Manager interviews. Interview questions for a managerial position

It all starts with a resume. A resume is a business card of the applicant, which will enable the employer to form a first opinion about him.

A well-written resume is a guarantee that the employer will call and invite you to.

General rules a good resume or what the employer is looking for:

1. Are there any mistakes? Their presence is evidence of inattention, haste and, ultimately, negligence.
2. Is there a photo on the resume? Her absence is suspicious and may suggest that the applicant for the position is not a self-confident person.
3. Place of residence, age, knowledge foreign languages, own car and willingness to travel.
4. Are there many previous jobs, how often did they change?
5. Does education match work experience? Does the work experience of the applicant meet the requirements of the employer?

Features of a sales manager resume:

1. Properly placed accents are very important. In the resume of a sales manager, emphasis should be placed on the qualities of a leader, on communication skills. After all, this is work with people, requiring the ability to find mutual language with representatives different ages, different social groups.
2. Must indicate willingness to travel. This will show the seriousness of the attitude towards future work and the willingness to do a lot for it.
3. Focus on results. The employer appreciates such sales managers who want and strive to earn money, that is, they are able to bring income to the company.

In the column "Functional responsibilities" of the sales manager, you should pay attention to:

• registration of calculations and maintenance of cash documentation;
• the expansion of the customer base;
• document management;
• search for new suppliers.

Questions when applying for a job

And now a little about what are the interview questions for a sales manager job, as well as for a sales manager interview?
The resume was noticed - its owner was called and invited to an interview with a sales manager or head of sales.

The interview is the next and very important stage for both parties.

At the interview, the employer and his potential employee meet face to face. They watch and listen to each other. They ask each other questions. What questions to ask in a sales manager interview? And what do they ask at a sales manager interview? Is there a script for a sales manager interview?

Top 5 questions for sales managers:

Where do you see yourself in 5 years?

It is a question of purpose and aspirations. Experts advise: no need for unbridled fantasies! Look at things realistically and formulate affordable plans for the next five years.

It is important that the target flies away from the teeth, so that the applicant does not think or mumble when answering this question.

What are your best and worst features?

They do not advise the applicant to turn inside out when answering this question, demonstrating crystal honesty.

Usually, the positive features of a sales manager are responsibility, organization and communication skills. The negative ones include: arrogance and honesty, and also a tendency to in-depth analysis. Experts believe that all this spoils a good sales manager.

It is good if, answering this question, the candidate argues, specifying what exactly is expressed, for example, his organization and responsibility.

Smart candidates, when answering this question, manage to negative qualities present them in such a way that they look positive in the eyes of the employer. For example, listing their shortcomings, they can say: “I don’t know how to relax at all. A terrible workaholic, a fan of work. I am very demanding of myself and others.”

Can you cheat?

Trick question. Whatever the answer to it was not given - everything is bad.

The applicant admits that he can deceive, he will be considered a liar. He will say that he is always honest and truthful, they will be suspected of lying.

How to be? It is advised to laugh it off and avoid answering this question.

What's your best deal?

If the best deal in a sales manager's professional life hasn't happened yet, it's worth inventing it. For reliability, it can be embellished with details about difficulties in negotiations and other business moments.

If the conscience does not allow the applicant to “embellish”, then the profession of a sales manager is not for him.

Are you stress resistant?

The sales manager must be stress-resistant. He must be friendly and smiling and not lose these qualities even when he is “run into” right during the interview. This is an employer's test of stress resistance and it is necessary to demonstrate a playful reaction in response.

There are a number of other questions that are popular with the employer:

1. What exactly draws you to this job?

   The answer “growth prospects” and “solid firm” is a formula. It would be better if something more individual sounds. For example, “the desire to gain new skills in a team of professionals.”

2. Why do you think this position is yours?

   This question is a good opportunity for the candidate to name the best that he has. What matters is how he does it. Emotionally, forcefully? Good. Not convincingly, in general terms? Badly.

3. Why did you change your previous job?

   It is bad if the conflict with the leadership is called the reason for leaving. Well, if - the desire to go further, open up new professional horizons, get a big salary.

5 Right Questions for Future Sales Managers

1. What are the responsibilities of a sales manager?
2. What reports should a sales manager fill out?
3. What is the objective quality of the company's product itself?
4. How are clients assigned to managers?
5. What is the motivation system?

Questions may also be asked, such as: “Is there a division of managers into farmers and hunters? Who will I be? The employer needs to be prepared for this kind of competence of the applicant.

Watch the video: Sales Manager Interview Questions.

Rules for a successful interview

So, how to successfully pass a sales manager interview? It is known that both sides are focused on the result. Employer - get what he is looking for. A candidate is to become what the employer is looking for. Therefore, he must show his best side.

This means:

• be punctual. Do not be late for an appointment;
• look good. This is the same case when they are greeted by clothes;
• to smile. A smile and kindness are very endearing to people;
• confidence. Not arrogance, but rather calm self-confidence. It is necessary for the sales manager to look convincing;
• activity. Modesty decorates, but not in this case. The sales manager is expected to be proactive;

To better understand who is sitting in front of him, Employers will also have to make an effort:

• create a friendly environment; This will help the candidate to relax and open up better. You can, of course, immediately arrange a stress interview, but this method does not work in the first minutes of the interview. Such a "trump card" is better to save "for later."
• calculate the meeting time; 30 minutes per candidate is enough. Short interviews annoy people just as much as long ones.

Even if you have already formed your opinion about the candidate, but the time has not yet come, ask the planned questions.

In this case, you are already doing this not in order to understand the applicant, but in order for the applicant to form a positive opinion about the company. After all, it is important for you that, after leaving the office, he spreads positive information about the company. Word of mouth is a powerful, both advertising and anti-advertising resource.

Ask questions, prepare in advance, tests, cases with specific workflows, situations. Everything should be aimed at assessing the experience, personal qualities and professional skills of the candidate. Take notes during the interview. The system of pluses and minuses works well. She is very visual.

Putting together a case

How to interview for a sales manager job? And what are the cases at the sales manager interview? Let's try to figure it out.
Interview assignments and tests are important and useful.

They will help to reveal the personal qualities, professional skills and experience of the candidate. They are very effective because they are very revealing.

There are many testing options. Select the appropriate one depending on the type of vacancy.

Communication skills are essential for a sales manager position. logical thinking ability to work in a team and stress resistance.

In order to make sure that the candidate has or does not have them, as well as the availability of practical skills, the type of situational interview is selected.

To do this, it is necessary to prepare cases in advance - various working situations - and invite the candidate to find their solution. You can put in front of him, for example: “Is it possible to tear a thick reference book in half with your hands?”

Depending on the answer, it will be clear whether the applicant is able to analyze whether he has developed creative thinking, whether there are communication skills, whether he is aware of the strength of the team spirit.

Case options:

1. You have received several lucrative job offers. How will you do it?
2. What will you do if you are offered to do work that is not covered by the contract?
3. What will you do if you find out that your colleagues are complaining about you?

It is very popular for candidates for sales managers to arrange. The goal of the employer is to piss off the applicant. There are many ways and they are sometimes very hard.

For example, they ask questions very quickly, without giving the candidate the opportunity to recover and focus on the answer. And then they charge him with the fact that he is passive in conversation and does not know how to communicate.

In the presence of a candidate, the interviewer may yell at one of his employees to see how the future sales manager will react. After all, in his work with this you have to deal often.

There is an option to check the speed of decision-making - to offer the applicant to make a call to the client regarding the purchase directly at the interview. No more than 10-15 minutes are given to study the price list of the company. Also very popular is the technique called: "".

How to get?

There are several mandatory rules for a successful interview.

But from a sales manager, in addition to smiling, neat appearance and punctuality, a number of other properties and qualities are expected.

Competence. Before applying for this position, you need to read at least a couple of professional sales books.

In them, by the way, there may be answers to those questions that you will be asked at the interview.

Activity. You have to ask questions yourself. Questions and answers will give an idea about the company. Questions at the interview when hiring a sales manager will help clarify the working conditions, show your interest. And one more thing - the more you ask, the less they ask you and the less likely it is to screw up.

Believe in yourself. It will give a positive attitude - to sell yourself, your knowledge and skills, as profitably as possible. May this be the best sale of your life!

When it comes to salary, do not immediately declare your desire to receive a large salary. Focus on the percentage of sales. So the employer will appreciate your desire to earn money by actively looking for buyers. Moreover, the buyers are new, and not only from the company's ready-made client base.

When the decision on the candidacy is made, it will need to be communicated to the applicant, whatever it may be - positive or negative.

You can't take too long to answer. It will look like disrespect, which is not respectable and not decent for a decent company.

There is also no need to rush to a decision. This is suspicious.

The normal time for making a decision is 1-2 days.

If you did everything right, then, in the end, you are doomed to success, and such a welcome phrase will sound: “We take you. You suit us."

We hope that now you know how to successfully interview for a sales manager or head of sales department. Taking into account all the information received, you will certainly get the desired position.

Watch below: sales manager interview video

Good day to you, dear friend!

There are things that most applicants are not even aware of. Today, your humble servant will sit on the other side of the "barricades". To your usual place, opposite the applicant. This will make it easier to answer the question How to pass an interview for a managerial position?

Rather, tell about one tool that experienced competent recruiters use. Sometimes you will meet such :)

This method is reading the metaprograms of the candidate.

These are mental models, filters through which a person passes information and draws conclusions. They determine his thinking and behavior.

Everyone knows the example of a glass with half water in it. One person thinks it is half full, the other half empty. They have different poles of metaprograms.

The point is that for managers there are certain preferences in the profile of metaprograms. My task as a recruiter is to determine this profile and compare it with the optimal one for the position for which the candidate is applying.

I do this: I invite the interlocutor to tell about himself and fix the metaprograms for constructing his phrases.

Then I ask and also observe his speech. After the conversation, I draw conclusions.

Now more about metaprograms. There are many, but we will look at the 4 most important ones.

You don't need to go deep into this topic. It is easy to understand the meaning and correlation of the poles of the metaprogram in order to try to follow your speech.

1. Type of motivation: desire / avoidance

For a person, the main incentives are either achievement or avoidance of problems.

"People - achievers" pay more attention to their goals. They meet problems with an open visor, considering them an inevitable companion and even an assistant in their work.

Those who are prone to avoidance direct their main efforts to avoid problems and punishment.

A question might be asked like this: "Describe the ideal place for you to work." Or similar.

The first type will say: work with interesting, challenging tasks, the prospect of professional growth.

Second: work with clear indicators, criteria for rewards and punishments, in a non-conflict team.

The first uses “leadership verbs” in his speech. I organize, I delegate, I motivate.

The second prefers careful wording, such phrases as "I had to do ...", "I had to ...".

For most management positions, an achievement-oriented profile is preferred.

The ratio of the poles of this metaprogram is 8 to 2. That is, in 8 cases out of 10 I would like to record the behavior characteristic of a person of “achievement”.

This does not mean that it is time for a leader with a prevailing avoidance motivation to shed his career. Such people can show themselves well in positions related to control and audit. They are usually attentive to details.

2. Reference type: internal/external

It shows whether a person is more guided by his own or someone else's opinion when making a decision. What is more important to him.

People with an internal reference usually decide on their own what to do, based on their experience and intuition. “I made a decision to do this: ...”

Executives from dominant internal reference good at positions of top managers, project managers, creative areas of work.

At dominant external reference, the leader relies more on the opinions of colleagues, management, some statistics. “Based on the analysis, I suggested…the CEO supported me.”

People with a predominance of external reference are more suitable for working with clients, as well as for positions that require high performance discipline.

Answers: “Experience prompted”, “I just see…” are recorded in the internal reference.

For most positions in my “talmud” preferred pole ratio internal/external reference 6 to 4.

Your task is to determine what type of reference is preferable for the position you are applying for and build your examples and phrases from this.

3. Focus in work: process / result

It asks a question like this: “What do you like most about your job…?”

The process oriented person basically describes the process itself. In his speech, the lion's share is occupied by imperfective verbs - organized, analyzed. Or nouns: providing, attracting, etc.

The man of "result" uses perfective verbs: built, organized, accomplished. They are also called “leadership” verbs.

Attraction to the process is not a disadvantage, but for the leader, first of all, effective work is important. We talked about it in the article

That's why the preferred ratio of the poles process / result, for most positions - 3 to 7.

4. Activity level: activity / reflexivity (passivity)

Here, I think, it is clear without detailed comments.

The question might be: Describe your first day at work?

Active in his speech uses the first person in the active voice. “I do, I propose, I begin.”

Reflexive people prefer the plural: "We do, we offer." Uses expressions like “To be done”, “We will be told”, impersonal forms like “Will be done”.

For a manager, the preferred ratio of activity/reflexivity poles is 8 to 2.

Much depends on the position you are applying for. Based on this, select examples and how you will answer the questions.

But still. The leader must have leadership qualities. You will never go wrong if you build your leadership image on a leadership basis.

In the metaprograms that we are talking about today, the leadership poles are aspiration, internal reference, result, activity. Start from this.

1. In a story about your professional experience, focus more on solving current problems than on solving them. Choose relevant examples.
2. In your speech, try to use less cautious phrases: “It seems to me”, “As if”, “Probably”. They come into conflict with the image of the leader.
3. Try to use the “not” particle less. It is not perceived by our subconscious. For example, “easy” is often heard as “difficult”.
4. Eliminate words with a pronounced negative meaning from your speech: Horror, misfortune, nightmare, etc. They create unnecessary stress.
5. Use more “leadership verbs”.

For example

It may not work right away, because it is very difficult to consciously control your speech. But by training and practicing, you will eventually learn how to build your speech in the right way. And broadcast the image of a leader-leader not only to pass an interview, but also in everyday work.

Attention to the construction of your speech is important not only for the interview. Gradually, your internal attitudes towards leadership behavior will also change.

Thanks for your interest in the article. I would appreciate a comment (at the bottom of the page).

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Have a nice day and good mood!

Due to the specifics of my work, I conduct interviews quite often. No, I'm not an HR, I'm just constantly looking for strong promising sellers. And as we know, there is a crisis in our country now, and first of all, a crisis of human resources, so the search for an adequate candidate is sometimes delayed for weeks or even months.

Gradually, I got the experience of conducting interviews, I began to notice patterns of behavior of applicants, developed a sixth sense and the ability to analyze people's facial expressions no worse than the guy from the TV series "Lie to me."

Joke. But there is some truth.

I have seen so many resumes that the words "sociability" and "stress resistance" are already in my liver, but even this cannot be compared with the fact that candidates often come to an interview "just to sit", and this causes confusion. That is, he seems to be a good specialist, but he does not know the rules of the game, and as a result, he falls down in all respects.

And we have a lot of those. Regulars of interviews and assessments, very sociable and stress-resistant ... But these ordeals have no result.

If you don't understand the rules of the game, you won't be able to win.

This article is a manifesto of what a candidate for a sales manager position should be. If you can complete each item by at least 60%, you will get a job necessarily.

You will not find such advice in the popular articles "How to find a job?" or in books for all those who have never worked and will never work. No, you will have to work hard, prepare for the interview as if it were the most important moment in your professional life. And it's true - fail the interview, and there will be no professional life.

Let's get started!

Give at least 3 reasons why you should work for this employer.

Sit at home and read about the company you plan to work for. You must have a clear answer as to why you are best candidate and why you should work in this position. The response should look something like this:

First, I already have experience in your field. I am also sure that your business area will grow and I will be able to develop in this company, which is very important for me. Moreover, I am well versed in the specifics of your product, as in childhood I visited a specialized factory with my father.

Most applicants are unable to convey even one argument to the employer. You must have at least three ready.

Talk more, you are a seller.

Worst of all are those applicants who briefly and concisely answer questions, and do it with an indifferent look. Sometimes I want to remind them that they didn't do me a favor when they came to the interview...

I had a girlfriend who first called me and said in a bored voice, "well, tell me something, why are you silent?".

Do not be silent, answer the interviewer's questions in detail, ask again, ask questions yourself. Don't wait to be kicked. If your resume says "sociability", but in fact you are unable to connect two words, then your resume will go into the trash.

And start your communication with exactly the three arguments that we talked about above.

Never be late.

There is no need to start the interview late. To get a job, you have to be head and shoulders above your competitors, and trust me, they will come on time. Moreover, this is a banal respect for the time of the interviewer, who has allocated a window in his schedule just for you.

If you really are in the worst traffic jam, then call the company you are going to and explain the situation. Otherwise, they will either not listen to you at all, or you will immediately earn yourself a fat “minus” to your reputation.

But it's better not to be late.

Ask the right questions about work.

Badly:

"And until what time is the working day? Are there any smoke breaks? Are they fined for not fulfilling the plans? Are sick days paid? Can you sometimes sit in social networks?"

Good:

"And how quickly can I grow up the career ladder? Will it be possible to use my client base? Will there be a bonus if I exceed my plans? Is it possible sometimes to come to the office earlier? I just like to work in silence..."

Think with your head before asking anything.

Tell us about your previous experience.

It is important here not just to list previous jobs. To be honest, they almost never interest your potential employer. Your KPIs, the dynamics of your career growth, the goals you have achieved, etc. are important to him.

So prepare a story about your previous experience, but always end your job story on a positive note.

Badly:

"I worked at XXL for 2 years, but then I left because the pay was low and there was no career growth"

Good:

"I worked in the XXL company for 2 years, I developed, but there was a salary ceiling, so I decided to leave for the company where I would have the opportunity to further grow as a manager. Moreover, there was no opportunity for career growth in that company, and I aimed at senior managerial positions..."

Take on the MBA.

Education, to be honest, is of even less interest to your potential employer than your work experience. But at the same time, your competitors will often be people with incredibly beautiful resumes. There they have an MBA, and all sorts of courses, and more work experience than their age.

You can get around them only if you talk about the education you received and the one you plan to receive.

A person who draws conclusions from his vocational education and is able to clearly name the skills that he developed during his studies, stands out sharply against the background of countless red diploma students who are not even able to remember the name of their diploma.

An applicant who says that he wants to attend a self-development training in the coming month will be evaluated much more than a “silent person” with a higher economics.

Don't focus solely on an academic background, especially if you don't have one.

Set yourself goals.

It's just aerobatics. A person who is able to voice target results right in an interview looks like Chuck Norris in best years. A bad seller is not able to "serve" himself at this level. "Well, I'll try to fulfill the plans, I guess..." - this is the maximum that can be heard from him.

Think about what results you can achieve in the first 3 months of work, and tell your potential employer.

Summary

If you approach the interview with a mind, then the chance of getting a job will be almost 100%. For some reason, in our Russian society it is customary to hope for a chance, but a professional seller is distinguished precisely by the fact that he prepares for his sales in advance.

An interview is the same sale, only you have to sell yourself.

Publication source.

Today's realities of the labor market, on the one hand, inspire us that there are more than enough specialists in the field of sales who are looking for work, on the other hand, a considerable proportion of these specialists, unfortunately, are not effective “salespeople”. How to assess the competencies of a sales manager at the interview stage so as not to make a mistake when hiring a key specialist?

Let's look at the main criteria that should be carefully evaluated when deciding whether to hire a sales specialist.

The logic of building a career

Even at the stage of evaluating a resume, it is necessary to analyze the professional experience of the candidate. If the candidate moved from sales to process activities ( financial management, engineering, technical support, etc.), it is quite possible that his “salesman” competencies are very lame, or he is not sufficiently motivated to work in sales, or perhaps he is process-oriented, which is unacceptable for a successful sales manager. It is necessary to find out the reasons for such a dramatic change in his career and draw the right conclusions.

It is also necessary to assess the dynamics of the candidate's career growth in accordance with age. If a candidate is over 40, and in his professional experience there are only positions of specialist managers, without managerial functions, it is worth considering: why did the candidate not reach a higher career level? Either he did not strive for career growth due to fear of responsibility, or his professional achievements were not noted by the management, or he did not have enough managerial qualities. It cannot be ruled out that the candidate is only interested in sales, and he deliberately did not move to a higher level. The last reason should not be confused with the rigidity of the candidate, the fear of leaving the "comfort zone" - these are already negative signals when evaluating a candidate.

Frequency of transfers from Company to Company

For a sales manager, in my opinion, a discount should be made when assessing his stability in terms of choosing an employer. As a rule, a good "salesperson" is motivated by money, but, unfortunately, the motivation system for the sales department is not always transparent, understandable and fair. In conditions of inadequate motivation, the sales manager “burns out”, as a rule, after a year of work. There may be other objective reasons for changing employers, so it is important to thoroughly find out why the candidate changed jobs.

It happens that candidates are cunning, not voicing the real reasons for leaving, it is quite difficult to check this. Therefore, it is important to create a trusting atmosphere during the interview. It is not a fact that even after that the candidate will talk about everything in good faith, but the chances that he will be more open will increase significantly.

Presentation Skills

This issue requires careful and comprehensive consideration. On the one hand, if a candidate can correctly position himself, of course, it is a plus. But you need to understand that the candidate could simply carefully prepare for the interview, or visit a sufficient number of them before coming to you. In this case, an experienced recruiter will hear “learned phrases”, they, as a rule, are difficult to integrate into the structure of the narrative if the interview is conducted competently by the recruiter.

On the other hand, we must not forget that an interview is usually stressful for a candidate, in this regard, he cannot always show off a bright self-presentation.

Therefore, in the process of the candidate's answers, to a greater extent, attention should be paid to the structure and sequence of the narrative.

Numerous digressions, avoidance of answers, the manner of answering a question with a question, an overly long story full of numerous details should be considered as negative factors.

Company Level

This evaluation criterion should be considered in three directions:

• The number of the Company.

If the candidate worked in small organizations, it will be difficult for him to integrate into a large structure, since the level of communications, approvals and time frames in solving certain problems differ significantly.

• client level.

DMP (decision makers) on different levels- various. If a manager concludes a deal for a million rubles, one circle of people communicates with him, if for 30 million - a circle of people, firstly, it expands, and secondly, the level of negotiations becomes more complicated. As a rule, large organizations are focused on tangible financial results and attracting large key customers, so the “salespeople” there are stronger and more experienced.

Of course, there are exceptions, in which case it is necessary to analyze the sales volume of a candidate within a particular Company.

• Company mentality.

Yes, there is such a concept, it includes corporate culture, Company policy, leadership style, organization of jobs.

For example, if a previous employer had an "office" system, it will be difficult for a candidate to adapt to the "open-space" format. Or, for example, if the candidate previously had a democratic leader, it will be almost impossible for him to adopt an authoritarian leadership style.

I recently interviewed a candidate who had left a major construction company due to the fact that profanity was constantly present in communication between colleagues.

Here it is important to provide an opportunity for the candidate to assess his strength: whether he will be able to reorganize and accept the "rules of the game" of the new employer. The main thing is to announce all the nuances to the candidate “at the entrance” so that there are no unpleasant surprises for him after he becomes an employee of the Company.

Adequate self-esteem

Basically, this criterion is expressed in the cost of the candidate, in the level of his salary expectations. If a sales manager wants to earn 35 thousand rubles, then this is not a sales manager. If a sales manager expects a monthly financial reward of 300 thousand rubles, this is either a good sales manager or an inadequate person.

How do you know if a candidate's self-assessment is adequate? It is important to find out two things:

1. How much the candidate earned at the previous job.

Perhaps his income was close to the amount indicated in his resume, then there are no questions, everything is quite understandable. Again: if the candidate does not embellish reality.

2. Whatever "fix" would be comfortable for him.

If a candidate names a salary that is close to his expected income level, this is a bad indicator. Any sales manager wants to earn, so he will tie his income to a percentage of sales. Of course, a low level of a fixed amount is not good, but in the interview process it is important to understand whether the candidate is salary-oriented or ready to tie his financial reward to the results achieved.

It is worth noting the following negative factor when evaluating a candidate: if a candidate announces the amount of his monthly expenses, this may indicate his infantilism and passive life position.

Confidence in your strength

A successful "salesperson" is full of self-confidence. He sold, sells and will continue to sell, as a rule, he does not have a negative sales experience, he is ready to cope with any non-standard situation, his luggage has everything that is necessary for effective sales.

A real "salesperson" will never prepare for failure in advance. This can be understood from the questions he asks. If they organizational nature or relate to the specifics of the product - you can breathe freely: the candidate does not feel fear of the sales process itself.

An insecure candidate asks "guaranteeing" questions. He asks you if the customer base is provided, is it necessary to make “cold calls”, what will happen if he does not sell, who will teach him the specifics of selling this product - this means that he is either not quite competent or has a negative sales experience, and more precisely, "non-sales".

In a word, if the candidate's questions boil down to external factors and possible failures, it is unlikely that a true seller is sitting in front of you.

Professional passion

Ask the candidate to talk about the most difficult transaction in his professional experience. He will talk about it in an interesting, “delicious” way, his eyes will burn, remembering the recent victory.

Even a gambling seller, with a competent construction of a conversation on the part of a recruiter, he himself will begin to voice possible options for finding clients, potential markets, and ask about competitors.

Mixed reference

As we all know, internal reference is important for leaders, external for performers. For a sales manager, a “skew” in one direction or another threatens with negative consequences for sales. If the reference is internal, he may not have enough flexibility when interacting with the client, it will not always be easy for him to make management decisions. If an external reference prevails, he will not be able to "squeeze" the client, he will follow his lead, he will not be able to express his position or enter into a constructive discussion.

We need a golden mean. If, nevertheless, a “skew” is traced, it is allowed towards the internal reference. People with an internal reference, as a rule, have leadership qualities, the ability to defend their own position, they are charismatic, stubborn and efficient. All of the above qualities for a successful sales manager are decisive.

Sales specifics

It should be clarified to what extent the candidate's professional experience will fit into the specifics of the new Company.

If a candidate worked in consulting, it is not certain that he will be able to effectively sell engineering equipment. And vice versa. A product and a service are psychologically different things. Both for the client and for the sales manager. Quite often in the summary of candidates there are organizations with different areas of activity. In this case, the risks of inefficient work in a new place are significantly reduced.

Or, if the candidate built distribution, it will be difficult for him to carry out direct sales, since the specifics are significantly different.

You can also note candidates with experience in FMCG (sales representatives working in the "fields"): the level of negotiations at this market usually quite low.

B2B and B2C sales should not be strictly divided into levels of complexity: interaction with customers is at a decent level, in both areas there is an active search for customers, in addition, B2C sales have a relatively recent history, so the share of work in B2C sales in candidates’ resumes is usually , is small.

Cycle, dynamics and sales volumes

Exists different cycle sales, different sales dynamics and, of course, different sales volumes. All these indicators should be clarified and analyzed at the interview.

For example, in companies providing certification services, the sales cycle can be from 1 to 3 years, from negotiation to payment by the client.

A manager who knows how to lead a long sales cycle will easily cope with a short cycle, but on the contrary, it can be more difficult.

AT transport companies The dynamics of sales for the first six months is not high: the client “tests” the contractor to meet the deadlines, the safety of goods, and only after that begins full-fledged cooperation and gives tangible volumes.

The dynamics of sales should be taken into account to a greater extent during the period of adaptation of the sales manager: you should not set ambitious sales plans from the first month. Sales dynamics have little effect on professional experience.

Sales volumes need no explanation, I think, but it's important to understand that if your Company has millions in transactions, the decision to hire an employee with experience in selling low-value products and services is ill-advised.

Firstly, it is psychologically difficult to operate with large sums out of habit.

Secondly, Let me remind you again about the level of negotiations: depending on how much the client is ready to part with, the circle of decision-makers changes dramatically and the level of negotiations, respectively, too.

Motivators

The main motivator of a good “salesperson” is money.

We can talk as much as we want about interesting tasks, career prospects, etc.: the sales manager wants to make money.

He is ready to give all the best, stay after work, go on business trips, bring results, but for this he will expect a decent financial reward.

Therefore, it is very important that the Company has an adequate, transparent and understandable motivation system for sales managers.

There are examples when key sales people left the Company because they reached the financial "ceiling": they bring large clients, and their level of payment remains the same, because the motivation system has a number of conscious or unconscious flaws.

On the other hand, there are examples of financial managers reaching a "comfort zone" - a certain psychological "maximum", which is enough for them to have a completely comfortable existence. Such managers, consciously or unconsciously, reduce their activity, switch to process actions and become less effective.

The "ceiling" prevents strong "salespeople", "comfort zones" reach the "average".

Analyze the situation in the sales department and decide what motivation will work for you.

Result Oriented

There is nothing scarier than a process-oriented salesperson. They are guided by the principle “if something is done, something will happen”.

They cold-call honestly, often more so than high-performance managers; send commercial offers, analyze the customer base, monitor competitors, write reports.

Such managers, as a rule, have a sufficient number of intermediate results: the client ordered a trial batch, the client requested a commercial offer, etc. But, most likely, intermediate results will remain intermediate. The effectiveness of such a specialist will be spontaneous, he will lose customers and disrupt deals, and all because he is not focused on results.

How to identify a successful manager?

Result-oriented sales managers communicate results in measurable terms. They name numbers, terms, perfectly remember their clients, sometimes they know more about them than necessary: ​​what kind of cognac Ivan Ivanovich likes, what breed is Svetlana Petrovna's favorite dog, when is the birthday of Serafima Sergeevna's daughter.

Process-oriented specialists, respectively, will describe the process: “walked, called, sent”, etc.

Decency

If a candidate for a "sales manager" vacancy solemnly declares to you that he has a customer base - do not rush to rejoice. This speaks primarily of his dishonesty in relation to past employers. Was he selling the Company's services, not his own? And when he left, he “captured” a portfolio of clients with him. We all have a certain pattern of behavior in certain situations. Think about it: are you facing the same fate that befell his past employer?

Transitions from competitors to competitors should also not be assessed positively. Such an employee is a risk factor for your Company in terms of maintaining confidential information and customer base.

A number of Companies have already abandoned the practice of "poaching" sales specialists, primarily for security reasons, but also for the purpose of observing business ethics.

Effective use of sales tools

• Managers with the position of "aspiration".
• Managers with a position of "avoidance".

How to find the position of a sales manager?

Ask them one simple question: “Do you think cold calling works?”

Managers with an attitude of "aspiration" will always answer that "cold" calls work.

They will ask clarifying questions about delivery times, terms for agreeing contracts - in a word, they will focus on quality, efficiency and the level of interaction between selling and providing departments so that nothing prevents them from selling and there are no problems with customer satisfaction. They will also be interested in whether they will need to deal with the subsequent management of the attracted client.

They save their time and work for the result, without referring to external circumstances.

Managers with an avoidance attitude will say that cold calling is last century, they will ask in detail about discounts, installments, possible problems in interaction with the client.

It is important to be able to determine the position of "avoidance" in the candidate. For such managers, difficulties are demotivating. Product prices have risen, negotiations have failed, the client has been rude, and his hands are already falling, the manager sighs and complains about injustice, while often taking an accusatory position.

The position of avoidance is manifested in the candidate's concentration on negative experience, in voicing external circumstances that prevented him from performing certain tasks.

Thank you for your attention,

Good luck to you and the right people!

Hello, dear readers of business magazine RichPro.ru! In today's article, we will look at the questions of how to behave in an interview, namely how to successfully pass a job interview.

By compiling a competent resume and sending it to various organizations, an invitation to an interview will be the success of your undertaking. It would seem that it can be difficult when meeting with an interlocutor, how to explain your position and get the coveted vacancy.

In fact, sometimes the desire to show oneself as a leader, incorrect behavior and even doubts when answering a question can make wrong impression about you and lead to a negative result.

There are many different rules that help build the right dialogue, convince a potential employer of your candidacy, and by following them you can gain confidence, forgetting about fears. We have already written about confidence and self-esteem in the article - ""

Of course, job search– the process is always difficult and tedious, which is why it is important to put all the remaining efforts so that your invitation to an interview becomes the final stage.

So, from the article you will learn:

• How to pass a job interview - 5 steps;
• How to behave at an interview if you have no work experience - 7 tips and tricks 5 basic rules;
• Frequently asked questions and answers in a job interview;
• How to sell a pen in an interview?

How to behave at an interview to get hired - read the rules and recommendations further in the article

At its core, this is a regular meeting between you and a future employer, and perhaps even his representative, allowing you to discuss in more detail the details of your future cooperation.

In the course of the conversation, each makes for himself the final decision on the question of whether how much back side is suitable. That is, you you determine for yourself whether all the proposed conditions will really suit you, and supervisor the organization makes a conclusion about the professional suitability of the employee.

Today, there are many different species, types and even divisions interviews that employees of the enterprise can use in the process of selecting a candidate. It is worth at least a little understanding of them in order to be ready for any situation.

According to its type, an interview can be of 4 types.

Type of interview No. 1- Phone call

This is the first stage, which may entail a meeting with the immediate potential supervisor.

By a similar method they are used when the resume leaves interest, and the information described in it requires confirmation.

The call can come at any time, so no matter the situation, it is important to behave correctly. Even if you have been waiting for a decision from the employees of the company for a very long time and have finally contacted you, you should not answer the phone with pronounced joyful intonations.

The most banal question Are you comfortable talking now? can say a lot to an experienced HR worker. Decide for yourself whether you really have enough time to calmly answer all the questions.

If so, then say confidently: Yes, I am listening to you» Otherwise, let them know that you are a little busy and you can call back yourself via 2-3 minutes, specifying the phone number and name of the employee.

During this period, try to calm down, figure out which company contacted you, and find a draft resume sent. Review all the information that is described in it, focus on the most important details, and then, having prepared yourself for the conversation, dial the specified number.

Type of interview No. 2- Personal meeting

Most common type of interview. It involves direct contact and is designed to test your professional characteristics. About how such communication takes place, what behavior to choose for it, and what is important for each of the meeting parties, we will consider a little later.

Type of interview No. 3- Communication with a group of candidates

Each vacancy includes search for the best employee. But, sometimes it happens that there can be several applicants at once and the manager of the organization holds a group meeting in order to understand which of the applicants who have arrived best meets the specified parameters.

At such a meeting, it is important to be able to show your professional skills, try to answer questions asked most accurately and have the necessary degree of stress resistance.

Collective communication- it is always a rivalry with each other, the price of which is your ability to get the offered vacancy. But, do not resort to hard behavior and insult, and even more so to reveal superiority over interlocutors. Remember that your every wrong deed and even a spoken word can become reason for further rejection..

Type of interview No. 4- Commission

Sometimes, in order to simplify the process of selecting candidates, an interview is scheduled for one day, on which leading employees from various fields who are able to do final choice .

You are invited to a meeting where various questions are asked, and they can intersect and come from a whole group of people. As a result, a decision is made that will be known to you almost immediately.

This method allows you to immediately cover many areas of the enterprise and understand how the applicant really corresponds to the proposed position.

In any case, getting to such a meeting, you should understand that the task of the employee communicating with you is it's a selection . In fact, you will be considered for the degree to which you fit the portrait of an ideal employee. The decision you make depends on how you are able to fulfill all the requirements of the proposed job description, adapt to the team, and show your skills.

Depending on this, the interview can be divided into several types:

• stress interview . It is carried out mainly when the work itself involves the occurrence of such situations. It could be a job operator, telephone worker, transport logistics, sales floor manager, procurement organization etc. in essence, in the course of the conversation, a moment will be created that will determine the real traits of your character. The simplest methods are: raising your voice, repeating the same question at intervals, constantly interrupting your narration, inadequate grins, or discussing information that is not related to the main topic. There can also be 2 ways of behavior. Either you will try to answer each question without raising your own voice, or you will interrupt the speech in order to calmly explain that this point has already been discussed. It is important to understand that, causing your stressful condition an employee of the organization will observe and care. Therefore, a monotonous conversation will raise doubts, and this is already a sign of reflection on your candidacy.
• cinemalogy . A similar method is very often used in organizations with a multi-stage selection system. It allows you to fully consider your professional qualities. At the time of the meeting, you will be offered view video excerpt, where an unfinished situation or action, and most likely even just an abstract episode. Your task tell what was viewed, draw conclusions and suggest ways to solve the situation. Of course, a small enterprise with a limited staff will not resort to such measures of studying candidates. But, network companies working in the global market and even in conditions of regional cooperation are quite capable of arranging this type of interview. Leading employees who solve a number of tasks every day should easily navigate the situation and find the most optimal solutions.
• Testing . This is a preview of your candidacy. The main task is to correctly answer the questions posed not only professionally, but also psychological nature. There is a special rating scale, and special sensitive questions are included in the list in order to evaluate your reaction to them.
• The immersion method . It can be found, for the most part, in large, dynamically developing organizations. An open vacancy for a managerial position is likely to involve such an application. All essence is as follows: you are given a situation on which the further state of affairs in the organization depends, and here it is important not only to find a way out, but also to explain the reasons why you propose to do so.

Of course, the simplest positions of an ordinary line performer do not imply much difficulty in checking professional data when choosing a future employee. Therefore, most likely, the meeting will involve regular contact with the study of your resume, or rather confirmation of his data. and what professional qualities and skills to indicate we already wrote in the last article.

But if the company has a world-class level, and each department has several dozens or even hundreds of people subordinate to it, then prove their individuality and abilities you will have to meet several times, step by step, with several specialists.

When reviewing your resume, first of all, the employee of the personnel department will pay attention to general characteristics. He will try to recognize your analytic skills, character traits, basis of motivation and even life philosophy.

Compatibility with the organization itself is also considered an important factor. She is checked in two directions . It's no secret that any company has its own culture, well-established traditions and order of conduct.

It may also happen that your personal values ​​and style do not match what a potential employer offers. That is why, getting to such a meeting, it is important to ask the right questions in order to understand future compatibility.

2. Methods for selecting candidates for an interview

Employees HR department, especially agencies working in this direction for quite a long time, have a lot of ways and methods, thanks to which you can evaluate a person from different angles.

1. Questionnaire. You are invited to fill out a specially created document in which there are a number of questions regarding your psychological state and professional skills. Then, by selecting the best candidates, a meeting is scheduled with the head representative of the department, where the vacancy is open.
2. Biography. In a preliminary communication, you are asked to tell about where you worked before, what educational institutions you graduated from, whether you had an internship or practice, and even how far you live from the place of possible employment in this moment. With such questions, the interlocutor tries to understand whether you have experience, whether you are ready to overcome distances and how often you can count on you at the time of the necessary part-time work. Sometimes even the question of the reason for your dismissal can form a common opinion.
3. Criteria. Some vacancies require the mandatory presence of certain qualities. Therefore, a competent specialist can determine in advance the important elements for the future candidate to meet them. The selection process in this case is very simple. First they look at your resume, and then in a conversation they determine whether you fit the criteria.
4. Studying the situation. This technique has already been discussed earlier, but its essence is to clearly, quickly and correctly recognize the situation, understand its essence and find the right way to solve it.

A job interview may include one important feature. Filling out the form, being tested or even just talking to an interlocutor, you will be asked to leave the contacts of a person who can give a detailed description. And it doesn’t matter if it’s a former employee or a manager with whom you said goodbye not so long ago, the main thing is that the information voiced at the interview does not differ even in small things.

5 rules on how to behave at a job interview + interview questions and answers

3. How to pass a job interview - 5 important steps

Any meeting assigned to you by an employee of the personnel department can be programmed for the result, it is enough to prepare correctly and, anticipating the question, answer it with capacious phrases that inspire confidence in the interlocutor.

Usually, the interview has 5 main stages, each of which has its own significance. Try to study them, and this will help you realize how best to act at the moment.

Stage number 1. Making contact

Here the connection is established and the boundaries are marked. It is during this period that it becomes clear how your interviewer is set up. It is quite possible that the procedure for selecting candidates began quite a long time ago and during this time has accumulated fatigue, nervousness, stress, what negative may affect the outcome of your meeting.

Try to establish contact by showing your goodwill. Talking about neutral topics often helps. So, you might be asked Was it difficult to find us?" or " Did you get there quickly?". Think over your answer.

You can start the conversation yourself with the phrase " Good afternoon, the office of your company is so well located that we managed to get there quickly". Such a distraction will help relieve nervousness and provide a good platform for further conversation.

Stage number 2. Organization story

Chances are, the HR person will start by getting to know you and giving you some information about their company. By and large, this 2-3 offers about what they do, what vacancy is open and a description of the range of tasks performed in this position.

Even if you have prepared thoroughly in advance and know the entire history of the enterprise to the smallest detail, listen carefully, giving you the opportunity to establish closer communication.

Stage number 3. Interview

This is actually the stage at which you will discuss issues professional activity ranging from salary level to proposed responsibilities.

In doing so, pay special attention to several aspects:

• The questions you are asked will most likely be spoken at an accelerated pace. There is nothing to worry about, as it is important to save time and understand the candidate's compliance based on the answers.
• All the topics discussed constantly alternate, opening new ones, then returning to the old ones. This method simply allows the practitioner to reduce the likelihood of receiving socially desirable responses.
• Each sentence written in the resume and voiced by you can be checked several times in various ways. Do not be surprised by this, and even more so do not be nervous.
• All recordings made by the interviewer during the communication will be hidden from you. This is normal practice, so there is no cause for concern. Most likely, there will be short notes of compliance with the criteria presented.
• Be prepared for the opportunity to improvise. Of course, as you prepare for an interview, the HR department makes plans, writes tests and has a well-defined script, but sometimes, depending on the situation and based on the assignments received, it becomes necessary to forget about the standards.

Stage number 4. Feedback

Here you need to ask your questions. It's best if there are no more than 5. Therefore, from the very beginning, think over a rough list, based on those points that are most important to you.

You can clarify the content of work, indicate the level of future responsibility, talk about the social package.

Stage number 5. End of the meeting

Such an initiative, for the most part, is manifested by the party that invited you for an interview.

Negotiations may result in 3 various options:

• refusal;
• invitation to an additional stage;
• recruitment for a job.

In any case, try to discuss the algorithm for further interaction. Most likely you will be asked to wait for a response, specifying the approximate time frame.

4. Before you interview - 7 practical tips

Preparing for an Interview - Planning Questions and Answers

Before going to a meeting it is important to properly prepare for it. You must not only make the right impression, but also make the potential employer believe in your uniqueness.

Worth understanding that one desire is simply not enough, and the time spent will not be wasted if everything is done correctly. Pay special attention to the details, they allow you to create the perfect image of the candidate.

Write a plan that you will adhere to at the time of collection, and cross off the completed action.

Prepare them ahead of time and put them in your bag. Check if you haven't forgotten anything. This is usually a standard list, including:

• The passport;
• Diploma of education;
• Employment book (if you have one);
• Copy of resume;
• Certificates and other documents confirming the completion of courses.

Try to take with you only what is directly related to your vacancy, so that later you do not bother yourself in the search, wasting your own time and the time of a company employee.

Try to collect all available information about the organization in which you will try to find a job tomorrow. Ask a series of questions and answer them yourself. " What is the period of operation of the company and the main activity?», « What is the current production, its range?», « Are there any negative points in the reputation and what are they connected with?»

In our age of developing technologies, it is very easy to find the necessary information on the Internet, among acquaintances and even from the secretary inviting you to a meeting. By defining such main aspects , it will be easier for you to focus on further points. You will initially, in your head, already form a picture of the upcoming activity, and this will make it easier to feel and choose a course of action at the time of the meeting.

Many companies now set a dress code for their employees. And this means that the form of clothing should be of the same type and most often strict. Anyway, invitation for an interview- this is the moment when you have to impress.

Therefore, choosing your image, stop it on a business suit. You will have to forget about sports style, jeans, blouses and T-shirts, not able to completely cover the stomach, and even more so to remove topics and mini skirts.

Check your condition nails, hair, eyebrows. Tidy up your shoes, purse, determine the fragrance with which you are going to go to the interview. Let the direction of clothing be conservative, this creates a sense of confidence in a potential employer, but a small accent in the form of a beautiful brooch that goes well with the invented image will not be out of place.

Try on an outfit and pay attention to yourself in the reflection of the mirror. Is your suit too tight? Excessive zeal in this direction can lead to the fact that you become like a man in a case, and this will not add to your chances.

Remember 3 basic requirements that your clothes must meet:

• create a good first impression that will be positive later on;
• give a sense of comfort to you personally, which allows you to gain self-confidence;
• be subject to business style, because the interview is inherently an important event at which an agreement is made.

Give preference gray, white tones and dark blue shades. Do not include a headpiece in the kit, even if it creates a single whole with the image.

It is preferable for women to choose a knee-length skirt than strict trousers. try reduce the amount bright color to a minimum and discard old unfashionable clothes, especially if they are already heavily worn.

Of course, every employer will tell you that appearance at work- not the main thing, but according to statistics, if you break down the reasons for the refusal on a scale, then a slight lack of knowledge is in 29th place, but “ miserable The image of a person confidently takes the first position. Therefore, we will pay special attention to it.

Check yourself for the following:

a) hands. You should have a neat manicure without flashy tones, dirt under the nails and protruding cuticles. Care requires not only nails, but also the hands themselves. Lubricate them with a mildly scented moisturizer before going out.

b) hairstyle. Think it over carefully so that it does not fall apart within half an hour, defining your meeting as slovenly. Cancel ponytails, protruding curls and disheveled. If possible, check with your hairdresser to create a finished look with the most appropriate styling.

c) accessories. Do not overload yourself with various rings, earrings, bracelets, belts, trying to prove to everyone that you are worthy. This trick doesn't work here. Everything should be in moderation, especially at an official event.

d) makeup. Look through the tones of the clothes and find their general combination with cosmetics on the face. Forget about bright colors visible from afar. Your task is to leave a pleasant impression of a serious business person.

d) aroma. Before going out, put on the perfume that will most clearly complete your look. Just do it carefully and in small quantities. Otherwise, you risk creating a pungent odor, which will cause discomfort during further communication.

Council number 4. Building a route

Think over the scheme of your movement and determine the time, taking into account the margin. You need to arrive at the office 15 minutes ahead of schedule. At the same time, during the road, traffic jams, waiting for transport and distance which must be walked.

Your task is to determine the exit time so that you can reach your destination at a calm, measured pace, without exposing yourself to unnecessary stressful situations and conflicts.

View the map of the city on the Internet, if possible, check the route with the secretary of the enterprise, and also write down the exact address.

Council number 5. Telling about yourself in an interview

This seems like a minor detail, but it actually has a very important place in the subsequent evaluation of your candidacy. Very often, an HR employee asks the same question “ Tell us a little about yourself?» in order to understand how you are able to offer yourself, find contact and correctly present information. Such a task at first glance is considered simple, but try to do it even now, without preparation. This is where potential difficulties arise.

First, you must steer your narrative towards the job you want, paying attention to your relevance and professionalism.

Secondly, select the correct information in case the interlocutor becomes interested in the facts of his personal life. think over your hobby, enthusiasm,psychological component of character. This question is often asked in order to form an opinion about your personality.

And, thirdly, scroll through your successes and failures that happened in the course of work. This question is considered to be a favorite during the interview, so it should not now take you by surprise.

Try not only to voice the answer, but also give examples, ways out of the situation that you have found. The entire story should take no more than 3 minutes. Speak the composed story clearly, training it in front of the mirror several times, otherwise your uncertainty may negatively affect the final result.

By the way, if you just graduated educational institution, and there is still no experience as such, except for internship, in this story you can include your ideas of what you would like to achieve in the proposed area.

Think over your meeting in advance and clarify the information that may be of interest to you during the conversation. By creating a howling question, you clarify the situation, but do not overdo it.

Council number 7. Positive mood

At the end of your preparation, remember that important to create the right attitude . Cheerful state of mind and pleasant emotions lead to a positive result faster than nervousness.

Of course, our body does not have a special toggle switch that can switch at the right time, but still some recommendations should not only be taken into account, but also observed.

• Go to bed early to get a good night's sleep and set your alarm to a light tune.
• Start the day by talking about the topics that give you the most confidence. Think about how your future life will change after employment. Perhaps now you need to spend less time on the road, or there will be additional earnings, an increase in wages, a new team.
• Find motivation to make it more interesting to achieve results. For example, promise yourself to buy a new dress or exchange furniture, arrange a trip to the mountains, go to a restaurant with the first paycheck. Visualize the desire by writing it on a piece of paper.
• Convince yourself that all difficulties are temporary, and the day that began today is simply beautiful, and that it will bring you what you want.

There are some more tips that psychologists and experts give before attending an interview.

Firstly, do not eat breakfast very tightly and with foods that have a strong smell. Give up garlic, Luke, sausages. Control the amount of water you take.

Second, stop yourself alcohol and tobacco. Drinking even the smallest dose can reduce attention, concentration and leave a smell, and a smoked cigarette leaves a fragrance on clothes and an unpleasant state during a conversation. Hide your chewing gum and do not try to appear with it in front of the interviewer.

Thirdly, arriving behind 20 minutes before the start, you will be able to get acquainted with the situation, catch my breath, visit toilet room, if necessary, and a little repeat material.

Try to ask and be sure to remember the name and patronymic of the interlocutor, so that it is convenient to start and continue a dialogue with him. Disable mobile phone or put it on silent mode, thereby creating a favorable environment for yourself.

5 important and basic stages of how to pass an interview

5. How to behave in an interview - 5 basic rules

Well, let's imagine that the preparation was successful, you woke up on time, set yourself up positively, arrived at the appointed time and even calmed down. What next, how to be at the moment of communication itself, and how to behave at an interview in front of a potential employer?

Everything here is actually not so difficult, it is enough to remember a few rules.

Rule number 1. smile

This is the easiest way to set the interlocutor to positive . Just be sure to watch your facial expressions. No need to do this by force, such insincere behavior immediately becomes noticeable, and many are also alarmed.

Try to remember some pleasant moment from your life. For example, baby phrases, a cat falling during a loud noise or a frame of your favorite comedy. Be natural, don't forget to smile.

Rule number 2. Control your voice

A nervous state, previous difficult moments of preparation can give you away at the most crucial moment, leading to a violation of the timbre of your voice. Sometimes the sound is lost altogether, and often turns into a squeaky sound, confirming the resulting uncertainty.

Knowing about your problem or even simply anticipating its possible appearance, try to prevent the causes that arise. If it's stressful, then calm yourself, take a special pill and imagine that everything possible has already been done.

What if it's fear? public speaking, then rehearse it in front of the mirror, pronounce the words in which you stumble.

Rule number 3. Posture and gestures

In order to look confident and serious, take the following position: both feet are on the floor, hands are on the table, the back is straight, the head is looking at the interlocutor, maintaining eye contact.

It is worth remembering that you can’t take a cheeky pose, scatter yourself on a chair, cross your legs and constantly pull something. Your restless hands will easily give away stressful moments, and besides, they can do harm by ruining a document on the interviewer's desk or breaking his pen.

If you still uncomfortable look a person in the eye, then find a more comfortable place on his face, where you constantly direct your gaze. This may be a point in the forehead or ear. Don't forget gestures.

Of course, a slight movement of the arms in front of oneself cannot harm, and the OBE, their constant spread, frequent swings, turns of the body, will create a negative impression.

Rule number 4. Hold your belly

Watch your speech. If a situation arises in which you need to answer a question, do it clearly. After finishing the story, it is better to remain silent than to fill in the gaps with awkward phrases. No need to be nervous, sometimes the employer checks your behavior with such silence.

Rule number 5. Keep the conversation going

In the process of communication, you will need to constantly respond, but even this must be done correctly. If suddenly, for some reason, it was not possible to hear what was said, there is no need to guess, use a simple question: “ Did I understand you correctly?"Do not go too deep, starting your story from the moment of birth. Speak clearly and to the point, trying to express your thoughts correctly. Remember, if the interviewer is interested in any details, he will definitely ask you about them again.

Now the rules of behavior have become clear, but here " What to say?" and " How to answer correctly?' remains a topic of interest. Create an attitude for yourself that you come to a potential employer not to ask for an open vacancy, but to offer your professional skills.

Imagine that you have been made a business proposal, the details of which need to be discussed at the meeting. Realize that the final decision whether to work here or continue your search is largely up to you.

That is why know how to correctly offer yourself, setting the tone for the conversation. Learn the basics that will help you.

It is worth remembering that even if the final decision regarding your candidacy was made negative then you have experience to work with. Going to the next invitation, you will already understand what the possible mistakes were and will not repeat them.

Basic Interview Questions and Answers - Dialogue Examples

6. Job Interview Questions and Answers - 10 Examples

It should be understood that in the process of communication you can be asked about anything, and you need to be prepared for any situation. Personnel departments, realizing that the candidate can be prepared in advance, act very cunningly without voicing a direct phrase. They can veil the question, build it with other meanings, try to catch you on craftiness, but do not despair, and there are instructions for these methods. Let's try to figure out what interviewers most often want to know about and how to give an answer more correctly, making your impression.

Consider the questions at the interview and the answers to them - 10 most popular questions when applying for a job

Question number 1. What can you tell about yourself?

This is the most frequently asked question in a job interview, which we have already covered and "broken down" earlier. It remains only to add that the interlocutor, most likely, wants to know about your education, personal achievements and professional skills, and he is not interested in the detailed facts of your childhood, youthful love and the number of loans you took out. Don't try lie, speak briefly, but not dry.

Answer:“With over … years of experience, I will tell you why I applied to your company and how I can meet the requirements for a candidate for an open vacancy. I lead an active lifestyle, I have great contact with people, I constantly deal with issues of my own development and self-realization. Still at the institute .... "

Question number 2. What attracts you to work in our company?

In order for the answer to be the most complete, you will need information about the history of the enterprise, the stages of its formation and the specifics of its activities. This is where the knowledge that you give yourself in the process of preparing for an interview will be important.

Forming your own story is also not difficult, just imagine what benefits could enter your life if you could use the services or products of this company.

Imagine a situation in which you plan to find a job in the cosmetics sales department.

Answer:“The use of cosmetics nowadays allows you to most correctly create your own image, giving a feeling of complete self-confidence. That is why its significance cannot be reduced to a minimum. I would like not only to know the secrets of the image in more detail, but also ...... "

Question number 3. What salary would you like to receive?

Everything is simple here, take into account the salary with the bonus that you were given monthly, and add to it 10-15%. It should be understood that an attempt to reduce the average level of wages in the region will speak of your incompetence, and if you name an exorbitant amount, then you will be mistaken for an ambitious specialist who is inflating his own price.

Answer:“To date, the payment for my work was ... rubles. I would like to change my financial situation a little. Considering your requirements, the amount of work for this position and the overall workload, I believe that this should be reflected in an increase in wages to .... rubles »

Question number 4. You are raising small children, and the vacancy involves irregular working hours, what do you say?

Many employers initially try not to consider candidates in whose families children of school or kindergarten age are growing up. Their logic is simple. If the baby gets sick, then it is necessary to issue a sick leave, look for a replacement for the employee, rearrange schedules and put up with delays.

Sometimes the upcoming work involves business trips, meetings, seminars, extra time, and the manager wants to rely only on an employee who is able to fully devote himself to the labor process.

Answer:“Yes, such circumstances could cause some difficulty for me not so long ago, but today the problem has been completely resolved. In difficult periods, next to the baby will be ... "

Question number 5. What do you think is your main weakness?

In general, the question of weaknesses candidate is very common during the interview. The employer in this case wants not so much to hear your real negative traits as to see how you can present such complex information.

Try to structure your speech in such a way that minuses" could sound like " a plus". Do not list weaknesses, trying to joke inappropriately, in the end, it is better to pick up such insignificant moments that would not spoil the overall impression in the end.

Answer:“Because of my professionalism, I very often have to be distracted to help my colleagues at work, this one wastes personal time, but I cannot refuse. In addition, the performance of my official duties is essential for me, so sometimes I have to stay after the working day to complete my undertakings.

Question number 6. Why did you leave your previous job?

There is no single correct answer here. Everyone speculates it himself, depending on the circumstances. Communicating about this, the interlocutor wants to hear not so much the true reason as to understand whether you are ready to stay in the specified vacancy and continue your work for many years.

After all, even the very fact of your dismissal and the search for a new job already speaks of the possibility of leaving this company for the sake of other prospects. The most incorrect answer would be the desire to talk about a bad boss, difficult relationships with colleagues, non-compliance with working conditions, and even more so, not the solidity of the organization. Even if this was the case, choose a more loyal reason that does not bring you negative points for the answer as a result.

By the way, an expression like: I was not satisfied with the salary, I wanted more, so I quit” can tell you about your motivation based on money and potential dismissal if a better offer arises. What will be the result losing the moment of the interview. It is best to indicate household, neutral factors with whom difficulties arose in the normal rhythm of life.

Answer:“Unfortunately, the company's office has changed its location, and getting there has become very inconvenient. I now have to spend a huge amount of time on the road, but it can be devoted to labor processes. By the way, you could also move, having bought a house not so long ago.

Another common answer concerns the possibility of self-development. In this case answer sounds like this: “I worked for a company for a very long time regional level, where he managed to acquire the necessary experience and skills, now, trying to develop further, he is quite ready to try his hand at a larger organization "

Question number 7. Are you ready to evolve and where do you see yourself in 5 years?

First of all, the interviewer wants to hear about the desire of a potential employee to stay in the company, even after such a long period, and secondly, important point will understand that you are ready for self-development and career growth.

You don't have to take credit for yourself important achievements and reach out to powerful peaks, especially voicing positions. It is enough to show your desire to change, to achieve more, but only within the framework of the organization in which you are trying to find a job.

Answer:“I would like to be active in your company, but in a higher position by then.”

Question number 8. Were there any conflicts at your previous place of work?

Such a statement of the question is considered tricky, because the employee of the personnel department tries to understand your candidacy as accurately as possible, trying it on an already existing team.

Of course, gross mistake there will be a desire to tell how you did not get along with your superiors, why you were loaded with work and how hard the work day was. But, and gross flattery in favor of the fact that everything was fine, namely, you were considered the soul of the company, will raise doubts, forcing you to think again.

Try to set yourself up in a serious way so that the words you utter seem firm and convincing.

Answer:“Yes, of course, such moments in the work cannot be avoided. But I set tasks for myself, the priority of which is the solution, and complex conflict situations arising in this process are solved by searching for the truth. First of all, it is important for me to set up the interlocutor in a positive way, so I try not to resort to aggravating the existing situation.

Question number 9. Who can I contact for feedback on your work?

Such a question presupposes the existence of contacts, in which case it is better to provide them than to refuse, coming up with new reasons. Even if it so happened that you left your previous place of work, slamming the door hard, and relations with your boss cannot be restored, you need to look for ways out.

The most correct would be to give the number of your former colleague with whom you have kept in touch. Present him as a leading specialist, even if he was on the same parallel with you. Call him an informal leader capable of managing the entire team.

Perhaps this call simply will not follow, but your part of the duties will remain fulfilled.

Answer:“Yes, of course, I will leave you a contact, and you can make a call at any time during the working day.”

Question number 10. Do you have any questions? What questions to ask in a job interview?

Even if during the conversation you understood all the points that were mentioned, it is important to prepare in advance those questions that could additionally interest you.

Answer:“I really want to work in your company and I am absolutely sure that I will cope with the proposed duties. But still, I would like to know if there will be additional stages of selection for the position?

In general, the list of topics and issues discussed with you can be much longer and more voluminous. It should be understood that not always the person talking to you can be correct. Sometimes you can hear questions related to personal life, related to marital status and even political views.

In any case, it is important for you to try to give a more loyal answer without demonstrating your emotions, and even more so the state of stress. Most likely, such topics are raised in order to determine your maximum compliance with an open vacancy.

Selling technique - How to sell a pen in an interview

7. Case - "How to sell a pen at an interview?"

This is the most common way to test a person for real definition of his abilities . Sometimes it seems that there is nothing difficult in making such a deal, because we regularly visit stores, go to the market and make a lot of purchases. Therefore, such a task seems simple and easy to perform.

Really try to do this right, so that your interlocutor wants to get money and give it for the simplest writing instrument. And you will understand that this is a whole art.

The execution of this task can be carried out both traditional and unconventional ways. It all depends on the personality of the person sitting in front of you.

If this is a strict serious employee, then the method you choose should be business , but if the main quality of a person is creativity , there are many more sales options.

It is worth remembering a few rules that will become assistants in both cases.

1. Ask for 1-2 minutes to prepare. There is no need to rush here, it is important to just focus. It is normal practice for a transaction to take a little time in advance.
2. Inspect the product and try to study it as correctly as possible. Find the positive qualities and benefits of this pen.
3. Identify your customer's needs. Determine what will become a priority in buying for such a person. maybe it's the uniqueness of the brand or a common need for writing.
4. Try to be truthful, do not exaggerate the cost of the item and its basic qualities.
5. Try to maintain eye contact at all times, so it will be easier to establish a connection and make a sale.
6. Work with related products. If you managed to sell a pen, offer a notebook, spare paste or plain paper for it. This will allow you to become visible among other candidates.

The traditional way Selling a pen involves several steps that are easy to follow just by remembering them.

Step 1. Introduction

You need to say hello, introduce yourself and clarify how best to contact a potential buyer. A properly worded speech would look something like this: “Good afternoon, my name is ..., I am a representative of the company .... How can I contact you"?

Step 2 Identification of needs

To do this, ask the right questions and formulate them in such a positive way that the dialogue can be continued further. For example: “I have a unique offer for you, can I ask questions? ..., how often do you have to work with documents, writing down the necessary information in your organizer?

Step 3. Pen Presentation

After the needs are identified, try to correctly offer this product, paying special attention to the benefits that the interlocutor receives when buying. In other words: "Thank you ..., given what you said, I would like to suggest a pen that will help you most quickly write down important information at any time" or "... a stylish pen that can emphasize your status as a business person."

Step 4. Objections

Of course, it is likely that your interviewer will object. In his case, this is justified by an attempt to fully reveal your abilities. For example: "Thank you very much, but I already have a beautiful pen, everything suits me in it."

Step 5: Defining Additional Arguments

Here you will need those qualities of the product that you studied in 2 minutes of preparation. Now your task is to offer him special conditions, which will not allow to refuse the planned deal. It looks like this: “By purchasing this inexpensive pen, you will receive a special card as a gift that will allow you to buy other goods at reduced prices” or “Only 3 pens left at a price of ... rubles, the next batch, I assure you, will be already more expensive.”

Step 6: Close the sale with a related product

Offer an additional copy or tell us that there are notebooks, spare pastes, other colors. For example: “Today, every customer gets the opportunity to purchase a unique pencil with an eraser if they have a pen” or “You only need one pen or maybe you can take the remaining 3, because the holidays are coming, and this will be a unique present for your colleagues.”

Step 7. Farewell

Thank the buyer for the purchased product and try to establish contact for the possibility of your future meetings. It is done like this: "Thank you very much ...., I'm sure you did right choice. I will definitely contact you for the opportunity to make other unique offers. See you soon"!

For unconventional sales it is important that your buyer has sense of humor or share of creativity .

First, take the pen for yourself and ask your interlocutor for an autograph. Naturally, he will answer you: “But I have nothing,” so offer him to buy what is so necessary now.

Second, ask the question And you yourself, for example, could sell it". They will answer you: “Of course, no doubt, only the pen itself is not available now.” Now boldly say: I'm ready to sell you a pen, just show me a master class and complete the deal.

And, thirdly, the most cardinal option. Take the pen and go out the door. Naturally, you will be asked to return and hand over the item. Answer: " Can't sell, able to sell". Worth repeating again. Such methods only work when you have a person with a sense of humor in front of you.

9. Video examples of how to successfully pass an interview

Video 1. Interview questions

Video 2. How to succeed in an interview

Video 3. How to interview for a sales manager position

8. Conclusion

No matter how difficult the upcoming interview may seem to you, you should not be afraid in advance, let alone refuse it. Learn all the tips, work on yourself and try to solve this problem in the most successful way.

Now, after reading this article, you should have a certain scenario of actions and answers to the questions: “ How to behave in a job interview?», « How to sell a pen in an interview?”, etc., becomes clear.