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42

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Q12

Q13

80

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Q14

3 5 10

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WNSD
20

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Q18

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Q20

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CAB
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AB

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Q26

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Q35

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Excel

Q39

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If you want something done ,give it to busy person(

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STAR

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Have you held other positions like the one you are applying for todayIf yesdescribe how you pact the
expositions to be the same?

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

If there were two things you could change in your last (or present ) obwhat would they be and how would you
change them?

Please describe your last (or present ) supervisors management style

If you could make one constructive suggestion to your last (or present) CEOwhat would it be ?

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

How do you feel about present workload ?

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

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

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Why have you chosen this particular field?

If we hired youwhat are the top three goals you would like to see this company (department, team )achieve?

What can you do for us that someone else cannot?

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 jobs performance standards?

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

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 ?

What suggestions did you make in your last job to cut costsincrease profitsimprove moraleincrease output
etc?

When some managers make a decisionthey often feel a need to defend itcan you describe a time when you
changed a stated decision or opinion because you were persuaded you were wrong?
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If you could eliminate one responsibility from your last job, what would it be?

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

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

Had to implement an unpopular decision

Tell me about yourself using only one-word adjectives

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

Please rank the following from most important leastjob duties, hours, distance from work, pay, work
environment

What do you do when things are slow at work?

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

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

How do you know if youre doing good job?

In what ways do you and your supervisor think alike?

How do you get along with superiors?

Are you able to predict a peoples behavior based on your reading of them?

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

Tell me about an occasion when the team objected to your ideasWhat did you do to persuade the team of your
point of vies?

As a team leader, how much tolerance do you have for mistakes or falseIn other words, If a team member
wanted to do something in a way you were convinced was a mistakehow would you weigh the team members
learning experience against protecting the project?

Have you ever had to work with a manager who was unfair to youor was just plain hard to work with? Please
give details
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Have you learned more from your mistakes or your successes?

How has your tolerance for accepting mistakes from your subordinates changed over 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 dont like ?

If you were going to be firedhow 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 currentor lastposition

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

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

Say your supervisor left an assignment for you in boxthen left town for a weekYou cant reach him you dont
fully understand the assignmentwant do you do ?

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

Finish this sentenceI know I am taking a risk when

XX

Can you suggest three reasons why manhole covers are round ?

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

Is there anything positive to be said about conventional wisdom?

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

How much money do you want to be making five rears form now ?
5

How would you justify a raise to your current supervisor?

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

If you were to start college over again tomorrowwhat are the course you would take ?why ?

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

If you are hired for this job, how will you approach the first thirty days ?
30

Lets talk about standards of performanceHow would you describe your own standards ?
what would your subordinates say ?what would your boss say?

Some managers are quite deliberate about such things as communicationsdevelopmentand motivation
Do you have examples of how you addressed these areas ?

Some managers are short-fused and impatient in their reactionsHow would you describe your won patience ?

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

Are you prepared to fill in for someone who has differenteven lower-levelresponsibilities?

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

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What strategies do you employ for 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 anegative?

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

If I were a prospectwhat clues about me does this office give ?

What strategies do you use to repeat the customers 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 deskwhat 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 customers mind ?

When is it appropriate to ask a prospect

How much do you want to spend ?
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Tell me about a time you adjusted your approach to a prospect based on their body language

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 ?

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 ?

When you coldcall a prospectwhat obstacles do you expect the clerical staff to put in your way ?

When you telephone a prospectwhat strategies do you use to get past the secretary or receptionist ?

Where do you find your telephone leads ?

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What do you despise about telephong sales ?

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

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 ?
5

What was the most surprising objection you have ever receivedand how did you handle it ?

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

At your last job,

how often did you take a survey of customer satisfaction?

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 ?

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

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

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

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

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

Do you have a favorite interviewing question?

To what do you attribute turnover ?

We know that fourth generation languages4GLShave many benefitsWhich of these benefits do you find most
compelling ?why ?
4GLS

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

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Wellbased on what we have discussedhow do you feel about this job ?

Is there anything youd 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 applicantswhat would that be ?

How would you finish this sentenceMost people are basically ?

How would you define a difficult manager ?

What are the three most significant things that need to be accomplished in this position in the first year and what
are major hurdles ?

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

Can you describe your organizational culture ?

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

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5

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a
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15%

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E-mail /

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James Martins Ivan Jacobson

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PM-CMM
PM-CMM
PM

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