医药外企hr面试问题（精选6篇）
section 1 启动
1. did you have any trouble finding us?
2. how do you know about this job and organization?
3. what kind of work do you want to do?
4. how would your friends describe you? your professors?
5. what else should i know about you?
6. what are your expectations of your future employer?
7. what two or three things are important to you in your new position?
8. what goals have you set for yourself and how are you planning to achieve them?
9. who has had the greatest influence on the development of your career interests?
10. would your supervisor be surprised to learn that you are seeking new employment?
11. how long have you been looking for a job?
12. why do you want to leave your current position?
13. have you received any offers so far?
14. how far can you advance with your current employer?
15. if you are so happy where you are, why are you looking for another job?
16. do you know much about our company, department, team?
17. why would you like to work for us?
18. how does this job compare with others you’ve applied for?
19. what is the ideal position for you in any company?
20. based on what you know about our industry right now, how does your ideal job stack up against the description of the job you’re applying for?
21. if you could make a wish, what would be you perfect job?
22. what causes you to lose your temper?
23. what two adjectives best describe you?
24. what are your best professional skills?
25. if you were in my position, would you hire you?
section 2 历史
1. in your capacity as a _____ at _____ company, what did you actually do? please provide details.
2. what do you feel are the biggest challenges facing this field? this industry?
3. tell me about your last (or present) job.
4. what do you think it takes for a person to be successful in your particular area?
5. how long have you been looking for a position?
6. how have previous jobs equipped you for greater responsibility?
7. what aspects of your current job would you consider to be crucial to the success of the business? why?
8. what was the least relevant job you have held?
9. how long will it take for you to make a contribution?
10. what did you enjoy most about your last job?
11. what did you enjoy least about your last job?
12. what was the biggest pressure on your last job?
13. have you held other positions like the one you are applying for today? if yes, describe how you expect the positions to be the same.
14. in what ways do you expect them to differ?
15. what is the most important thing you learned from your previous experience that you would bring to this job?
16. if there were two things you could change in your last job, what would they be and how would you change them?
17. why did you leave your last job?
18. why do you think you were successful in your last job?
19. how has you r last job changed since you’ve held it?
20. please describe your last supervisor’s management style.
21. if you could make one constructive suggestion to your last ceo, what would it be?共19页,当前第1页12345678910111213141516171819
22. of all the work you have done, where have you been the most successful?
23. describe to me how your job relates to the overall goals of your department and company.
24. what are the most repetitive tasks in your job?
25. to what extent have you automated your last job?
26. what technical decisions did you have to make?
27. what decisions or judgment calls did you have to make in these areas?
28. what were the most important projects you worked on at your last job?
29. can you give a ratio for the amount of time you worked alone to the amount of time you worked with others?
30. how effectively did your boss handle evaluations?
31. tell me about a method you’ve developed to accomplish a job. what were its strengths and weaknesses?
32. how many hours a week, on the average, do you find it necessary to work to get your job done?
33. can you describe a situation where a crisis occurred and you had to shift priorities and workload quickly?
34. how do you feel about your present workload?
35. how do you feel about your manager contributed to your choosing to leave your present job?
36. how do you think your supervisor will react when you tender your resignation?
37. describe the most significant report or presentation you had to prepare.
38. what idea have you developed and implemented that was particularly creative or innovative?
39. take me through a project where you demonstrated_____ skills.
40. tell me about a team project of which you are particularly proud and your specific contribution.
41. tell me about a difficult decision you had to make.
42. what made it difficult? what did you learn?
43. describe the way your department is currently organized.
44. what was the hardest decision you ever had to make, and how did you handle it?
45. what are the most difficult aspects of your current job, and how do you approach them?
46. what has been your most important work-related innovation or contribution?
47. what caused you the most problems in executing your tasks?
48. how do you organize and plan for major projects? recall for me a major project you worked on. how did you organize and plan for it?
49. what would you say are some of the basic factors that motivate you in your work?
50. you’ve had little experience in _____, how do you intend to learn what you need to know to perform. well in this job?
第三章工作能力
1. please take me through your professional career.
2. why have you chosen this particular field?
3. what aspects of your education do you rate as most critical?
4. what would your greatest business champion say about you?
5. what would your greatest business adversary say about you?
6. what are your long-range goals?
7. if we hired you, what are the top three goals you would like to see this company achieve?
8. what can you do for us that someone else cannot?
9. have you done your best work yet?
10. what do you like most about this job?
11. what aspect of this job is the least appealing?
12. how do you plan your time?
13. what are three reasons for your success?
14. what kind of leader are you? please provide an example.
15. what is the title of the person you report to and what are his or her responsibilities?
16. think back to a time when you trained a new employee. tell me exactly what you did to train that employee and bring the person up to the job’s performance standards.
17. what were the biggest decisions you made in the past six months?
18. how did you go about making them and what alternatives did you consider?
19. can you describe a major project with which you encountered problems?
20. how did you resolve them and what were the results?
21. describe one of the best ideas you have ever sold to a peer or supervisor. what were your approach and result?
22. what kinds of obstacles to completing assignments on time do you most frequently encounter at work?
23. what strategies have you devised to handle such obstacles?
24. how do you know you are doing a good job?
25. how do you prefer to measure performance?
26. can you recall a time when you were less than pleased with your performance?
27. can you describe some projects that were a result of your own initiative?
28. what prompted you to begin such projects? how did they end up?
29. what qualifications do you have to make you successful in this field?
30. do you prefer to speak with someone or send a memo?
31. how do you motivate people?
32. give an example of a situation in which you failed, and how you handled it.
33. what characteristics are the most important in a good manager? how have you displayed these characteristics?
34. what two or three accomplishments have given you the most satisfaction?
35. describe a leadership role of yours and tell me why you committed your time to it.
36. have you been in charge of budgeting, approving expenses, and monitoring departmental progress against financial goals?
37. what suggestions did you make in your last job to cut costs, increase profits, improve morale, increase output, etc.?
38. what results did you get? how do you know? how did you measure results?
39. what would you like to have done more of in your last job?
40. what specifics strengths did you bring to your last job?
41. what would you consider the three most significant accomplishments in your business life?
42. think of something that you consider a failure in your career. what did you learn from it?
43. can you think of an example of a lesson you learned from someone else’s mistake?
44. what risks did you take in your last few jobs? what was the result of those risks?
45. what languages do you speak?
46. what do you think differentiates you from the other applicants for this job? why?
47. why do you think you’d be a good fit for this job?
48. what do you do when you are having trouble solving a problem?
49. what interests you most about this position?
50. have you ever hired anyone?
51. on what basis do you select a new hire?
52. describe the people that you hired on your last job. did they work out(工作进展)? how long did they remain at their jobs?
53. have you ever fired anyone? on what basis did you fire them?
54. how would you describe your management philosophy?
55. what kind of references do you think your previous employer will give you? why?
56. if you have complaints about your present employers, and they think so highly of you, why haven’t you brought your concerns to their attention?
57. the successful candidate for this position will be working with some highly trained individuals who have been with the company for a long time.
58. what is the most difficult situation you have faced? how did you handle it?
59. how did your supervisor get the best performance out of you?
60. how do you use deadlines in your work?
61. how would you do this hob differently from other people?
62. what personality traits do you think are necessary to succeed in this field?
63. have you thought about why you might prefer to work with our firm as opposed to one of the other firms to which you’ve applied?
64. when some managers make a decision, they often feel a need to defend it. can you describe a time when you changed a stated decision or opinion because you were persuaded you were wrong?
65. what would you do differently in your life? your career?
66. if you could eliminate one responsibility from your last job, what would it be?
67. after being with the same company for so long, do you think it will be hard to adapt to a new organization?
68. some people feel that spending so much time at one job demonstrates a lack of initiative. how do you respond to that?
69. what are the advantages of staying at one job a long time/
70. since you were in the same job for such a long time, you’ve probably grown very comfortable in it — maybe even a bit stale. how would you cope with a new job in a company such as ours?
71. you’ve changed jobs quite frequently. how do we know you’ll stick around if we hire you?
72. how do you explain the diversity of jobs you’ve had? the positions don’t seem to be in a logical progression.
73. you’ve been with your current employer for only a short amount of time. is this an indication that you’ll be moving around a lot throughout your career?
74. how long will you stay here at this company?
75. what strategies have you found to be successful in managing unfair criticism?
76. can you describe a time when you pushed too hard for a project to the detriment of the project?
77. give me some examples of different approaches you have used when persuading someone to cooperate with you.
78. how do you cope with the inevitable stresses and pressures of any job?
79. worked effectively under pressure.
80. handled a difficult situation with a coworker.
81. were creative in solving a problem.
82. were unable to complete a project on time.
83. persuaded team members to do things your way.
84. had to take a stand on an unpopular position.
85. wrote a program (or report or strategic plan) that was well received.
86. anticipated potential problems and developed a proactive response.
87. had to make an important decision with limited facts.
88. were forced to make an unpopular decision.
89. had to implement an unpopular decision.
90. were tolerant of an opinion that was radically divergent from your own.
91. were disappointed in your behavior.
92. used your political savvy to push through a program you really believed in.
93. had to deal with an irate customer.
94. delegated a project effectively.
95. surmounted a major obstacle.
96. set your sights too high.
97. set your sights too low.
98. prioritized the elements of a complicated project.
99. lost (or won) an important contract or sale.
100. hired (or fired) the wrong person.
10佳问题
1. tell me about yourself using only one-word adjectives. the first question cuts through the creative writing of the resume and the stage acting of the interview (none of which is bad, merely obfuscating). the order of the adjectives is as much of a window as the adjectives themselves. the candidate will hit a very detectable pause after he or she has offered up the pertinent ones (usually three to six) and them it’s time to move on to a discussion of “why” to each one of those adjectives. follow-up questions might include: have you always been that way? for example (name one of the adjectives), have you always been like that? if not, what caused you to change? what are the highs and lows that each of those adjectives have brought you?
2. what have been the biggest success and biggest mistake of your career?
3. what was the most useful criticism you ever received?
4. describe the best person you ever worked for or who worked for you.
5. if your last boss were able to wave a magic wand over your head, what aspect of your performance would he or she fine-tune?
6. if you had the opportunity to do the last ten years of your career over again, what would you do differently?
7. describe the most difficult decision you ever had to make. reflecting back, was your decision the best possible choice you could have made? why or why not?
8. if i were to speak with your current supervisor, what would he or she say are your current strengths and weaknesses?
9. take as a given that you got this job, and that you have been doing it for three to six months, but things are just not working out. we are sitting here discussing the situation. what do you think you would say about what went wrong?
10. when you’ve had a really good day at work and you go home and kick back and you feel satisfied, what was it about that day that made you feel really good? when you have had a really bad day at work and you go home and feel upset, what was it about that day that made you feel really upset?
第四章 求职动机
1. what motivates you to put forth your greatest effort?
2. describe your “dream” job.
3. what is the most important feature to you in a job?
4. please rank the following from most important to least: job duties, hours, distance from work, pay, work environment.
5. what has been your greatest accomplishment in a work environment and why?
6. how important are external deadlines in motivating you?
7. how do you feel about your present workload?
8. give me an example of a situation where you had to go above and beyond the call of duty to get something done.
9. what do you do when things are slow at work?
10. what have you learned from your mistakes?
11. what two or three accomplishments have given you the most satisfaction? why?
12. how can we best reward you for doing a good job?
13. why do you think you’ll be successful in this job?
14. what makes you proud of your work?
15. tell me about a time when you went “out on a limb” in a job.
16. how do you like to be managed?
17. what kind of supervisor is likely to get the best performance out of you?
18. how important is it for you to learn new skills?
19. what new skills would you like to learn?
20. do you consider yourself successful?
21. what are the most important rewards you expect out of your career?
22. what is more important to you: the salary or the challenge?
23. what do you think determines a person’s success in a firm?
24. tell me about a project that really got you excited.
25. do you generally cleat your desk at the end of each day?
第五章背景
1. what distinguishes a great employee from a good one?
2. do you set performance standards for yourself?
3. how do you cope with stress on the job?
4. how do you know if you’re doing a good job?
5. what do you need from your supervisor?
6. how will you communicate your frustration when those needs go unmet?
7. would you rather formulate a plan or carry it out?
8. what was the last business or management book you read and what did you learn?
9. where or to whom do you turn for help? what resources do you look for in completing a task?
10. what strategies do you use when you have a great deal of work to accomplish and not much time to do it?
11. describe a time when you used your intuition to good result in support of a project.
12. where would you like to go from here in your career, and how do you plan to accomplish your goals?
13. in what ways do you and your supervisor think alike?
14. how did you handle a relationship important to your organization when it was threatened?
15. how do you react when someone criticizes you?
16. what do you do when you have to make an important decision?
17. what does the word “success” mean to you?
18. what does the word “failure” mean to you?
19. how do you of about making important decisions?
20. what have you learned about working well under pressure?
21. do you anticipate problems or react to them?
22. would you describe yourself as a risk taker or someone who plays it safe?
23. what problems do you have getting along with others?
24. rate yourself on a scale of one to ten.
25. what is your greatest strength?
第六章团队工作
1. define cooperation.
2. what kinds of people do you prefer to work with?
3. what kinds of people do you find it difficult to work with?
4. tell me about a time when you said no to someone who asked you to drop everything to help them out.
5. tell me about a time when a team fell apart. why did it happen and what did you learn?
6. tell me about a job or project where you had to gather information from many different sources and then synthesize the information in support of a business challenge.
7. how do you operate as a team player?
8. how do you deal with people with different backgrounds and value systems different from your own?
9. how do you schedule and commit to quiet time?
10. do you prefer working with others or working alone?
11. what good or bad work habits did you pick up from your first job?
12. how do you know when a team has met its objectives?
13. describe your approach to evaluating risk.
14. what is one thing a teammate can say to you that are guaranteed to make you lose confidence in him or her?
15. how do you get along with superiors?
16. how do you get along with coworkers?
17. how do you get along with people you’ve supervised?
18. what are your team-player qualities? please be specific.
19. what have you learned about guarding against “group-think”?
20. have you developed any special techniques for brainstorming?
21. are you able to predict a people’s behavior. based on your reading of them?
22. tell me about a specific accomplishment you have achieved as a participant in a team.
23. tell me about a time when your team made emotional decisions about the project. what happened and how did you handle it?
24. tell me about an occasion when the team objected to your ideas. what did you do to persuade the team of your point of view?
25. as a team leader how much tolerance do you have for mistakes or false steps? in other words, if a team member wanted to do something in a way you were convinced were mistake, how would you weigh the team member’s learning experience against protecting the project?
26. have you ever been in a team where people overrule you or won’t let you get a word in edgewise? how do you handle it?
27. in any team, there will always be a range of aptitudes. not only is the spread of talents obvious, but also team members are in remarkable agreement about the distribution. put any tem people in room and they will sort themselves out from top to bottom in short order. my question is, do you believe it is useful to the organization to formally rank team members?
28. as a member of a team, how do you see your role?
29. as a member of a team, how do you handle a team member who is not pulling his or her weight?
30. tell me about a time when you had to confront a team member.
第七章压力
1. what cherished management belief have you had to five up in order to get where you are?
2. tell me about a time when your employer was not happy with your job performance.
3. who is the toughest employer you ever had and why?
4. have you ever had to work with a manager who was unfair to you, or was just plain hard to work with? please give details.
5. what’s more important to you, truth or comfort?
6. at what time is it better to ask for forgiveness than to ask for permission?
7. have you learned more from your mistakes or your successes?
8. is honesty always the best policy?
9. how has your tolerance for accepting mistakes from your subordinates changed over the years?
10. you want to go swimming in a pool. the water is a little colder than comfortable. are you the type of person who jumps in or do you wade in?
11. where do you think the power comes from in your organization? why?
12. how will you handle the least interesting or least pleasant tasks of this job?
13. what have you heard about the company or department that you don’t like?
14. if you were going to be fired, how would you like your supervisor to handle it?
15. on what occasions are you tempted to lie?
16. how have you been an agent for change in your current (or last) position?
17. your supervisor tells you to do something in a manner you are convinced is dead wrong. what would you do?
18. what would you do if everyone in your department called in sick?
19. say your supervisor left an assignment for you in your in-box, then left town for a week, you can’t reach him and you don’t fully understand the assignment. what do you do?
20. there are two applicants for one job. they have identical qualifications is every respect. how do you decide?
21. what do you want to hear first, the good news or the bad news?
22. what are some of the things your supervisor did that you disliked?
23. if you were on a magazine cover, what would the magazine be and what would the headline say?
24. what kinds of things do you worry about?
25. finish this sentence,” i know i an taking a risk when…”
10大难题
1. what cherished management belief have you had to give up in order to get where you are?
2. what’s more important to you, truth or comfort?
3. have you learned more from your mistakes or your successes?
4. is honesty always the best policy?
5. how has your tolerance for accepting mistakes from your subordinates changed over the years?
6. where do you think the power comes from in your organization? why?
7. on what occasions are you tempted to lie?
8. is the customer always right?
9. if you could organize the world in one of three ways—no scarcity, no problems, or no rules—how would you do it?
10. should all business relationships have fixed terms, that is, expiration dates?
第八章富含思想的问题
1. what was the last product or service you saw that took your breath away?
2. what’s the most significant compliment anyone has ever paid you?
3. how has your perspective of quality evolved over your career?
4. is the customer always right?
5. how would you finish this sentence: “most people are basically…”
6. if you could organize the world in one of three ways —no scarcity, no problems, or no rules—how would you do it?
7. who has been a major influence in your life?
8. how has your tolerance for accepting mistakes from your subordinates changed over the years?
9. have you learned more from your mistakes or your successes?
10. what’s the unwritten contract between you and the people who report to you?
11. how have you benefited from your disappointments?
12. can you suggest three reasons why manhole covers are round?
13. we are sending you on an assignment in santa barbara, california. you have an unlimited expense account. what kind of car are you going to rent?
14. are you the type of person who likes to make lists or strike items off lists?
15. what would you do if your boss gave you a direct order to pursue a policy that you disagreed with?
16. what if the board of directors was reviewing a policy that would make such an activity improper but hadn’t ratified it yet?
17. what would you do if you saw a peer taking office supplies home?
18. describe a situation where your work or an idea was criticized.
19. the business world is full of euphemisms. what’s your current favorite?
20. should all business relationships have fixed terms, that is, expiration dates?
21. is there anything positive to be said about conventional wisdom?
22. what did you accomplish at work the day before yesterday—in detail?
23. what’s the difference between a manager and a leader?
24. what is your philosophy of mentoring?
25. this is a role-play question. you are a consultant hired to assess me and the organization. based on your observations at this interview, describe my operating style. and those of all the other people you have met. finally, tell me how i could improve the organization.
第九章钱的问题
1. can you review your salary history for me?
2. what salary, excluding benefits, are you making now?
3. how can we best reward you?
4. what kind of salary reviews or progress would you expect in this company?
5. in your professional opinion, how much do you think a job like this should pay?
6. what do you think you’re worth?
7. why do you think you’re worth that?
8. how do you think your compensation should be determined?
9. what value can you add to our organization?
10. how much money do you want to be making five years from now?
11. how much did you make on your last job?
12. what sort of salary are you looking for?
13. would you be willing to work for less?
14. what was the last raise you got? were you satisfied?
15. how would you justify a raise to your current supervisor?
16. the salary you’re asking for is near the top of the range for this job, why should we pay this much?
17. how would you feel if a person reporting to you made more money than you?
18. is money the most important aspect of the job for you?
19. what do you think of a process where subordinates have a say in the compensation of their supervisor?
20. what salary do you expect to make in this position? what do you base that figure on?
21. have you ever worked on commission? tell me about it?
22. why aren’t you making more money at this point in your career?
23. on what criteria do you believe you should be evaluated and compensated?
24. how important are stock options or deferred payment plans to you?
25. what noncash aspects of your compensation are important to you?
第十章评估具体技能
1. what extracurricular activities were you involved in? what made you choose those? which of them did you most enjoy, and why?
2. what led you to select your major? your minor?
3. which of your courses did you like the least?
4. was there a course you found particularly challenging?
5. if you were to start college over again tomorrow, what is the course you would take? why?
6. in college, how did you go about influencing someone to accept?
7. based on what you know of the job market, which of your course were the most useful? the least?
8. what advice would you give to a college student intending to go into your field?
9. what are your most memorable experiences from college?
10. why don’t i see internships or work-study experiences on your resume?
11. in what courses did you get your worst grades? why? how do you think that will affect your performance on the job?
12. why did you decide to go to college?
13. how was your college education funded?
14. what percentage of your college did you pay for and what sort of jobs did you have while you were in school?
15. what percentage of your college did you pay for and what sort of jobs did you have while you were in school?
16. tell me a little about some of your extracurricular activities that would assist you in this job.
17. why are you working in a field other than the one in which you have a degree?
18. what have you done to stay current in your field?
19. are you satisfied with the grades you received in school?
20. do you think your grades accurately reflect your ability?
21. have you ever received a grade lower than you expected? if so, what did you do about it?
22. have you ever been put on the spot by a professor or adviser when you felt unsure of yourself? how did you handle it?
23. what competitive activities have you participated in? what did you learn from participation in competitive activities?
24. has competition had any positive or negative impact on your accomplishments? how?
25. what’s one management lesson you learned in college?
26. why do you want to get into this field?
27. i see that you do not have very much organizational work experience. what qualities do you have that especially qualify you for this position?
28. your resume does not list any job experience in the past few years. why not?
29. why would you want to leave an established career at your present employer for an essentially entry-level position?
30. what specifically have you done that shows initiative?
31. what are the reasons for your success?
32. what are some of your pet peeves?
33. which of your skills can stand improvement at this time?
34. who (what) has been a major influence in your life?
35. are you a self-starter? can you give me an example?
36. can you think of a challenge you faced? how did you deal with it?
37. under what conditions have you been most successful?
38. tell me about a time when you had to pull a team together quickly.
39. how, specifically, do you contribute toward an environment of teamwork?
40. what can you do to build teamwork here?
41. what has been the employee turnover in your department over the past two years?
42. how do you define employee morale?
43. what programs have you implemented to build morale among those reporting to you?
44. how do you keep your staff informed of new developments and organizational decisions?
45. describe the relationship you feel should exist between a supervisor and those reporting to him or her.
46. have you ever had to make an unpopular management decision? tell me about one of those decisions and how you handled it?
47. how do you go about assigning and scheduling projects and assignments?
48. describe your leadership style. for me.
49. how do you measure your success as a leader?
50. how do you determine which individual’s need additional training?
51. what training have you offered other people? how do you measure its impact?
52. if you are hired for this job, how will you approach the first thirty days?
53. do you believe in the value of strategic planning?
54. what is the most intellectually challenging thing you are looking for in a job and why?
55. how did you prepare for this interview?
56. what do you do when you know you’re right and others disagree with you?
57. finish this sentence: “successful managers should…”
58. what are the advantages of diversity in the workplace?
59. what does the term “ time compression” mean to you?
60. what does the term “ total quality management ”mean to you?
61. other than money (which is a given), what do you believe motivates people?
62. can you give me three elements of your personal code of ethics for the workplace?
63. what experiences do you have in your background that show you are capable of creative risk taking?
64. what were your most memorable accomplishments in your last job?
65. did you inaugurate any new policies (or systems) in any of the positions you’ve held?
66. what is the most difficult thing you ever tackled? how did you approach the problem?
67. what work is the most monotonous for you?
68. what does the term “global competition” mean to you?
69. tell me what you think would be some good approaches to developing overseas markets during the next three years, especially considering the state of the dollar in today’s international markets.
70. describe the most significant internal control weakness you ever identified and what you did to remedy it. what were the results?
71. describe the most significant accounting operations reengineering project you have led. what were the results?
72. do you perform. employee salary reviews? if you do, what is your approach?
73. tell me how you go about creating an annual budget.
74. what problems do you have in staying within your budget?
75. distinguish between planning for the short, mid, and long term.
76. how do you quantify the results of your activities as a manager?
77. have you ever completed a formal return-on-investment calculation on a strategic investment? please provide details.
78. which spreadsheet programs do you prefer to work with?
79. how do you deal with unanticipated expenses? can you give an example?
80. how do you evaluate the budget in your present position?
81. tell me about a time when you underestimated a budget and had to ask for additional moneys?
82. did you ever have to restructure your budget in the middle of the fiscal period? what approach did you take?
83. how would you create a budget in the position for which you are applying?
84. if we adopt a 401 plan, how often would you perform. discrimination tests?
85. what’s the hardest thing about being a leader?
86. are you a mentor to anyone? who? what is your philosophy of mentoring?
87. what does the word “success” mean to you?
88. what does the word “failure” mean to you?
89. describe a problem that you solved using employee involvement.
90. tell me about the most difficult employee situation you ever had to handle. what did you do and what was the result?
91. tell me about an employee who became more successful as a result of your management.
92. describe your system for controlling errors in your own work and the work of your staff.
93. which management gurus do you find most interesting?
94. what do you want to be doing five years from now?
95. what are your most important long-term goals?
96. describe the people that you hired on your last job. were they successful? how long did they stay with the company?
97. what has been your experience with major expansion or reduction of force?
98. how many immediate subordinates have you selected in the past two years? how did you go about it? any surprises or disappointments?
99. how many immediate subordinates have you removed from their jobs in the last few years?
100. how do you feel your subordinates would describe you as a delegate?
101. some managers keep a very close check on their organizations.
102. what have been the most important surprises you have noticed from things getting out of control?
103. let’s talk about standards of performance. how would you describe your own standards? what would your subordinates say? what would your boss say?
104. sometimes it is necessary to issue an edict to an individual or the entire staff. do you have any examples o recent edicts you have issued?
105. what specific behaviors do you think contribute to your effectiveness as a supervisor?
106. from an opposite viewpoint, what behaviors do you think might interfere with your effectiveness as a supervisor?
107. in what respects do you feel you have improved most as a supervisor during the last few years?
108. some managers are quite deliberate about such things as communications, development, and motivation. do you have examples of how you addressed these areas?
109. how would you characterize your relationships with your last three supervisors? any patterns?
110. some managers are short-fused and impatient in their reactions. how would you describe your own patience?
111. most of us can look back upon a new idea, a new project, or an innovation we feel proud of having introduced. would you describe one or two such innovations you are particularly proud of?
112. what are the legitimate uses for office gossip or the rumor mill?
113. how would you handle a subordinate who deliberately went about a task in a way that contradicted your instructions yet were wildly successful?
114. your boss is going on vacation for a month, and although it isn’t in your job description to do so, she asks you to work for another manager in her absence, what would you say and do?
115. are you prepared to fill in for someone who has different, even lower-level, responsibilities?
116. describe a time when you unfairly got caught up in office politics.
117. can you sell me on our product or service?
118. what strategies do you employ fro finding common ground with your customers?
119. can you give an example of how you are able to be positive about a product even when discussing a negative?
120. have you found it helpful to take motes when talking to a customer? how?
121. if i were a prospect, what clues about me does this office give?
122. what strategies do you use to repeat the customer’s key concepts back to him or her during a sales pitch?
123. how do you turn an occasional buyer into a regular buyer?
124. have you ever taken over an existing territory or desk? what was the volume when you started? what was it when you left?
125. what have you learned about using sales incentives to promote sales?
126. what strategies do you use to plant questions in your customer’s mind?
127. when is it appropriate to ask a prospect, “how much do you want to spend?”
128. tell me about a time you adjusted your approach to a prospect based on their body language.
129. tell me about a time when you followed up with a reluctant prospect and still failed to get the order.
130. talk about a time when you overcame your own mental block or prejudices to make a sale.
131. can you talk about a sales incentive program that motivated you?
132. who are the motivation gurus you find most interesting?
133. when was the last time you sent a thank-you note to a customer?
134. how do you try to show each customer that he or she is important?
135. this job requires a large amount of travel. do you think you have the ability and willingness to keep up?
136. when you cold-call a prospect, what obstacles do you expect the clerical staff to put in your way?
137. when you telephone a prospect, what strategies do you use to get past the secretary or receptionist?
138. where do you find your telephone leads?
139. what do you despise about telephone sales?
140. how do you qualify a prospect?
141. how do you overcome the difficult periods that face everyone in sales?
142. how long does it usually take you from initial contact to sales closing?
143. what is your ratio of initial contacts to actual sales presentations?
144. what percentage of your sales calls result in sales?
145. how would you go about identifying customers in a new market?
146. what do you think about prospecting for customers or developing new markets in cyberspace?
147. tell me about a time when you almost lost a sale and worked hard to get it back.
148. what are the five most common objections you face and how do you deal with them?
149. what was the most surprising objection you have ever received, and how did you handle it?
150. what’s your definition of customer service?
151. can you tell me about a time you took the steps necessary to resolve a problem although it wasn’t technically your responsibility?
152. name one way in which you have provided extraordinarily good service — above the call of duty — to a customer or client.
153. describe a situation where you had to go an extra mile for customers.
154. give me an example of a time when you went out of your way to meet an agreement.
155. in your current job, who are your customers?
156. if you had a customer who was complaining about poor service, how would you handle it?
157. at your last job, how often did you take a survey of customer satisfaction?
158. tell me about your worst customer service dilemma and how you overcame it?
159. what strategies have you learned to encourage customers to pay on time?
160. can you tell me about a difficult collection problem and how you dealt with it?
161. what strategies have you evolved to listen to emotional customers without getting hooked?
162. speak about the customer’s “personal zone” and how you use it.
163. how do you deal with customers who think they are right even when they are wrong?
164. what is the customer service attitude at your present organization?
165. how have you handle customers who take advantage of sales support staff?
166. what is the most significant improvement in customer service that you have achieved in the last year?
167. what’s one thing we at this company could do to make our customers even more satisfied with us?
168. what experience have you had in making oral presentations? how do you rate your skills in this area?
169. at what times do you have trouble communicating with people?
170. how would you compare your oral skills to your written skills?
171. when you are assigned to work with new people, how do you go about getting to know them, how they work, and what their strengths and weaknesses are?
172. tell me about a work situation that required excellent communication skills.
173. can you recall a time when you persuaded someone who initially disagreed with you of the correctness of your position?
174. how often of you communicate with the person who receives the output of your work?
175. what’s one thing that should never be communicated in a memo or e-mail?
176. what are some examples of important types of decisions or recommendations you are called upon to make?
177. would you describe how you went about making these types of decisions or recommendations? with whom did you consult?
178. tell me what you have learned about reducing employee turnover.
179. what organizations do you see as this company’s chief competition? can you compare and contrast the organizations?
180. what do you do to make the people around you fell important, appreciated, and respected?
181. how do you prioritize your time?
182. what decisions are easiest for you to make and which ones are more difficult?
183. most of us can think of an important decision, which we would make quite differently if we made it again. any examples from your own experience?
184. most of us become more astute decision makers as the base of our experience broadens. in what respects do you feel you have improved as a decision maker?
185. describe a situation that required you to use fact-finding skills.
186. tell me about a complex problem you had to deal with.
187. tell me about a time when you failed to reach a goal.
188. how many projects can you handle at a time?
189. think of a crisis situation where things got out of control. why did it happen and what was your role in the chain of events?
190. give me an example of a time when management had to change a plan or approach to which you were committed. how did you feel and how did you explain the change to your team?
191. do you sue an activity chart to track the flow of the activities necessary to reach your goals?
192. what project management methodologies have you found most effective?
193. i’m interested in how you do your planning. what planning processes have you found useful, and how do you do about implementing them?
194. in what ways have you improved in your capacity for planning?
195. tell me about a job or project where you had to gather information from many different sources and then create something with the information.
196. what do you do when there is a decision to be made and no procedure exists?
197. what have you learned about using deadlines to motivate people or teams?
198. tell me about a time when, rather than following instructions, you went about a task in you own way. what happened? would you do it the same way if you had to do the task over again?
199. can you think about a specific situation where you prevented a problem before it occurred?
200. what do you do to welcome and orient new hires into your department or team?
201. if you were hiring someone for the job you are interviewing for, what three qualities would you look for?
202. what questions would you ask, or what techniques would you use, to establish that the person was willing to do the job?
203. how many people have you hired in the past two years?
204. do you have a favorite interviewing question?
205. tell me about how you would budget for recruiting.
206. what has your experience been with retaining recruitment firms?
207. how do you handle personnel evaluations?
208. what’s the first thing you look for no a resume or application?
209. how do you go about checking references?
210. tell me about your biggest hiring success.
211. tell me about your biggest hiring mistake.
212. how could we improve the hiring process we are using to select a person for this position?
213. to what do you attribute turnover?
214. is turnover always detrimental?
215. what programs have you found to be successful in retaining employees?
216. what is your concept of discipline?
217. what are the typical problems and grievances that your staff brings to you?
218. how do you handle them?
219. how do you maintain discipline within your department or team?
220. tell me about a time when you had to discipline a subordinate.
221. what was the most common cause of termination at your last organization?
222. have you thought about violence in the workplace? what strategies have you evolved to address this problem?
223. how do you keep abreast of new developments in information technology?
224. describe a situation in which you were able to enhance the usefulness of information in an existing mainframe. system and increase your employer’s productivity.
225. how has your conception of information systems quality evolved over the years?
226. describe successful strategies for software testing that you have employed.
227. what metrics can be used to measure user satisfaction with it?
228. what strategies do you recommend for organizations facing the year problem?
229. how would you reinvent our business from an it perspective if you had a blank piece of paper and no resource constraints?
230. we know that fourth generation languages have many benefits. which of these benefits do you find most compelling? why?
231. how can you tell a good program from a bad one?
232. info world magazine recently suggested that client/server computing is dead. do you agree, and if so, what killed it?
233. what is the future of the mainframe. in a world of distributed desktops?
234. describe the most significant business process reengineering project you have led. what were the results?
235. distinguish between the internet and the intranet.
236. what is the chief benefit of an object-oriented application development paradigm?
237. describe the central attributes of the object paradigm. how does encapsulation or polymorphism contribute to the technology’s effectiveness?
238. why has computer-assisted software engineering (case), a technology which offered so much promise, generally not met the high expectations set for it?
239. which rapid application development (rad) methodology do you find most interesting or effective?
240. describe a data migration project you led. what were the results?
241. i see that you have listed java, pascal, cobol, and c++ as the programming languages with which you’re familiar. would you take a moment to rank them according to your skill level?
242. what structured programming methodologies have you found most effective?
243. please describe the most difficult task you ever had to perform. using tool x, and describe how you managed to accomplish it.
244. which computer trade shows do you regularly attend and what do you get from them?
245. have you ever presented at an industry trade show or seminar?
246. have you published anything on it?
247. describe your participation on an it steering committee. what was the challenge? what was your role? and what was the outcome?
248. with respect to the it steering committee, what technology did you choose? why? how did it work out?
249. do you have any experience with rapid application development? tell me about an application developed using this approach.
250. have you participated in the design and deployment of a web site?
251. do you have an e-mail address or a personal website?
第十一章结束面试
1. well, based on what we have discussed, how do you feel about this job?
2. do you have any questions?
3. is there anything else i should know about you?
4. i’ve interviewed several very good candidates, and i will admit that you are one of them. what single message would you like me to remember that will convince me that you are the one we should hire?
5. how do you feel you performed during this interview?
6. what have you been able to learn about our firm and our senior management?
7. what implications have you drawn from the information?
8. when can you start?
9. are you willing to travel?
10. are you willing to relocate?
11. may i contact your present employer and references?
12. is there anything you’d like to know about the job that would help you to do it better than anyone else could?
13. if there were one reason why we should select you over the other applicants, what would that be?
14. our time is about up. is there a final point you would like to make?
15. do you want this job? then why, through our entire discussion, have you not asked for it?
第十二章有问题的方面
1. how would you finish this sentence: “most people are basically… ”
2. tell me about a time when your employer was not happy with your job performance.
3. have you ever had to work with a manager who was unfair to you, or was just plain hard to work with?
4. how would you define a difficult manager?
5. have you ever been in a dispute with a supervisor? what was it about and how was it resolved?
6. can we check your references?
7. what kind of references do you think your previous employer will give you? why?
8. how do you deal with coworkers or supervisors who do not show you proper respect?
9. what cause you to lose your temper?
10. how do you dandle rejection?
11. what are some of your pet peeves? (经常抱怨的问题)
12. which of your skills can stand improvement at this time?
13. what problems do you have getting along with others?
14. what are some of the things your supervisor did that you disliked?
15. were you ever dismissed from a job for a reason that seemed unjustified?
16. what kinds of things do you worry about?
17. what are some of the things that bother you?
18. if i were to call your supervisor today, how would he or she describe you?
19. can you identify some weaknesses for which you need to compensate?
20. can you name three new skills, techniques, or methodologies you learned in the past 12 months?
21. what do you do when your boss loads you down with a great deal of work and not enough time to do it in?
22. what do you do when there is a decision to be made and no procedure exists?
23. are you generally lucky or unlucky?
24. what aspect of your performance in your last job were you the most proud of?
25. if you were going to be fired, how would you like your supervisor to handle it?
第十三章求职者的问题
1. by what criteria will you select the person for this job?
2. why is the position open?
3. what happened to the last person holding this position?
4. what duties and responsibilities does this job entail?
5. where does this position fit into the organization?
6. what kind of person are you looking for?
7. when was the last person promoted?
8. what are the ideal experience and skill set for this position?
9. to whom would i report?
10. what problems might i expect to encounter on this job?
11. what is the normal salary range for this job?
12. tell me about promotions and advancement in this company.
13. why are you not filling this position from within?
14. what are your expectations of the person hired for this job?
15. what are the three most significant things that need to be accomplished in this position in the first year and what are the major hurdles?
16. what is the work environment like day to day?
17. how many people will i supervise? what are their backgrounds?
18. who has the final say in this hiring decision?
19. is there anything else i should know about this company?
20. are there any aspects of my background or skills that you would like to hear more about?
21. is there a job description? may i see it?
22. how much freedom would i have to determine my work objectives and deadlines?
23. what kind of support does this position receive in terms of people and resources?
24. how would my performance be measured and how is successful performance usually rewarded?
25. can you describe your organizational culture?
第十四章初级水平的问题
1. based on what you know of the job market, which of your courses are directly transferable to this job?
2. do you feel your grades are an accurate reflection of your work? if not, why not?
3. in college, how did you go about influencing someone to accept your ideas?
4. have you ever been put on the spot by a professor or adviser when you felt unsure of yourself? how did you handle it?
5. what competitive activities have you participated in? what did you learn from participation in competitive activities?
6. what’s one management lesson you learned in college?
7. why do you want to get into this field?
8. what are your career goals and how do you plan to achieve them?
9. i see that you do not have very much organizational work experience. what qualities do you have that especially qualify you for this position?
10. what specifically have you done that shows initiative?
第十五章求职者会问的另外的问题
1. would you mind if i took notes during the interview?
2. what are your plans for company expansion?
3. how many employees would i supervise?
4. can you tell me why this position is available? what became of the person formerly in this position?
5. what management style. is most prevalent here?
6. how many employees have held this position in the last three years?
7. is this a newly created position?
8. what have you liked most about working for this company?
9. how much supervision will i get as a new employee?
10. can you briefly tell me about the people i will be working with most closely?
11. does this company typically have a reactive or proactive strategy for dealing with problems?
12. let’s say that i excel in this position. where would i go from there?
13. what are the company’s plans for the next five years?
14. how would you describe the corporate culture at this location?
15. describe the performance evaluation procedures you use?
16. what tasks will occupy a majority of my time?
17. what challenges do you think i will face in this position?
18. describe for me the staff i will supervise?
19. could you show me a formal job description?
20. does this position involve any travel?
21. what will be my first assignment?
22. does this company typically promote from within?
23. how does this position/department fit into the organizational structure?
24. you said i could expect to make more money down the road. when will i get a review and what exactly will i need to do to be successful?
根据几所高校的办学特色, 主办方将活动定位不同的主题:“从企业文化谈自我认知”、“职场商务礼仪和中西方文化差异”、“职场精英打造卓越团队”、“外企优秀员工职业素养”……尽管内容大不相同, 但每所高校的活动都吸引着众多学子的参与。记者采访时了解到, 前来参加活动的学生中既有即将走出校门的毕业生, 也有大一新生。对于职场, 他们都希望了解更多的知识。活动中, 志愿者与学子亲切对话, 对同学提出的问题悉心给予解答, 并给予了意见和建议。在此, 记者对几场活动中同学们提出的问题进行了整理, 希望业内人士的建议能给学生提供一些帮助。
Q:求职者怎样才能和企业文化相匹配?
A:北京泰康源饮料有限公司H R D王岩
文化是很软性的东西。对企业来说, 往往跟企业价值观联系到一起。如果你的价值观能够跟企业价值观相吻合, 在企业里面会有很好的发展。
说到怎么样和企业文化匹配, 通过短短十分钟或半个小时的面试过程, 很难理解企业文化是什么样。企业文化从概念上来说, 是经过长期发展一个企业的价值观、制度、企业行为的组合。简单来说, 有一些员工进入公司, 看重这一家公司有没有好的培训机会和教育机会, 比如说在职培训、考证等等。还有一些学生进入公司之后, 比较看重的是工资待遇。而在一些媒体工作, 或者搞设计的人, 可能喜欢比较弹性的工作制度。那么, 自己在选择公司时候的想法就是你的价值观。然而, 进入一家公司的时候, 不要想方设法去改变你的主管或者你的老板, 你是改变不了的。只能够用自己的方式去适应你的主管或你的老板。同样, 我们在应聘的时候, 是双向选择, 你可以选择企业。但是进入这一家公司来说, 作为员工有一点被动, 只能够适应主管和老板, 才能在这一家公司发展下去。
Q:选公司时要注意些什么?
A:施耐德电气 (中国) 投资有限公司BU HR Partner牛浬杰
我做HR以来, 分别在三家公司工作, 有不同的感受。有人说, 大公司选文化, 中公司选行业, 小公司选老板。这一个是很民间的说法, 但是很有道理。如果你希望到500强公司去的话, 从文化角度来说, 这是我们应该关注的一个内容。像日常的培训、薪资福利、发展机会等等, 国际化的公司都类似, 不会有太大的差异。西门子、施耐德、松下电器从这一些方面来说, 差不太多, 但是文化上有差异。
美资公司强调结果导向, 用各式各样的方法达成最终的结果就非常好, 就是NO.1。像我们看过的美国大片, 一个人可以把俄国军队整个连干掉。欧洲公司更加关注人, 认为人是组成公司、团队非常必要的因素。每一个人是非常重要的。我所在的欧洲公司来说, 对人的关注是非常强的。
我举两个小的例子。年终和年初的时候我们做了一个非常大的工作, 绩效评估。这是非常综合的一个内容, 把培训、招聘等等全都结合在里面。我负责我所在的部门, 这一个部门有200多人, 跟每一个人做面谈。在面谈的过程当中, 我们会用聊天的方式, 比如说某某去年工作表现怎么样, 工作过程当中遇到什么困难, 有哪些不足, 今后需要公司或者老板给你什么样的支持。不足的方面, 我们自然而然把相关计划放进去。这是一个非常好的工具和模式, 我们并不关注他的职位、工资, 只是把一个人全方位的需求和工作当中的需要加进去, 这也是我们非常重要的工作之一, 人在这里面体现得重要性非常大。
第二个例子, 施耐德电气是传统行业的工业公司, 在技术导向方面非常强。HR部门, 也有技术课程, 要求我们在技术方面有相关的培训。对新的同事和新的员工, 尤其是刚毕业的同学们, 在公司内会有非常完善的培训机制和方式。技术人员培训六个月, 这六个月有薪资增长和培训具体安排, 我们也会让他到工厂实习, 用很多方式帮助他从一个校园人转变成一个社会人。
所以, 选大公司要看文化。美资公司强调结果导向, 欧洲公司更加关注人。以上从我个人角度来说, 不能代表我们公司或者我们这一类欧洲企业普遍性的东西, 仅供大家参考。
Q:面试中经常说的行动导向是什么意思?
A:佳能 (中国) 有限公司培训与开发部副总经理J u d y K w a n (下简称Judy)
行动力的意思, 应该说是任何事情都从我开始做, 并且积极主动地开始。你进入公司以后, 如果是正规的公司, 企业会给你岗位描述。假设你是秘书, 上面写了五项你的岗位职责, 需要你把它贴在你的办公隔断上很明显的位置, 每天检查这五项有没有积极主动地做。相反的, 因为我是秘书, 我不能随意地做, 要听领导的指挥, 领导每天安排我做什么就做什么。安排我三项那我做三项, 没安排那我可以喝茶、看报纸。这是行动力不强的表现。
Q:怎么在团队合作中提升领导力呢?
A:Judy
在企业管理中都是1+1>2, 也就是说, 任何概念都不是狭义的概念, 而是广义的概念。“leadership”在管理中的定义是“影响他人的能力”, 而不仅仅是“领导他人的能力”。言外之意, 假设你做领导秘书, 同时也扮演一个领导得力助手的角色, 帮助他协调部门里面的事情, 去影响其他人, 这样你就具备很高的领导力。当然, 领导力还有其他很多方面的, 比如沟通等。
Q:公司会不会给出现问题的同事一个改正的机会?
A:Judy
任何企业都有规则, 像佳能这样的公司是非常宽容的, 可以说给你的时间超过你的想象。你认为你三个月才能学会这件事情, 企业可能给你六个月, 甚至一年的时间, 最后你都不好意思了, 说我实在学不会了, 那我自己走了算了。
一定要记住, 公司给你时限, 并不表明你要把这个时限延长更多, 这样才是积极主动的态度。所以我们要自控, 自己控制自己。并不是说企业难道不知道我们是学生吗, 你就应该给我更多的时间, 别人给两个月, 那你应该给我两年。也许这个公司可以做到, 换到另外一家公司也许变得更加严格。因此我们应该变得自控, 碰到问题找自己的原因。我们讲职业生涯的规划是从本职工作做起的, 就是你要把本职工作做好。本职工作是从对结果负责做起的。对结果负责的人是从找自己的错做起的, 而不是找别人的错。
Q:招聘考察时从哪里能够看出一个人是否具备团队精神?
A:Judy
第一个体现是胸怀。比如在集体面试的最后环节考官向你提问, 如果你是评委的话, 选出一位最棒的、团队合作精神最好的人, 会选哪一位, 为什么?其实, 这个问题着重考察你是不是真的聪明, 是不是具有大智。具有小智慧的人会觉得这个投票很重要, 我要投给自己, 具有大智的人则有全局观点。说实话, 你到底选谁重要吗?面试官才是真正的评审团、公司的决策者, 他们不会因为你推荐谁而最终选谁, 所以作为应聘者要明白他们为什么问这个问题。当考察的主题是团队合作, 当然也不排除你真的很棒的时候说“我是最棒的”, 说明你自信心很强。可如果别人不选你, 我们也还选你, 那这时你选你自己, 只会给自己增加负分。所以团队合作最大的体现是当面临一个机会的时候你是怎么看待的, 你是愿意把这个机会让给别人, 还是一定要捆着留给自己, 即便发现根本得不到, 但是还要争最后一下。有的同学很聪明, 在自我介绍的时候说我团队合作非常棒, 我充满了激情, 诸如此类, 但是要注意, 我们会在后面的表现中更加注意观察。所以你说了什么一定要去做, 不然要尽量少说一点。
第二是你和别人的互动。你是来应聘一个职位, 没错, 多个选一个, 幸运的是几位当中有一位会进入下一轮面试, 不幸运的是一个都没有。你在这个过程中要做真实的自己就可以了, 你不用总看着面试官, 从始至终只对他们说不行。你们是临时组成的一个团队, 所以你有没有团队意识在于你和团队之间的互动。互动是什么意思?那意味着团队合作当中倾听的能力是特别重要的, 你没有倾听, 那说的理由会站不住脚。
第三, 如果你是团队合作态度很好的人, 你会有微笑, 有点头, 有鼓励给其他人, 即便说有人表现得不够出色, 你是幸灾乐祸, 还是说没关系?这就是团队合作的精神。当然你在现场不是很方便说话, 但你的微笑别人是看得懂的。
Q:集体面试应该注意哪些问题?
A:Judy
越来越多的公司采用集体面试的形式, 而不是一对一面试。因为一对一面试时, 应聘者可以把很多优美的词列在自己身上, 说自己很优秀、很聪明、很善于乐于助人等等, 但是不容易验证。我们不看你怎么说, 而看你怎么样做。所以, 要非常在意团队合作的素质培养, 而这方面通过集体面试比较容易做出准确判断。
我有两点建议:第一, 请特别注意礼节, 这是你可以做到的。我从以下三个方面来谈一下:1、你说到了, 你要做到。我们更多看到的是你怎样做的, 而不是你怎样说的。有的公司面试中会设有计时员, 为什么要有计时员?为了保证公平、公正, 这是职业化的体现。如果你陈述的过程中被提醒, 那么你就要自觉遵守规定, 停下来, 而不是继续把自己的话说完, 这样只会为你减分而不会增光。2、一定要做很正直的人。大家尤其要注意这一点。在夸自己、展示自己的时候, 你们都愿意积极回答。问你们放弃过什么, 谁都不愿意回答, 甚至有人说没有放弃过任何事情。你放弃了应该放弃的东西, 这是好的事情。有的时候不能聪明反被聪明误。有的同学特别好, 说我放弃了一个很好的机会, 我以后会吸取教训。我们看的是你的态度, 而不是放弃这一个事情本身你是不是够聪明。你们要想我们提问题的核心和用意。3、礼貌用语。如果形成习惯, “谢谢”会经常挂在口上。请大家刻意做有礼貌的人。另外, 有时我们面对的问题很难回答, 这时我们要做职业人, 职场只有职业人是最受欢迎的。在职业场合, 需要用包装过的你, 而不是用没有修饰过的你。如果碰到一个问题你真的认为它很难, 有一个标准说法——“你提了一个非常好的问题”。你说这句话的时候就在思考怎么回答, 因为思考的速度远远快于说话速度。
第二, 肢体语言。肢体语言非常重要, 因为它是下意识的行为, 是很难控制的。但是对评委和招聘官来说, 我们更多看的是你的肢体语言。传达信息有三种方式:文字、音量语调、肢体语言。三者加起来是100%, 肢体语言占得最多55%, 文字只占到7%。在集体面试过程当中, 求职者表现出来很多下意识动作被我们尽收眼底, 然后做出判断。举两个方面的例子说明肢体语言表现出来的跟其他人的互动非常重要。多一些微笑, 多一些点头表示赞赏别人, 而你要想拿到这一张入职入场券是需要胸怀的。另外, 如果两个人同时要发言的时候, 你可以示意另一位应聘者先回答, 也许面试官赞赏的是你。大多数的人在面试中是独立自我的状态, 最多看一看考官, 或许在看谁更喜欢你这不行。可以看考官, 但是不能一直盯着某一位, 有的时候会适得其反。队友之间的互动是很重要的。
肢体语言说明你的下意识的行为。举一些简单例子。
销售技能(Sales Skills)
应聘者应具备的主要销售技能包括了解客户需求的能力、现场推销能力、销售演讲能力、遭遇客户拒绝时的应对能力、销售成交能力等。下面笔者就通过分析与以上能力相对应的四道销售面试问题,来为应聘者提供可参考的应答思路。
1.Sell me this pencil. (考察应聘者了解客户需求的能力和现场推销能力)
应答思路:主考官提这一问题的主要目的是考察应聘者对客户需求的了解能力,同时也考察应聘者的现场推销能力及应变能力。在回答这一问题前,应聘者可以设想主考官是自己的客户,向其询问对欲购买的这支铅笔有哪些具体的需求或要求。然后,根据主考官的具体需求,应聘者可介绍该铅笔的主要特征,并着重强调这些特征会给客户带来哪些益处,以及如何满足客户的具体需求等。
参考回答:This pencil can benefit you by allowing you to easily correct errors, write quick, neat notes, and keep your shirts from getting ruined from leakage (渗漏). It is also the least expensive investment, and it is lightweight as well. Besides, you can have your name embossed (雕饰) on it for promotional purposes.
2.How do you make a sales presentation? (考察应聘者的销售演讲能力)
应答思路:对于这一问题,应聘者可以从销售演讲结构的构思、对听众的了解、PPT的制作以及在实际演讲过程中应该注意的事项(如视线交流、语速、语调等)等方面来组织自己的应答思路。
参考回答:First, I will prepare the structure of my presentation carefully and logically by identifying the objective and main points of the presentation. Then, I will try to find out how much or how little the audience knows about the subject, and what they expect from the talk. After that, I will prepare a well-designed PPT for the talk. Finally, during the presentation I will speak clearly, maintain eye contact with the audience, and try to make the presentation interesting by changing my speaking speed and pitch of voice (音调).
3.What techniques are most successful in handling objections? (考察应聘者应对客户拒绝的能力)
应答思路:应聘者在回答这一问题时,首先应说明在销售过程中遭到客户的拒绝并非坏事,销售者应把这一过程看做是了解客户需求、获取更多客户信息的关键步骤;然后再说明哪些具体策略能有效地应对客户拒绝,譬如认真倾听并解决客户所关心的问题等。
参考回答:First of all, I view an objection from a customer as an opportunity to engage in a conversation about something the customer is interested in. About the specific techniques in handling an objection, they may include: listening to and acknowledging the customer’s concern; asking questions to clarify things and ensuring you have got to the real objection; empathizing (移情) with the objection; putting forward a proposal to overcome the concern; confirming that you have addressed the concern.
4.What do you consider are the key skills in closing a sale? (考察应聘者的销售成交能力)
应答思路:这一问题涉及销售中常见的成交技巧,主要包括有效应对客户拒绝的技巧,以及通过观察客户的身体语言和说话的语气来判断客户是否真正想购买产品的能力。一旦客户同意购买某一商品,销售者应立即以书面形式确定交易,并进一步抓住机会向客户推销新产品,安排将来和客户见面的日期和时间等。
参考回答:The common skills in closing a sale include: overcoming the client’s objections by addressing his or her concerns; recognizing buying signals both verbal (言语的) and nonverbal (非言语的); allowing the client the appropriate time and silence to respond to the close; getting it documented as soon as possible once the client agrees to buy; having some friendly talk and giving some useful information to the client like new products or new plans of introducing new product lines; fixing the next appointment time and date.
在实际面试过程中,以上问题也可能会以行为面试问题(behavior interview questions)的形式出现,例如:关于销售演讲方面的问题(Describe the sales presentation you made last time.); 关于遭遇客户拒绝时的应对能力问题(Tell me about a time when you successfully handled rejections from a client.);关于销售成交能力的问题(Give me an example of a recent difficult sale and how you closed the deal.)。这三种行为面试问题同样也可以参考上文所述的应答思路进行回答。
除了上述列举的四类问题外,关于销售技能的面试问题还有可能涉及应聘者对销售过程的理解(What is a typical selling process?)、对销售总体技巧的理解(What do you think are the most important skills in succeeding in sales?)、对销售态度的理解(What do you like and dislike about the sales process?/What aspect of sales do you find the most rewarding?/How do you keep yourself motivated?)、应聘者的谈判能力(Describe a recent situation where you negotiated terms with a tough customer./Tell me about an important negotiation that failed. What went wrong and why?)、应聘者的说服力(Give an example of when you had to overcome strong resistance from a customer and persuade the customer to buy your product.)、应聘者在销售方面的弱点(What is your biggest difficulty in selling?)等。应聘者在参加销售面试前应充分准备好这些问题的应答思路。
销售目标与业绩(Sales Targets and Performance)
在销售面试中,主考官通常会针对销售目标的设置、销售目标的实现状况以及所完成的具体销售额等方面提问。通过提问这些问题,主考官主要想了解应聘者是否具备销售动力和激情、明确的工作方向、迎接挑战的能力以及完成销售目标的能力。
1.关于销售目标的设置
关于这类问题,应聘者在回答时可主要涵盖以下几个方面:确定目标市场对自己产品的需求情况;了解竞争者的产品对市场的占有情况;挖掘目标市场可能接受自己产品的原因;估计目标市场可能有多少客户会接受并使用自己的产品;制定自己的月度销售目标和年度销售目标。
2.关于销售业绩
关于这类问题,应聘者要如实回答。如果应聘者以往的销售业绩不是很理想,应聘者可以简要说明原因,并表明自己有能力和信心提高自己的销售业绩。以下列举一些有关销售目标与业绩的常见面试问题,供应聘者自行练习回答用。
☆How do you set your sales targets?
☆ What was the size of the territory you covered in your last job and what was the sales volume?
☆How have your sales figures compared to your peers?
☆ Did you meet the goals set by your sales manager during the previous year?
新客户开发能力(New Client Development Skills)
开发新客户是销售工作永恒的主题,销售人员一定要时时刻刻努力寻找潜在的客户。因此,在销售面试中通常少不了关于新客户开发的问题。在回答这类问题前,应聘者应了解开发新客户的常见方式,通常包括以下几种:①通过参加老乡会、同学会、战友会,加入企业家协会,或参加培训课程等方式结识潜在客户;②让现有客户帮助介绍新客户;③参加各种展览会、信息交流会、信息发布会、订货会、技术交流会等,从中开发新客户;④通过查阅各种资料寻找新客户,包括电话簿、专业书报、杂志、当地报纸、各类广告等;⑤把产品或服务信息发到网上,吸引新客户;⑥通过打推销电话(cold calls)寻找新客户;⑦通过群发邮件开发新客户;⑧上门拜访潜在客户并推销产品。
除了要了解以上常见的新客户开发途径外,应聘者还应了解应聘公司所属行业的常见的新客户开发途径。例如,房产租赁和销售行业的销售人员经常会打推销电话。以下列举一些常见的该类面试问题,供应聘者自行练习回答用。
☆What methods do you use to get prospects (潜在客户)?
☆ What is your best source of new accounts (客户)?
☆ Do you like cold calling?
☆ Do you use networking to get clients?
☆How much of your time is spent in serving old accounts versus generating new ones?
☆ How many new accounts did you get last year?
☆ Tell me how you developed your largest account.
☆ Tell me about a recent sale that you failed to get.
☆ What difficulties do you think you would experience if you had to establish a new territory?
客户维护能力(Client Retention Skills)
应聘者的客户维护能力也是主考官考察的重要方面。在参加面试前,应聘者应了解客户维护的常见方式和技巧,包括以下几个方面:①建立客户档案,充分了解并把握客户的详细信息;②通过节假日问候客户、给客户寄送礼物、宴请客户等方式,向客户表示关心和问候;③以良好的服务质量和业务水平满足客户的需求,服务要热情周到、细致全面、有针对性;④与客户加强业务以外的沟通,努力与客户建立起朋友般的关系,获取客户的信任;⑤多做些销售之外的事情,在自己力所能及的范围内帮助客户解决一些问题;⑥尊重客户并真诚对待客户。以下列举一些常见的该类面试问题,供应聘者自行练习回答用。
☆What do you think are the most effective ways of retaining clients?
☆How do you entertain clients?
☆How many appointments did you have in a typical week?
☆ How much time do you spend directly with a customer on an average day?
☆ Tell me about a time when a customer was dissatisfied and how you dealt with him or her.
☆Tell me about the most difficult customer you have ever handled.
在自我介绍方面要尽量突出你以前工作当中有过良好表现的一段经历,尽可能的详细,以具体案例说明你的工作是多么的有成效,你的业绩是多么多么的突飞猛进. 至于其他,什么大学经历阿,家庭背景阿,喊口号式的表决心阿,以及一些不是很好的工作业绩,在面试者不是详细问的情况下,尽量一代而过,当然没有工作背景的应届毕业生,要尽量突出你风格(性格)上的优势,一定要通过具体的案例说明,越详细越好.切忌喊口号式的表决心.外企只相信数据和案例.
外企医药代表面试技巧五、在真实经历的情况下,应该“投其所好”地美化.
有个真实的示例“我的简历只有一页纸,但这个不是标准.内容方面,只是,你要把你要表述的东西表述出来,尤其是你的优势(针对于这家企业它的资质要求,对号入座),我很赞成在写简历的”经历“的时候,内容一定要包括三个方面:第一,你做了什么;第二,你怎么做到的;第三,结果如何.针对个人经历(包括校园活动以及任职、社会实践),我觉得最基本的就是条理清晰,我不太赞同一段话一段话地写,我通常是一个观点一行,而且观点与观点之间尽量不是包含关系,而是并列或者递进关系.我的经历是以时间的后先关系排列的(由近期的写起).个人获奖方面的话,如果获奖多的话,挑有代表性的写(例如奖学金--综合能力尤其是学习能力的说明;优秀团干之类的;又或者很突出地表现了你某方面优势的奖励,尤其是用人单位看重的).如果获奖不多的话,那就没话说了,自己看着办.”
问题1：能介绍一下你自己吗?
注：回答这个问题的时候，要重点突出与这个工作岗位相关的个人信息，比如，你做过什么工作，擅长什么，对职业发展有什么期望，等等。
【回答范例】
I like to manage people and be involved in interesting projects. I have been working for IBM for the past six years, but I am looking for a new challenge right now. I like to do sports, especially athletics. I spend free time with my wife and kids.
小结：在你自我介绍的过程中，HR其实是在观察你。你的眼神，动作包括语言表达和互动能力都会在面试中打分。
Question 2: Why did you apply for this job?
问题2：你为什么应聘这个工作?
注：回答这个问题的关键是，你要多说说对这家公司和这个职位的了解，也不是接着介绍你自己。所以，面试之前要做功课，上这个公司的网站好好了解一下背景，对于应聘的职位也要有个基本的了解。
【回答范例】
I really like the job description and the working duties on this position. I believe to be a perfect match for the job and a potential asset for your team. That’s why I submitted my application. I have similar working experience too…
I decided to apply because I really like the vision of your company and the career growth possibilities. I can use my full potential at this position and help your company to grow and prosper.
小结：如果这个问题回答好了一般都能加分，说明你是做了功课来的，对这个职位表现出了诚意，也是对公司的一种尊重。
Question 3: Why did you leave your last job? / Why are you planning to leave your present job?
问题3：你为什么离开上一家公司?/你为什么想离开现在的公司?
注：回答这个问题的时候切记一点，不要诋毁之前的公司或者同事，你应该多说一说对于未来的展望，而不是纠结于过去。
【回答范例】
My last job was not challenging enough. I was not motivated to wake up to work anymore. I liked my colleagues and boss, but I simply can’t keep myself motivated anymore. Based on the job description I really believe that I can find new motivation and challenges in your company.
There was a downsizing in our company. Similarly to most people from financial department, my contract was terminated. However, it is the past. I am ready to utilize all the knowledge and experience I gained there to start my new career, possibly in your corporation.
小结：这是表现人品的时候，一个对过去的同事和公司都能诋毁的人，以后也能诋毁现在面试的公司，公司一般不会留心胸狭隘的人。
Question 4: Can you tell me something about your education?
问题4：能说一说你的教育背景吗?
注：有些雇主和职位会比较看重教育背景，名校毕业或者MBA学位等资历可能会加分。但是，如果你的教育背景不是那么出色，你可以重点讲一讲你在过去的经历中学习到的丰富知识，不用在毕业学校这一类事情上太纠结。
【回答范例】
I have studied at ABC University. I acquired knowledge of statistics, project management and process management. I was active during my studies and took part in practical projects and courses too. Overall my studies were pretty practical and I believe to be ready for job of a project manager.
小结：回答这个问题的时候要懂得避轻就重，对于自己不够完善的方面尽量一笔带过，而着重突出自己的优势。
Question 5: Can you tell us something more about your working experience?
问题5：你能不能多跟我们说说你的工作经历?
注：回答这个问题的时候，挑一些跟目前应聘的职位最相关的工作经验说一说即可。当然，如果你之前只有一个工作经验，那么，无论是否有关都得好好说一说了。
【回答范例】
I have done lot of things in my life. It helped me to gain a good overall understanding of business. From to I worked as a project manager for Siemens. We were working mostly on smaller energetic projects, water plants built on rivers. I believe that I can utilize the knowledge and contacts I gained there in your company. I learned how to budget the projects and lead it from the scratch to completion and success. From my other working experience I can mention my role of marketing manager I hold in CDE from to 2001 and my freelancing experience from to . If you want, we can discuss it in detail.
小结：最好是说一些比较有说服力的，例如你在过往的工作中成功的案例，或者曾经为公司解决过说明难题，企业很看重员工解决问题的能力。
Question 6: Why should we hire you?
问题6：我们为什么要聘用你?
注：这是面试中最难回答的一个问题。不过，要是回答好了，绝对能给面试加分。在这个问题上，你还拿出之前自我介绍那一套说辞是不行的，你得把你的“独特卖点”拿出来，有什么特质是你用而别的应聘者没有的?你能为这个公司带来什么明显的收益?
【回答范例】
I have a relevant experience and I am strongly motivated to work for your company, as it has always been my dream to work there.
I fulfill all the job requirements. However, I am sure some other applicants do fulfill it too. But I am a nice guy and always try to create a good atmosphere on the workplace. This helps, especially nowadays, when people are stressed and negative about everything.
I believe that I bring success with me. All the companies where I worked were prospering. It is good to have such a worker in your team, isn’t it?
小结：这个问题简单来说就是问你的能力怎么样，很多面试者犯了一个致命的错误，说自己性格如何吃苦耐劳一定为企业创造收益等等，这些场面话谁都会说，企业需要的是一个必须支付薪水给你的理由，所以，尽量通过实例来表现自己在能力方面很适合这个工作。
Question 7: What are your strengths?
问题7：你的优势是什么?
注：回答时挑出跟当前职位相关的一两个优势说一说即可。
【回答范例】
I am very responsible and always accomplish all my duties on time.
I am pretty organized, what is strongly reflected in a quality of my work.
I have good communication skills. I believe that communication skills are crucial in every job, but especially in this one.
小结：一定要和职位相关，因为企业面试时无法考察你其他方面的优势，有很多技术类相关工作会要求当场实际操作。
Question 8: What are your weaknesses?
问题8：你的缺点是什么?
注：之前的问题，我们都建议你挑出跟工作相关的内容来回答，但是，这个问题，建议你挑一些跟工作不太相关的缺点来回答。而且，回答的时候，你要突出表达想要尽快改掉这个缺点的意愿。这样的做人态度是雇主们愿意看到的。
【回答范例】
I am not very patient. That’s obviously bad. But I am working on it every day, trying to control myself and be more tolerant to the others. It’s not easy, but I definitely made good progress in recent years.
Sometimes I struggle to concentrate in job. However, I practice every day and my concentration has improved over the years. I try to eliminate other thoughts and focus purely on my job.
I trust people too much. It is nice to live with such feelings, but it caused me many troubles in the past. However, as I am getting older, I can much better distinguish friends from foes.
小结：切记回答这个问题的时候一定要眼神特别真诚地看着面试官，选择一些无伤大雅的小缺点来说，尽量避免实例不要让考官有继续追问的机会，把话题带偏一些，尽量幽默。
Question 9: What are your goals in five years horizon?
问题9：五年内，你想达到什么目标?
注：回答这个问题的时候，千万不要说自己过几年想要创业单干。没有公司想招个人进来，过两年就辞职单干了。所以，回答的时候可以说一说个人目标，自己的职业发展目标要与公司相关。
【回答范例】
My goal is to become a better manager and to help my employer to achieve exceptional results as a company.
I want to start a family and have a good job. That’s all I want. I believe that your company is a right place to start realizing my goals.
I would like to have a really good job in five years time. However, I understand that firstly I need to learn a lot and I believe that this position is a perfect start for me.
小结：最好有一个长远的职业目标，然后按时间划分，什么时间段要完成什么目标，这样会给企业一个踏实的印象，但是不能过分夸大或与目前情况差异过大。
Question 10: What are your biggest achievements so far?
问题10：到目前为止，你最大的成就是什么?
注：成就要远比经历重要。我们每个人或多或少都有些成就，只是我们自己没有意识到罢了。面试中提到的成就可以是生活方面的，也可以是工作方面的。比如，你原来抽烟，但是后来戒了，这也可以说明你的意志力很强。
【回答范例】
I ran marathon under three hours. I trained for it very hard and it strengthened me both physically and mentally.
When I hold Sales Manager job at ABC Inc., the sales grew by twenty percent every year.
I became a better person over the years. I learned to listen to the others and see the good in people. I consider this as the biggest achievement of my life.
小结：成就不一定是指工作中的成就，当然如果是工作方面就更好，如果可以，最好用数据说话，如果没有，就用其他方面来代替。
1、请介绍一下你自己
这是外企常问的问题。一般人只说姓名、年龄、爱好、工作经验，这些在简历上都有，其实，外企最希望知道的是求职者能否胜任工作，包括最强的技能、最深入研究的知识领域、做过的最成功的事等。外企很重视一个人的礼貌，求职者要尊重考官，在回答每个问题之后都要说一句“谢谢”。
2、在学校你最不喜欢的课程是什么?为什么?
这个问题外企不希望求职者直接回答“数学”、“体育”之类的具体课程，对于这个问题，外企招聘者最想从求职者口中听到：我可能对个别科目不是特别感兴趣，但是正因为这样，我会花更多的时间去学习这门课程，通过学习对原本不感兴趣的科目也开始有了兴趣，对于本来就有兴趣的科目我自然学习得更认真，所以各门课的成绩较为平衡。通过这样的问题，外企可以找到对任何事情都很感兴趣的求职者。
3、说说你最大的优缺点?
这个问题外企提问的概率很大，通常不希望听到直接回答缺点是什么。外企喜欢求职者从自己的优点说起，中间加一些小缺点，最后再把问题转回到优点上，突出优点的部分。
4、你认为你在学校属于好学生吗?
外企的招聘者很精明，问这个问题可以试探出很多问题：如果求职者学习成绩好，就会说：“是的，我的成绩很好。”如果求职者成绩不尽理想，便会说：“我认为是不是一个好学生的标准是多元化的……”有经验的招聘者一听就会明白，外企喜欢诚实的求职者。
5、说说你的家庭
外企面试时询问家庭问题是要了解家庭背景对求职者的塑造和影响。外企希望听到的重点也在于家庭对求职者的积极影响。
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