Section 1 启动

Did you have any trouble finding us?

How do you know about this job and organization?

What kind of work do you want to do?

How would your friends describe you? Your professors?

What else should I know about you?

What are your expectations of your future employer?

What two or three things are important to you in your new position?

What goals have you set for yourself and how are you planning to achieve them?

Who has had the greatest influence on the development of your career interests?

Would your supervisor be surprised to learn that you are seeking new employment?

How long have you been looking for a job?

Why do you want to leave your current position?

Have you received any offers so far?

How far can you advance with your current employer?

If you are so happy where you are, why are you looking for another job?

Do you know much about our company, department, team?

Why would you like to work for us?

How does this job compare with others you’ve applied for?

What is the ideal position for you in any company?

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?

If you could make a wish, what would be you perfect job?

What causes you to lose your temper?

What two adjectives best describe you?

What are your best professional skills?

If you were in my position, would you hire you?

Section 2 历史

In your capacity as a _____ at _____ company, what did you actually do? Please provide details.

What do you feel are the biggest challenges facing this field? This industry?

Tell me about your last (or present) job.

What do you think it takes for a person to be successful in your particular area?

How long have you been looking for a position?

How have previous jobs equipped you for greater responsibility?

What aspects of your current job would you consider to be crucial to the success of the business? Why?

What was the least relevant job you have held?

How long will it take for you to make a contribution?

What did you enjoy most about your last job?

What did you enjoy least about your last job?

What was the biggest pressure on your last job?

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.

In what ways do you expect them to differ?

What is the most important thing you learned from your previous experience that you would bring to this job?

If there were two things you could change in your last job, what would they be and how would you change them?

Why did you leave your last job?

Why do you think you were successful in your last job?

How has you r last job changed since you’ve held it?

Please describe your last supervisor’s management style.

If you could make one constructive suggestion to your last CEO, what would it be?

Of all the work you have done, where have you been the most successful?

Describe to me how your job relates to the overall goals of your department and company.

What are the most repetitive tasks in your job?

To what extent have you automated your last job?

What technical decisions did you have to make?

What decisions or judgment calls did you have to make in these areas?

What were the most important projects you worked on at your last job?

Can you give a ratio for the amount of time you worked alone to the amount of time you worked with others?

How effectively did your boss handle evaluations?

Tell me about a method you’ve developed to accomplish a job. What were its strengths and weaknesses?

How many hours a week, on the average, do you find it necessary to work to get your job done?

Can you describe a situation where a crisis occurred and you had to shift priorities and workload quickly?

How do you feel about your present workload?

How do you feel about your manager contributed to your choosing to leave your present job?

How do you think your supervisor will react when you tender your resignation?

Describe the most significant report or presentation you had to prepare.

What idea have you developed and implemented that was particularly creative or innovative?

Take me through a project where you demonstrated_____ skills.

Tell me about a team project of which you are particularly proud and your specific contribution.

Tell me about a difficult decision you had to make.

What made it difficult? What did you learn?

Describe the way your department is currently organized.

What was the hardest decision you ever had to make, and how did you handle it?

What are the most difficult aspects of your current job, and how do you approach them?

What has been your most important work-related innovation or contribution?

What caused you the most problems in executing your tasks?

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?

What would you say are some of the basic factors that motivate you in your work?

You’ve had little experience in _____, how do you intend to learn what you need to know to perform well in this job?

Section3工作能力

Please take me through your professional career.

Why have you chosen this particular field?

What aspects of your education do you rate as most critical?

What would your greatest business champion say about you?

What would your greatest business adversary say about you?

What are your long-range goals?

If we hired you, what are the top three goals you would like to see this company achieve?

What can you do for us that someone else cannot?

Have you done your best work yet?

What do you like most about this job?

What aspect of this job is the least appealing?

How do you plan your time?

What are three reasons for your success?

What kind of leader are you? Please provide an example.

What is the title of the person you report to and what are his or her responsibilities?

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.

What were the biggest decisions you made in the past six months?

How did you go about making them and what alternatives did you consider?

Can you describe a major project with which you encountered problems?

How did you resolve them and what were the results?

Describe one of the best ideas you have ever sold to a peer or supervisor. What were your approach and result?

What kinds of obstacles to completing assignments on time do you most frequently encounter at work?

What strategies have you devised to handle such obstacles?

How do you know you are doing a good job?

How do you prefer to measure performance?

Can you recall a time when you were less than pleased with your performance?

Can you describe some projects that were a result of your own initiative?

What prompted you to begin such projects? How did they end up?

What qualifications do you have to make you successful in this field?

Do you prefer to speak with someone or send a memo?

How do you motivate people?

Give an example of a situation in which you failed, and how you handled it.

What characteristics are the most important in a good manager? How have you displayed these characteristics?

What two or three accomplishments have given you the most satisfaction?

Describe a leadership role of yours and tell me why you committed your time to it.

Have you been in charge of budgeting, approving expenses, and monitoring departmental progress against financial goals?

What suggestions did you make in your last job to cut costs, increase profits, improve morale, increase output, etc.?

What results did you get? How do you know? How did you measure results?

What would you like to have done more of in your last job?

What specifics strengths did you bring to your last job?

What would you consider the three most significant accomplishments in your business life?

Think of something that you consider a failure in your career. What did you learn from it?

Can you think of an example of a lesson you learned from someone else’s mistake?

What risks did you take in your last few jobs? What was the result of those risks?

What languages do you speak?

What do you think differentiates you from the other applicants for this job? Why?

Why do you think you’d be a good fit for this job?

What do you do when you are having trouble solving a problem?

What interests you most about this position?

Have you ever hired anyone?

On what basis do you select a new hire?

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?

Have you ever fired anyone? On what basis did you fire them?

How would you describe your management philosophy?

What kind of references do you think your previous employer will give you? Why?

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?

The successful candidate for this position will be working with some highly trained individuals who have been with the company for a long time.

What is the most difficult situation you have faced? How did you handle it?

How did your supervisor get the best performance out of you?

How do you use deadlines in your work?

How would you do this hob differently from other people?

What personality traits do you think are necessary to succeed in this field?

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?

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?

What would you do differently in your life? Your career?

If you could eliminate one responsibility from your last job, what would it be?

After being with the same company for so long, do you think it will be hard to adapt to a new organization?

Some people feel that spending so much time at one job demonstrates a lack of initiative. How do you respond to that?

What are the advantages of staying at one job a long time/

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?

You’ve changed jobs quite frequently. How do we know you’ll stick around if we hire you?

How do you explain the diversity of jobs you’ve had? The positions don’t seem to be in a logical progression.

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?

How long will you stay here at this company?

What strategies have you found to be successful in managing unfair criticism?

Can you describe a time when you pushed too hard for a project to the detriment of the project?

Give me some examples of different approaches you have used when persuading someone to cooperate with you.

How do you cope with the inevitable stresses and pressures of any job?

Worked effectively under pressure.

Handled a difficult situation with a coworker.

Were creative in solving a problem.

Were unable to complete a project on time.

Persuaded team members to do things your way.

Had to take a stand on an unpopular position.

Wrote a program (or report or strategic plan) that was well received.

Anticipated potential problems and developed a proactive response.

Had to make an important decision with limited facts.

Were forced to make an unpopular decision.

Had to implement an unpopular decision.

Were tolerant of an opinion that was radically divergent from your own.

Were disappointed in your behavior.

Used your political savvy to push through a program you really believed in.

Had to deal with an irate customer.

Delegated a project effectively.

Surmounted a major obstacle.

Set your sights too high.

Set your sights too low.

Prioritized the elements of a complicated project.

Lost (or won) an important contract or sale.

Hired (or fired) the wrong person.

10佳问题

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?

What have been the biggest success and biggest mistake of your career?

What was the most useful criticism you ever received?

Describe the best person you ever worked for or who worked for you.

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?

If you had the opportunity to do the last ten years of your career over again, what would you do differently?

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?

If I were to speak with your current supervisor, what would he or she say are your current strengths and weaknesses?

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?

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?

Section4求职动机

What motivates you to put forth your greatest effort?

Describe your “dream” job.

What is the most important feature to you in a job?

Please rank the following from most important to least: job duties, hours, distance from work, pay, work environment.

What has been your greatest accomplishment in a work environment and why?

How important are external deadlines in motivating you?

How do you feel about your present workload?

Give me an example of a situation where you had to go above and beyond the call of duty to get something done.

What do you do when things are slow at work?

What have you learned from your mistakes?

What two or three accomplishments have given you the most satisfaction? Why?

How can we best reward you for doing a good job?

Why do you think you’ll be successful in this job?

What makes you proud of your work?

Tell me about a time when you went “out on a limb” in a job.

How do you like to be managed?

What kind of supervisor is likely to get the best performance out of you?

How important is it for you to learn new skills?

What new skills would you like to learn?

Do you consider yourself successful?

What are the most important rewards you expect out of your career?

What is more important to you: the salary or the challenge?

What do you think determines a person’s success in a firm?

Tell me about a project that really got you excited.

Do you generally cleat your desk at the end of each day?

Section5背景

What distinguishes a great employee from a good one?

Do you set performance standards for yourself?

How do you cope with stress on the job?

How do you know if you’re doing a good job?

What do you need from your supervisor?

How will you communicate your frustration when those needs go unmet?

Would you rather formulate a plan or carry it out?

What was the last business or management book you read and what did you learn?

Where or to whom do you turn for help? What resources do you look for in completing a task?

What strategies do you use when you have a great deal of work to accomplish and not much time to do it?

Describe a time when you used your intuition to good result in support of a project.

Where would you like to go from here in your career, and how do you plan to accomplish your goals?

In what ways do you and your supervisor think alike?

How did you handle a relationship important to your organization when it was threatened?

How do you react when someone criticizes you?

What do you do when you have to make an important decision?

What does the word “success” mean to you?

What does the word “failure” mean to you?

How do you of about making important decisions?

What have you learned about working well under pressure?

Do you anticipate problems or react to them?

Would you describe yourself as a risk taker or someone who plays it safe?

What problems do you have getting along with others?

Rate yourself on a scale of one to ten.

What is your greatest strength?

Section6团队工作

Define cooperation.

What kinds of people do you prefer to work with?

What kinds of people do you find it difficult to work with?

Tell me about a time when you said no to someone who asked you to drop everything to help them out.

Tell me about a time when a team fell apart. Why did it happen and what did you learn?

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.

How do you operate as a team player?

How do you deal with people with different backgrounds and value systems different from your own?

How do you schedule and commit to quiet time?

Do you prefer working with others or working alone?

What good or bad work habits did you pick up from your first job?

How do you know when a team has met its objectives?

Describe your approach to evaluating risk.

What is one thing a teammate can say to you that are guaranteed to make you lose confidence in him or her?

How do you get along with superiors?

How do you get along with coworkers?

How do you get along with people you’ve supervised?

What are your team-player qualities? Please be specific.

What have you learned about guarding against “group-think”?

Have you developed any special techniques for brainstorming?

Are you able to predict a people’s behavior based on your reading of them?

Tell me about a specific accomplishment you have achieved as a participant in a team.

Tell me about a time when your team made emotional decisions about the project. What happened and how did you handle it?

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?

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?

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?

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?

As a member of a team, how do you see your role?

As a member of a team, how do you handle a team member who is not pulling his or her weight?

Tell me about a time when you had to confront a team member.

Section7压力

What cherished management belief have you had to five up in order to get where you are?

Tell me about a time when your employer was not happy with your job performance.

Who is the toughest employer you ever had and why?

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.

What’s more important to you, truth or comfort?

At what time is it better to ask for forgiveness than to ask for permission?

Have you learned more from your mistakes or your successes?

Is honesty always the best policy?

How has your tolerance for accepting mistakes from your subordinates changed over the years?

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?

Where do you think the power comes from in your organization? Why?

How will you handle the least interesting or least pleasant tasks of this job?

What have you heard about the company or department that you don’t like?

If you were going to be fired, how would you like your supervisor to handle it?

On what occasions are you tempted to lie?

How have you been an agent for change in your current (or last) position?

Your supervisor tells you to do something in a manner you are convinced is dead wrong. What would you do?

What would you do if everyone in your department called in sick?

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?

There are two applicants for one job. They have identical qualifications is every respect. How do you decide?

What do you want to hear first, the good news or the bad news?

What are some of the things your supervisor did that you disliked?

If you were on a magazine cover, what would the magazine be and what would the headline say?

What kinds of things do you worry about?

Finish this sentence,” I know I an taking a risk when…”

10大难题

What cherished management belief have you had to give up in order to get where you are?

What’s more important to you, truth or comfort?

Have you learned more from your mistakes or your successes?

Is honesty always the best policy?

How has your tolerance for accepting mistakes from your subordinates changed over the years?

Where do you think the power comes from in your organization? Why?

On what occasions are you tempted to lie?

Is the customer always right?

If you could organize the world in one of three ways—no scarcity, no problems, or no rules—how would you do it?

Should all business relationships have fixed terms, that is, expiration dates?

Section8富含思想的问题

What was the last product or service you saw that took your breath away?

What’s the most significant compliment anyone has ever paid you?

How has your perspective of quality evolved over your career?

Is the customer always right?

How would you finish this sentence: “most people are basically…”

If you could organize the world in one of three ways —no scarcity, no problems, or no rules—how would you do it?

Who has been a major influence in your life?

How has your tolerance for accepting mistakes from your subordinates changed over the years?

Have you learned more from your mistakes or your successes?

What’s the unwritten contract between you and the people who report to you?

How have you benefited from your disappointments?

Can you suggest three reasons why manhole covers are round?

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?

Are you the type of person who likes to make lists or strike items off lists?

What would you do if your boss gave you a direct order to pursue a policy that you disagreed with?

What if the board of directors was reviewing a policy that would make such an activity improper but hadn’t ratified it yet?

What would you do if you saw a peer taking office supplies home?

Describe a situation where your work or an idea was criticized.

The business world is full of euphemisms. What’s your current favorite?

Should all business relationships have fixed terms, that is, expiration dates?

Is there anything positive to be said about conventional wisdom?

What did you accomplish at work the day before yesterday—in detail?

What’s the difference between a manager and a leader?

What is your philosophy of mentoring?

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.

Section9钱的问题

Can you review your salary history for me?

What salary, excluding benefits, are you making now?

How can we best reward you?

What kind of salary reviews or progress would you expect in this company?

In your professional opinion, how much do you think a job like this should pay?

What do you think you’re worth?

Why do you think you’re worth that?

How do you think your compensation should be determined?

What value can you add to our organization?

How much money do you want to be making five years from now?

How much did you make on your last job?

What sort of salary are you looking for?

Would you be willing to work for less?

What was the last raise you got? Were you satisfied?

How would you justify a raise to your current supervisor?

The salary you’re asking for is near the top of the range for this job, why should we pay this much?

How would you feel if a person reporting to you made more money than you?

Is money the most important aspect of the job for you?

What do you think of a process where subordinates have a say in the compensation of their supervisor?

What salary do you expect to make in this position? What do you base that figure on?

Have you ever worked on commission? Tell me about it?

Why aren’t you making more money at this point in your career?

On what criteria do you believe you should be evaluated and compensated?

How important are stock options or deferred payment plans to you?

What noncash aspects of your compensation are important to you?

Section10评估具体技能

What extracurricular activities were you involved in? What made you choose those? Which of them did you most enjoy, and why?

What led you to select your major? Your minor?

Which of your courses did you like the least?

Was there a course you found particularly challenging?

If you were to start college over again tomorrow, what is the course you would take? Why?

In college, how did you go about influencing someone to accept?

Based on what you know of the job market, which of your course were the most useful? The least?

What advice would you give to a college student intending to go into your field?

What are your most memorable experiences from college?

Why don’t I see internships or work-study experiences on your resume?

In what courses did you get your worst grades? Why? How do you think that will affect your performance on the job?

Why did you decide to go to college?

How was your college education funded?

What percentage of your college did you pay for and what sort of jobs did you have while you were in school?

What percentage of your college did you pay for and what sort of jobs did you have while you were in school?

Tell me a little about some of your extracurricular activities that would assist you in this job.

Why are you working in a field other than the one in which you have a degree?

What have you done to stay current in your field?

Are you satisfied with the grades you received in school?

Do you think your grades accurately reflect your ability?

Have you ever received a grade lower than you expected? If so, what did you do about it?

Have you ever been put on the spot by a professor or adviser when you felt unsure of yourself? How did you handle it?

What competitive activities have you participated in? What did you learn from participation in competitive activities?

Has competition had any positive or negative impact on your accomplishments? How?

What’s one management lesson you learned in college?

Why do you want to get into this field?

I see that you do not have very much organizational work experience. What qualities do you have that especially qualify you for this position?

Your resume does not list any job experience in the past few years. Why not?

Why would you want to leave an established career at your present employer for an essentially entry-level position?

What specifically have you done that shows initiative?

What are the reasons for your success?

What are some of your pet peeves?

Which of your skills can stand improvement at this time?

Who (what) has been a major influence in your life?

Are you a self-starter? Can you give me an example?

Can you think of a challenge you faced? How did you deal with it?

Under what conditions have you been most successful?

Tell me about a time when you had to pull a team together quickly.

How, specifically, do you contribute toward an environment of teamwork?

What can you do to build teamwork here?

What has been the employee turnover in your department over the past two years?

How do you define employee morale?

What programs have you implemented to build morale among those reporting to you?

How do you keep your staff informed of new developments and organizational decisions?

Describe the relationship you feel should exist between a supervisor and those reporting to him or her.

Have you ever had to make an unpopular management decision? Tell me about one of those decisions and how you handled it?

How do you go about assigning and scheduling projects and assignments?

Describe your leadership style for me.

How do you measure your success as a leader?

How do you determine which individual’s need additional training?

What training have you offered other people? How do you measure its impact?

If you are hired for this job, how will you approach the first thirty days?

Do you believe in the value of strategic planning?

What is the most intellectually challenging thing you are looking for in a job and why?

How did you prepare for this interview?

What do you do when you know you’re right and others disagree with you?

Finish this sentence: “successful managers should…”

What are the advantages of diversity in the workplace?

What does the term “ time compression” mean to you?

What does the term “ total quality management ”mean to you?

Other than money (which is a given), what do you believe motivates people?

Can you give me three elements of your personal code of ethics for the workplace?

What experiences do you have in your background that show you are capable of creative risk taking?

What were your most memorable accomplishments in your last job?

Did you inaugurate any new policies (or systems) in any of the positions you’ve held?

What is the most difficult thing you ever tackled? How did you approach the problem?

What work is the most monotonous for you?

What does the term “global competition” mean to you?

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.

Describe the most significant internal control weakness you ever identified and what you did to remedy it. What were the results?

Describe the most significant accounting operations reengineering project you have led. What were the results?

Do you perform employee salary reviews? If you do, what is your approach?

Tell me how you go about creating an annual budget.

What problems do you have in staying within your budget?

Distinguish between planning for the short, mid, and long term.

How do you quantify the results of your activities as a manager?

Have you ever completed a formal Return-on-investment calculation on a strategic investment? Please provide details.

Which spreadsheet programs do you prefer to work with?

How do you deal with unanticipated expenses? Can you give an example?

How do you evaluate the budget in your present position?

Tell me about a time when you underestimated a budget and had to ask for additional moneys?

Did you ever have to restructure your budget in the middle of the fiscal period? What approach did you take?

How would you create a budget in the position for which you are applying?

If we adopt a 401 plan, how often would you perform discrimination tests?

What’s the hardest thing about being a leader?

Are you a mentor to anyone? Who? What is your philosophy of mentoring?

What does the word “success” mean to you?

What does the word “failure” mean to you?

Describe a problem that you solved using employee involvement.

Tell me about the most difficult employee situation you ever had to handle. What did you do and what was the result?

Tell me about an employee who became more successful as a result of your management.

Describe your system for controlling errors in your own work and the work of your staff.

Which management gurus do you find most interesting?

What do you want to be doing five years from now?

What are your most important long-term goals?

Describe the people that you hired on your last job. Were they successful? How long did they stay with the company?

What has been your experience with major expansion or reduction of force?

How many immediate subordinates have you selected in the past two years? How did you go about it? Any surprises or disappointments?

How many immediate subordinates have you removed from their jobs in the last few years?

How do you feel your subordinates would describe you as a delegate?

Some managers keep a very close check on their organizations.

What have been the most important surprises you have noticed from things getting out of control?

Let’s talk about standards of performance. How would you describe your own standards? What would your subordinates say? What would your boss say?

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?

What specific behaviors do you think contribute to your effectiveness as a supervisor?

From an opposite viewpoint, what behaviors do you think might interfere with your effectiveness as a supervisor?

In what respects do you feel you have improved most as a supervisor during the last few years?

Some managers are quite deliberate about such things as communications, development, and motivation. Do you have examples of how you addressed these areas?

How would you characterize your relationships with your last three supervisors? Any patterns?

Some managers are short-fused and impatient in their reactions. How would you describe your own patience?

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?

What are the legitimate uses for office gossip or the rumor mill?

How would you handle a subordinate who deliberately went about a task in a way that contradicted your instructions yet were wildly successful?

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?

Are you prepared to fill in for someone who has different, even lower-level, responsibilities?

Describe a time when you unfairly got caught up in office politics.

Can you sell me on our product or service?

What strategies do you employ fro finding common ground with your customers?

Can you give an example of how you are able to be positive about a product even when discussing a negative?

Have you found it helpful to take motes when talking to a customer? How?

If I were a prospect, what clues about me does this office give?

What strategies do you use to repeat the customer’s key concepts back to him or her during a sales pitch?

How do you turn an occasional buyer into a regular buyer?

Have you ever taken over an existing territory or desk? What was the volume when you started? What was it when you left?

What have you learned about using sales incentives to promote sales?

What strategies do you use to plant questions in your customer’s mind?

When is it appropriate to ask a prospect, “How much do you want to spend?”

Tell me about a time you adjusted your approach to a prospect based on their body language.

Tell me about a time when you followed up with a reluctant prospect and still failed to get the order.

Talk about a time when you overcame your own mental block or prejudices to make a sale.

Can you talk about a sales incentive program that motivated you?

Who are the motivation gurus you find most interesting?

When was the last time you sent a thank-you note to a customer?

How do you try to show each customer that he or she is important?

This job requires a large amount of travel. Do you think you have the ability and willingness to keep up?

When you cold-call a prospect, what obstacles do you expect the clerical staff to put in your way?

When you telephone a prospect, what strategies do you use to get past the secretary or receptionist?

Where do you find your telephone leads?

What do you despise about telephone sales?

How do you qualify a prospect?

How do you overcome the difficult periods that face everyone in sales?

How long does it usually take you from initial contact to sales closing?

What is your ratio of initial contacts to actual sales presentations?

What percentage of your sales calls result in sales?

How would you go about identifying customers in a new market?

What do you think about prospecting for customers or developing new markets in cyberspace?

Tell me about a time when you almost lost a sale and worked hard to get it back.

What are the five most common objections you face and how do you deal with them?

What was the most surprising objection you have ever received, and how did you handle it?

What’s your definition of customer service?

Can you tell me about a time you took the steps necessary to resolve a problem although it wasn’t technically your responsibility?

Name one way in which you have provided extraordinarily good service — above the call of duty — to a customer or client.

Describe a situation where you had to go an extra mile for customers.

Give me an example of a time when you went out of your way to meet an agreement.

In your current job, who are your customers?

If you had a customer who was complaining about poor service, how would you handle it?

At your last job, how often did you take a survey of customer satisfaction?

Tell me about your worst customer service dilemma and how you overcame it?

What strategies have you learned to encourage customers to pay on time?

Can you tell me about a difficult collection problem and how you dealt with it?

What strategies have you evolved to listen to emotional customers without getting hooked?

Speak about the customer’s “personal zone” and how you use it.

How do you deal with customers who think they are right even when they are wrong?

What is the customer service attitude at your present organization?

How have you handle customers who take advantage of sales support staff?

What is the most significant improvement in customer service that you have achieved in the last year?

What’s one thing we at this company could do to make our customers even more satisfied with us?

What experience have you had in making oral presentations? How do you rate your skills in this area?

At what times do you have trouble communicating with people?

How would you compare your oral skills to your written skills?

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?

Tell me about a work situation that required excellent communication skills.

Can you recall a time when you persuaded someone who initially disagreed with you of the correctness of your position?

How often of you communicate with the person who receives the output of your work?

What’s one thing that should never be communicated in a memo or e-mail?

What are some examples of important types of decisions or recommendations you are called upon to make?

Would you describe how you went about making these types of decisions or recommendations? With whom did you consult?

Tell me what you have learned about reducing employee turnover.

What organizations do you see as this company’s chief competition? Can you compare and contrast the organizations?

What do you do to make the people around you fell important, appreciated, and respected?

How do you prioritize your time?

What decisions are easiest for you to make and which ones are more difficult?

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?

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?

Describe a situation that required you to use fact-finding skills.

Tell me about a complex problem you had to deal with.

Tell me about a time when you failed to reach a goal.

How many projects can you handle at a time?

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?

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?

Do you sue an activity chart to track the flow of the activities necessary to reach your goals?

What project management methodologies have you found most effective?

I’m interested in how you do your planning. What planning processes have you found useful, and how do you do about implementing them?

In what ways have you improved in your capacity for planning?

Tell me about a job or project where you had to gather information from many different sources and then create something with the information.

What do you do when there is a decision to be made and no procedure exists?

What have you learned about using deadlines to motivate people or teams?

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?

Can you think about a specific situation where you prevented a problem before it occurred?

What do you do to welcome and orient new hires into your department or team?

If you were hiring someone for the job you are interviewing for, what three qualities would you look for?

What questions would you ask, or what techniques would you use, to establish that the person was willing to do the job?

How many people have you hired in the past two years?

Do you have a favorite interviewing question?

Tell me about how you would budget for recruiting.

What has your experience been with retaining recruitment firms?

How do you handle personnel evaluations?

What’s the first thing you look for no a resume or application?

How do you go about checking references?

Tell me about your biggest hiring success.

Tell me about your biggest hiring mistake.

How could we improve the hiring process we are using to select a person for this position?

To what do you attribute turnover?

Is turnover always detrimental?

What programs have you found to be successful in retaining employees?

What is your concept of discipline?

What are the typical problems and grievances that your staff brings to you?

How do you handle them?

How do you maintain discipline within your department or team?

Tell me about a time when you had to discipline a subordinate.

What was the most common cause of termination at your last organization?

Have you thought about violence in the workplace? What strategies have you evolved to address this problem?

How do you keep abreast of new developments in information technology?

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.

How has your conception of information systems quality evolved over the years?

Describe successful strategies for software testing that you have employed.

What metrics can be used to measure user satisfaction with IT?

What strategies do you recommend for organizations facing the year 2000 problem?

How would you reinvent our business from an IT perspective if you had a blank piece of paper and no resource constraints?

We know that fourth generation languages have many benefits. Which of these benefits do you find most compelling? Why?

How can you tell a good program from a bad one?

Info World Magazine recently suggested that client/server computing is dead. Do you agree, and if so, what killed it?

What is the future of the mainframe in a world of distributed desktops?

Describe the most significant business process reengineering project you have led. What were the results?

Distinguish between the Internet and the Intranet.

What is the chief benefit of an object-oriented application development paradigm?

Describe the central attributes of the object paradigm. How does encapsulation or polymorphism contribute to the technology’s effectiveness?

Why has computer-assisted software engineering (CASE), a technology which offered so much promise, generally not met the high expectations set for it?

Which Rapid Application Development (RAD) methodology do you find most interesting or effective?

Describe a data migration project you led. What were the results?

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?

What structured programming methodologies have you found most effective?

Please describe the most difficult task you ever had to perform using tool X, and describe how you managed to accomplish it.

Which computer trade shows do you regularly attend and what do you get from them?

Have you ever presented at an industry trade show or seminar?

Have you published anything on IT?

Describe your participation on an IT steering committee. What was the challenge? What was your role? And what was the outcome?

With respect to the IT steering committee, what technology did you choose? Why? How did it work out?

Do you have any experience with Rapid Application Development? Tell me about an application developed using this approach.

Have you participated in the design and deployment of a Web site?

Do you have an E-mail address or a personal Website?

Section11结束面试

Well, based on what we have discussed, how do you feel about this job?

Do you have any questions?

Is there anything else I should know about you?

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?

How do you feel you performed during this interview?

What have you been able to learn about our firm and our senior management?

What implications have you drawn from the information?

When can you start?

Are you willing to travel?

Are you willing to relocate?

May I contact your present employer and references?

Is there anything you’d like to know about the job that would help you to do it better than anyone else could?

If there were one reason why we should select you over the other applicants, what would that be?

Our time is about up. Is there a final point you would like to make?

Do you want this job? Then why, through our entire discussion, have you not asked for it?

Section12有问题的方面

How would you finish this sentence: “most people are basically… ”

Tell me about a time when your employer was not happy with your job performance.

Have you ever had to work with a manager who was unfair to you, or was just plain hard to work with?

How would you define a difficult manager?

Have you ever been in a dispute with a supervisor? What was it about and how was it resolved?

Can we check your references?

What kind of references do you think your previous employer will give you? Why?

How do you deal with coworkers or supervisors who do not show you proper respect?

What cause you to lose your temper?

How do you dandle rejection?

What are some of your pet peeves? (经常抱怨的问题)

Which of your skills can stand improvement at this time?

What problems do you have getting along with others?

What are some of the things your supervisor did that you disliked?

Were you ever dismissed from a job for a reason that seemed unjustified?

What kinds of things do you worry about?

What are some of the things that bother you?

If I were to call your supervisor today, how would he or she describe you?

Can you identify some weaknesses for which you need to compensate?

Can you name three new skills, techniques, or methodologies you learned in the past 12 months?

What do you do when your boss loads you down with a great deal of work and not enough time to do it in?

What do you do when there is a decision to be made and no procedure exists?

Are you generally lucky or unlucky?

What aspect of your performance in your last job were you the most proud of?

If you were going to be fired, how would you like your supervisor to handle it?

Section13求职者的问题

By what criteria will you select the person for this job?

Why is the position open?

What happened to the last person holding this position?

What duties and responsibilities does this job entail?

Where does this position fit into the organization?

What kind of person are you looking for?

When was the last person promoted?

What are the ideal experience and skill set for this position?

To whom would I report?

What problems might I expect to encounter on this job?

What is the normal salary range for this job?

Tell me about promotions and advancement in this company.

Why are you not filling this position from within?

What are your expectations of the person hired for this job?

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?

What is the work environment like day to day?

How many people will I supervise? What are their backgrounds?

Who has the final say in this hiring decision?

Is there anything else I should know about this company?

Are there any aspects of my background or skills that you would like to hear more about?

Is there a job description? May I see it?

How much freedom would I have to determine my work objectives and deadlines?

What kind of support does this position receive in terms of people and resources?

How would my performance be measured and how is successful performance usually rewarded?

Can you describe your organizational culture?

Section14初级水平的问题

Based on what you know of the job market, which of your courses are directly transferable to this job?

Do you feel your grades are an accurate reflection of your work? If not, why not?

In college, how did you go about influencing someone to accept your ideas?

Have you ever been put on the spot by a professor or adviser when you felt unsure of yourself? How did you handle it?

What competitive activities have you participated in? What did you learn from participation in competitive activities?

What’s one management lesson you learned in college?

Why do you want to get into this field?

What are your career goals and how do you plan to achieve them?

I see that you do not have very much organizational work experience. What qualities do you have that especially qualify you for this position?

What specifically have you done that shows initiative?

Section15求职者会问的另外的问题

Would you mind if I took notes during the interview?

What are your plans for company expansion?

How many employees would I supervise?

Can you tell me why this position is available? What became of the person formerly in this position?

What management style is most prevalent here?

How many employees have held this position in the last three years?

Is this a newly created position?

What have you liked most about working for this company?

How much supervision will I get as a new employee?

Can you briefly tell me about the people I will be working with most closely?

Does this company typically have a reactive or proactive strategy for dealing with problems?

Let’s say that I excel in this position. Where would I go from there?

What are the company’s plans for the next five years?

How would you describe the corporate culture at this location?

Describe the performance evaluation procedures you use?

What tasks will occupy a majority of my time?

What challenges do you think I will face in this position?

Describe for me the staff I will supervise?

Could you show me a formal job description?

Does this position involve any travel?

What will be my first assignment?

Does this company typically promote from within?

How does this position/department fit into the organizational structure?

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?

When can I expect to hear from you about the next stage in the interviewing process?(文章来源：人力资源实战邓玉金）