内心声音的信心，即便它引领你离开已被踏平的步道，而那将造就所有的不同。
My second story is about love and loss.I was lucky.I found what I loved to do early in life.Woz and I started Apple in my parents’ garage when I was twenty.We worked hard and in ten years, Apple had grown from just the two of us in a garage into a $2 billion company with over 4,000 employees.We’d just released our finest creation, the Macintosh, a year earlier, and I’d just turned thirty, and then I got fired.How can you get fired from a company you started? Well, as Apple grew, we hired someone who I thought was very talented to run the company with me, and for the first year or so, things went well.But then our visions of the future began to diverge, and eventually we had a falling out.When we did, our board of directors sided with him, and so at thirty, I was out, and very publicly out.What had been the focus of my entire adult life was gone, and it was devastating.I really didn’t know what to do for a few months.I felt that I had let the previous generation of entrepreneurs down, that I had dropped the baton as it was being passed to me.I met with David Packard and Bob Noyce and tried to apologize for screwing up so badly.I was a very public failure and I even thought about running away from the Valley.But something slowly began to dawn on me.I still loved what I did.The turn of events at Apple had not changed that one bit.I’d been rejected but I was still in love.And so I decided to start over.我的第二个故事是有关爱及失去。我是幸运的，我在年轻时就发现我喜爱做什么。我 20 岁时沃兹与我在我父母的车库开始了苹果计算机。我们努力工作而在 10 年内，苹果已从车库内的只有我们两个人成长至员工超过 4000 人，价值 20 亿的公司。我们才刚推出我们最好的发明，苹果计算机，在一年之前，而我才刚 30 岁，然后我被解雇了。你如何被自己所创立的公司解雇？这个… 当苹果成长时，我们雇用了一个我觉得非常有才能的人与我一起经营公司，而头一年前后，事情进展得不错。但之后我们对未来的愿景开始产生分歧，而最后我们有了争吵。当我们争吵时，我们的董事会支持他，所以 30 岁时，我被赶出了，且非常公开的被赶出。我整个成人人生的重心已经不在，而这是令人极为难过的。我有几个月真的不知道要做什么。我觉得我让前一代的企业家失望，当接力棒传给我时我让它掉了下去。我与戴维‧帕卡德(HP 创立人)及鲍勃‧诺伊斯(Intel 创立人)见面并试图因把事情搞得如此糟而道歉。我是一个非常公开的失败而我甚至想过逃离硅谷。但我开始慢慢明了某些事情。我仍然喜爱我所做的事。在苹果情势的转折并没有改变这个事实的一点点。我被拒绝了但我仍在恋爱中。所以我决定从新开始。I didn’t see it then, but it turned out that getting fired from Apple was the best thing that could have ever happened to me.The heaviness of being successful was replaced by the lightness of being a beginner again, less sure about everything.It freed me to enter one of the most creative periods in my life.During the next five years I started a company named NeXT, another company named Pixar and fell in love with an amazing woman who would become my wife.Pixar went on to create the world’s first computer-animated feature film, “Toy Story,” and is now the most successful animation studio in the world.我当时不知道，但被苹果解雇可能是发生于我身上最好的事情。因成功所带来的沉重感被重当新手的轻盈感所取代，对每件事皆较为不确定。它释放我进入我生命最俱创造力的其中一个时期。在接下来的五年，我成立了一家名为 NeXT 的公司，另一家名为 Pixar(皮克斯动画)的公司，并爱上一位很棒的女人，她后来成为我的太太。Pixar 后来创造了世界第一部计算机动画电影「玩具总动员」，且是现在全世界最成功的动画电影公司。
In a remarkable turn of events, Apple bought NeXT and I returned to Apple and the technology we developed at NeXT is at the heart of Apple’s current renaissance, and Lorene and I have a wonderful family together.在一个令人惊奇的事件转折里，苹果买下了 NeXT，而我回到了苹果，而我们在 NeXT 所发展的科技是苹果目前从新复兴的核心，而劳伦与我共同拥有一个很棒的家庭。
I’m pretty sure none of this would have happened if I hadn’t been fired from Apple.It was awful-tasting medicine but I guess the patient needed it.Sometimes life’s going to hit you in the head with a brick.Don’t lose faith.I’m convinced that the only thing that kept me going was that I loved what I did.You’ve got to find what you love, and that is as true for work as it is for your lovers.Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work, and the only way to do great work is to love what you do.If you haven’t found it yet, keep looking, and don’t settle.As with all matters of the heart, you’ll know when you find it, and like any great relationship it just gets better and better as the years roll on.So keep looking.Don’t settle.我非常确定这没有一样会发生，如果我没有被苹果解雇。那是尝起来极差的药但我猜病人需要它。有时生命会用砖块打你的头。不要失去信念。我深信唯一使我继续向前的是我喜爱我所做的事。你必需找到你喜爱的，而这道理适用于工作如同适用于你的爱人一样。你的工作将占你生活的一大部份，而唯一感到真正满足的方法是做你相信是卓越的工作，而唯一做卓越工作的方法是喜爱你所做的事。如果你还未找到，继续找，不要妥协。如同所有与心相关的事情，当你找到时你会知道，就像任何良好的关系，一年年过后它只会愈来愈好。所以继续寻找，不要妥协。
My third story is about death.When I was 17 I read a quote that went something like “If you live each day as if it was your last, someday you’ll most certainly be right.” It made an impression on me, and since then, for the past 33 years, I have looked in the mirror every morning and asked myself, “If today were the last day of my life, would I want to do what I am about to do today?” And whenever the answer has been “no” for too many days in a row, I know I need to change something.Remembering that I’ll be dead soon is the most important thing I’ve ever encountered to help me make the big choices in life, because almost everything--all external expectations, all pride, all fear of embarrassment or failure--these things just fall away in the face of death, leaving only what is truly important.Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose.You are already naked.There is no reason not to follow your heart.我的第三个故事是关于死亡。当我 17 岁时，我看到一句话大概是：「如果你过每一天有如那是你的最后一天，某一天你将肯定是对的。」它使我印象深刻，而自那时开始，在过去的 33 年，我每天早上看着镜子并问自己：「如果今天是我生命的最后一天，我会想做我今天即将要做的事吗？」而每当答案连续很多天是「不」，我便知道我需做些改变。记住我将马上死亡是我所遇过最重要的东西来帮助我在人生里做重大决择，因为几乎所有的事情 – 所有外在的期待、所有的自尊、所有对困窘及失败的害怕 – 这些事情在死亡面前只会自动消失，仅留下真正重要的。记住你将死去是我所知道最好的方法来让你避开你有东西会失去这个想法之陷阱。你已不受保护，没有理由不去追随你的内心。
About a year ago, I was diagnosed with cancer.I had a scan at 7:30 in the morning and it clearly showed a tumor on my pancreas.I didn’t even know what a pancreas was.The doctors told me this was almost certainly a type of cancer that is incurable, and that I should expect to live no longer than three to six months.My doctor advised me to go home and get my affairs in order, which is doctors’ code for “prepare to die.” It means to try and tell your kids everything you thought you’d have the next ten years to tell them, in just a few months.It means to make sure that everything is buttoned up so that it will be as easy as possible for your family.It means to say your goodbyes.大约一年前，我被诊断有癌症。我早上 7:30 做了扫描，而在我胰藏上它清楚的显示一个肿瘤。我当时连胰脏是什么都不知道。医生们告诉我这几乎确定是一种治不好的癌症，而我应预期自己将活不超过 3 到 6 个月。我的医生建议我回家并把我的事安排好，而那是医生「准备死亡」的代语。它意味试图把你原本以为你有接十年要告诉你孩子的所有事情，只在几个月内完成。它意味确定每件事都准备妥当好让你的家人将尽可能的容易度过。它意味说你的道别。
I lived with that diagnosis all day.Later that evening I had a biopsy where they stuck an endoscope down my throat, through my stomach into my intestines, put a needle into my pancreas and got a few cells from the tumor.I was sedated but my wife, who was there, told me that when they viewed the cells under a microscope, the doctor started crying, because it turned out to be a very rare form of pancreatic cancer that is curable with surgery.I had the surgery and, thankfully, I am fine now.我面对那个诊断一整天，那天晚上我有个切面检查，他们把一个内腔镜插入我的喉咙，通过我的胃进入我的肠子，把一根针放入我的胰脏并从肿瘤取出一些细胞。我当时被麻醉但我的太太，她当时在那，告诉我当他们在显微镜上看那些细胞时，医生开始哭了，因为它被发现是一种非常罕见可经由手术治愈的胰脏癌。我动了手术，而很感谢的，我现在很好。
This was the closest I’ve been to facing death, and I hope it’s the closest I get for a few more decades.Having lived through it, I can now say this to you with a bit more certainty than when death was a useful but purely intellectual concept.No one wants to die, even people who want to go to Heaven don’t want to die to get there, and yet, death is the destination we all share.No one has ever escaped it.And that is as it should be, because death is very likely the single best invention of life.It’s life’s change agent;it clears out the old to make way for the new.right now, the new is you.But someday, not too long from now, you will gradually become the old and be cleared away.Sorry to be so dramatic, but it’s quite true.Your time is limited, so don’t waste it living someone else’s life.Don’t be trapped by dogma, which is living with the results of other people’s thinking.Don’t let the noise of others’ opinions drown out your own inner voice, and most important, have the courage to follow your heart and intuition.They somehow already know what you truly want to become.Everything else is secondary.那是我面临死亡过最近的时刻，而我希望在接下的几十年里那也会是我所遇过最近的。体验它过后，比死亡只是一个有用但纯綷理智的关念，我现在可以更确定的一点跟你说。没有人想要死，即便想要去天堂的人也不想经由死来到达那里，然而，死亡是我们所有人共同的宿命。没有人曾经逃脱。而也应该就是如此，因为死亡非常可能是生命单一最好的发明。它是生命的改变剂，它把旧的清掉好为新的腾出空间。现在，你们是新的。但有一天，离现在不会太久，你将逐渐成为老的并被清掉。抱歉如此的戏剧化，但它是相当真实的。你的时间是有限的，所以不要浪费它于过别人的生活。不要被教条给困住，也就是活于别人思考的结果中。不要让别人意见的噪音淹没了你自己内心的声音，而最重要的，要有勇气追随你的内心及直觉。它们因某原因已经知道你真正想成为什么。其它的事情皆是次要的。
When I was young, there was an amazing publication called The Whole Earth Catalogue, which was one of the bibles of my generation.It was created by a fellow named Stuart Brand not far from here in Menlo Park, and he brought it to life with his poetic touch.This was in the late Sixties, before personal computers and desktop publishing, so it was all made with typewriters, scissors, and Polaroid cameras.It was sort of like Google in paperback form thirty-five years before Google came along.It was idealistic, overflowing with neat tools and great notions.Stuart and his team put out several issues of the The Whole Earth Catalogue, and then when it had run its course, they put out a final issue.It was the mid-Seventies and I was your age.On the back cover of their final issue was a photograph of an early morning country road, the kind you might find yourself hitchhiking on if you were so adventurous.Beneath were the words, “Stay hungry, stay foolish.” It was their farewell message as they signed off.“Stay hungry, stay foolish.” It was their farewell message as they signed off.And I have always wished that for myself, and now, as you graduate to begin anew, I wish that for you.Stay hungry, stay foolish.在我年青时，当时有一个很棒的出版名为「完全地球编目」，那是我那个年代其中一本权威书本。它是由一位离 门洛帕克 这里不远，名为斯图阿特‧布安德的老兄所创立，他诗人般的手法使它更为生动。这是在 60 年代末期，在个人计算机及桌上排版之前，所以它全是由打字机、剪刀、及拍立得相机所做。它像是 Google 出现前 35 年的 Google平装书。它是有理想的，充斥着简洁的工具和伟大的想法。斯图阿特及他的团队发行几期的「完全地球的编目」，然后当它已走完全程，他们发放了最后一期。那是 70 年代中期，而我是在你们的年纪。他们最后一期的封底上是一张早晨乡村道路的照片，你若够冒险可能会发现自己在上面搭便车的那种道路。下面的文字是：「保持饥渴，保持傻劲。」这是他们结语的告别讯息。我一直都期望自己能够如此，而现在，在你们毕业而重头开始时，我期望你们也能如此。保持饥渴，保持傻劲。Thank you all, very much.非常谢谢各位。
第四篇：科学技术史专业毕业生自荐书
尊敬的领导：
您好!
我叫xiexiebang，是XXX大学人文与社会科学学院硕士研究生科学技术史专业的毕业生。首先感谢您在百忙之中倾听一名刚刚踏入社会的毕业生的心声，也许您的关注将会掀开我人生历程中崭新的一页!
宝剑锋从磨砺出，梅花香自苦寒来。大学时光和研究生生活是一个不断完善不断超越的成长历程。在这几年里，我系统的学习了科学技术史专业的相关理论，重点研究了西南少数民族科技史、农业史，学习了科学技术史通论、民族学概论、西南少数民族史、科学社会学、科学技术哲学、自然辩证法、人类文化学、中国通史、古代汉语等相关课程，同时我还广泛涉猎其他学科的知识，学习了教育学、心理学、国际贸易学、西方经济学、商品学、计算机应用、科技信息与检索等课程。另外我还积极参加校内外的各种实践活动，积极锻炼自己的实践能力。通过几年的学习，在大学的基础上不断努力拓展自己的知识面，培养自己的多方面才能，争取做一名一专多能的复合型人才，适应当今知识经济发展的要求，为教育科研事业奉献自己的一份绵力。
热情开朗是我的性格，乐观自信是我的人生态度，诚实守信是我的做人原则，爱岗敬业是我的工作信条，年轻可塑是我的最大资本。相信贵单位能给真诚的我提供一片施展才能的天空，同时也相信您的认可和我的选择会结出丰硕的果实!
再次感谢您的垂阅，期盼您的佳音!我也会一如既往的支持贵单位的发展，并在此致以最诚挚的祝愿!
我诚挚的加入贵单位，与贵单位共呼吸，同命运，携手共创美好未来!
此致
敬礼!
自荐人：xiexiebang
第五篇：贾俊强演讲稿
浅谈工程机械
工程机械对于我们并不陌生，人类采用简单的机械原型代替体力劳动已有悠久历史。史载公元前1600年左右，中国已使用桔槔和辘轳。前者为一起重杠杆，后者是手摇绞车的雏形。古代埃及和罗马，起重工具也有较多应用。近代工程机械的发展，始于蒸汽机发明之后，19世纪初，欧洲出现了蒸汽机驱动的挖掘机、压路机、起重机等。此后由于内燃机和电机的发明，工程机械得到较快的发展。
在从业的这段时间了，我对工程机械也有了很深刻的认识，建筑、水利、电力、道路、矿山、港口和国防等工程领域，种类繁多。挖掘机，装载机，压路机，筛选机，推土机等等。这些都是我们经常可以看到的施工设备。工程机械行业的发展之迅速，经过50年的发展，已形成能生产18大类、4500多种规格型号的产品，基本能满足国内市场需求的、具有相当规模和蓬勃发展活力的重要行业。2005年中国生产工程机械产品规模以上的企业约有1000家，其中外商独资合资企业130家；年销售额1000万以上企业有300家；亿元以上企业有100家，年销售额940亿元，占全行业的75%；10亿元以上的企业有23家，年销售额占全行业的50%。
随着工程机械的迅速发展，各个品牌之间的竞争愈来愈激烈。也就意味着，对产品质量、整机价格、产品性能、品牌知名度、零配件供应、服务质量之间的竞争。我国工程机械工业在世界范围内，就产品品种、生产规模、生产设备、开发能力诸方面的综合水平而论，目前尚低于美国、日本、德国、英国、法国和意大利六国，大部分产品和局部生产技术方面尚不如西欧一些国家。虽然如此，但我国仍己具备了工程机械生产大国的生产技术基础，行业内有相当一部分企业的产品，在技术性能和质量水平等方面，已具备了国际市场竞争能力，加上我国企业产品成本较低，产品性能价格比有优势，走向国际市场成为可能。
随着人们对工程机械的广泛应用，随之而来的配件业，服务业等等都迅速的发展起来。人们对工程机械的要求也越来越高。各个品牌在竞争过程中会越来越注重细节。就售后服务而言，我们在服务过程中就会被要求越来越严格。工程机械售后服务的作用主要体现在以下几个方面：（1）作为产品质量的重要组成部分，是产品质量的延伸和重要体现。（2）减少设备故障率，缩短因设备故障的停机时间，保证用户购买设备的使用价值及利益实现。（3）提高用户满意度，增强已购买用户对产品的信任度和忠诚度。（4）作为新用户购买设备时的重要考虑因素，促进销售。（5）通过售后服务的技术质量分析，及时发现重大质量问题，并及时采取措施，使制造商和用户的损失减少到最小程度。（6）通过售后服务的技术质量分析，获得产品技术及质量信息，为产品技术改进和产品质量的提高提供依据。（7）为零部件采购部门向零部件配套厂家的质量索赔提供依据。（8）作为解决制造商同用户关于产品质量方面争议的重要依据。（9）在产品出现重大质量问题时，给予用户重大工程延误造成损失赔偿的依据。（10）通过质量保证期外的有偿维修服务，促进零部件销售，在为制造商和代理商创收的同时，保证用户设备的正常使用，解决用户的后顾之忧。（11）有效提高公司的品牌形象。主要职责：交机服务，召请服务，保养维修，定期巡检，各个环节都不能有所马虎。首先交机服务，在交机过程中务必讲给客户讲清楚服务流程，操作方法，应急处理办法等等。而在客户使用过程中我们的角色是指导客户，处理客户在使用过程中的问题。当然，我们也必须给客户讲清楚日常保养的重要性，定期检查保养的好处。
那么如何提高服务质量呢？只有在注重营销、强调顾客问题解决方案的观念的驱使下才会有售前、售中服务的出现。售后服务有事后诸葛亮的嫌疑或称之为“亡羊补牢”，但它仍然需要贯彻“预防为主”的万针。（1）巡回点检。定时的巡回点检制度是贯彻“预防为主”方针的主要措施。在巡回点检时，作业人员需要按厂家的标准判断设备的状况；纠正设备的异常情况（维修或调整）；找出设备产生（或可能导致）异常情况的原因；对“原因”实施对策。产生设备异常的原因可能来自3个方面：一是制造商的制造（或设计）缺陷；二是顾客的使用问题；三是设备的适用性问题。制造或设计缺陷完全是制造商的责任，好的制造商不会回避此类问题，恰恰相反，这是改进设计或制造的好机会。顾客使用问题必须通过改进顾客的使用和管理来解决。设备符合制造商的设计及制造标准，顾客使用方面也找不出什么原因，但设备确实没有发挥出应有的工效，顾客牢骚满腹，制造商束手无策。从本质上看，它是一个设备的“选型”问题。选择设备错误的责任在顾客与代理店。在选择设备型号与配置的过程中，由于信息传递得不够充分（有客观的原因也可能是主观故意的原因）或判断失误造成了设备选择的错误。客观上的原因只有通过提高人员业务素质、改善工作环境、减少失误来解决，主观上的原因涉及到一个商业伦理问题。制造商不应该回避此类问题。既然有适用性问题的存在，那么顾客的“问题”也就没有被很好地解决。如果是一种新的作业环境（内各）的需要，对制造商而言，那就成了一种品质改进或开发新产品的机会。（2）特别巡检。特别巡回检查往往是在顾客的要求下进行的。只要顾客认为有问题，服务方面就必须采取行动。在这种情形下，设备可能有故障也可能没有故障。设备故障是通过维修来解决，顾客经验问题可以通过帮助顾客建立行业经验来使其满意，如果是适用性问题就会使问题解决变得异常的困难。无论是定时点检还是特别巡检，“对症下药”都是十分重要的。只有从这个角度去解决问题，才能贯彻“预防为主”的工作方针。
当然还需要我们细心的去干好每一件事，不断创新，坚持不懈，这样我们的未来才会更加精彩。
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